Senior Account Manager, Senior Sales Executive

SENIOR SALES EXECUTIVE

International Market Exposure - Account Acquisition - Territory & Account Management - Strategic Account Planning

Contract Negotiation - Competitive Market Positioning - Strategic Partnership & Alliance - Profit Margin Improvement

Accomplished, well-organized, and results-driven sales executive with more than 10 years of successful new business development, market expansion, and sales leadership experience. Visionary leader with genuine passion for sales strategy coupled with strong background in corporate management including C-Level decision makers; top performer selling to global Fortune 500 companies. Trusted advisor to global clients with in-depth Microsoft licensing knowledge and familiarity with most main stream publisher volume licensing agreements. Astute communicator and presenter, able to build goodwill among clients to generate repeat business and referrals.

CORE COMPETENCIES

- LEADERSHIP / MANAGEMENT: Characterized as a visionary, strategist, and tactician. Consistent record of delivering extraordinary results in growth revenue, operational performance, and profitability. Recognized licensing expert and trusted advisor to Fortune 500 clients.

- INTERNATIONAL MARKET EXPERIENCE AND ACCOUNT GENERATION: Global Account Management for Fortune 500 corporations with 20,000 to 150,000 employees; Surpassed 2008’s sales quota at 111% and received Summit Club status. (Insight Enterprises).

- SALES MANAGEMENT: Drove 105% regional quota attainment that resulted inthe over-achievement of annual quota. (Regional Sales Manager, Software Spectrum) Attained President’s Club Award for four consecutive years. (Senior Account Manager, Software Spectrum and Insight Enterprises).

- STRATEGIC AND TACTICAL BUSINESS PLANNING: Devised a strategic go-to-market selling approach for software, hardware, and services. (Insight Enterprises). Successfully implemented sales strategy that grew existing territory by 40% in less than one year (Newark Electronics).

- ACCOUNT GENERATION: Rendered assistance to customers and business partners with negotiations for major agreements worth millions of dollars annually. Spawned nine accounts with Software Spectrum within the first year of service. (Software Spectrum / Insight Enterprises).

- COMMUNICATION AND RELATIONSHIP BUILDING: Directed global cross-functional teams utilizing interactive and motivational leadership that spurs people to willingly give 110% effort and loyalty.

CAREER OVERVIEW

INSIGHT ENTERPRISES (formerly Software Spectrum) - San Jose and Roseville, CA

Largest global reseller and leading provider of brand name computing products, software, and information technology solutions to Fortune Global 500 clients throughout 170 countries.

MANAGER, ALLIANCE PARTNER GROUP Oct 2008-Feb 2009

Expanded client base and oversaw various integrated companies, including HP/EDS, Raytheon, Deloitte, and CSC. Provided leadership to sales teams in executing plan of action to grow the sell-to and sell-through business for both commercial and public sector sales.

GLOBAL SOLUTIONS EXECUTIVE Apr 2007-Feb 2009

Directed and managed global proposal initiative that closed software RFP for EDS’global software business.. Managed and maintained client base across the US, APAC, EMEA, Canada, and Latin American regions; directed corporate sales force composed of 15 account managers, licensing consultants, and inside sales and operations teams. Actively promoted and cross-sold software, hardware and services.

REGIONAL SALES MANAGER Apr 2006-Mar 2007

Directed and coordinated team efforts of 10 direct report software account managers each focused on a specific geographic territory that consisted of Southern California, Nevada, Arizona, New Mexico, Utah, Idaho; the team managed major accounts including Intel, Raytheon, First American Corporation, Chevron Texaco, Mattel, Ingram Micro, DHL, Amgen, and many others.

STRATEGIC ACCOUNT MANAGER Jan 2002-Mar 2006

Managed enterprise global accounts in the Bay Area including Chevron Texaco, Oracle, Applied Materials, Sutter Health, Flextronics, and McKesson.

CORPORATE ACCOUNT MANAGER Mar 2000-Jan 2002

Supervised and maintained corporate accounts such as ProBusiness, National Semiconductor, Bechtel, Adobe, Safeway, APL, The Gap, DHL, Autodesk, and CSAA.

Newark Electronics - Palo Alto, CA

FIELD ACCOUNT MANAGER Jun 1999-Apr 2000

Actively cross-sold electronic components and solely managed various accounts including HP, Agilent, Seagate, Lockheed, Northrop Grumman, Stanford University, and Abbott Laboratories.

R.S. Hughes - Sunnyvale, CA

FIELD SALES REPRESENTATIVE Jan 1998-May 1999

Functioned as an industrial sales distributor; administered major accounts including National Semiconductor, Trimble Navigation, Northrop Grumman, Maxim, Siemens Microelectronics, and Honeywell-Measurex.

ADDITIONAL EXPERIENCE

PRINTING AND REPROGRAPHICS (in various companies) 1982-1998

Worked in a fast-paced customer service environment and handled complex, large reprographic equipment. Some graphic arts experience as well.

EDUCATION

Bachelor of Arts in Communication Studies with concentration in Organizational Communication - 1997

Sacramento State University, Sacramento, CA

Graduated cum laude

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