Enterprise Account Executive - Computer Software Programming Resume Se
Enterprise Account Executive - Computer Software Programming Resume Se
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Enterprise Account Executive Resume


Desired Industry: Computer Software/Programming SpiderID: 37129
Desired Job Location: Berkeley, California Date Posted: 5/12/2010
Type of Position: Full-Time Permanent Availability Date: 6/1/2010
Desired Wage: $220,000
U.S. Work Authorization: Yes
Job Level: Experienced with over 2 years experience Willing to Travel: Yes, 25-50%
Highest Degree Attained: Bachelors Willing to Relocate: No


Objective:
I am currently seeking a challenging Enterprise Account Executive with a progressive, industry leading technology company that encourages personal as well as professional growth among its employees. My work experience has included direct sales, team leadership and business development roles within global fortune 500 technology focused companies for the past ten years.

Accomplished technology focused sales professional with nine+ years of outside sales experience with fortune 500 companies (HW, SW, Services). Strong closer with consistent record of exceeding quarterly/yearly sales targets with multi-million dollar objectives. As Team Leader, developed strong/effective sales teams and directed/managed all relevant sales related activities. Strong history of closing net-new business and revitalizing/growing existing sales territories with responsibility for multi-million dollar sales objectives and long, complex sales cycles.


Experience:
PROFESSIONAL EXPERIENCE:

VMWare, Inc., Palo Alto, CA 2009-2010
Territory Manager
Team Leader in charge of setting and executing strategic direction and related activities of geographically dispersed team members and Channel Partners in order to drive net new revenue and product adoption within Northwest Florida. Established and developed ‘net new’ C-level relationships with customers. Delivered C-level presentations and white-boarding sessions. Conducted quarterly executive level account business reviews detailing new VMWare product offerings (e.g., Cloud Computing) and upcoming strategic customer IT projects. Initiated and developed strong relationships with Channel Partner Community in territory. Delivered VMWare product and sales training to CPC. Established strong relationships with Manufacturing partners with complementary product/service offerings and led joint opportunity sales efforts (Cisco, NetApp, EMC, HP/LeftHand, Symantec, VizionCore).
• Delivered 100%+ on target goal (115% total) in a territory that had not attained 85% in previous 4 quarters with previous account team.
• Technology Sales Focus : VMWare CLOUD Offering, SaaS (Hosted Service Deliver Model), Virtual Desktop Infrastructure (VIEW), Disaster Recovery (Internal and External Data Centers), Virtualizing Tier I Applications.
• Sales Goals:
 2009-2010: Combined Quarterly Goal $2.85M (Quota Target) – Exceeded Target by 15%.


Dell Computers, Inc., Round Rock, TX 2006-2009
Account Executive
Team Leader in charge of setting strategic direction and related activities of geographically dispersed team members to drive the greatest penetration of Dell into named account territory. Grew and solidified Dell’s strategic position within the accounts “Managed VAR Pilot Program” in the Corporate Accounts Territory within the state of Florida. Conducted quarterly executive level account business reviews detailing customer buying trends and upcoming strategic IT projects. Conducted customer-facing Dell and 3rd party product/service presentations with an emphasis on technical and business cycle focus to both educate customers and close opportunities. Worked closely with Dell partners to grow and solidify Dell’s strategic position within account base (VMWare, EMC, Symantec, Oracle, Cisco, Quest, etc.). Established and developed C-Level executive relationships at accounts with no prior Dell relationship.
• Increased territory revenue production from $4.75M to $11.33M in a largely “white-space” account set.
• Established Dell footprint in large, strategic accounts in Florida that were not currently Dell customers and established/grew the Dell share-of-wallet.
• Sales Goals:
 2007-2009: Annual Goal $11.33M in revenue; $6.15M in new business – Exceeded Goal by4%
 2006-2007: Annual Goal: $7.85 million revenue; $5.25 million in new business. Exceeded goal by 12%


NCR Corporation, Newton, MA 2002-2004
Managed Services Sales Consultant
Coordinated major account activities representing the services sales team for established New England accounts. Assembled appropriate subject matter experts and opportunity management resources to appropriately address client and project needs. Targeted business development within Fortune 100 account base. Developed pricing offerings for clients and prospects based on solution requirements. Cultivated new business opportunities within existing clients with specific focus on managed services opportunities and annuity growth. Perpetuated relationships with NCR strategic partners based upon target opportunities (SUN, Cisco, Nokia, Nortel, Summit Technologies); worked collaboratively with partners to develop sales strategy within key accounts. Expanded recurring revenue base through targeted opportunity development. Worked collaboratively with other business units within NCR to uncover new opportunities, developed account sales strategy and performed customer service actions.
• Sales Goals:
 2003-2004: Goal of $9.45 million in revenue, $3.5 million in new business. Exceeded goal by 10%
 2002- 2003: Goal of $6.5 million in revenue, $2.25 million in new business. Exceeded goal by 21%


Unisys Corporation, Burlington, MA 2001-2002
Account Executive, Commercial Industry
Promoted to Portfolio Sales Executive based upon performance and achievement in Account Executive role. New business opportunity development within Fortune 100 target account base. Target accounts included Microsoft enterprise level infrastructure opportunities supported by Unisys servers optimized to mainframe-like architecture. Additional opportunity development based on sub-application layers (SQL development, Microsoft Content Manager, SAP, PeopleSoft—Heavy ERP or Microsoft). Assembled appropriate resource and subject matter expert teams to provide a solution based upon identified client needs. Developed strategic relationships with Unisys corporate partners (Microsoft, EMC, Intel, SAP, Accenture) based upon target opportunities. Leveraged Managed Network Services resources to ensure continuous service relationship.
• Sales Goals:
 1999- 2002Goal of $6.25 million annual revenue, $3.25 million in new revenue. Exceeded goal by 25%

Account Executive, Financial/Banking 1999-2001
New business opportunity development within banking and insurance target market: <$250 million in assets. Developed joint business plans with Unisys corporate partners to ensure joint success within targeted opportunities. Assembled appropriate resources and subject matter experts to customize solutions based on client strategic business needs. Primary business development in proprietary Unisys mainframe technology space and complimentary distributed solution. Additional opportunity development in related business unit hardware and software arenas (check imaging, internet banking, enterprise data storage systems).
• Sales Goals:
 1999-2002: Goal of $6.25 million annual revenue, $3.25 million in new revenue. Exceeded goal by 25%


Education:
EDUCATION:
University of Rochester, Rochester, New York
College of Arts and Sciences
B.A.: Psychology, Minor: English, May 1997; Dean’s List


Skills:
Account Management, Excellent Communication Skills (Written and Verbal), Business Development, Team Leadership, Experience Selling at Executive-Level, Management of Large/Complex Sales Cycles, Contact Negotiation


Reference:
Available upon request.


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