Technology Sales - Computer Software Programming Resume Search
Technology Sales - Computer Software Programming Resume Search
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Technology Sales Resume


Desired Industry: Computer Software/Programming SpiderID: 45159
Desired Job Location: Wayzata, Minnesota Date Posted: 10/28/2010
Type of Position: Full-Time Permanent Availability Date: 11/1/2010
Desired Wage: 150000
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: Yes


Objective:
Offers more than 25 years of experience in building start-ups and turning around businesses/units by effectively delivering increased sales and lowering costs through the use of acute problem solving and technology. Quickly can bypass symptoms to resolving real problems with the experience to understand and explain complex technologies, gain consensus, build quality teams and ultimately deliver high ROI solutions. Areas of expertise include:

Enterprise Technology Sales • P & L Accountability • Organizational Leadership • International Sales • Sales Mentoring
Team Building • Sales Forecasting • Proposal Development • Proposal & Contract Negotiation

NOTABLE ACHIEVEMENTS

• Developed lasting relationships with Fortune 500 operations, 3M, Target, Wells Fargo, First Data, Principal, US Bank and Express Scripts
• Brought two companies from start-up to $25M+ and 5M+ in annual sales.
• Achieved Presidents/100% Club at every company worked for when available or eligible.



Experience:
PROFESSIONAL HISTORY
Account Executive, NUAVISTA CONSULTING (2008- Present): Consult with small to large organizations to develop and work on projects to increase sales and reduce costs. Increase sales by identifying client’s most profitable markets, developing sales plans and strategies, and managing sales people to execute these plans. Implement SEO and local internet marketing strategies. Reduce costs by mapping out and optimizing operational procedures through the use of technology and reducing waste. Increase working capital by increasing the efficiency of the finance department and working with lending institutions.
• Decreased Costs by 10% to 56% on several projects.
• Increased Sales by 10% to 28% for clients.
• Increased Profits by 20% to 880%

zSeries Software Sales Specialist, MSI SYSTEMS INTEGRATORS (2007- 2008): Led sales efforts for all zSeries (IBM Mainframe) software sales for 2nd largest IBM business partner in North America. Quickly transformed the companies go to market strategy for mainframe software. Leveraged previous data center relationships in Midwest and developed new accounts out to the west coast. Created seamless sell cycles by working with local MSI and IBM sales teams, sales specialists and engineers.
• Increased sales 41% within the first year and another 167% in year two.
• Sold $1.6M in first six months of 2008 and met IBM annual quota in 4 months.

Business Development Manager, LOFFLER COMPANIES (2003-2006): After three straight years of downward sales and losing their sales force to a competitor, joined to turn around the Customer Experience Management (CEM) business unit. Repackage and enhance company offerings in sales, delivery and support. Oversaw team performance, developing sales and operational objectives, implemented quality standards in both sales and delivery cycle. Built and repaired strategic alliances with existing and new vendors, outside sales and customers. The result was a successful business unit that delivered call centers with innovative digital voice and data recording technologies integrated with the companies Telecom and CRM solutions. Captured increased market share by developing business in call centers such as Wells Fargo, The Connection and CHS and public safety markets.
• Increased sales 36% within the first year and another 48% in year two and another 19% in year three.
• Recognized with membership in the 100% Champions Club.

Account Manager, COMPUWARE CORPORATION (2000-2003): Consulted and sold Application Performance Management (APM) solutions (STROBE). After Y2K, many customers were feeling they over paid and were taken advantage of. Sales were flat and many customers were looking at replacing Compuware. Turned the tide by developing new relationships higher and wider, simultaneously working with C level, Sr. VP/Director, Application Development, DBA’s, Operations, QA, and Capacity Planning. Saved numerous large accounts from replacing Compuware, notably, First Data Resources (FDR). Also led the way to reverse replacements and close significant new business into accounts that had already replaced Compuware in accounts such as Target and Wells Faro and US Bank. Worked with the CTO At FDR to develop an automated end to end performance solution, combining several Compuware performance and QA products.
• Recognized with membership in the 100% club with over $2 million in new product, 200%+ quota and $25 million in ELA revenue.
• Recognized for saving First Data Resources, one of the largest data centers in the Midwest.

Vice President of Sales, CEO/CFO, SUNRISE SOLUTIONS (1994-2000): Co-founded and led efforts to generate business by providing innovative intranet, security, data warehousing, and networking solutions across the US, Europe, and Asia. Negotiated and secured vendor contracts. Coordinated software engineers, hardware/software specialists, and technical service managers into more effective account management teams, which provided superior service and support to Fortune 1000 accounts such as Onan (Cummins) and Schnitzer Steel. Held P&L and banking responsibility. Created strategic proposals and developed a pricing structure to ensure acceptable margins, while generating profitable growth through demonstrated value.
• Brought a company from start-up to $5M+ in annual business.

Vice President of Sales & CFO, UNIVERSAL DIGITAL (1989-1994): Co-founded and developed a sales model for supplying DEC and IBM mini-computer and AT&T (Lucent) telecommunication solutions. Built strategic alliances with Fortune 1000 companies, including 3M and Citibank. Personally generated $2M+ in international sales annually, while holding P&L and banking responsibility. Conducted market analysis to identify and capture opportunities in end-user and wholesale markets. Liaised with vendors to identify unified objectives, develop pricing, and negotiate contracts.
• Brought a company from start-up to $25M+ in annual business.
• Managed up to $12M+ in annual business from Europe and Asia.


Education:
EDUCATION
UNIVERSITY OF MINNESOTA – SCHOOL OF MANAGEMENT


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