Sales Manager
Resume:
Walter McRae
Plano, TX *****
*****@*********.***
Summary: Possessing a strong sales background in the high technology software and hardware markets. Areas of focus include embedded development tools/RTOS’s, Enterprise/Executable UML, hardware acceleration, network security, imaging and printing markets. Consultative and service sales approach has been a big part of my past roles. Creativity, door opening ability, comfort zone at the CxO level, competitiveness and team player attributes add to my ability to continuously succeed in helping organizations generate revenue, plan market strategy, manage strategic partners and show growth.
Experience:
2009-2010 Regional Account Executive
Pitney Bowes – www.pb.com
Duties and Responsibilities
• Manage and develop new sales opportunities within Pitney Bowes Print Management division selling Managed Print Services solutions
• Call on potential clients usually at the CxO, IT Director and Operations level
• Work with PB Solutions Architects in assessing potential clients infrastructure to ensure optimal cost savings having PBPM manage enterprise customers printer/mfd fleets
• Propose solutions including service, hardware and consumables cost over set time frames from 3-5 years normally
Achievements and Accomplishments
• Expanded customer deal from a 500K opportunity to a 1.5M 15 site deal
• Opened doors and have developed relationships with the likes of 7-Eleven, Archon, HKS Engineering and Belo Corporation to name a few.
• Set the pace for new appointments and brain storming on messaging and how we work to gain market share and awareness in the managed print services markets.
2006-2008 Western Region Sales Manager
Netronome Systems – www.netronome.com
A Venture Capital funded start up
Duties and Responsibilities
• Generate sales and develop account base for the Netronome line of Network Software and Hardware Acceleration and security products for OEM markets including SSL Appliance and SDK offerings.
• Develop relationships with ISV’s in the FW, NAC, IPS/IDS and Compliance space in order to establish OEM and channel relationships. Sell into the data centers LAN/WAN environments solutions.
• Plan and co-ordinate technical seminars, speaking engagements and lead dev. activities.
• Co-ordinate and work to sign up VAR’s/SI’s and Reseller Channels with our Dir. Channel Sales
Achievements and Accomplishments
• Developed sales and relationships with companies such as Cisco, TippingPoint/HP, McAfee, Juniper, Avaya and Los Alamos National Labs.
• Signed Juniper to Netronome’s first ever Co-Marketing Agreement.
• Sales leader during tenure with Company
• Generated new leads from business development efforts, from contact base, seminars and Network Security events.
• Provided to management feedback that helped enhance our look and feel as a start up.
2004 –2006 Account Manager
Mentor Graphics- www.mentor.com
Duties and Responsibilities
• Generate sales and develop account base within Mentor Graphics of a newly acquired Executable UML Modeling software development tool for North America.
• Work closely with Product Marketing Manager and Dir. Operations for product development.
• Plan and co-ordinate technical seminars, speaking engagements and business development activities.
Achievements and Accomplishments
• Achieved 125% of quota in 2005 & Gold Club Status.
• Generated revenue with accounts such as Lockheed Martin, General Electric, Philips, Raytheon, Lucent, AT&T, Delphi and St. Jude.
• Doubled Sales in N. America for 2005 compared to 2004 first year acquisition sales figures.
2001-2003 Regional Sales Manager
Celoxica, Inc.- www.celoxica.com
A Venture Capital funded start up
Duties and Responsibilities
• Generate sales opportunities for our leading edge “C Synthesis” Software Development Tools, Development Boards and Design Services.
• Pitch via presentations and meetings our ROI to hardware/software engineers and executive level management the benefits of utilizing our leading edge development technology.
• Co-ordinate with strategic partners such as Altera, Xilinx, Wind River and Avnet
Achievements and Accomplishments
• Led U.S. team in sales for 2001.
• Won “Sale of the Year Award-2001” for Lockheed Martin sale and account management.
• Nominated for worldwide sales person of the year in 2001 and 2002.
• Created sales and excellent customer relations with the likes of Lockheed Martin, Seagate Technologies, Cisco, Maxxan, Nokia and Silicon Graphics
1998-2001 Sales Representative
Accelerated Technologies, now a Mentor Graphics Company- www.mentor.com
Duties and Responsibilities
• Establish and maintain sales relationships with bay area accounts in N. California.
• Present, consult and recommend to clients, appropriate RTOS solutions.
• Co-ordinate with third party partners such as Motorola, ARM and Tensilica and Intel
Achievements and Accomplishments
• Grew territory over 200% from 1998 to 2000
• Established and generated sales with such companies as Phillips, Harris Corp., Bay Networks/Nortel, Clarent Corp., Luxxon Corp. and Metasound.
• Helped establish Silicon Valley sales office and industry awareness which I feel helped dramatically increase our exposure leading up to Mentor Graphics acquisition.
1991-1998 Xante Corporation – www.xante.com
1996-1998 Account Manager, International Sales
Duties and Responsibilities
• Manage and develop distributors in Australia, New Zealand and Eastern Europe of our high resolution/large format and RISC based/Adobe Postscript printer devices.
• Train distributors on the usage and selling points of our product line.
• Develop marketing strategies, promotional activities, manage co-op funds of the distributors and manage firmware upgrades
Achievements and Accomplishments
• Doubled sales first year of taking over territory.
• Signed Apple Computer Australia, Pty to exclusive distributorship. This was the first time Apple Australia had signed a 3rd party printer product to their Third Party Products Line.
• Transferred to Sydney, Australia for an eight-month assignment to implement Apple Australia’s distributorship program and develop their marketing strategy.
1991-1996 Sales Representative, Domestic Sales
Duties and Responsibilities
• Support direct and VAR channel sales of Xante’s line of Adobe Postscript printer products.
• Organized seminars and participated in trade shows world wide
• Organized focal group to better tone our messaging and develop competitive matrix’s.
Achievements and Accomplishments
• Top domestic sales person four out of five years.
• Generated over 10M in sales during tenure on domestic sales team.
• Generated sales with companies such as ABC/Capital Cities, Estee Lauder & Time Warner
Education: University of South Alabama, Class of 1989 - Mobile, Alabama
Major: B.A., Communications; Minor: Marketing
TAS Training, 2005
SMU Business School-Caruth Entrepreneurial Certificate, 2008
Linkedin Profile: http://www.linkedin.com/pub/2/446/156
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