Steve Emmer, MBA

Strategic Sales Executive (hunter)

213-***-**** (office) 415-***-**** (mobile) Based in Southern California

acr190@r.postjobfree.com

Education:

Massachusetts Institute of Technology – Sloan School: MS Management (MBA); BS, MS Chemical Engineering

Business Experience Summary:

Accomplished sales executive with extensive experience selling enterprise-wide business software and services with a solutions focus (BI, analytics, content management, collaboration, communications, call center efficiencies) to business units and IT of Fortune 1000 companies (example new logos: T Rowe Price, Staples, Verizon, AT&T, McDonald’s, Nestle, Dole, Toyota, Electronic Arts, Oracle, Williams-Sonoma, DirecTV, Warner Bros); multiple years of hitting and exceeding quota; sales management in start-up and entrepreneurial companies; business development; intellectual property contracts development and negotiation; partner management; negotiating and closing deals; aligning solution sales to business needs, enterprise search, EPM, CPM, EAI, business intelligence, budgeting, and financial planning & reporting. Hold two patents; Very strong analytical skills--adept at identifying revenue and cost drivers for winning new business; Excellent in translating tech-speak into business value terms and ROI. Hunter focus and mentality. I close large deals.

Emmer & Associates

Principal Consultant 6/2014-Present

Provide subject matter expertise consulting to management consulting companies such as McKinsey & Co and Boston Consulting Group on cloud migration decision behavior of executives, cloud-based telephony, and economic consequences of software contract negotiations.

Linium Consulting

Client Executive 1/2014-5/2014

Hired as the first pure sales hunter for this management consulting company, a leading partner with Oracle, providing software implementation and transformation services (Cloud and on-premise) to finance executives of the Fortune 1000. I got the company into accounts where they had not transacted before, but left when the company changed direction.

CorvisaCloud

Regional Sales Manager 1/2013-5/2013

Developed mid-market new account penetration strategies for this cloud-based call center software startup. Prospect discovery, email campaigns, cold calling scripts, and fusion marketing were part of the mix; rolled out company-wide. Remote sales offices were closed when the company restructured into a Midwest salesforce.com services company due to difficulties releasing a product.

Microsoft

Solutions Specialist - Business Productivity, Office 365 (SaaS, cloud) 2/2006 – 11/2012

Sold to HR, Marketing, Finance, and IT – SharePoint-based business productivity and SaaS (Cloud) for business process automation, collaboration, social computing, business intelligence/analytics, and customer-facing and employee web portals for corporate communications, HR self-service, and knowledge management. Includes six years selling $millions in software in the Telco, Media & Entertainment vertical (Disney, Warner Bros, DirecTV, Universal Music Group, T-Mobile, Qualcomm, Cisco)

Five year quota achievement of 94-111% against a personal quota ranging $26-35MM/year

Average deal size of software licenses ranged from $500K-$3MM; sold over $100MM last 5 years

Driver/creator of multiple marketing events that resulted in $millions in sales revenue

Customer Satisfaction Champions award winner; Gold Star winner for vertical-sales best practices; four-time mentor; Circle of Excellence award (top 1%)

Left when Microsoft shut down my industry vertical

A3 Solutions

(Developer of Enterprise Performance Management financial applications for budgeting, planning, & reporting)

Director, Business Development/Channel Management

9/2003 - 2/2006

Expanded sales to the Fortune 1000 of corporate performance management systems by 30% a year

Established telemarketing channel

Brought on new VAR sales partners, including Europe and Australia

Left for Microsoft whose Telecom vertical courted me (I had closed multiple large telecom companies)

OutlookSoft Corporation (Corporate performance management - acquired by SAP)

Sales Manager Enterprise Software

8/2002 - 9/2003

As one of the top revenue producers, sold financial software for business analytics including budgeting/forecasting, profitability analysis, and performance management to CFOs of corporations over $500MM in revenues (examples: Stanford, Disney)

Covered the complete cycle from telemarketing/prospecting to close and integration of implementation partners

Left to join A3 for a substantial equity position ahead of a possible acquisition

Information Builders (Business Intelligence)

Sr. Account Executive

2/2001 - 7/2002

Sold enterprise software for business intelligence/analytic reporting and e-commerce / application integration (EAI), mostly to firms with revenues over $1 Billion revenue

By focusing on business value and high ROI, I penetrated target companies even where competitors had been resident for years

Had fastest close cycle for a new account in the 26-year history of the company

Left to join OutlookSoft who had been pursuing me for two years

iSpheres Corporation (Internet e-commerce)

Management Consultant 10/2000 - 1/2001

For this newly VC-funded Internet e-commerce company I did market research and developed sales and partner strategies. This startup could not complete its product and went out of business ten months later

A3 Solutions (Corporate performance management software applications)

Account Executive; Sales Director; VP Sales & Marketing

6/1994 - 9/2000

Account Executive - sold the first 20 deals for this vendor of analytic enterprise software for profit planning, sales analysis, budgeting automation, and corporate performance management

Director of Sales - managed U.S. sales. Regularly won against much larger software competitors

Director, Business Development - established VAR channel on three continents

VP - grew and managed the sales organization, developed marketing programs, managed product marketing, developed intellectual property contracts

Company grew 600% in revenue and employees from 5 to 50 during this tenure. Sales were nearly exclusively to business executives in finance, sales, and sales & marketing operations

Information Resources (multi-dimensional database and analytics software, including financials)

Director, Business Development 3/1993 - 5/1994

Managed inside sales team

Western region marketing manager – promoted new financial product for consolidations reporting

Sold analytical BI software (Express) to Oracle who then bought the whole company

Execucom Systems Corporation (decision support systems and financial modeling)

Technical Sales Manager 7/1986 - 3/1993

Managed pre-sales consulting staff of six across western U.S. and Canada

Competitive win rate of 90%

Regional quota performance of 110-138% consistently over a decade

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