Sales Manager

Richard P. Butti

PHONE: 201-***-**** *********@*****.***

*** ********* ****

Oradell, NJ 07649

SALES EXECUTIVE - SALES MANAGEMENT – SALES CONSULTING

Solutions Selling / Major Account Management / Account Development / High Impact Sales Presentations / Customer Needs Assessment

/ Territory Management / Relationship Building / Contract Negotiations / Closing

Thirty years’ experience in selling software technology for service-based organizations. Strengths as an accomplished team builder and

manager of high technology projects in the Financial, Retail, Telecommunications, Insurance, and Pharmaceutical Industries. Analytical,

proactive, process oriented manager focused on delivering solutions aimed at addressing business challenges in a fast paced environment.

Excellent planning, organizing, problem solving and communication skills. Understands how to manage tremendous volume of data, and

convey to clients how to use this Business Intelligence to solve business problems.

PROFESSIONAL EXPERIENCE

daVinci Retail - ERP Assortment Planning Software February 2010 – Present

Solutions Sales Consultant

Responsible for finding new prospects and increasing sales in Major Accounts. Focused on selling Enterprise Resource Planning

solutions to Fast Fashion Retailers and Department Stores to fit their unique planning and technology needs. Flexibility to adapt sales

tactics and preparations to match the sales cycle, chain of command, decision making process and the need for relationship building.

Targeted a broad market meeting customer demand with sophisticated Assortment Planning Software that put the right product in the

right place at the right time. Key accomplishments included:

• Exceeded sales quota by 125% annually for two consecutive years

• Lead development of fortune 500 retailer for largest sale in company history

• Coordinated with Web team to develop an iPad Planning application for the buyers to expand our customer base to new users

• Launched new Business Development initiative for the Sporting Goods Retailers resulting in the first Sporting goods sale

• Recruited, developed and motivated five member sales team and opened up new Territory in the Southeast

• Coordinated all Discovery, Fact Finding, and Product presentations for our prospects

• Grew existing customer base annually through fundamental sales practices; telemarketing, prospecting, networking, trade shows

• Worked at a CXO level for top down selling involving; Buyers, Planners, GMM’s & Information System teams

Communications Intelligence Corporation - Electronic Signature Solutions January 2007 – February 2010

Enterprise Sales Manager

Selling electronic signature solutions for business process automation in the Financial and Insurance Industries allowing companies to

achieve a truly paperless workflow and STP business process. Territory included the entire East coast from Maine to Florida. Enterprise

sale included selling the software, hardware, training, and consulting services. Was responsible for completing the Business Process

Requirements document, which outlined the scope of the project. Key accomplishments included:

• Closed 4 new Enterprise Accounts each year: ($250K + each), including AIG Life, World Financial Group, AEGON Insurance,

Fidelity IWS, Bank of America

• involved in the Professional Service contracts that placed Technical Account Managers at the customer sites for long

engagements

• Created new partnerships agreements with: ADOBE, EBIX, IBS, & SUNGARD – resulting in over $1MM in recurring

revenues plus additional maintenance costs

• Coordinated with the Engineering Team to help develop a new “click to sign” functionality meeting customer requirements

Silanis Technology - Electronic Signature Software October 2005 – January 2007

Director of Sales – Southeast

Responsible for managing the Southeast territory for the leading electronic signature solutions provider. Built a highly successful sales

pipeline for the Southeast territory from the ground up. Managed a complex and comprehensive daily workload using Salesforce as a

tool. Responsible for Business Development, Account Management, Pipeline Development, Lead generation, sales negotiations, and

client retention. Successfully sold, negotiated major accounts and lucrative contracts with high profile clients including:

• 181 of the Fortune 1,000, 109 Banks, 49 Insurance Companies (P&C), 33 Credit Unions

• Implemented and standardized Salesforce as the new corporate CRM application for the entire sales and marketing team

• Closed $2.1MM in sales in 2006 including – AIG Marketing, GEICO, John Hancock

• Used a sales process where I engaged business users, IT Managers, Operations, and Compliance Officers to ensure it became an

Enterprise sale.

AXS-One, Inc. – Central Archiving Software for Applications November 2003 – August 2005

Senior Sales Executive – Financial Services

Enterprise software specialist for compliance solutions. Responsible for managing and increasing revenues for twelve existing major

accounts:

o Deutsche Bank - EDMS Group (70gb/day; 210tb managed) 2,000 users – 9,800 daily reports

o JPMorgan Chase – Back Office (42gb/day; 110tb managed) 900 users – 11,000 daily reports

o Goldman Sachs – Back Office (50gb/day; 188tb managed) 2,100 users – 9,700 daily reports

o Wachovia – Capital Markets (30gb/day; 88tb managed) 1,400 users -7,800 daily reports indexed

• Closed Deutsche Bank for e-mail archival 67,000 users; $1.6MM License Revenue (April 2005)

• Closed AXA Financial for Compliance Management Solution - $560K License Revenue (September 2004)

• Closed Wachovia on AXSPoint Central - $427K License Revenue - $200K Consulting - $50K Training (December 2004)

• Closed CSFB on email compliance platform - $366K License Revenue -$250K Onsite TAM assigned

• Established new partnership agreements with: SIAC / AmeriVault / NuTech / Sun / EMC/ Redfile/ StorageTek

February 2001 – September 2003

Borland; A Micro Focus Company - Software Delivery Tools

Northeastern Enterprise Sales Manager

Global Sales Manager

Prepared and executed a sale plan for nine financial accounts in New York generating over $6MM in software and services for mission

critical Java applications. Established strong relationships within strategic accounts from the “C-level” to end users ensuring account

retention and maintenance renewals. Key Accomplishments;

• 2001 Sales of $6.7MM in new software sales; finished 133% above quota – Presidents Club member

BEA Systems, Inc. - Enterprise Application Infrastructure Solutions October 1997 – February 2001

Enterprise Account Executive

Responsible for sales of comprehensive infrastructure for development and deployment of reliable, scalable business applications for e-

commerce. Presidents club member 125% quota all three years covering both software and professional services. Sold into a new vertical

market each year with key closings of;

• Cendant Mortgage $1.25MM Licenses + full time onsite TAM for one year engagement (Financial)

• Bell Atlantic $1.1MM Licenses + ($500K professional services engagement) + ($125K Training Program)

• Johnson & Johnson $2.4MM Licenses + ($350K Professional services) e-Commerce site for FDA approval

Thomson Financial Services - Solution Delivery of Content / Data November 1992 – October 1997

Business Development Manager

Responsible for redistribution third party accounts. Activities include establishing strong business relationships, represent the products,

initiate sales, complete product demonstrations, negotiating of contracts, and the administration of the sales process. Extensive travel

across the US to each of our vendors:

• (Portfolio Management) – Advent, SEI, ADP, Portia, Sungard SSN

• (Quote Vendors ) – Beta, Quotron, ILX, Reuters, Fame

• (Investment Management) - Princeton Financial, CDA, First Call, SunGard Phase 3

• (Internet Providers) – Compuserve, Misrosoft Network, Telescan

Regional Sales Manager

Worked in the Asset Backed Securities Group that was responsible for the fixed income division. Responsible for direct sales to all major

Banking accounts specializing in Mortgage Backed Securities and CMO’s. Developed several new High Speed Transmission products

for delivery via T-1 lines to primary dealers in New York. Gained expertise in the Fixed Income Markets and have a complete

understanding of the valuation methodologies for pricing these securities.

• Generated over $1MM in incremental revenue each year from 1992-1995

• Negotiated long term contracts with built in Revenue growth for four Major Banks

• Worked closely with clients in structuring their portfolios to meet all FASB115 regulations to comply with mark to market rules

Reuters America, Inc. June 1983 – November 1992

Senior Sales Executive

Responsible for selling Reuters Historical Information services to major Banks and Brokerage firms in New York. Completed regular

written synopses of competitive information and market opportunities, (SWOT). Documented new and changing business requirements

for MIS and other CRM systems.

• Created and maintained client organizational charts for establishing the decision making process

• Member of Reuters Presidents club 1989, 1990, 1991 125% of sales quota

Service Quality Manager

Managed a team of eleven. Responsible for monitoring customer’s satisfaction to determine the service and support expectations of

strategic target markets. Established objective quantifiable measurements of REUTERS service quality. Coordinated all REUTERS

resources to insure high customer perceived quality of text and numeric products. Worked with all Product Line managers to understand

the total R&D invested for three year strategic planning.

Sales Representative

Building rapport, trust, and credibility with clients by being responsive to their needs and insuring healthy, growing, mutually beneficial

relationships. Working with existing customers in training, problem solving and technical support. Established the benefits of buying

REUTERS data and structuring deals consistent with company policy and profitability standards.

• Design, Program, and implement Schedule Analysis System, (SAS), for the Port Authority if NY&NJ - $1.55MM

• Closed Merrill Lynch Capital Markets - $1.1MM

• Closed Aviation Week and Space Technology – Weekly reports in magazine $1MM

EDUCATION: Bachelor of Science, BSEA; May 1983 Dowling College, Oakdale New York

MAJOR: Aerospace Engineering Applied Mathematics

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