Sales Manager

DANIEL J. FARRELL III

**** ******** ***** ( Sarasota, Florida 34241

941-***-**** ( ********@*******.***

SALES: Director, Sales Manager, Sales Executive, Consultant

Accomplished business consultant and sales leader with portfolio of success

directing product growth directly and through partner channels.

Instrumental in identifying and leveraging new business opportunities.

Reputable for cultivating high-performance teams. Effective communicator,

with demonstrated ability to align cross-functional teams. In-depth

knowledge of business processes and consultative sales. Innovative problem

solver with expert technical ability. Highly effective at identifying and

delivering customer satisfaction and value. Additional areas of expertise:

National, Remote Sales Team Management ( Channel Management ( Sales and

Marketing Training & Strategy Development ( P&L ( Process Improvements (

Staff Leadership ( Management Negotiations ( Turnaround Management (

Budgets & Forecast Management ( Communications ( Presentations (

Consultative Selling Methodology ( Project Management ( CRM ( ERP ( B2B

Integration ( Security ( Systems Management ( SaaS ( SOA ( AD Tools (

Networking HW and SW ( BPM ( SMB Sales

PROFESSIONAL EXPERIENCE

IntaCloud Inc. - Vice President - Sales/Marketing ( December 2009 - March

2010

Oversee overall marketing and sales efforts for IntaCloud's services.

IntaCloud is a startup company that is developing new Software as a Service

(SaaS) delivery product for the construction and insurance industries.

Funding for business was not acquired in time.

Operational Highlights:

. Created Business Plan

. Built Branding for new Services

. Built and Executed Successful Insurance Marketing Program

. Sales not completed due to loss of company funding

Business ROI, Inc., Vice President - Contract Work - January 2009 - Present

Oversee marketing and sales efforts of Business Analysis, Training,

Consulting and Innovation services. BROI's services included a wide variety

of business application including Workforce Optimization, Business

intelligence, Marketing and Sales, Supply Chain, Financial Reporting,

Business Processes, Training, and General Management applications and

tools. We conduct daylong monthly roundtable of innovation sessions with

executives and business owners.

Operational Highlights:

. Developed marketing materials and web site for our business

. Working to set up Round Table of Innovation Sessions

. Performed Business Analysis to sell customized engagements

. Performed training program

DISTINCTIVE HOMES GROUP, President - Self Employed ( August 2007- December

2008

Coordinated marketing efforts of nationwide bulk REO investment program.

Moving distressed bank owned properties back to homeowners to get new start

at very affordable prices.

Operational Highlights:

. Assisted first time homeowners buying with less than perfect credit

- 2 deals completed Model lasted until March 2008 when funding

dried up

. Developed marketing programs to attract large investment firms to

move properties

. Deal sizes 10M and up

. Found, verified and approved investment firms

. Worked to Qualify many firms - no deals were done due to various

reasons

IBM CORPORATION, Nationwide ( January 1982- June 2007

A computer hardware, software and services provider; $95B annual sales.

North American Sales Manager - Global Independent Software Vendors/OEM -

Jan 2005- Jun 2007)

Directed vertical sales of middleware software. Sold through global

independent vendors. Grew product sales through value proposition with

partners and clients. Consulted with ISV's and OEM's to understand

business models and create contracts that were win for both businesses.

Including Oracle, Lawson, Peoplesoft, Avaya, Infor, Cognos, Citrix,

Business Objects, Kana, etc.

Recruited and managed key sales executives. Oversaw budget and revenue

attainment for the entire software group growth initiative. Designed and

implemented marketing initiatives. Managed a senior international sales

team comprised of 18 sales executives and all executive partner

relationships.

Operational Highlights:

. Achieved $200M+ quotas for 2005 and 2006.

. Grew sales 30% year-to-year by building a team that focused on

making top partners as successful as possible through co-opted

marketing campaigns.

. Saved 15% in man-hours by building a custom reporting tool to

automate forecasting and recording data.

. Created custom sales events that returning over $20M in sales

. Enhanced global communication efforts through value proposition

sales and joint forecasting efforts linking an additional $24M in

revenue for our partners

Awards:

. Achieved 100% Club Awards (2005 and 2006).

. Earned Director's Award for high achievement, (2007).

. Selected as manager to attend Puerto Rico Award trip for high

performance (2006)

Business Partner Manager - Mid-Atlantic Region January 2004 - December 2004

Directed partner recruiting and management efforts. Sold through and with

partner sales personnel enhancing joint sales, OEM and marketing efforts.

Leveraged value added distributors to resolve order issues. Prepared weekly

sales forecasts. Tracked budgets. Conducted performance reviews. Managed 11

sales executives. Fostered Executive Relationships with Partners and

focused on closing strategic deals.

Operational Highlights:

. Turned around operations to outperform the Southern Area for the

first time.

. Boosted sales 50% over previous year by creating new partner

relationships and rebuilding existing ones.

. Unified sales and client teams to enhance performance.

. Exceeded team quota 130% through joint marketing events and

strategic sales initiatives.

Awards:

. Achieved 100% Club Award, 2004.

. Selected as Manager to attend Miami Beach Award trip for excellent

Management (2004)

National WebSphere Sales Manager for Business Partners January 2002-

December 2003

Spearheaded team sales efforts with regional systems integrators, OEM and

VADS. Consulted with partner executives to agree on joint sales processes

for their companies. Set performance examples. Prepared weekly forecasts.

Sold solutions directly with and partner sales teams and executed joint

marketing/sales campaigns. Resolved channel sales issues. Controlled

resources to enhance partner sales efforts. Managed technical team

involvement to facilitate sales and partner training.

Managed 11 Regional sales executives.

Cont'd...

DANIEL J. FARRELL III ( page 2 ( ********@*******.***

Operational Highlights:

. United national sales teams in a successful effort to boost

revenue.

. Identified and expanded strategic sales opportunities by inserting

technical expertise into partner set.

. Created an enviable sales team through mentoring and "best of

breed" training.

. Exceeded partner and revenue expectations through successful

negotiations with partner executives

. Increased revenue streams by redistributing work load amid staff

reductions and employing 2 tele-personnel.

Awards:

. Achieved 100% Club Award, 2002, 2003.

. Earned Director's Award for best management (2003).

. Awarded trip to Las Vegas for 100% attainment (2003)

National WebSphere Technical Sales Manager January 2001 - December 2001

Attracted new partners through customized meetings and technical

educational training. Delivered outstanding support to channel partners

through up-to-date technical training. Led by example working side-by-side

with representatives on deals, demonstrations and presentations. Compiled

weekly metrics reports and tracked resulting sales, education,

certification metrics.

Operational Highlights:

. Built team from scratch into expert technical team supporting 50

key national business partners

. Demonstrated exceptional team technical competence through

continued training

. Created "go to market" strategy to demonstrate how best to assist

and engage partners.

. Provided Best of Breed technical support to all RSI business

partners.

. Increased partners' technical certifications through on-the-job

training and sales shadowing.

Awards:

. Achieved 100% Club Award, 2001.

PREVIOUS CAREER HISTORY with IBM

WebSphere Software Sales Specialist for Business Partners (January 2000-

December 2000)

. Achieved 140% of quota.

Software Sales and Technical Representative (March 1987- December 1999)

. Delivered technical expertise for WebSphere Systems Management,

Communications, e-Commerce

Semiconductor Test Engineering - Semiconductor Manufacturing (January 1982-

February 1987)

. Delivered Engineering Technical expertise for Semiconductor Test

Equipment

EDUCATION

Associate of Science in Computer Engineering Technology

Tampa Technical Institute, Tampa, FL

Electrical Engineering Study

University of Florida, Gainesville, FL

DANIEL J. FARRELL III ( page 3 ( ********@*******.***

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