Ray Imbrigiotta

Pompano Beach, FL *****

acgigj@r.postjobfree.com / Cell: 954-***-****

http://www.linkedin.com/in/rayimbrigiotta

Proven Senior Sales Professional

Summary:

Proven major accounts sales professional, proven/benchmark 'Hunter/Farmer'

skills; Consistent top performer; initiates and develops C-Level

relationships; Strategic & customer focused, solution driven & consultative

selling; Accurate forecast & pipeline management; Effectively utilizes

resources to maximize sales productivity; Benchmark sales training &

account management; collaborative & mange resources via CRM

(Salesforce.com, Siebel); Successfully identify customer core business,

identify opportunities & decision making process, develop strategies,

deploy resources, execute strategy and close business- document results in

CRM, recycle as needed.

Industry Expertise: Security Services, Manufacturing, Retail, Leisure &

Hospitality/Cruise Industry, Transportation, State/Local Government, K-12

Education/University/Colleges

Work History:

-Advanced Windows & Shutters, Inc., South Florida

2013 to Present

President/Owner (www.advwindows.com)

Family operated, sales and installation of hurricane impact windows &

doors. State licensed contractor: SCC131151106.

-Ricoh, Ricoh USA, Florida 2005

to 2013

Global Account Manager (GAM)

. Assigned 10-20 Fortune 500/Global 1000 customers, existing customers

and new business.

. Sold Ricoh Hardware, Software, Managed Print Services and Facilities

Management- mail room, copy center, data center, on-site mail, IT

Services & IT labor; 3rd Party solutions. Network Monitoring and

Management Software via @Remote, Tivoli; Back Up & Security Solutions-

LAN/WAN, via 3rd Party; Create & Manage SOW on time and on budget.

. Develop Account Strategy. Manage and deploy Ricoh & 3rd Party

resources; Account planning via Saleforce.com/CRM; Initiate and

maintain "C Level" relationships, C-Level Partnering.

. Benchmark C-Level interview skills from Account Research, focus on

core business applications and research findings.

. Electronic Document Management for Unstructured 'Big Data' via: Kofax,

Captiva, Documentum, FileNet. Target 'Order to Cash'/AR,

AP/Collections, HR, Customer Service & Legal departments

. Business Intelligence and Collaboration tools providing real time/fact

based analytics: Appian, Baseware, Sharepoint focus on Finance,

Customer Service, Shipping/Receiving, Managed Services solutions via

Mobile Print SaaS / Mobile workforce solutions. Effective

consultative selling and leadership skills. Create Statements of Work

based on Discovery Analysis.

. Accurate pipeline management. Sales quota from $2M to $4M HW &

Services.

Selected Accomplishments:

. 2009; #1 GAM of 109 GAM's Nationwide, IT Services revenue- $3.2M;

Tyco/ADT 'Order to Cash' Solution. Nationwide Kofax, 'Check 21', on

site personnel contract. Re-engineered enterprise wide 'Material

Safety Data Sheets' library.

. 2010; #5 GAM of 105 Nationwide, IT Services revenue- $4.3M

. 2008; Runner up (over 3,500 sales reps) Ricoh's 'Advanced Sales

Presentation' Worldwide Contest- Tyco/ADT 'Order to Cash' Solution;

London/Windsor, England. Goal; Present benchmark sales wins/case

studies to Worldwide saleforce to replicate success.

. 2012: Renewed $1.8 Million contract, World Fuel Services; Miami, FL;

Ricoh MFP's, Managed Print Services, remote monitoring and management

tools,

. 2011; Signed New Business, $3 Million, Managed Services; Jabil, St

Petersburg, FL. Ricoh MFP's, Managed Print Services, 3rd Party HW &

storage, on-site personnel, remote monitoring and management tools

-DocuManagement Consulting, South Florida

2004 to 2005

Sales Consultant

Direct hunter sales role focused on SMB to medium companies. Target annuity

revenue opportunities re: compatible laser printer supplies. Develop print

management strategies via document accounting software.

-Dimension Data, Florida

2003 to 2004

Account Manager- Managed Services

. Sales Pilot Program for direct sales and sales support to seven (7)

Account Managers throughout Florida.

. Assignment of Mid size to Fortune 500/Global 1000 companies.

. Develop, manage and promote Partner Relations.

. Consultative Selling of Enterprise Managed Services consisting of:

LAN/WAN Network Monitoring and Management including Cisco IPT & IPCC

(Call Center), Managed Security (IDS, IPS, Firewall), Enterprise

Hosting & Disaster Recovery, Enterprise Business Intelligence

(Concord, Smart's, Prognosis, Micromuse, HP Openview), IT HW/SW

Maintenance services/'Break fix', Call Center services. Plan & direct

Strategic Account Strategy resources.

. Account planning via Siebel/CRM. Develop Account Strategy and manage

internal resources

-Xerox Global Services (XGS), Florida

2002 to 2003

Business Development Manager

. Direct sales and sales support to ten (10) sales personnel throughout

state of Florida.

. Assignment of Mid size to Fortune 500/Global 1000 companies.

. Develop Account Strategy and deploy resources to maximize sales

coverage. Account planning via Xerox proprietary CRM.

. Create & Manage SOW on time and on budget and provide ROI solutions.

. Provide Coaching and Leadership skills to state wide sales force.

. Offering included; IT Managed Services, Microsoft Migrations,

Electronic Document Management for Unstructured 'Big Data' via: Kofax,

Captiva, Documentum, FileNet, MS Sharepoint.

. Accurate pipeline management. Sales quota $2.5M HW & Services.

Selected Accomplishments:

. Implemented enterprise MS SharePoint solution, $1.6 M, Honeywell,

Clearwater, FL, 2003.

. Implemented enterprise Xerox DocuShare repository for Pilot Training,

$875K, AIRBUS, Miami, FL, 2002.

-Xerox Corporation 1988 to

2002

Senior Solutions Executive; South Florida

. Major Account assignment of Fortune 500/Global 1000- new business and

Xerox customers.

. Sold Xerox hardware & facilities management- mailroom, copy

center/data center & on site personnel.

. Develop Xerox Account Management Process, XAMP, manage and direct

sales support resources

. Sales assignment of Commercial & State/Local government, K-12/Martin

County School Board from 1988 to 2000.

. Sales quota from $750K to $2M.

Xerox Awards:

Presidents Club-:1998, 1997, 1996, 1994, 1991

Par Club: 2002, 2001, 2000, 1999, 1995, 1990, 1989

Selected Accomplishments (1989 to 2004):

. Signed $12 Million National Contract; Ryder System, Inc., Miami, FL,

2002; Solution provided Enterprise repository to over 975 U.S. Ryder

locations for more than 3,200 Xerox products; 10% cost savings to Ryder

while providing incremental hardware & services revenue.

. $5 Million National Contract; JM Family Enterprises, Deerfield, FL, 1999.

Xerox Hardware, Facilities Management, four, 4 labor personnel

. $6 Million USA & Puerto Rico Contract; Sensormatic Electronics Corp, Boca

Raton, FL, 1998.

. $4.6 Million National Contract; JM Family Enterprises, Deerfield, FL,

1996.

. $4 Million USA & Puerto Rico Contract with Sensormatic Electronics Corp,

Boca Raton, FL, 1995.

. $17 Million National Contract- 40 states; National Council on

Compensation Insurance (NCCI), Boca Raton, FL, 1994; Electronic print of

demand repository for mission critical application; including nine, 9,

labor personnel.

. #1 Cold Caller 1989 (75 sales reps), South Florida District.

-Automatic Data Processing (ADP) - Miami

1987 to 1988

Sales Trainee

Education: Bachelor of Business Administration- Marketing, Florida

Atlantic University, 1987

Sales Training & Misc:

. Salesforce.com, Siebel

. Selling the Enterprise Client; Executing the Strategic Approach, Major

Account Sales Process; Ricoh University, Atlanta

. Xerox Professional Selling Skills (PSS), Xerox SPIN, Objection

Handling; Xerox

. Xerox Account Management Process, Xerox Quality Improvement Process,

Business Development Sales Process; Xerox

. Xerox Six Sigma Yellow Belt

. Sales Training-Sandler Sales Process

. PGA Tour Caddy, AT&T Pebble Beach Pro Am, 2003.

. Millikin University, Decatur Ill., Football 1982.

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