Manager Sales

Jim Kimball

*** ******* ****** . *********, ** 02421

E-Mail: ***.*******@***.***

Phone: 781-***-****

BUSINESS DEVELOPMENT EXECUTIVE

Accomplished manager with extensive experience selling complex IT solutions

with an emphasis in managed services and consulting. Strong track record

in achieving quota, developing pipeline and closing deals. Proven ability

to work closely with C-level executives. Skilled at understanding,

developing and proving the value of solutions in context of customer's

business and IT objectives.

o Account Management

o Consultative Selling

o Solution Development

o Enterprise Accounts

o Strategic Alliances

o Global Services

PROFESSIONAL EXPERIENCE

GLOBAL SAGE GROUP 2010-Present

Principal Consultant

. Work with clients to start up, build out and optimize their service

businesses.

VERDIEM CORPORATION (Start-up PC power mgmt software company)

2008-2009

HP Partner Account Manager

. Tripled Verdiem sales pipeline (both in numbers and size) by

evangelizing Green IT and positioning Verdiem SURVEYOR as a

differentiator with HP and regional partners.

. Increased pipeline from 21 deals ($4.2M) to 68 deals ($18.1M) by

developing sales programs, presenting at customer events and going

on sales calls with partners.

HEWLETT-PACKARD FINANCIAL SERVICES 2003-2007

Global Account Manager, Technology Value Solutions

. #1 sales rep four years in a row for HP's IT asset recovery

business. Managed service offering focused on all IT equipment

including servers, storage, desktops, printers.

. Increased revenue by 40% per year ($1.5M -> $5.8M) by developing

and closing opportunities at mid-market through F500 companies,

including Agilent, Anheuser-Busch, DreamWorks, Mattel, Nestle, RR

Donnelley.

. Created innovative solutions - Lifecycle Demand Lease, Mixed

Environments, Bundled SKU - to better meet customers' needs and

leverage core leasing business.

VINEBROOK CONSULTING 2001-2003

Independent Consultant

. Developed go-to-market and partnering strategies for firm

specializing in development of a Straight-Through-Processing RUP

plug-in for financial services industry.

THOMSON FINANCIAL 1999-2001

Director, Integration Consulting Services

1. Developed strategic business plan to quadruple revenue in three

years by expanding the service portfolio. Increased revenue 48% in

first year.

2. Initiated strategic alliance with Cap Gemini and Sun Microsystems

to provide complementary offerings as part of the service

portfolio.

3. Implemented project methodology and developed a web-based toolkit

to reduce implementation cycle from 12 weeks -> 8 weeks

ALLENBROOK, INC. 1998-1999

Director, Consulting Services

. Optimized service business by increasing revenue 50%, increasing

billable utilization from 51% -> 83%, and upselling $5M of

incremental professional services.

. Implemented Customer Care program that turned around 4 strategic

accounts and significantly improved customer satisfaction at other

accounts. Transitioned 2 customers from traditional software

solution to a BPO solution.

DIGITAL EQUIPMENT CORPORATION (COMPAQ) 1992-

1998

U.S. Outsourcing Management Services

Business Development Manager

4. Consulted with CEOs, CFOs, CIOs of Fortune 1000 companies to

identify and solve their IT infrastructure operations management

problems.

5. Sponsored and closed more than $125 million in outsourcing

engagements.

6. Managed all aspects of large-scale, complex engagements including

sales strategy, solution design, financial engineering/pricing and

contract negotiation.

Sales Operations Manager

1. Re-engineered sales processes to optimize performance and help

turnaround the business. Quadrupled revenue and improved margin by

$6 million in 18 months.

> Qualification Process - Improved efficiency eight-fold and

saved $2M.

> Forecasting - Instituted tactical pipeline management with

Field to forecast and review business. Improved forecast

accuracy to 97%.

> Incentive Program - Implemented an incentive program to

financially reward solutions teams for closing engagement.

Program to "penetrate and expand" engagements generated 15%

incremental revenue.

. Reviewed complex deals, coached teams, and approved investment for

all major outsourcing opportunities.

ADDITIONAL EXPERIENCE

ENDICOTT COLLEGE 2002 -Present

Adjunct Faculty, Finance and Accounting

EDUCATION

MBA, Finance/Accounting, Cornell University, Ithaca, NY

BS, Biology, University of Massachusetts, Amherst, MA

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