Sales Manager

James E. Shay

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

Gaithersburg, Md. 20882

301-***-**** (C) 301-***-**** (H) ******@*******.***

Summary: A dynamic, results-driven sales executive with over 30 years of

professional experience that includes a high record of achievement and

demonstrated success year over year.

Professional Experience

TERADATA CORPORATION (2010-PRESENT)

20378 Seneca Meadows Parkway

Germantown, Md. 20876

Intelligence & Cyber Sales Director

Responsible for sales to the Intelligence Agencies, Department of Homeland

Security, and the Department of Justice. Duties included hiring,

performance management, coaching, and accurate revenue forecasting.

Current Single Scope Background Investigation (SSBI) Renewed July 2008.

Oracle/Sun Microsystems (2000-2010)

306 Sentinel Dr.

Annapolis Junction, Md. 20701

Civilian Agencies Systems Regional Manager. (2009 through 2010)

Responsible for Civilian Agencies systems and storage sales to the

Department of Homeland Security, DoJ,

Dept. of Transportation and the Federal Financials sector. Managed 9

Sales Reps with over $50M in annual revenue.

.

Civilian Agencies Regional Storage Sales Manager.(2005 through 2009)

Upon completion of the Storage Technologies acquisition I was responsible

for all storage sales in Civilian Agencies. Responsible for Enterprise

storage, and mid range solutions. Grew the Civilian Agency storage business

from $17M to over $80M in less than 4 years. Duties included hiring,

performance management, coaching, and accurate revenue forecasting.

Exceeded quota in all years.

Storage Sales Manager for Government and Mid Atlantic Regions. (2003

through 2005) Responsible for over $400M in Sun storage revenue in Dod,

Civilian, and Intell agencies. Managed a team consisting of nine sales

reps and twenty Systems Engineers. Duties include hiring, revenue

forecasting, performance reviews, and development programs for the team.

Actively develop the strategic pricing and discounting requests for

major opportunities. Also responsible for our Partner relationship

management of our storage partners including, McData, qLogic, Brocade,

HDS, STK, and Dot Hill. Exceeded quota in all full years .TS/SCI Security

Clearance

Storage Sales Specialist E (2000 through 2003) Responsible for driving

storage sales to the Intelligence community, DOD, PSA OCONUS, and State &

Local opportunities. Responsible for the Northern and Southern Regions

with a combined FY03 quota of $75M. Achieved 109% of Fy03 quota. Achieved

102% of FY02 quota. Awarded top Sales Specialist in 2003. I actively drive

Strategic Account development with end user sales teams. Deliver quarterly

storage sales training to the Systems reps in the Eastern US. Actively

participate in tactical proposal development. I am proficient in

articulating Suns' value proposition to CXO/CIO customers that require a

complete solution for mission critical applications.. Exceeded quota in all

years. TS/SCI Security Clearance

Awards:

Rookie of the year (2001)

Nominated Federal Sales manger of the year (2008)

Product Sales Specialist of the Year (2003)

Outstanding Individual contributor District Awards

Exceeded Quota in all full years of eligibility

EMC (1999-2000)

6903 Rockledge Dr.

Bethesda, Md. 20817

Federal District Sales Manager

Responsible for all CLARiiON Storage Area Network (SAN) sales to Civilian

and DOD territories in CONUS. Developed a strategic Business plan to

quickly produce a pipeline from a zero business base to over $14M in three

months. Responsibilities include building and managing a new sales team and

developing strategic sales plans, determine product-pricing strategies, and

accurately forecast the business on a quarterly basis. Successfully

negotiated the CLARiiON product line on to EMC's GSA schedule and other

reseller contract vehicles in less than four weeks. Proficient with all

phases of Federal Acquisition Streamlining Act (FASA). In-depth knowledge

of Program Integrity laws, ID/IQ, GWAC, FEDSIM, GSA contracting and sub-

contracting.

Sequent Computer Systems, Inc. (1987-1999)

1430 Springhill Road

McLean, Va. 22102

Federal District Manager (1995-1999)

Responsible for end user sales to Civilian and DOD territories. Negotiated

and managed all phases of the GSA schedule A & B/C channel resellers. Also

responsible for 8(a) transactions and strategic partnerships. Achieved 127%

of 1995 Quota & earned National recognition for North American Operations

District of the Quarter (Q3 1995). Contributed over 75% of the revenue for

the Federal Region in 1995 and 1997. Proficient with all phases of Federal

Acquisition Streamlining Act (FASA). In-depth knowledge of Program

Integrity laws, delivered program integrity training, ID/IQ, GWAC, FEDSIM,

GSA contracting and sub-contracting. I was also responsible for a Heath

Care vertical start up in 1997. I grew the revenue in the Civilian Health

care vertical from $1M in revenue in to over $10M in 9 months. Departure

due to the company being sold to IBM.

Civilian Agencies Sales Manager (1993-1995) A mentor for Civilian Agencies

Sales Executives. Responsible for the territorial sales of multiple

agencies. Emphasis on profitable strategic opportunities. Proficient with

all phases of Federal procurements. Including 8(a) Acquisitions, GSA

Multiple Award Schedules, Government reseller programs, Federal Acquisition

Regulations including procurement integrity laws. Promoted to Federal

District Manager in January 1995

Senior Sales Executive (1987-1993) Responsible for Territorial Sales into

Civilian and DOD accounts including Dept. of the Treasury, Dept. of Energy,

Dept. of the Navy, NASA and several independent agencies. Sold Sequents'

first integration contract to the Federal Reserve Board. Personally

responsible for the proposal development, pricing and all contract

negotiations. Sold and managed Sequents' largest customer base. Initially

hired as a Sales Executive. Promoted to Sales Executive II and then to

Senior Sales Executive. Assumed Team Leader responsibilities in January

1994. Carried one of the largest quota assignments in the entire company.

Awards:

Nine Quartermaster Awards

Highest District Revenue achievement (Three years)

National Rookie of the Year

Federal Sales Team of the Year

Over 25 National Sales Awards

Highest New Name Account Revenue (1998)

Boeing Computer Services (1980-1987)

7980 Boeing Court

Vienna, Va. 22204

District Manager Government Sales (1985-1987)

Responsible for organizing a new district within the Government Sales

operation unit. Emphasis on profitability and maximizing revenues. Accounts

included Civilian and DOD accounts. Full P&L responsibilities. Responsible

for $40M quota in 1987. At departure was 125% of quota.

Products Sales Manager (1983-1985)

Responsible for new sales opportunities within the Government Sales

operation. Product responsibilities included IBM Mainframe sales,

Facilities Management, Education and Training, and Network integration

services.

Senior Sales Executive (1980-1983)

Responsible for the sale of all Boeing product lines. Commercial and

Federal assignments. Sold four of Boeings top ten revenue producing

accounts, two sales were referenced in an outside publication, "Boeing

Plane Maker to the World." Served as National Account Manager for IBM in

the CONUS.

Awards:

Ranked in the top 3 Sales (3 years)

Top 10 Sales Representative (5 years)

Top 1 Sales Representative (1 year)

Million Dollar Club (3 years)

Successful Completion Boeing Mgt. curriculum

Optimum Systems Inc. (1978-1980 )

Account Executive

Responsible for Commercial and Government time sharing sales. Increased

revenue by 600%. Arranged for hardware leasing through various vendors.

Departure due to financial instability of the Company.

Education

Montgomery College/U of Md. 1973-1977

Rockville, Md.

Business Administration

Fire Science Courses

Organizations

Kensington Volunteer Fire Department.

Past President/CEO, Vice President/Director

Firefighter II (Inactive)

EMT-B (Current Status)

Served as a Delegate to The Montgomery County Fire Board (5 Years)

Served as the Chairman Montgomery County Presidents Committee

Served as the Administrative Head of the Underwater Rescue Team and

Underwater Rescue Diver

Served on the Montgomery County Fire & Rescue Budget Priority sub-committee

National Disabled Veterans Winter Sports Clinic Sponsor and participant

1998-2000

Blind skier guide

Scuba instructor for disabled Vets

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