Sales Manager
Resume:
Edwin T. Carlson
Sugar Land, Texas *****
***********@*****.***
EDUCATION:
U. S. Naval Academy
Annapolis, Maryland
BS Engineering
TrueBridge Resources Inc., Houston, Texas 2011 - Present
Director, Account Management
Responsible for IT Staff Augmentation & Staffing Services (including contract professionals, contract for
hire, and direct hires) from lower level Help Desk to senior level Security, .Net Developers, SAP Tech &
Functional, Project Mgrs, BI Specialists, MXA Experts, etc.. When I joined the Houston office they had
one other Sales Professional who was dedicated to a significant amount of business from MD Anderson,
and one Senior Recruiter who was also the Office Manager. As Hunter Sales Professional I initially
opened up Occidental Petroleum at VP IT Level with contract and direct hire positions (at least 25% Fee),
followed by opening up new requirements with over 12 new companies (initially equating to + $2.5M)
including CP Chemical, SW Energy, Marathon, Consolidated Graphics, Camden Trust, Universal W&A,
Quanta Services, etc., while working also with past clients.
Precision Task Group, Houston, Texas 2010 – 2011
IT Commercial Staffing Business Sales Exec
(left PTG based on their decision to expand the S&L Government business, and to back off from the
commercial business, which they had originally brought me on board to start, and grow for PTG).
Responsible primarily for building/growing sales of Commercial IT Staffing business being that PTG’s
focus had always been on the State & Local government marketplace, and overachieved quota of
$2.25M. I was also involved with providing leads from my commercial IT Staffing Clients for IT Project
Solutions (such as Asset Mgmnt, Software As A Service, Kronos, etc.) who included Major Fortune 500
companies and Middle Tier businesses in the greater Houston and Oklahoma areas.
CCI, Houston, Texas 2003 - 2010
Business Development Director
(primarily focused on IT Staffing Sales in the Greater Houston, San Antonio, & Oklahoma City areas, after
being # 1 in sales year after year I left CCI - based on owner changing Business Model in late 2010 from
outside senior sales to inside junior sales/junior recruiters)
This was my first position dedicated to selling IT Staff Augmentation & Staffing Services while devoting
minor portion of sales activity with Consulting Application Services, to Major 500 Companies and Middle
Tier businesses in the greater Houston and Oklahoma area. Significantly overachieved ($ 5.5 M in 2005
in IT Staffing, with average quotas of $ 2.4 M/yr. Ability to both penetrate new accounts and to grow
existing accounts primarily in industries of O&G, PetroChemical, High Tech, etc.., including such
companies as Anadarko, Devon Energy, EOG Resources, Huntsman Chemical, ChevronPhillips
Chemical, Dixie Chemical, Compaq/HP, Waste Management, Eagle Global Logistics, etc.. All of these
companies other than Compaq/HP were clients that I opened up as new accounts for CCI. I typically
opened up these accounts by first establishing a business relationship with the senior IT Management/C-
Level executives. I sell on relationships with my clients and our candidates, and provide a high level of
quality service to my clients. I have excellent organizational skills and the ability to very effectively
articulate the Value Proposition of CCI Services.
CGI (Canadian company, Headquartered out of Canada),
Houston/San Antonio, Texas 2002 - 2003
Business Development Director
(Canadian corporate office decided to close down SW Regional Offices)
Responsible primarily as “Hunter” for sales of Consulting, Project Business (PMO) and Staff
Augmentation to major Fortune 500 companies and Middle Tier businesses in the greater Houston & San
Antonio areas. Sold services in areas of ERP (SAP, Peoplesoft/Oracle) projects including
design/implementation/ deployment, CRM, technology rollouts, Enterprise Application Integration,
Infrastructure Integration, Energy Upstream/Downstream applications support, etc.. Overachieved
objectives ( > 3M/yr) while breaking into new major companies such as ExxonMobil, Baker Hughes,
USAA, and Cooper Industries while growing business at such companies as ConocoPhillips, and Shell
International.
Sprint/E Solutions (Sprint acquired Paranet) Houston, Texas 2000 -
2002
Senior Account Manager (Sprint closed down E Solutions Division)
Responsible for sales of management consulting services, e-business solutions, infrastructure projects,
network projects (primarily CISCO)including design/architecture/implementation/deployment/technology
transfer, application integration, security & privacy projects application development and project
management primarily to Fortune 500 companies. Within first few months on the job turned around major
problem accounts, penetrated major new accounts and significantly grew revenues and increased
margins, over achieving quota with $ 4.5 M in sales in 2000. # 1 sales performer in Texas each year (# 5
in 2001, #4 in 2002 out of 200 salespeople nationally). Major accounts with strong relationships included
Exxon Mobil, Baker Hughes, Compaq/HP, BP, ABB, Imperial Sugar, Cooper Industries, El Paso Energy
and Duke Energy.
NCR/Terradata, Houston/San Antonio 1998 - 2000
Account Manager
(NCR closed down many Terradata offices around the country due to problems they were having with
Terradata and they needed to move consultants from smaller offices to major offices for support, and they
closed associated offices.)
Responsible for sales of Enterprise DataWarehousing/DataMarts/BusinessAnalytics systems as a
“Hunter” in new Terradata Houston Office, including generating leads, developing & executing sales
strategy from cold calling through closing and negotiations, while building strong customer relationships,
calling at senior levels across the enterprise, etc., for Terradata’s technical solutions that deliver strong
value propositions and ROI to the customer. Was very successful in selling new clients such as
Continental Airlines, diversified financial services and insurance industries (especially such companies as
USAA) in the Houston and San Antonio areas. Significantly overachieved quota objectives in ’98, ’99
(over $ 5M).
Sequent Computer Systems Inc., Houston, Texas 1996 - 1998
Business Solutions Architect (BSA) & Sales Exec
(Sequent acquired by IBM for hardware architecture in ’98)
Initially assumed sales leadership role as BSA for building the Professional Services business, and
mentoring and helping the local hardware sales organization in developing/executing strategies for the
added value of PS with the Sequent Hot hardware. As the sales organization was able to sell added value
and intangibles at the higher levels of organizations I was given my own territory. Lead efforts to
conceptualize, design and implement projects through all stages of the sales cycle environment,
including proposal preparation. Developed/maintained very effective relationships with top executives in
targeted major companies, and participated as a key member in marketing strategy decisions. Developed
strong partnerships with Oracle, PeopleSoft, SAP, data warehousing ETL tool providers, etc.. Achieved
250% of target of $ 2.25M first year, with such accounts as Conoco, Amoco, Serv Tech, Exxon, Houston
L&P, etc.
Metier Management Systems, Los Angeles, California 1993 - 1996
Software Sales Executive (MMS was $100M Software Co. Owned by Lockheed, who sold it in ‘96)
As a “Hunter” sales professional I sold major Project Management (PM) software to Fortune 500
companies, primarily to the Aerospace Industry and E&C Industry in Southern California and Nevada. The
software was for Project/Resource Scheduling/Control Management including a fully integrated database.
Software operated on multiple hardware platforms. I was first sales person in Metier to wrap Professional
Services with the PM software (priced from $ 250K to + $ 2.0M a copy). Exceeded all sales objectives
and quota clubs for four straight years, and was able to also get Metier into the PS business so when we
sold the software we packaged it with consultancy. This resulted in more business and happier
customers, and better references
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