Sales Manager

JOHN T. RUDOLF

*** *** ******, ********, ** ***** Tel: 251-***-**** Cell: 251-***-**** ***********@*****.***

DIRECTOR OF SALES & MARKETING

Technology, Publishing, Arts, Healthcare

After many years of building sales teams for great companies, start-ups, and ordinary companies, John earned a reputation as a senior sales and marketing Manager/strategist with an exceptional ability to turn around operations through forward thinking, building high-performance teams, defining processes, and implementing strategies that produce bottom-line results. He is a natural communicator with strong training, leadership, motivational and negotiation skills. John achieves goals and objectives through passion, commitment, and expertise in:

• Cross-functional Leadership • Team Recruitment & Development • Performance Metrics

• Resource Management • Market Identification & Penetration • Change Management

• Contract Negotiations • Account & Revenue Development • Channel Marketing

• Project Management • Strategic Business Partnerships • Coaching

CAREER PROGRESSION

DOW JONES & CO, NEW YORK, NEW YORK 2009-2010

THE LEADING GLOBAL BUSINESS NEWS AND INFORMATION PROVIDER

SOUTHEAST REGIONAL SALES EXECUTIVE

NEW PRODUCT “THE WALL STREET JOURNAL PROFESSIONAL EDITION WITH FACTIVA,” A MARKET RESEARCH AND GENERAL BUSINESS INFORMATION PORTAL , USED FOR BUSINESS INTELLIGENCE. THE PRODUCT WAS DESIGNED FOR THE NON-PROFESSIONAL MARKET RESEARCHER IN THE ENTERPRISE SPACE.

PAETEC COMMUNICATIONS, ROCHESTER, NEW YORK 2007-2009

NATIONAL TELECOMMUNICATIONS CORPORATION OWNING AND OPERATING THE MOST MODERN NETWORK IN THE MARKET, AND THE 5TH LARGEST "TELECO" IN THE US.

ACCOUNT MANAGER

ENTERPRISE ACCOUNT DEVELOPMENT AND ACQUSITION PRIMARILY IN THE HEALTHCARE MARKET, FOCUSING ON LARGE MULTI-LOCATION VOICE/DATA NETWORKS. THE TELECOMMUNICATIONS NETWORK HAS BECOME THE MOST VITAL ASPECT OF BOTH IT AND COMMUNICATIONS FOR ANY PUBLIC OR PRIVATE ORGANIZATION, AND/OR COMMUNITY. A VERY GOOD COMPANY, PROBABLY THE BEST IN A MESSY INDUSTRY.

FRONTRANGE SOLUTIONS, INC., Pleasanton, California 2004 – 2007

Developers of software and services for mid-market organizations to build extraordinary customer relationships. Creators of award-winning GoldMine for Customer Relationship Management and HEAT software for IT Service Management.

Channel Sales Manager

Driving force in the recruitment and development of channel partners to implement FrontRange Solutions’ .NET helpdesk product line in the large- and medium-sized business market.

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Recognized for recruiting a $500M Army contract, the largest government VAR in company history, after collaborating with Microsoft gold partners and the Microsoft organization to recruit their top .NET partners. Built pool of investors with a solid investment strategy for several new partners, brought several legacy partners into the new product market. A strategic decision to abandon their channel strategy, made my work and program unnecessary. FrontRange continues to struggle in the help-desk market.

INTERWISE, INC., Boston, Massachusetts 2002 – 2004

Provides voice, Web, and video conferencing tools that reduce expenses, improve individual productivity, drive innovation, and enhance a company’s ability to respond quickly to changing market conditions. My first Israeli company, who wanted to establish a presence in the US. A fundamental imbalance between technology and marketing resulted in their being sold.

Senior Business Development Manager

Recruited as senior advisor and account manager to implement strategic initiatives to maximize revenue growth and customer satisfaction by building high-performance sales and marketing teams.

Won more than 15 major accounts and numerous smaller clients which doubled North American revenues to $40M in 18 months, earning recognition as one of the top three companies in the industry.

Recruited sales team from veteran Lotus Sales Managers experienced in technology solution selling to attack the enterprise market producing a 75% over all U.S. revenue growth to $50M.

HOME DIRECTOR, INC., Raleigh, North Carolina 1999 – 2002

An IBM technology company designing, manufacturing, and retailing home networking solutions that connect audio systems, video and television services, security systems and utilities, personal computers, and the Internet. We were the first company to introduce a comprehensive technology for home management to the residential construction market. We had a grand opportunity, which failed because of executive myopia. We simply could not escape the IBM model, which was inappropriate for our market.

Director of Sales

Recruited to spearhead sales for this IBM start-up by targeting the largest builders in North America, including building and managing our national sales team.

Penetrated the residential building market with new technology by building a network of digitally trained sub-contractors for installation and support, establishing executive relationships with the largest North American homebuilders; educated realtors and negotiated a national sales partnership with Sears.

Drove revenues from $5M to $25M in 36 months by recruiting, training, and leading a 12-member sales and marketing team with technology and building experience to penetrate the construction industry. The company was sold to a large partner in the Home Theatre market.

INTRANETS.COM, Boston, Massachusetts 1996 – 1999

One of the original “Idealab” companies providing corporate collaboration applications including document management, database, group calendar, and scheduling tools, priced on a monthly subscription basis; targeted to small businesses that have outgrown ad-hoc solutions but do not want the complexity and expense of enterprise collaboration software.

Senior Sales Manager

Recruited as Senior Sales Manager providing key leadership for new business development of both new clients and partners for a bundle of small business applications riding on one fully functioning intranet.

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Recognized for introducing the first “intranet” web-based applications to the small business market by providing software to run a business from Sales to HR to Accounting, and Staffing. Revolutionized business models by taking technology to provide creativity to every member of the organization.

MCAFEE ASSOCIATES, Dallas, Texas 1995 – 1997

Global security software developer providing solutions to proactively secure systems and networks from known and as-yet-undiscovered threats, and effectively block attacks and prevent disruptions.

Director of Channel Sales

High-profile position managing the Channel partner sales team tasked with developing partnerships with largest software resellers in U.S.

Recruited to overhaul sales organization with $100M flat revenue history. Doubled channel revenue to over $200M by building a team to grow the business exponentially, developing an effective and successful program with channel partners, gaining executive commitment, and educating the direct sales organization.

LOTUS DEVELOPMENT CORPORATION, Cambridge, Massachusetts 1985 – 1995

IBM subsidiary providing software that enables business people to collaborate across corporate networks; offers communication and collaboration platform Lotus Notes, messaging applications (Domino), desktop office productivity tools (Organizer), and Web-based learning software (Virtual Classroom).

Regional Sales Manager (1987 – 1995)

Managed the sales and marketing organization for the largest geographic region, the Southwest. . Oversaw multiple teams, growing revenue over 100% with the launch of a totally new technology, Lotus Notes.

Promoted to turn around Sales Region with 20 under-achieving territories from New Orleans to Denver and Chicago. Replaced old-school management style of former leadership to begin the internal and external healing process; implemented staff training and development; recruited new talent, and rebuilt relationships with channel partners and clients. Overachieved average territory sales goal of $3M.

Grew revenue over 100% in region as key leader in the successful launch of Lotus Notes. Re-tooled entire sales organization, developed strong distribution channel, and educated market on the value of a new technology.

Inside Sales Manager (1985 – 1987)

Recruited to turn around and grow small, inside, under-utilized sales department. During my 10 years at Louts, building and nurturing this nascent organization was the most rewarding experience of my career.

Pioneered an Inside Sales Training Boot Camp for small, under-performing department which produced a 50% revenue growth, opened the college market for Lotus 123, and initiated a $10M education revenue stream. The department managed both channel and direct sales accounts on a national basis, including an academic group for colleges and universities.

EDUCATION

MA, English, AUBURN UNIVERSITY, Auburn, Alabama (completed course work in Medieval and Old English), graduate teaching fellowship

BA, English/Philosophy, MONTEVALLO COLLEGE, Montevallo, Alabama

ITIL Certification

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