Sales Manager

Catherine Fiorello Aziz 978-***-****

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

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

Methuen, MA 01844

www.linkedin.com/in/catherineaziz

** ***** *** ******** - ****** Business Development Professional

Builders Millennium, LLC 7/07-current

Develops internet based solutions to modernize processes used by

municipalities as a SAAS solution.

Senior Business Development Executive

- Leverage strong consultative sales and strategic planning capabilities to

substantially increase business and market share for Company; conducted

strategic, market, competitive, and industry analysis to invigorate sales.

- Identified and presented at National League of Cities which generated

over 100 qualified leads.

- Generated 50 new accounts from within State, City and Town

municipalities.

- Developed and articulated value proposition for State CIO's, Municipality

Leadership, industry professionals and contractors.

- Performed consultative and strategic sales, competitive market analysis,

and target account selling.

- Cold called Senior State Leadership, Mayors and City Managers to replace

manual processes with a light-weight, low-cost, widely accessible SAAS

solution guaranteed to increase revenues, expedite projects and eliminate

human error.

- Defined sales strategy, short and long term market potentials and

competitive positioning.

- Presented solution and articulated and benefits at on-site meetings with

prospects, key contacts and Partners.

Achievements:

- Identified and sign 4 key Partnerships.

- Completed FY'09 $1.2M - 150% quota

- Completed FY'08 $800K - 200% quota

Ounce Labs (IBM acquired) 1/05-6/07

A leading provider of source code security & code review testing software.

East Coast Strategic Sales & New Business Development Manager

- Exceeded quota all months. Recognized as the #1 Sales Account Manager in

Boston Region 2006. Selected for the Winner's Circle in 2006.

- Performed on-site presentations targeted at C-Executives, auditors,

engineering and stakeholders responsible for mitigating risks and costs

associated with poor security controls and compliance parameters for

custom developed in-house, 3rd party, and COTS enterprise solutions.

- Organized technical on-site proof of concept. Introduced early adopters

program for key clients for key references.

- Liaison key clients with engineering to obtain vital product viability.

- Established a 30-day evaluations program to prove NIST and code non-

compliance requirements.

- Unveiled competitive buy-back program to illustrate significant code

issues and displace gorilla competition; i.e. IBM, GM, GMAC.

- Introduced Salesforce.com to provide sales pipeline and team visibility

for senior leadership, establish key criteria for sales process, track

productivity, and overall increase success of qualified opportunities.

Achievements:

- Obtained 20 new key clients including: JPM Chase, Microsolved, Mass

Mutual, Citigroup, Deloitte, Wachovia, UPS, Cingular, Thomson

Financial/Omgeo, First Horizon, etc.

- Exceeded quota by 50%, Generated $1.5M in sales in first 6 months.

- Provided case studies and reference accounts.

Cenzic, Inc. 1/00-11/04

SaaS solutions for dynamic black box testing of enterprise web

applications.

Strategic Sales & Business Development Director

- Key partner of Cenzic's Team and during inception by selling an

innovative penetration testing geared for identifying vulnerabilities

within custom and COTS products.

- Cold-called Fortune 500 companies including AT&T, EDS, Fidelity, Capital

One, and sold product/consulting used to mitigate risk across global

enterprises

- Exceeded monthly, quarterly and annual quotas.

- Developed strong relationships with key executives; considered a trusted

liaison.

- Maintained and delivered in-line with strategic account plan; action

oriented with investments in alignment with client objectives.

- Key partnership with Mercury Interactive to bundle Cenzic's penetrating

solution for 150,000 client base; negotiate pricing and terms.

- Integral at inception of start-up-company and as the catalyst for

acquiring $8M VC funding backed by letters of intent.

Achievements:

- Closed $1M sales, FY'00,

- Key catalyst for $8M VC funding,

- Partnerships closed $1.5M in FY'02,

- Completed FY2003 at $700K - 140% quota.

FTP Software (NetManage acquired) 1/93-10/99

Leader of TCP/IP enterprise connectivity and networking software.

Regional Strategic Business Development & Manager (was promoted four times)

- Continuously selected for positions of increased responsibility due to

ability to establish and manage relationships with key accounts, and

mentor new sales professionals to exceed goals. Established positive

internal relationships, which resulted in cohesive, high-achieving sales

team.

- Consistent Top Sales Producer of new business within Fortune 100-500

commercial accounts.

- Averaged 30 new customers annually.

- Developed and implemented modern sales strategy adopted throughout sales

organization to effectively penetrate Fortune 100 accounts.

Achievements:

- Completed FY'96 through FY'00 with consistency at 140% quota, Top

producer for entire Eastern Region, $5.1M revenue.

- FY'95 Sold largest deal with HCA at $4.5M. Top-revenue producer sold

$4.5M - 200% of quota.

- Completed FY'97, 122% quota, $4.5 revenue,

- Completed FY 1996 at 135% quota = $3.8M revenue,

- Outstanding performance completing FY1995 (within 10 months) at 185% of

quota = $5M in revenue,

- Completed FY 1994 at 157% of quota = $2.9M revenue,

- Completed FY 1993 at 147% quota = $2.1M revenue.

Awards:

- Top Producer 1993-1999,

- Sales Exec of the Year 1994-1999,

- President's Club 1993-1999

Multiview (spun out from Cognos) 12/89-1/93

Develops financial accounting solutions for Fortune 2000 organizations.

Sales Support Renewals

- Upgraded and cross-sold business solutions for financial management

Microsoft client-server and Workstations, Windows NT, HP UNIX and HP 3000

operating environments.

- Realized substantial business increases due to establishing and

cultivating strategic clients predicated on trust and exceptional service

levels.

Achievements:

- Completed FY 1990 - 132%, quota was 1.50M,

- Completed FY 1991 - 147%, quota was $1.25M,

- Completed FY 1992 - 151%, quota was $500k.

NEC Information Systems, Inc. 7/84-10/89

A provider and integrator of advanced communications, networking & IT

solutions.

Executive Assistant, Director, Technical Services

Education

Kennedy-Western University - B.A. Business Management and Administration -

2001

Merrimack College, 1986-1989

Associated Technical Institute, Certificate Computer Programming - 1984

MASS Licensed Real-estate Professional

Key Alliances

- SIFMA Privacy Committee

- SIFMA Information Security Subcommittee

- FSSCC R&D Committee Business Information Technology Services

- FS/ISAC (Financial Services Information Sharing & Analysis Center)

- ISSA Technology Managers Forum Institute for Information Infrastructure

Protection -

- Palmer Group - Invite only prominent and closed group of Fortune 50

Corporation comprised of CIO, CFO, CIA, CSO.

- Institute of Internal Auditors

- National Infrastructure Advisory Council

- American Bar Association's Information Security Committee

- Influential authors for CIO Magazine, SC Magazine, and Network World

-spotlight articles to support market strategy

- Office Inspector General - Strategic Partnership

SKILLS:

Sales Tools Technology

Solution Selling - Solution MS Office: TCP/IP & Networking

Selling, Inc. Word/Excel/PowerPoint/Access/ Connectivity - Knowledgeware

Project)

Strategic Partnering and

Advanced Channels - SalesForce/ Siebel CRM/ Technical Solutions,

ChannelCorp Management ACT!/Goldmine Pre-Sales Consultant,

Consultants, Inc. Technical Insights, Inc.

WebEx/GoToMeeting

Situational Sales Wide Area Networking &

Negotiations - The Bay Group LinkedIn/Social Networking Telecommunications -

Guru Learning Tree International

Solution Selling - Michael

T. Bosworth

Professional Presenting &

Professional Telesales -

Comunispond

TESTIMONIALS:

"Catherine is an analytical and a synthesizer who is able to bring business

solutions together and drive them to implementation on time and under

budget. A great implementer."

- Craig Shorter, CISO, Wells Fargo Credit Card Services

"I have known Catherine for almost a decade and have always been amazed at

her keen business acumen. She always has the inside track on the latest

technologies and technical developments. Catherine was highly instrumental

in helping us to fill major gaps in our information security services,

including enterprise network risk analysis and source code scanning. She

also provided invaluable knowledge and software to help us through some

major privacy and compliance initiatives. I highly recommend Catherine and

will always welcome opportunities to work with her in the future!"

- Richard Crawford, CISA, Security Architect/Team Resource Manager, GMAC

Financial Services

"Catherine Aziz is an intelligent business and innovative sales

professional who knows how to deliver rapid operational and financial

results while growing trusted relationships with the fortune 1000 C-Level

Executive customers she consults. Catherine is extremely efficient, easily

standing-out amongst her peers with her unique skills in shaping sales

strategies and helping organizations to quickly deliver market visibility

that delivers profitability. Catherine has a sparkling personality that

makes her fun to do business with. She is trustworthy, with high integrity

standards, a mentor to others, and an all-around polished leader that I

recommend getting to know better. I am certain you will find her listening

skills to be extraordinary, she is a leader who knows how to knock the

socks off her customers."

- Steven Bonacorsi, Executive Consultant, Bonacorsi Consulting

"Catherine Aziz is one of the most genuine and successful sales

professionals I have had the pleasure of working with. She brings a wealth

of knowledge in terms of strategic sales approaches, creative market

visibility, and is overall a multi-talented and goal-oriented gem. She is a

driven professional known for pioneering visionary new programs and

processes aimed at identifying emerging opportunities, meeting customer

needs and developing talented sales representatives. She sees the big-

picture and is a creative problem solver, mentor and communicator with a

proven ability to devise cutting-edge strategies which expand markets and

increase revenue while dramatically boosting corporate bottom lines.

Catherine brings enormous value and is a great addition to any team! It is

an honor for me to recommend and endorse her. She is truly an amazing

resource and a unique asset that any company would not want to pass by."

- Shannon Houlihan, President, Builders Millennium

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