Sales Software

Todd Lapin

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ENTERPRISE SOFTWARE SALES PROFESSIONAL

Corporate Nonprofit Government Education Research

Profile Over twenty years of strategic sales experience in the software industry. Consistent

record of delivering revenue growth and profitability. Proven success selling complex

enterprise-level solutions directly to a wide spectrum of customer segments. Recognized

for developing successful long-term partnerships. Deep knowledge of and strong

reputation within the nonprofit community. Expert negotiator and relationship builder.

Known for maintaining high integrity in business dealings over the long term.

Employment Alliance Consulting, Inc. - Cary, North Carolina

History President – June 2010 to Present

Independent provider of direct sales and strategic consulting services to small and

medium-sized software firms, focusing on enterprise applications for nonprofit and

corporate markets.

MicroEdge, LLC - New York City, New York

Regional Sales Director – August 2004 to June 2010

Key member of senior sales team responsible for sales of the company’s enterprise

grants management database software and professional services. Managed over $5M

in annual revenue from 250+ client relationships in the US and Canada, including

corporations, private foundations, government entities and financial management

firms. Won the largest contract in company history and the most valuable order

received from an international government agency. Generated a 20% increase in

revenues from Canadian accounts. Instrumental in achieving a 96% score for

customer satisfaction, boosting referrals in the territory by 25%. Delivered 120% of

quota in first year and exceeded targets in ensuing years by up to 130%. Managed

inside account managers, coordinating their work in the sales territory. Consistent

above-quota performer at 115% and results were ranked in the top third of the sales

team.

Alliance Consulting, Inc. - Cary, North Carolina

President – 1999 to 2004

Principal for sales and marketing consultancy providing services to small and

medium-sized software firms. Sold a wide variety of software applications through

corporate, OEM and distribution channels. Managed a successful product release for

a leading security software vendor. Opened new distribution channels in Japan,

which resulted in two major OEM account wins totaling over $5M. International

contracts signed resulting in $10M of new business and localization of applications in

eight languages.

Artisoft, Inc. – Iselin, New Jersey

Director of Sales – 1991 to 1999

Managed sales of remote communications, networking and helpdesk applications

through corporate and OEM channels. Negotiated long-term agreements with PC

manufacturers and software developers. Managed a team of account executives

covering North America, bringing in record revenues. Personally closed the largest

contract in company history, capturing $20M of OEM revenue from IBM.

Ven-Tel, Inc. – San Jose, California

Regional Sales Manager – 1987 to 1991

Sold data communications hardware and software to distributors, computer retailers

and OEM accounts in the Eastern US. Achieved 135% of goal and won “Salesman of

the Year” award in 1990.

Education OSWEGO STATE UNIVERSITY Oswego, NY

BS in Business Administration, minor in Economics

Skills MS Office; GoldMine; ACT!; MS Windows; Internet applications; vertical market

solutions.

Completed SPI Solution Selling (2010), Xerox PSS and internally produced sales

training courses.

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