Gary White

***** *** ***** *****, *****, Florida 33774

727-***-****

727-***-****

acoxwe@r.postjobfree.com

DIRECTOR OF SALES ACCOUNT EXECUTIVE

Qualifications Profile

Growth-driven, versatile, and dynamic professional, offering wide-ranging experience in business development, sales, marketing, and

product deployment within the packaged software and private data industries. Equipped with keen business instincts and well-earned

reputation in broadening account base and marketing channels for SFA tools, CRM, and database solutions. Analytical and hands-on

leader, adept at assessing market conditions, measuring feasibility of marketing and campaigns, and revitalizing struggling fiscal

and operational performance. Out-of-the-box thinker and developer of sales strategies with expertise in managing major accounts and

securing partnerships with C-level management of mid- to enterprise-sized companies. Armed with comprehensive multicultural awareness

of the U.S. and international markets, spanning South America, Latin America, Asia Pacific, and Canada.

Areas of Expertise

Customer Relationship Management Business-to-Business Sales Planning and Decision-Making

Problem Resolution Communication and Interpersonal Skills Public Relations Campaign Management

Database Marketing Marketing Automation Analytics and Hosted Services Social and Analytical Solutions

Professional Experience

Gary White CRM Services - Largo, FL

Owner 2012–Present

Closely coordinate with all customers to perform consultative selling of CRM services, which involve answering inquiries and

attending to all concerns

Cultivate and maintain profitable and long-term working relationships with Fortune 500 companies to prospect and secure leads as well

as deliver CRM consulting and database marketing services

Serve as sales manager, accountable for supervising and coaching the pipeline, as well as organizing all sales data

Consistently brought forth 30% growth to the business year over year

Played an integral role in augmenting qualified leads by 12% for major Fortune 100 in the B2B vertical

Harte-Hanks - Largo, FL

Vice President, Database Marketing Solutions 2005–2012

Rendered hands-on oversight for all direct sales and sales support (SME) activities for Global CRM solutions including hosted

marketing database environments

Actively participated in all facets of the sales process, from prospecting to closing, while efficiently supervising a team of

subject matter experts (SMEs)

Formulated strategic and workable territory plans as well as up-sell, cross-sell, and whites-space analysis, in close collaboration

with sales representatives

Established and sustained constant communication with business units regarding development of solutions-based business requirements

utilizing the best of breed applications, as well as with all business verticals that included Financial Services, Retail, Consumer

Goods, Telecommunications, Travel/Leisure, Not-for-Profit, Catalog, Media, Utilities, Pharma/Health Care, and Technology

Earned recognition for solely securing significant revenues from CRM and OMNI channel solutions or services, including more than $15M

in 2008, $17M in 2009, $12M in 2010, $18M in 2011, and $22M in 2012 over the next 36 months

Successfully positioned the CRM/DB solutions within highly competitive markets through cooperation with the sales teams in driving

the following initiatives:

Preparation of detailed competitive landscape, encompassing Acxiom, Merkle, Experian, Epsilon, and Target Base

Creation of comprehensive business cases outlining return of investment (ROI) proof

Automation of the sales force through SF.com, Siebel, Pivotal, and SugarCRM

Optimization of marketing services, social media (OMNI Channels), Email, and global and domestic data quality

Transformation of the marketing process through Eloqua, Marketo, Aprimo, IBM Unica, Infor Epiphany, SAS, Aprimo, and Oracle, Alterian

Expert utilization of MRM (Aprimo, Unica, and Oracle); predictive analytics (SAS & SPSS); and descriptive analytics (Cognos, Business

Objects, Microstrategy, SAS, Oracle, and Tableau)

Siebel Systems, Inc. - City, State

Solutions Expert (Director) Lead Solution Specialist II Regional Manager Product Specialist 2001–2005

Provided expert oversight and support to the overall sales activities for Siebel marketing and analytics ensemble product suite

across the U.S., South America, Latin America, APAC, and Canada

Maintained active engagement in developing sales campaign, conducting predictive and descriptive analytics, coordinating events,

monitoring workflow, and implementing loyalty and e-marketing capabilities.

Efficiently monitored and guided a group of five marketing specialists and a team of pre-sales consultants, which involved

facilitating staffing, training, and coaching; structuring competitive analyses; and relaying feedbacks and recommendations to the

sales force

Ensured the provision of the best business value for all solutions by strategically coordinating with the Sales Team and the sales

management in formulating sales strategies for key client opportunities

Proactively represented the sales organization on the Product Strategy Team accountable for conceptualizing all product vision

Capitalized on solid communication skills in delivering presentation on product updates to the analyst community, as well as

recommending competitive advantages and strategic positioning and presentation to the international operations

Meticulously prepared comprehensive and detailed request for proposal and request for information (RFP/RFI) repository across

industries

Keenly reviewed and analyzed customer and industry feedback, which guaranteed effectiveness in creating a set of marketing dashboards

Enabled clear communication and presentation of Siebel’s BI and Campaign Management value proposition to key clients by creating and

utilizing sales and pre-sales training for BI and Campaign Management internal and external teams

Significantly contributed in producing customized solutions, which were deployed to core industries including financial services,

retail, telecommunications, travel/leisure, not-for-profit, catalog, media, and utilities and technology

Streamlined the sales processes through formulation of best practices including discovery process documents, differentiating features

and benefits documents, and other tools for the sales force

Strategically spearheaded assigned team, which resulted to attainment of more than $50M for 2004 and $60M in 2005; consequently

meeting sales quota year over year

Earlier Career

Siebel Systems, Inc. - City, State

Senior Product Specialist 2000–2001

PricewaterhouseCoopers - City, State

Consultant, Global Relationship Marketing Practice of PricewaterhouseCoopers 1998–2000

Paradigm Communication (Ovation) - Tampa, FL

Operations Manager 1997–1998

Times Publishing Company - St. Petersburg, FL

Marketing Coordinator/Manager 1993–1997

Education

Coursework in Accounting and Computer Science

Kent State University, Warren, OH

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