Sales Manager

RUSS MIEARS

303-***-**** . ****@******.***

BUSINESS DEVELOPMENT / RELATIONSHIP MANAGER

Sales Leader . Partner Development . Growth Strategies

High-performing and energetic sales executive with technology background,

entrepreneurial drive and 20+ years' experience delivering multimillion

dollar sales results through relationship-building talent. Excel in

alliance management to produce sustainable, solution-focused sales to

national and global accounts. Practiced in leveraging business issues to

identify new sales opportunities with target customers. Experienced in

generating revenues in North America, Europe, and Mexico.

International Business Sales Forecasting Resource Allocation

Account Management Solution Targeting

Strategic Planning Virtual Team Account Retention

Global System Leadership

Integrators

PROFESSIONAL EXPERIENCE

COGNOS / IBM 2007-2010

IBM/Cognos Global Alliance Manager for ESRI and Netezza, 2008-2010

Selected for global sales position following IBM acquisition of Cognos.

Charged with forging strong partnerships with ESRI and Netezza accounts to

drive revenue increases through value-added product bundling. Conduct joint

presentations with partner teams to unveil solutions that address data

problems of target customers.

. Achieved 116% of $4.5M half-year quota in 2008.

. Grew pipeline of Netezza sales from $0 to $11M in 2008, outperforming

$3M target.

. Initiated process for GBI (Geospatial Business Intelligence) solution

with ESRI to fulfill requirements of a public portal for State

Stimulus revenue within three months of partnership.

Cognos Alliance Manager for IBM/GBS (Global Business Services), 2007-2008

Strengthened Cognos partnership with IBM/GBS to take sales to a new level.

Applied consulting skills and business acumen to strategically market

combined solutions. Produced leads for IBM teams to rapidly expand sales of

Cognos Business Intelligence and Financial Planning applications with IBM

Global Finance (IGF) programs.

. Succeeded as only member of Alliance Team to reach 100% of FY 2007

revenue quota-$9M.

. Excelled in collaborating with IBM Client Executives to bolster

Cognos resell business, leveraging strength of partnership when

calling on Cognos/IBM clients.

ORACLE 2006-2007

Partner Sales Manager ISVs Business Intelligence

Recruited to drive sales of Business Intelligence enterprise applications,

meeting all management objectives during time of major acquisition activity

and changes at company.

. Steered business development by cultivating ISV accounts including

Teradata, Micros and Cerner.

. Created blueprint for growth which was utilized Oracle Direct and ISV

Partner Managers.

INITIATIVE DESIGN GROUP 2004-2006

Privately-held consulting firm.

Owner . Consultant

Primary driving force behind launch and growth of consulting firm providing

marketing and technology advice for business clients. Managed all business

functions including marketing and sales, financial management and customer

relations.

INITIATIVE DESIGN GROUP (continued)

. Captured new business, completing multiple projects and initiatives

including marketing research study to determine feasibility of

emergency room portal company, and assessment of hospital IT processes

to make recommendations for efficiency improvements.

. Won contract from Sun Microsystems to interview (as a team affiliate)

300 CIOs from their top customers to document data management and

storage issues.

IBM 1998-2004

World Wide WebSphere Partner Sales Executive, 2002-2004

Ignited sales by developing global partner sales initiatives to strengthen

mid-tier customer segment for portal and middleware integration

opportunities.

. Secured 500 new mid-tier customers and $4M in revenues by mounting

comprehensive sales strategy in UK and Mexico that met Wal-Mart's need

to realize web-based supply chain networks.

. Elevated sales throughout IBM Alliance Group with partner initiative

that instructed associates about primary driver for IT projects-

government regulations such as HIPAA, BaseIII, SOX, EDIAS2.

West Coast Manager for Global System Integrator Program, 2001-2002

Challenged to meet sales target following territory reorganization. Led

team to gain sales in US Western Region, cultivating high-profile accounts

including Accenture, Capgemini, Bearing Point, CSC, PwC, and Deloitte.

. Delivered immediate sale results, ranking in top 3% of sales force in

2001.

. Outperformed sales target with 221% of goal.

World Wide Data Management Global Systems Integrator Alliances Manager,

1998-2000

Devised targeted and compelling offers for as relationship manager for

global systems integrator (PwC, EDS, AMS)

. Developed "Blue Print for ebusiness" an infrastructure solution for

the GSI EMEA market.

. Achieved explosive sales results: 148% (2000); 170% (1999); 140%

(1998).

. Recognized for outstanding contributions with division's "Employee of

the Year" award in 1999.

ORACLE 1995-1998

Senior Software Specialist

Delivered pre-sales consulting as subject matter expert in company's

business intelligence products. Captured largest business intelligence deal

in West region-$1.2M sale to Franklin Covey.

COGNOS 1994-1995

Software Sales Specialist

Soared over revenue goals for application sales in company's West region

for direct and OEM software. Closed company's second largest deal,

achieving annual quota in just 7 months.

CYBER GROUP 1991-1994

Application and business intelligence software development company

specializing in Cognos products.

President . Owner

Drove sales of applications and consulting engagements, sustaining year-

over-year 20% revenue growth.

EDUCATION & ACTIVITIES

Bachelor of Business Administration, UNIVERSITY OF TEXAS, Arlington, TX

Concentration: Systems Analysis

Competitive cyclist. Enthusiast of skiing, scuba diving and motorcycling.

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