Sr. Account Executive - Computer Software Programming Resume Search
Sr. Account Executive - Computer Software Programming Resume Search
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Sr. Account Executive Resume


Desired Industry: Computer Software/Programming SpiderID: 37802
Desired Job Location: Atlanta, Georgia Date Posted: 5/26/2010
Type of Position: Full-Time Permanent Availability Date: 6/1/2010
Desired Wage: 130000
U.S. Work Authorization: Yes
Job Level: Experienced with over 2 years experience Willing to Travel: Yes, 50-75%
Highest Degree Attained: Bachelors Willing to Relocate: Undecided


Objective:
SENIOR SALES PROFESSIONAL with proven success in Channel Sales, OEM Sales, ISV Sales and Food and Beverage/CPG Enterprise. Offer solution-focused, consultative selling style and can design, execute and drive sales objectives in any type of organization. Specific competencies include planning and executing sales strategies, finding new business, building an opportunity pipeline and closing sales; enabling required channels such as value added resellers, value added distributors, Independent Software Vendors and OEMs. Regarded by clients, colleagues and management to be an individual with high integrity, strong work ethic, creative, analytical and winning resolve.


Experience:
CDC Software, Atlanta Ga 2008 2010
Business Development Manager, CDC Factory

Successfully designed and executed on campaigns to identify and drive messaging to C-Level executives at top 100 Food and Beverage companies. Used cold-calling, direct mail and email to get name recognition in crowded field. Engaged in direct conversations to educate and create a need which currently was not there. Provided clear understanding of value proposition and procured the first meeting. Created communications including direct mail, email, sales collateral with specific message that grabbed attention. Managed newsletter and special campaigns around an opportunity message. Managed team of research assistants to identify top executives and administered resulting database for email campaigns. Developed expert knowledge in food and beverage and CPG verticals, deep understanding of operational excellence within manufacturing operations including Continuous Improvement, Six Sigma/Lean, food retail market, private label, understanding of software architecture and scalable technology to drive solution sell.
Developed $3m opportunity pipeline with global food and beverage/CPG companies within first six month period of working.
Created and developed opportunities that became largest revenue accounts in 2009 (over $1.5M).
Brought market leaders to the table including Pinnacle, B&G, Heinz, Hershey's, Schreiber Foods, Coty and Five Hour Energy.

AppForge Inc., Atlanta GA 2004 - 2007
Channel and Territory Sales Manager, Business Development

Successfully sold wireless mobile enterprise solutions/mobile application development environment to mobile enterprise leaders direct and through channels. Targeted enterprise verticals with customized solution involving licensing and professional services Recruited SI, VAR and ISV into channel partner program. Managed activities of partners, including lead generation, follow-up, forecasting and marketing programs. Business Development: presented product and solution sell to wireless carrier product managers and sales teams. Developed joint sales programs and did presentations and joint calls on accounts. Undertook various training activities with device manufacturers including Nokia, Palm, RIM, SonyEricsson and HTC. Worked insurance, financial services and supply chain vertical. Developed expert knowledge in mobility solutions, wireless enterprise, PDA and smartphone vendors and operating systems, field application integration into backend systems.
Doubled international territory revenue within one year and recruited 15 ISV/Channel partners.
Maintained average growth rate in territory of about 25 to 30% over two year period.
Carried $1m annual sales quota and was leading salesperson for Q4 2004, Q1 2005 and Q1 2006
FRANK S. WAGMAN

Dorado Software, Atlanta, GA 2000-2002
Regional Account Executive

Sold network management software to OEM vendors (network), carrier/ISP and enterprise in Eastern US and Europe. Developed opportunity and closed the contract within an eight to twelve month sales cycle. Managed an account team of pre-sales engineers and project managers to obtain business and scope out project. Negotiated contract license on behalf of company. Developed knowledge in network management (FCAPS), performance management, network infrastructure (equipment manufacturers), equipment functionality, (core, edge, transport, etc), and network protocols (OSI model, SNMP, CLI, TL1),
Awarded largest contract in company history with Siemens ICN.
Largest revenue earner in 2001, attained over 200% of $3.5m sales quota.
Led all sales peers in new account partnerships, revenue and forecasted revenue.

American Megatrends, Atlanta, GA 1995 - 2000
International Account Executive

Sold firmware, hardware diagnostics and management software to OEMs and Industrial PC manufacturers. Conceived of Y2K product and sold over $1m during Y2K crisis. Developed knowledge in motherboard manufacturing, Intel product roadmap, product development cycles for PC OEMs; assembler language; development tools such as debuggers and editors; Y2K issues.
Achieved 95% or better of quota for five-year period
Developed HP into $2.5m account through bundling of diagnostic software into every HP PC
Developed IBM and Siemens into major accounts.


Education:
EDUCATION

BA, Communications, Hunter College, NY
Accounting Certification UCLA



Affiliations:
Lean Six Sigma Blackbelt Certification (In Progress)
Solution Selling Training


Skills:
Expert Knowledge in process manufacturing, food and beverage, CPG, Continuous Improvement, OEE, wireless mobile enterprise, wireless network, IDE, .NET, Microsoft technology, handheld devices, smartphone, PDA, development methodology, cloud computing, SaaS, network topology, Original Equipment Manufacturer OEM, ISV, channel sales, direct sales, enterprise sales, solution selling, business development, embedded software.


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