Sales Executive

Steve Muricchio

** ***** ***** ****, ****** Falls, CT 06403 +203-***-**** Mobile +

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

A result driven strategic, and tactical sales and business development

professional, with a proven track record of above plan performance. Ten

years of sales experience developing profitable business relationships in

consultative technical sales of enterprise middleware software, hardware,

telephony and professional services solutions. Possess strong grasp of

comprehensive technology with the ability to articulate the value to a wide

range of both technical and non technical decision makers.

MuleSoft, Inc. + Enterprise SOA Software Vendor, San Francisco, CA

Feb 08-Present MuleSoft is the leading Global provider of

open source service oriented architecture (SOA) Enterprise Service Bus

(ESB) and web middleware application infrastructure software, including

tools for monitoring, management, availability and performance.

Senior Regional Sales Executive

Responsible for the growth and build out of entire Eastern US and Canada,

Enterprise and OEM sales territory through new Enterprise Edition

subscription license revenue, professional services revenue, and

subscription renewals.

. Successfully grew assigned territory- Achieved subscription sales license

revenue bookings at 139% of quota. Key contributor to the company's 100%

year over year revenue growth. Top enterprise sales executive to date, and

closed two of the largest subscription sales in company history.

Subscription renewal rate of 98%.

. Implemented territory plan and called on strategic accounts of known

community edition users resulting in substantial growth of conversions to

Enterprise Edition.

. Streamlined sales process for identifying, qualifying and communicating

the value proposition of the Mule Enterprise Edition while shortening the

sales cycle.

. End to End complex sales cycle management from prospecting, qualifying,

pricing negotiations, executing complex enterprise license agreements

through legal process, closing/procurement, to account management

. Closed key strategic accounts, Biogen Idec, Verizon Wireless, Penn Mutual

Life, Citigroup, Olympus, Forrester International, TransUnion, Travelport,

Forrester Research, Harris Interactive,The World Bank, CIGNA, JP Morgan,

Bank of America, T-Mobile, US Navy, Fidelity, SITA, Kaplan, BGC

Partners/Cantor Fitzerald/Espeed, Lockheed Martin, The Boeing Company,

Honeywell, Shoppers Drug Mart, Interval International, Kiva Systems, and

GSI Commerce.

+ Represented Company at annual user conferences and regional Java users

groups (JUGS).

Active Endpoints, Inc. + Enterprise SOA Software Vendor, Shelton, CT

2005-2008

Global Service Oriented Architecture (SOA) and Web Services enterprise

software vendor providing open source and commercial software solutions to

corporate and government organizations.

Senior Regional Sales Executive

Recruited by the founders as the Company's first salesperson to develop

enterprise sales through early go to market sales activities, organic

growth, and conversion of open source users to commercial enterprise

customers.

. Increased sales revenues 700% within 10 months (2005) - Year over year

sales revenue increase of 290% (2006) - Top enterprise sales executive

year over year to date

. Developed Enterprise account pipelines for Service Oriented Architecture

(SOA), Web Services and Business Process Execution Language (BPEL)

technologies - Significantly increased company market share.

. Employed multiple sales strategies to leverage market position of BPEL,

including identification of early adopters within Enterprise organizations

as well as functional business specialists.

. Positioned and sold Active Endpoints Professional Services to enterprises

and systems integrators.

. Developed new large enterprise customers including: Boeing, AT&T, AXA

financial, Vodafone, MasterCard International, Toyota, Fastenal, BJC

Healthcare, BAE Systems, Raytheon, Northrop Grumman, Lockheed Martin,

Harris Corp, KeySpan Energy/National Grid, and Synovus Financial.

+ Represented company and developed sales opportunities at industry trade

shows and conferences such as: SOA on Wall Street, SOA World, DoD

Enterprise Architecture Conference, and Geo Intelligence Conference.

CTL Inc. + Global Telephony Software Manufacturer, Shelton, CT 1994-

2005

A leading Session Initiation Protocol (SIP) telephony/telecommunications

solution manufacturer

Director of Business Development 2001-2005

Promoted to drive product revenue through customer, partner and channel

development.

Director of Business Development- CTL Inc. (Continued..)

. Developed new and maintained existing OEM relationships including NEC

Unified Solutions, Sprint, Cisco, ShoreTel, and Siemens resulting in being

a key contributor to the sale of 70,000 systems worldwide.

. Built channel partnerships and formed strategic alliances to build market

awareness for the Company's Unified Messaging and PBX solutions.

. Formed relationships with product, and business development executive's

at all major global PBX manufacturers.

. Developed and executed business development plan, exceeding revenue plan

(175% of quota).

. Won new accounts which drove 50% of company's overall annual revenue.

. Established long-term customer relationships with a 95% renewal rate.

Director of Technical Services 1997-2001

Promoted to manage growth of this key customer facing function

. Recruited, managed and developed team of sales engineers, technical

services, training, and QA personnel.

. Managed global technical services, maintaining high levels of customer

satisfaction and retention

Manager of Technical Services 1994-1997

. Recruited by CEO and founder at company inception as a key company

employee to build customer-focused services organization.

. Built from scratch the entire customer support, training and product

testing functions and teams.

EARLIER RELATED EXPERIENCE

SONITROL COMMUNICATIONS, Hartford, CT, Senior Sales Engineer 1994-1994

COBOTYX CORPORATION, Ridgefield, CT, Technical Services Manager, Sales

Engineer 1992-1994

NEC Unified Solutions, (Nitsuko/TIE Communications) Shelton, CT, Senior

Product Specialist 1987-1992

Waterbury State Technical College, Waterbury CT

Business Management and Technical Curriculum 1987-2001

Henry Abbott Technical School

Electronics/ Electrical Engineering Curriculum - Graduate 3.3 GPA 1987

SUMMARY

PROFESSIONAL

EXPERIENCE

EDUCATION

PROFESSIONAL

EXPERIENCE

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