Consultative Sales Business Development - Information Technology Resum
Consultative Sales Business Development - Information Technology Resum
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Consultative Sales/Business Development Resume

Desired Industry: Information Technology SpiderID: 80041
Desired Job Location: Brighton, Michigan Date Posted: 10/18/2017
Type of Position: Full-Time Permanent Availability Date:
Desired Wage: 200000
U.S. Work Authorization: Yes
Job Level: Management (Manager, Director) Willing to Travel: No
Highest Degree Attained: Masters Willing to Relocate: No

Experienced consultative sales and business development leader with more than 30 years of demonstrated success working in the information technology services industry. Growth-focused, results-driven, and goal-oriented professional with extensive experience in sales, business development, solution integration, analytics, project management, and market strategies. Committed to employing creative solutions to meet clients business and IT objectives. Effective at building solid business relationships with key clients and stakeholders to drive account base expansion, growth, and client retention.

Hewlett Packard Enterprise, Various Locations
Regional Sales Manager (East/Central Regions) 2015–Present
Worked closely with Business and Sales teams to effectively build, grow, and manage the Consulting and Professional Service business. Efficiently identify and solve customers’ business and IT needs through solution integration and digital transformation. Provided solutions for Fortune 100, various vertical markets, and Global/commercial customers. Solutions included but not limited to Security, Cloud and Hybrid IT, Identity Management, VDI, XaaS, Digital Transformations, Software integration, Datacenter design/transformation/consolidation, and platform migrations.

Key Accomplishments
Achieved Microsoft Partner of the Year award
Achieved yearly quota targets and doubled average deal size through the execution of solutions and digital transformation GTM
Conceptualized and implemented marketing strategies which obtained 32% yearly growth

Business & Sales Development (Pontiac, MI) 2012–2014
Took charge of the development of Americas Consulting sales pipeline, cross business unit solutions, attach and expansion, as well as the design and management of sales analytics program for the America region. Determined opportunities based on market, geographic, solution alignment, and analytics. Expertly managed sales, marketing, sales operations, and management for early stage opportunity identification and training. Developed Sales bonus programs and deployed quota and compensation for the Americas Consulting Sales team.

Key Accomplishments
Maximized early stage pipeline opportunities by 40% within first six months
Successfully developed solution content by designing consulting attach and expand program
Created Sales Analytic tools and programs that are used by Hewlett Packard Worldwide resulting in 70% win rates on opportunities identified through the program

Solution Opportunity Manager (Pontiac, MI) 2011–2012
Provided consulting solutions through custom, express, rapid response, and packaged services. Assumed full responsibility for opportunity managers along with end–to-end pursuit process which included alignment with other business units, rapid response program for packaged services, and channel programs. Rendered process improvements and deal management by linking sales, sales operations, and delivery through all CRM sales stages.
Key Accomplishments
Obtained 50% improvement in deal qualification and 15% increased win rate by conceptualizing and executing new deal qualification and deal lifecycle management program
Optimized sales efficiency and boosted win rates in development of market, account, and deal analytics
Devised process improvement program that successfully addressed deal management through all sales stages

Service Business Development (Livonia, MI) 2007–2011
Determined and addressed customers’ business needs by creating market-relevant solutions leveraging portfolio products. Expanded transactional solutions into portfolio selling and up-sell current deliverables. Operationalized solutions through sales cycles both in a direct and partner alliance go-to-market. Created business development community to standardize as a practice profession.

Key Accomplishments
Created and established market, account, and deal analytics, thus optimizing sales efficiency and maximizing win rates
Obtained 4.5X pipeline and 108% quota for vertical markets and >10% service product integration into solution designs
Designed multiple packaged solutions that acquired >$150M TCV contribution while increasing solution win rate by 10%

Master of Business Administration in Business Management
Lawrence Technological University, Southfield, MI
Graduated cum laude

Bachelor of Science in Business Management
University of Phoenix, Southfield, MI
Graduated with Honors

Associate of Science in Electronics Engineering
Macomb County Community College, Warren, MI
Graduated cum laude

Product go-to-market
Process Improvement
Project Management
Budget and Metrics Development
Solution/Digital Transformation
Sales and Performance Analytics
Customer Relationship Management
Employee Development and Management
Sales and Marketing Lead Conversion
Strategic Planning and Implementation
Team Leadership and Cross-functional Collaboration
Complex/Analytical problem solver

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