Sales Manager
Resume:
CHRISTINE A. PHARMAKIS
Rochester, New York *****
**********@*****.***
EXPERIENCE
Oracle Corporation -Primavera Global Business Unit (PGBU) January 2009-
June 2011
Business Development Consultant (BDC)- Public Sector - Aerospace & Defense
Group
Hired as part of the acquisition from Primavera Systems to Oracle Primavera
Global Business Unit
Created all for AE Demand Generation Management Programs Campaigns
Execution of business plans resulting in the generation of qualified leads
through individual outbound calling, building account plans, following up
and supporting transactional marketing driven campaigns for lead generation
and overall new business prospecting
Maintained all prospecting efforts in Siebel CRM system
Instrumental in developing BDC process material for business development
consultant training with InfoMentis,Inc. for Oracle BDC Team
In-Depth Knowledge of Enterprise Project Portfolio Management, Risk
Analysis, Earned Value Management, Portfolio Management, Analytics,
Contract Management, Capital Investment Planning Value Proposition for
outbound calling efforts
Annually participated in the qualification and positioning for prospected
tradeshows Gartner Itxpo, CPIC Conference, EVM World, PMI Summit, Virtual
Summit 2010 Ect.
Primavera Systems Inc.
November 2008-January 2009
Public Sector Aerospace & Defense Solution Specialist
. Cold calling prospecting efforts within the Public Sector/Aerospace
& Defense vertical resulted in 5 million in closed deals
. Following up and supporting transactional marketing driven campaigns
for lead generation
120% over-achievement of quarterly quota for leads generated
Maintained all prospecting efforts in SaleForce CRM system
Created successful demand generation business development programs for
target account sales executive team
Primavera System Inc.
February 2007- November 2008
Lead Development Consultant
. Contracted business/lead development consultant for Information
Technology, Federal, Aerospace & Defense, Public Sector, Engineering &
Construction, and Department of Defense verticals.
. Successfully researched, developed, prospected, maintained data in
Onyx CRM, all strategic target account lead generation activities for
senior sales team.
. Created training materials for account plans, call qualification
scripting, cold calling techniques, team mentoring.
. Efforts resulted in a full-time position within Primavera Systems
Solution Specialist Group
Discovery Machine Inc.
October 2006-January 2007
Account Development Director
. Hired as a contracted consultant for the account development director
position
. Targeted, researched and development in-depth contact spreadsheet for
accounts
. Prepared weekly status reports for director of sales
. Responsible for daily communication with DoD, Biopharmaceuticals &
Biotherapeutics, Medical Laboratories, Financial Institute and
multiple Fortune 50/100/500/2000 companies
. Successfully arranged on-site, conference calls and product web demo
meetings for director of sales
. Engaged contacts within (I/ITSEC) The Interservice/Industry Training,
Simulation and Education Conference 2006
Planview Inc.
June 2006-October 2006
East Coast Territory Development
Responsible for lead generation activities for the eastern United States
and Canada. All targets were at the C-Level, VP and director levels for
portfolio management within the top Fortune 50/100/500/2000 companies to
identify sales opportunities for Planview's account executives,
partnership program team and federal team.
. Successful in gaining high-level meetings in multiple-business
segments.
. 100% over-achievement of quarterly quota for marketing leads generated
. Daily responsibilities included updating contact SalesForce database,
following up on website hit contacts and generating new target account
interest that resulted in F2F meeting, product web- product
demonstrations and conference calls with account executives.
. Worked with contacts within CIO Conference, GartnerITExpo, Project
Management Institute (PMI), Forester Research, WebEX and a variety of
targeted tradeshows conferences.
. Reported to territory development manager, responsible for lead
generation for 4 account executives.
. Assisted in the successful attendance of Plainview's User Group
conference
. Effectively maintained a database with several thousand targeted
contacts
Planview Inc.
February 2006-June 2006
Executive Director Strategic Account Development Consultant
. Proactively researched, developed, and coordinated targeted business
segments for high level meetings within the Fortune 50/100 companies
. Successfully broke into accounts Bell South, Coca Cola Enterprises,
Comcast, Conoco Phillips, Cingular, Verizon, Xerox, Kodak, Paychex,
ATT, Washington Mutual, J & J, Chevron and Hartford
. Operated as a contracted consultant for strategic account development
that resolved in a full time position within Plainview Inc.
.
Troux Technologies
January 2005-January 2006
Executive Director Strategic Account Development
In charge of strategic account development and lead generation for eastern
United States and Canada. Target accounts included calling on C-Level
executives from Fortune 100/250 companies focusing on enterprise
architecture, standards management, business continuity, disaster recovery,
regulatory compliance, information technology financial management, and
business services management. Extremely successful setting high level
meetings with companies such as, IBM, Bank of America, Citigroup, Credit
Suisse First Boston, HSBC, Wachovia, CIBC, Key Bank, Sobeys, Ahold USA,
Coca Cola, Nationwide, Kodak, Ford, GM, JP Morgan Chase, TD Waterhouse, and
Merrill Lynch.
100% over-achievement of quarterly quota for leads generated
Proficient in the use of various research tools Hoovers, IProfile, Jigsaw
and Linkedin
SalesForce.com and ACT Database
Worked with contacts within Gartner and The Meta Group
Assisted and coordinated Troux's attendance and presentations at IT Service
Management Forum (itSMF) meetings
Generated opportunities and drove sales of several new accounts including 2
large financial institutions and a the largest auto maker in the world,
which resulted in sales in the millions
Reported to and supported the VP of Sales and National Accounts,
responsible for lead generation for 3-5 senior directors of sales
Reasoning Inc.
Strategic Account Development Manager 2001 - 2004
Responsible for lead generation activities for the eastern United States,
Canada and portions of Western Europe. This included calling on the C-
Level, VP and director members of engineering management within the top
Fortune 100/500 information technology companies to identify sales
opportunities and qualify for meetings with our direct sales force.
Successful in gaining high-level meetings with companies such as IBM, HP,
NCR, Alcatel, Nortel, EMC, GlaxoSmithKline, Boeing, Lockheed Martin,
Pitney Bowes, Compaq, Rockwell Collins, Intel and NASA. Successful in
opening doors in new accounts and growing deeper into existing accounts.
* 100% over-achievement of quarterly quota for leads generated
* Supported direct sales team that over-achieved in revenue generating
activities that contributed over 90% of the company's sales.
Interactive Partners in Marketing
Program Manager, Inside Sales 2000 - 2004
Responsible for all aspect of communication, reporting, and delegating
client requirements. Created and maintained a professional relationship
with clients and customers. Managed cross-projects for outsourced telesales
providers. Clients included Reasoning, Eforce, Tripwire, and Covansys.
Directed a team of 2-5 individuals in the attainment of their target lead
generation. This included training, mentoring, and overseeing the teams'
success.
* Achieved 100% + of goal each year
* Leads generated resulted in 90% of my portfolio companies closed business
* Maintained existing client base and assisted in new business development
for IPM
EDUCATION
Monroe Community College 1991-1993
Rochester, NY
* A.A.S. Degree in Marketing
15 years experience in business development
Excellent References Available
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