Sales Manager
Resume:
James S. O’Connor
Audubon, PA 19403-1911
TEL : 610-***-**** Email : ***********@*******.***
SUMMARY/INTRODUCTION
With over 10 + years of success driven experience in hardware and system sales into prime
contractors, Tier 1 distributors and value added resellers, large solutions providers and integrators
at all levels of government – Federal Civilian, DoD, City, State & Local, I know the market and
can deliver in both a tactical and strategic selling business model.
Relationships established over this 10 + year period can be brought to bear for immediate contact
or through my network of government contacts to secure high level meetings to position the
company on a fast track to success. These strengths will be brought to bear in the Sales or
Business Development position I seek.
PROFESSIONAL EXPERIENCE
May 2008 – Present Librestream Technologies, Inc. Winnipeg, Manitoba Canada
Eastern U.S. Regional Sales/Solutions Manager
Eastern U.S. Regional Sales/Solutions Manager with responsibility for sales of Librestream
Technologies mobile video collaboration systems into commercial and government markets.
Successfully established network of high profile resellers, trained and worked with them on initial
market penetration efforts for mobile video collaboration systems sales and supported their
efforts to increase penetration and sales in Eastern U.S. in this emerging and exciting market.
Responsible for developing and spearheading channel support programs, establishing target
account roadmap, developing pipeline and supporting channel efforts.
Directly responsible for successful mobile video system sales and deployments with Liz
Claiborne, Hanover Insurance Company, The Hartford Insurance Company, PPG Industries,
AECI, Inc., NASA, CDO Technologies and Telos Corporation. Connected US divisions with
divisions overseas for mobile video collaboration technology cost saving solutions. Quota
achievement of $ 2M in sales in 2008 in emerging mobile video collaboration technology market.
January 2007 – April 2008 Psion Teklogix Corp. Hebron, KY
Government Sales Manager
Government Sales Manager for both Federal and DoD sectors within U.S. government and city,
state and local governments. Responsible for program development, partner relations/business
development of reseller network, for hand held computer/bar code reading technology sales to
drive logistics improvements and supply chain efficiencies.
Responsibility for sales of hand held computers, bar code software solutions and image
management into DLA – Defense Logistics Agency, TSA, DHA, FAA and U.S. Air Force for
supply chain, logistics and maintenance operations. Supported systems integrator network
partners General Dynamics, Lockheed Martin, Northrop Grumman, SAIC sales efforts into
government channel. Supported sales into UPS Logistics Technologies for hand held computer
utilization in routing and order-to-delivery processes.
Responsibility for retiring $ 2.6M quota for 2007 – 2008.
January 2001 – Dec. 2007 Itronix, A General Dynamics Company Spokane, WA
Federal Sales/Channel Partner Manager
Federal Sales/Channel Partner Manager responsibility for Itronix brand rugged laptop, rugged
tablet and hand held wireless computers. 5 year quota achievement in Federal Civilian and DoD
sales and sales into city, state and local governments in the Mid-Atlantic / Northeast U.S. from
2002 – 2007.
Relationship Manager for high volume, high visibility accounts like CDWG, GTSI, Lockheed
Martin, Northrop Grumman, CDO and Telos Corp. led to sales volumes of Itronix brand from
under $ 50,000 in 2001 to over $ 21M in 2007.
Spearheaded successes in Federal Civilian and City, State & Local governments including :
• FBI BSRRK ( Bomb Scene Rapid Response Kits ) Program using Itronix rugged
computers as on-scene data collection devices for FBI Special Agents. Program value
over $ 27.5M over 4 years 2003 – 2007.
• Dept. of Justice Asset Management program. Use of Itronix hand held computers for all
DOJ asset management tagging operations. Program value of $ 2.75M
• IRS Fuel Inspection Program using Itronix tablet computers for in-field fuel inspections
and taxation program. Program value $ 1.8M
• Norfolk, VA Police/Fire Department deployment of Itronix laptop computers city wide.
Program value of $ 2.3M
• Ohio DNR – Dept. of Natural Resources Program. GoBook MAX rugged computer sales
to DNR vehicles, boats, ATV’s, bikes for law enforcement. Program value $ 1.4M
• UNISYS/Boeing Secure Border Initiative Program using Itronix table computers for
SBINet US Customs and Border Protection program. Program value $ 1.3M
Developed Itronix channel partner program and advisory board in 2003 that integrated key
business partners and end users into Itronix product development process for new programs and
products. Program remains in place at present as critical business process improvement program
for new products at Itronix.
February 1982 – Dec. 2000 CMS – Media Systems, LLC Cherry Hill, NJ
VP, Sales and Marketing
Co-owner of CMS – Media Systems, LLC a Mid-Atlantic focused manufacturer’s representative
company in the computer, consumer electronics and wireless technology industries.
Directed sales and marketing for 14 person sales team representing companies in the Mid-
Atlantic and Northeast U.S. Contracted representatives for Apple Computers, AT&T, Panasonic,
Sharp Electronics, Samsung Electronics. Sales efforts into both direct retail and distribution
business through company relationships with CDW/CDWG, Tech Data, Ingram Micro, Circuit
City, Best Buy, Target and COSTCO.
Grew company revenue from $ 4.1M in 1985 after receiving partnership to over $ 47M in sales
by 2000.
May 1997 – January 1982 RK Marketing, Inc. Philadelphia, PA
Field Sales Representative
Independent contracted electronics representative in the Mid-Atlantic region for RK Marketing.
Represented Pioneer Electronics, Sanyo Electronics, International Jensen, Robert Bosch Corp to
major electronics chains in the Mid-Atlantic and Northeast U.S. Major account responsibility.
EDUCATION
1976 Indiana University of Pennsylvania – IUP Indiana, PA
B.S. Education
Member Kappa Delta Rho National Fraternity – Vice President 1974 – 75
Chair – Kappa Delta Rho “ Walk to Pittsburgh “ for Children’s Hospital 1975
IUP Arts and Sciences Student Committee 1975 – 76
Member IUP Rugby Club 1974 – 76
PROFESSIONAL AFFILITATIONS
AFCEA Member 2002 – Present
NDIA Member 2001 – Present
S.W. PA Special Olympics 1997 – Present
USGA Member 1994 – Present
PERSONAL
Married – 3 children
SUMMARY
Seasoned and skilled professional with excellent communication skills, successful sales and
marketing track record. Aggressive, experienced approach to tactical and strategic selling.
Proven success in building sales and channel partner relationships through programs that grow
and close business. Excellent presentation/briefing skills and drive to succeed are qualities that I
will bring to the position.
Contact this candidate