Sales Manager

Michael Stein

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

Novato, CA *4949

***********@*****.***

Mobile 415-***-****

ACHIEVEMENTS

> 2012-Purchased On Call Therapists Inc.

> 2010-Quota Buster Award Q1

> 2009-Ranked 5th.in the Americas sales team (Company didn't have

President Club)

> 2008-I came back to Embarcadero Technologies-Ranked 5th in US

against peers-Presidents Club Exceeded Quota at105%

> 2007-At CYA Technologies-Created 2nd largest deal in companies'

history (496K) Presidents Club

> 2006-At Proforma Corporation-As a rookie, Ranked 4th in revenue out

of 12 Senior Account Managers-Presidents Club

> 2004-At TCG Ivega-Hunted and closed $850K in new business in 5

months

> 2004-I was at 70% of quota by July.

> 2003-I exceeded 10.5 MM team quota by 15%.

> 2001-Received "Salesman of the Year "-over achieved 1 MM quota by

10%-received companywide acknowledgment for revenue generation,

attitude, and general performance-promoted to Sales Manager.

PROFESSIONAL EXPERIENCE

On Call Therapists Inc. San Rafael, CA

06/12-Present

Owner

Bay Area's oldest registry providing temporary staffing for Physical

Therapists, Occupational Therapists, and Speech Pathologists to Skilled

Nursing Facilities and Rehabilitations Hospitals.

CA Technologies San Rafael, CA (Home Office) 09/11-02/12

CA Erwin Data Modeler is an industry-leading data modeling solution that

provides a simple, visual interface to manage your complex data

environment. The CA Erwin Data Modeler family of products is made up of a

number of distinct editions that are designed to meet the needs of a

variety of audiences across the organization; Data Warehouse; BI;

Enterprise Architecture, etc.

Corporate Account Director- Erwin Channel Division (11 Million Quota)

. Manage 4 inside sales reps in coordination of events and sales

meetings

. Manage all major accounts west of the Mississippi and all of Canada.

Kaiser, Wells Fargo, CNA Insurance, Allstate, US Bank, CIBC, Pacific

Life, Dell, Dell Financial

. Position Erwin as the corporate standard to establish enterprise

agreements

. Provide channel partner training and preparation for technical

meetings

. Manage partner relationships, resellers, and GSA schedule holder

Embarcadero Technologies San Francisco, CA 03/08-07/11

Embarcadero's database management software for architecture, development,

administration and integration enables companies to build, optimize and

manage their critical business applications and underlying databases.

Embarcadero leads the market in providing high quality, easy-to-use

database and application development tools, monitoring, administration,

change management, and optimization tools which deliver cost-effective

solutions in the Oracle, Sybase, MS/SQL, and DB2 environments. Working with

Data Warehouse; BI; Enterprise Architecture; Database Management;

Application Development.

Account Manager (975K Quota)

. Manage 25 Strategic Accounts (Dell, Dell Financial, Toyota, Toyota

Financial Services AMD, Amgen, Walt Disney, WellPoint, HealthNet,

Davita, Catholic Healthcare West,Sony, Clear Channel, etc.)

. State Government Accounts-CA, AZ, and TX

. Coordinate onsite and web presentations

. Provide business & technical responses pertaining to proposals,

contracts, and RFP's increasing need of enterprise software products

within government accounts

. Manage partner relationships, resellers, and GSA schedule holder

. Create new revenue streams within existing client base

. Cold call into growth accounts

. Territory Planning

CYA Technologies San Rafael, CA (Home Office) 04/07-03/08

Regional Account Manager (1 MM Quota)

CYA Technologies, Inc. provides recovery and replication software solutions

that ensure the integrity, accessibility and authenticity of content and

its metadata stored within enterprise content management (ECM) systems (EMC

Documentum and IBM FileNet).

Proforma Corporation (Recently acquired by Metastorm) San Francisco, CA

02/05-01/07

Largest US based provider of Business Process Modeling software and

services. Target fortune 1000 customers in the geographical territory of:

Southern California, Texas, and Hawaii. Engagements with Northrop Grumman,

Toyota, City and County of Honolulu, University of Hawaii, USAA, Clear

Channel, BNSF Railways, Aloha Airlines, and other large organizations.

Modeling solutions for Supply Chain, ERP Implementation, ITIL, Enterprise

Architecture, SOA, Telco, SOX, Process Analysis, Process Design, Re-

Engineering, and Improvement.

Regional Sales Manager (1 MM Quota)

. Complete hunter-no existing accounts

. Focused on Software Sales, Professional Services, and Training Classes

. 100% cold call initiative

. Manage salesforce.com

. Respond to RFP/RFIs

. Present to top level executives in person or via WebEx

. Trade show participation and other lead generation sales events

. Attended "Selling to Big Companies" workshop

. Work with Sales Engineers and Professional Services Director for

consulting engagements

TCG Ivega Corporation San Francisco, CA 07/04-02/05 (Contract Position)

Sr. Sales Executive/Manager/Trainer

Global IT Professional Services Company-Leveraging the knowledge and

expertise of India with the business agility of the US. Responsible for

client relationship management, with new and ongoing client base to win

projects for offshore development. Working, interfacing and managing

relationships with Company's project managers in US and India and the

client management to ensure maximum utilization of Company products and

services. Solution sales with a focus on Build-Operate-Transfer (BOT)

Model. Verticals focused on include Pharmaceuticals, Transportation,

Energy and Manufacturing.

. Manage and trained 5 inside sales reps. (2 local and 3 in India)

. 100% cold call initiative

. Executed the sales of enterprise transactions (850K)

Embarcadero Technologies San Francisco, CA 10/00-7/04

Embarcadero's database management software for architecture, development,

administration and integration enables companies to build, optimize and

manage their critical business applications and underlying databases such

as: Oracle, Sybase, MS/SQL, and DB2 environments.

Sales Manager (10.5Million Quota)

. Received "Salesman of the Year" award 2002 & promoted to Sales Manager

. Forecast monthly and quarterly revenue for team of 20 sales reps

. Report to Vice President of World Wide Sales

. Coordinate field travel and site visits for Sales Reps and Software

Consultants

. Prepare quotations, negotiate contracts and prices with C-level

executives

. Drive sales programs and processes for software delivery to increase

revenue

. Increase revenue exceeding Senior Management's expectations quarter

over quarter

. Coordinate Inside Team with Strategic Team to jointly engage in larger

transactions

. Hire, train and coach new Sales Associates and mentor all Sales Reps

.

Regional Account Manager (1 Million Quota)

. Forecasted monthly and quarterly revenue

. Utilized Onyx CRM to manage territory

. Coordinated online and field demonstrations

. Participated in trade shows

. Consistently achieved sales quotas ($1 Million)

. Established record of achievement in developing and managing

relationships

. Established lucrative reseller relationships and channel partnerships

. Successfully generated, qualified, and closed new business

opportunities

. Mastered the "cross-sell" & "up-sell" of new technology to existing

client base

SmartPartner.com San Rafael, CA 01/00-010/00

As one of the first five employees with this telecommunication management

Internet start-up, I had many titles. Known for possessing an

entrepreneurial, "roll up your sleeves" attitude, I was given the

opportunity to tackle and complete many projects.

Staffing Manager/ HR Administrator/ Office Manager/ Research Analyst

. Pre-screened potential employment candidates and conducted initial

phone interviews

. Coordinated interviews with various Department Managers

. Created job descriptions for Internet postings

. Wrote proposals and offer letters/ Administered benefits package

. Planned and conducted orientation for new hires / administered

benefits package

. Acted as liaison between new hires and out-sourced HR Department

EDUCATION

University of Phoenix San Francisco, CA B.S. in Business Management

Information Systems 3.44 G.P.A.

ADDITIONAL EDUCATION

Marriott's Supervisory Development Program, World Class Custom Service, TQM

(Total Quality Management), various in-house sales training seminars,

Sandler Training

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