Cameron Gerard Forch

***** ****** ***** ****., *******, TX 77095

832-***-**** • ab4zik@r.postjobfree.com

Executive Sales Professional

Enterprise Software Sales

•

IT Consulting Services

•

Telecom Vertical Focus

•

Sales Management Expertise

•

Direct Sales*New Business Development*Consultative & Solution Based Selling

Skills*Contract Negotiations

PROFILE

Dynamic Senior Level Sales Executive with 20+ years of enterprise software sales, an effectual

Leader with a proven ability to exceed sales quotas

.

• Especially skilled at Account Planning, Pipeline management, Negotiation, Solution based selling.

• Proven ability to exceeding revenue goals, maintaining profit margins, and achieving strategic business

objectives.

• Good leadership qualities and communication skills

• Ability to generate multi level sales growth and sales training

• Traveled throughout Europe, US, Latin America for business purposes

• Extensive knowledge of Communications, Telecom, Media vertical Market segments

Hewlett Packard, Houston, TX June 2006 to Present

VP Sales

Sales

• Responsible for selling enterprise software solutions and IT consulting services to Communication Providers

(Wireless, Wireline, Cable MSO’s) in the US, Canada & Latin

• Leading a sales team in the development and implementation of a specific action plan to achieve or exceed

revenue/margin targets in assigned region.

• Hiring, training, managing, motivating and developing a team of high quality, success-oriented sales executives

• Carried out systematic sales calls on assigned global accounts.

• Developed and maintained mutually profitable customer relationships.

• Built well targeted business plans and strategies for allocating resources and driving sales activities to achieve

software, hardware revenue targets and margin; collaborated within HP and with the field to prioritize,

facilitate and direct the use of resources

Leadership

• Modeled effective selling skills; motivated and supported sales teams in selling; demonstrated a high level of

support in the pursuit and closing of deals

• Experience hiring, training, managing, motivating and developing a team of high quality, success-oriented sales

executives

• People Development - Nurtured and advanced the talent required to maintain Oracle sales force excellence

within area of control; sponsored and directed skill building activities to increase the productivity and

accomplishments of the sales force

Account Planning

• Planned sales strategy; managed the internal processes in support of sales reps and selling activities; aligned

tactical account plans with overall corporate strategy

• Actively developed and managed geography business plans to meet revenue goals/quotas; developed,

comprehensive plans that articulate the strategies/requirements essential for focusing sales activities

• Forecasted accurately and communicating sales progress; actively managed and signed off on account

business plans through scheduled reviews and updates

Key Achievements

• Frequently earned recognition for top sales performance 3 consecutive quarters

• Closed 35% - 38% of all deals

• Increased total yearly sales by 25%

Oracle, Houston, TX 2004 to 2006

Director of Sales

Communication & Media Solutions

Sales

• Responsible for selling enterprise software solutions and IT consulting services to Tier 1 Wireless providers

in the US, Canada & Latin

• Maintained and grew the base business, focused on complex solutions and drove new business opportunities

in geography based accounts, and supported reseller business as an extension of reach into account base

Pipeline Management

• Built, monitored and orchestrated sales pipelines to ensure continuous population of near and long term

opportunities; managed the size, shape and quality of pipeline; analyzed overall win rates and win/loss ratios

Leadership

• Modeled effective selling skills; motivated and supported sales teams in selling; demonstrated a high level of

support in the pursuit and closing of deals

• Experience hiring, training, managing, motivating and developing a team of high quality, success-oriented sales

executives

• People Development - Nurtured and advanced the talent required to maintain Oracle sales force excellence

within area of control; sponsored and directed skill building activities to increase the productivity and

accomplishments of the sales force

Key Achievements

• Awarded top sales region (3) consecutive years

• Broke company’s sales record in second year selling $2.2 - $4.5 Million in revenue each year

Hughes Software Systems - Houston, TX 1999 to 2004

Director of Telecom Sales

• Responsible for selling enterprise software solutions and IT consulting services to Service providers, ISDV’s,

OEM’s in the US, Canada & Latin America

• Experience selling into Motorola, Alcatel-Lucent, Cisco, Ericsson, NSN.

Extensive experience in a “solutions selling” model to large organizations.

•

• Lead a team in the development and implementation of a specific action plan to achieve or exceed

revenue/margin targets in assigned territory. Carry out systematic sales calls on assigned accounts. Developed

and maintained mutually profitable customer relationships

Coaching & Performance Management

• Assessed and managed employee performance to ensure individual and group excellence; counseled and

supported individuals through selling challenges; managed performance and results of high and low

performers

Leadership

• Modeled effective selling skills; motivated and supported sales teams in selling; demonstrated a high level of

support in the pursuit and closing of deals

People Development

• Nurtured and advanced the talent required to maintain Hughes sales force excellence within area of control;

sponsored and directed skill building activities to increase the productivity and accomplishments of the sales

force .

Industry and client knowledge

• Stayed current with industry and competitive research and information to enable rich client dialogue

• Maintained an understanding of client business challenges, industry trends and markets; demonstrated

breadth and depth of knowledge to position and map Hughes capabilities that align to client business

objectives and initiatives

Key Achievements

• Earned recognition for top sales revenue performance

• Closed 37% of all deals

• Increased total yearly sales revenue by 22%

BEA Systems - Houston, TX 1996 to 1999

Director of Telecom Sales

Sales

• Managed a Global territory (US, Canada Latin America to drive new OSS BSS software solutions into

Telecom domain.

• Provided sales and technical sales leadership and help move sales opportunities to closure through demos,

proof of concept, creating responses to request for information/proposals, participation in marketing events,

provide skills transfer, develop and deliver intellectual capital and provide input in product and sales strategy

C-level Partnering

• Contributed to enduring executive relationships at the highest levels of the clients organization; personally

interacted with executives; established professional relationships and credibility with key IT and business

executives in support of other established relationships with the client

Consultative selling

• Strategized and coached team on how to apply consultative-selling techniques to identify and advance

opportunities that result in ongoing profitable revenue growth for BEA; prepared for client calls in

partnership with sales teams and supported the efforts of the team during client meetings; ensured sales teams

have access to other BEA resources and encourages them to nurture relationships with client influencers and

decision makers

Key Achievements

• Attained revenue target in excess of 123%

• Earned recognition for top sales regional Manager

• Closed 33% of all deals

• Increased total yearly sales revenue by $1.2 Million

IBM - Chicago, IL 1979 to `1996

Account Executive

National Accounts Manager

Responsible for sales computer hardware, software, Voice products, and professional consulting

services to assigned accounts within Fortune 500 Corporations.

Developed account plans, conducted sales presentations, defined customer requirements, and generates

sales proposals. Promoted to National Accounts

Responsible for enterprise wide sales of voice application products to national accounts across the US.

Defining business requirements, interacting with senior management, contract negotiations with end

user and application vendors.

Named “Rookie of the Year” in 1979

Education University of Illinois, Champaign Urbana, Ill

BA Marketing 1979

University Of Chicago Masters Business Administration 1983

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