Sales Customer Service

Kevin Heaning

* ****** ***, #* ? San Francisco, CA 94123 ? 415-***-**** ?

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

SALES EXECUTIVE

~ Over 15 years of success - consistently one of the company's best in

sales ~

Skilled at all levels of the Consultative/Solution Selling process;

particularly strong in closing the sale and building rapport and long-term

relationships with customers. Tenacious hunter with the proven ability to

build/grow a territory, penetrate new markets and build market share. Track

record of creating award-winning territories. Proven ability cultivating

and maintaining long-term client relationships to grow revenue. Highly

effective time manager with excellent organizational and follow-through

abilities. Well-developed persuasive and communication skills; able to

interact with individuals at all levels. Technically astute, can easily

learn new product lines, highly technical data, and design specifications.

Areas of expertise include:

( Territory & Account Management ( Consultative Solution Selling

( Customer Relationship Management ( Business Development

( Strategic and Critical Thinking Skills ( Customer Service

( Expanding Sales Opportunities ( Time & Resource Management

( Presentation & Negotiation Skills ( Team Building & Leadership

PROFESSIONAL EXPERIENCE

Sales Executive 3/2009 - Present

FutureState " San Mateo, CA

Business Intelligence (BI) and Enterprise Resource Planning (ERP)

consulting services

. First dedicated sales representative hired. Developed and implemented

a greenfield territory plan in close alignment with corporate sales

objectives to secure client service engagements.

. Personally handled all aspects of a complex sales cycle from initial

business development to contract negotiations with client executive

management.

Selected Accomplishments:

> Achieved 150% of $2M sales quota in 2009.

> Acquired 50 new customers in the first 12 months of employment.

Secured 6 new customer service engagements in one month,

representing 168% of quarterly quota.

> Closed an average of one new service engagement each week, with

key accounts including Hershey, Hilton, Disney, Nike, and UCLA.

Senior Account Executive 2/2007 - 1/2009

Microstrategy, Inc. / Angel.com " McLean, VA

SaaS IVR and call center solutions

. Developed relationships with C-level executives and technical buyers

of companies such as Lyris Solutions, Acteva, Ritz Interactive,

CaseCentral, HireRight, and ePlan Services.

. Expanded existing relationships and generated additional revenue by up

selling additional services and cross selling with 3rd party

integrated solution partners.

Selected Accomplishments:

> Achieved 121% of sales quota in first quarter of employment.

> Produced 114% and 104% of quota for 2007 and 2008 respectively.

> Consistently ranked in the top 20% of all account executives.

> Established market presence in a "green" territory on the west

coast utilizing personal lead generation efforts exclusively.

> Set company record for the greatest number of new customers in

one month.

Kevin Heaning " 415-***-**** "

************@*****.*** " Page 2 of 2

Account Executive 9/2004 - 1/2007

Contactual (formerly White Pajama) " San Carlos, CA

SaaS call center solutions

. Secured new business with larger clients such as American Express,

Applied Technologies, Hitachi Data Systems, Verizon Wireless, and

Bearing Point, as well as many small and mid-size companies.

. Coordinated the sales cycle and executed strategic plans with

integrated channel partners including Salesforce.com, NetSuite,

UniPress, and RightNow Technologies.

. Leveraged well-developed listening skills to clearly understand key

customer needs and requirements.

Selected Accomplishments:

> Consistently exceeded annual revenue quota of $600K, and

attained personal highest margin in 2006 of 123% over quota.

> Ranked #1 or #2 out of 6 other account executives in all

reporting periods.

Inside Sales Representative 2/2002 - 9/2004

Epiphany Software " San Mateo, CA

Customer relationship management solutions

. Cultivated and built relationships with C-level prospects,

continuously qualifying leads and updating pipeline. Forecast all

opportunities with sales team during weekly updates.

Selected Accomplishments:

> Delivered 182% and 116% of sales quota during 2003 and 2002

respectively. On track to complete 2004 at 200% of quota.

> Increased customer base by further penetrating existing

enterprise customers, then identifying qualifying solid business

opportunities.

Executive Recruiter 6/2000 - 10/2001

Agile Software Corporation " San Jose, CA

Enterprise resource planning (ERP) software provider

. Led recruiting efforts for the entire Field Operations Organization,

and reported directly to the Vice President of Worldwide Sales and

Field Operations.

. Success in position directly attributed to the ability of effectively

leveraging core-selling skills.

Selected Accomplishments:

> Sourced and hired more than 20 candidates during the first

quarter, including four executive-level positions.

> Increased candidate-recruiting production more than 300%.

EDUCATION / TRAINING

California State University, Long Beach, CA " BA in Business

Administration

Strategic Selling, Miller Heiman " American Management Association

Training " Map for Action Sales Training, Feeney Associates

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