Sales Manager
Resume:
Mark Stephens
Austin, Texas 78717
Professional Objective and Profile
A dynamic, driven, success-oriented senior sales professional seeking a
position that will fully utilize my professional experience selling to c-
level executives at organizations of all sizes.
Self-directed, self-starter. ready to help you build on your successful
product message, develop business opportunities, and sell.
Summary of Qualifications
. Sales - Inside sales and leadership experience, working with C-level
Information Technology Executives to explain and upsell the value of
various Server and Desktop technologies, including virtualization,
cloud services, desktop o/s, and desktop productivity tools, all while
managing a territory of 300+ named accounts for marketing and
communication purposes. Previously, extreme outside sales experience,
working with a number of larger and smaller companies, travelling
across the US, communicating the value proposition of strategic
software solutions.
. Business Strategy - deep subject-matter knowledge on business strategy
and process management. Experience with Business Performance
Management and the Balanced Scorecard, having written multiple white
papers on the subjects and worked for or competed with all major and
most of the minor technology firms in the industry. Author of an
extensive web-based resource "Evolving Decisions" describing the
connection between all levels of BPM, from basic reporting through
collaborative management.
. Leadership - Successfully launched a software distribution company,
survived the software market downturn, and grew the company to a
profit. Vast experience leading teams and workgroups.
. Technology - Expert in the use of software tools, demonstrating and
translating tool specifics to client vision and requirements. Highly
proficient at Microsoft desktop presentation/analysis tools, ACT, and
most other windows-based technology.
Employment History
Internal Territory Manager - Team Lead
The Lead Dogs - Partner of Microsoft
Austin, Texas - May, 2010 to Present
Partnering with the Microsoft field sales force to drive sales
opportunities in the North Central region of the United States. Attaining
100% of quota month over month, selling and upselling cloud services,
virtualization, and the Microsoft product stack. Team-Lead duties include
inspiring and motivating team mates to also understand the sales process,
the value proposition, and attain quota achievement. Fully certified in
Microsoft sales, licensing, and technology.
Equity and Futures Trading
Kershner Trading Group
Austin, Texas - April, 2009 to February, 2010
Futures Trader
Self-Employed
July, 2007 - March, 2009
Self-employed as a Futures and Equity Trader, culminating in spending the
last 9 months at an Austin hedge fund. Experience in self-discipline,
probability analysis, and technology requiring extremely rapid mental
reflexes and decisions, breaking even financially within an extremely
tumultuous market cycle.
Regional Sales Manager
Bi3 Solutions
Agoura Hills, California - June, 2006 to June, 2007
Business Development, Sales, Marketing of Corporate Reporting / Business
Performance Management Software in the Southwest United States. Created
initiatives and penetrated Airport, Law Enforcement, and State and Local
Government markets. Wrote business papers, made presentations to key
executives, created targeted technology demonstrations, and created a
pipeline for a startup software company.
Co-Owner / Regional Sales Manager
Visum Solutions
Agoura Hills, California - 2001 to May, 2006
Sales, Marketing, and implementation of Business Performance Management
software. Numerous presentations to high level individuals at Fortune 1000
(and many other sized) firms in the Western United States, building and
maintaining performance models using software packages, and helping firms
implement their strategy systems. Recent and current customers include
Kaiser Permanente, Unisys Corporation, and the U.S. Army Corps of
Engineers.
Regional Sales Manager
QPR Software
Agoura Hills, California - 2000 to 2001
Sales of management software, including scorecard, process mapping tools,
and activity-based costing software to medium-to-large organizations in the
Western US (QPR Software spun off their direct selling opportunities to
Visum Solutions in July, 2001).
1990 - 2000
Business Development Manager
Competitive Knowledge, Incorporated
Van Nuys, California - 1999 to 2000
Business Development for an online community/Executive Dashboard.
Channels Manager / Named Account Executive
CorVu Corporation
Thousand Oaks, California - 1997 to 1999
Marketing/Selling Business Performance Management in the Western United
States and South America.
Product Sales Representative / Consultant
Oracle Corporation
Bethesda, Maryland - 1996 to 1997
Sales/Consulting Business Performance Management for all Department Of
Defense/State and Local Government Agency opportunities, west of the
Mississippi river.
Manager
Los Angeles Municipal Court
Los Angeles, California - 1990-1996
Division Director for Management Information Services,.
More Historical Information Available on request
Advanced Education
Master of Business Administration, Management Strategy
California State University, Northridge, California, 1992
GPA - 3.4; Member - Beta Gamma Sigma
Bachelor of Science, Management Systems / Statistics
California State University, Northridge, California, 1987
Associate of Arts, Computer Science
Los Angeles Valley College, Van Nuys, California, 1984
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