**/**** ** *******

Mississauga, Ontario

**/**** ** **/****

Markham, Ontario

MARCELLO SALITURO

Executive Profile

Tenacious and bold Sales Management Executive with consistent contributions in strategic planning, business development and revenue generation. Proven success creating and accelerating revenue and sales growth, cultivating and developing new business, and obtaining optimal levels of profitability in highly competitive market segments. Leverage valuable combination of corporate strategy and entrepreneurial spirit along with an unsurpassed personal commitment. Confident relationship builder and able negotiator, successfully presenting and selling strategic business development programs to executive-level decision makers. Aggressive and decisive leader and change agent versed in driving multifaceted projects of various sizes, universally optimizing efficiency and propelling corporate growth. Specialized expertise in sales channel development.

Key Skills

Strategic & Tactical Planning

Account Development & Acquisition

Sales Team Training & Supervision

Competitive Sales Analysis

Broker & Vendor Relations

SaaS, Cloud, Managed Services

Contract Negotiations

P&L Management

Target Marketing & Penetration

CRM Development & Implementation

Accomplishments

Achieved 20% increase in YOY North American sales by leading expansion of distribution network through channel development.

Generated a pipeline of more than $28M in net new opportunities, five times of sales goal. Smoothly transitioned sales model from a direct position to channel program as manager of channel development.

Saved 18% in supply costs by renegotiating vendor contracts. Professional Experience

VP of Business Development

TELoIP Inc

Play key role in reshaping privately owned company according to industry standards in every facet of operations, including product management, business development and marketing. Establish entire sales infrastructure encompassing sales tools, strategies, pricing structure, carrier intelligence and ROI analysis models.

Open initial contacts with major telecom carriers and map organizational structure by collecting and analyzing account intelligence information.

Oversee the value at risk program, including all legal, commercial and technical aspects. Cultivate on-boarding program, Knowledge Transfer program and post sales support program. Plan strategies for the Financial Services vertical, ISP and named accounts including market approach, account team responsibilities and short and long term goals. Develop internal and external marketing and sales materials. Secure first channel partners for the company with multi-year commitments with leading CLECs in North America.

Create partnerships with third party service providers, such as Bell, Rogers and Allstream. General Manager

PC Parts Now

Drove operations with six sales, seven technical and eight operations staff; reported to the president. Successfully implemented cost saving initiatives including process/suppliers/work allocation. Added new vendors to product mix and renegotiated partner and supplier contracts. 8201 Islington Ave, Woodbridge, L4L 9S6 H: 905-***-**** C: 416-***-**** acqrlo@r.postjobfree.com 10/2004 to 06/2008

Toronto, Ontario

08/2002 to 10/2004

05/2000 to 08/2002

Toronto, Ontario

01/1998 to 05/2000

Toronto, Ontario

10/1991 to 01/1998

Toronto, Ontario

Toronto, Ontario

Performed value-based pricing by creating solution offer and proposal development. Provided clear direction to sales team regarding a strategic account plan that covered consultative selling, relationships, buying behaviors, competition, tactics and maneuvers to meet the needs of customers while demonstrating the company's value and impact. Deployed consultative selling approach utilizing account and opportunity planning, sales forecasts and funnel management.

Motivated team by setting business objectives, identifying coaching opportunities through performance reviews and rewarding outstanding effort.

Senior Manager of RBS/Business Development

Rogers Communications Inc

Conceptualized business plans for the Financial Services Vertical including market approach and account team responsibilities with short and long term goals. Delivered Professional Services and Solutions to targeted accounts, working closely with Wireless, Cable, and Media divisions.

Negotiated national support, service and pricing solutions with multiple system operations, including Shaw, Cogeco and Videotron.

Developed high level relationships with targeted accounts in the BDM role. Coached and mentored account managers, providing instruction and techniques to manage key accounts.

Senior Solution Consultant ( IPG )

HP Canada

Spearheaded HP's entry into the imaging and printing outsourcing business. Collaborated and worked closely with Services, Printing and Enterprise Sales organizations in their development of pursuit strategies.

Performed sales presentations to C-level executives, including HP's successful bid for their first imaging and printing outsource contract.

Director of Sales

AT&T Canada

Positioned AT&T as premier supplier in the marketplace by developing sales strategies and initiatives with partners and sales teams.

Created AT&T Canada's strategy and vision for national hardware sales. Improved hardware delivery and outsourcing processes including purchasing, staging, monitoring, configuration and maintenance.

Assistant Vice President of Sales

Telus Integrated Communications

Launched strategy and instilled culture and vision for Telus' Integrated Communications for start-up operation.

Designed Central and Eastern Canada sales strategy for national and government accounts. Led sales force consisting of three teams and 40 staff by setting goals for sales directors, account managers and sales engineers.

National Sales Director

Bell Canada

Education

Bachelor of Science in Computer Systems

DeVry University

Professional Development

Holden Sales Strategies, Target Marketing Systems

Financial Information Target Selling

Executive Perspectives, University of Toronto

Sales Management & Strategies, University of Michigan

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