Sales Manager

Dean C. Duet

*** *. **** **.

Costa Mesa, California 92627

949-***-**** Cell ( *****@***.***

SENIOR ENTERPRISE

SALES REPRESENTATIVE

Account Management ( B2B Sales ( New Business

Tenacious, results-driven sales leader with a record of establishing

and growing territories. Highly effective area manager with proven

ability to penetrate market share and boost territory growth. Skilled

in tangible, direct business-to-business consultative sales with

particular strengths in building relationships and product knowledge.

Adept at new business development, profit generation, and

strengthening the performance of accounts and market segments.

KEY STRENGTHS

( Territory Management ( Selling SaaS Solutions ( Supply Chain

Management

( Selling HRIS solutions ( Marketing Campaigns ( Strategic/Solution

Selling

( Consultative Selling ( Selling hosted services ( Proactive

Pipeline Building

( Phone Prospecting ( Lead Generation ( Closing Sales

PROFESSIONAL EXPERIENCE

AT&T - Hosting Services, formerly USi ( Costa Mesa, CA 1/2007

- 4/2009

AT&T nation's second largest wireless carrier, acquired USinternetworking,

Enterprise Hosting & Application services in 2007. USi was a leading

provider of hosting & enterprise application services for Oracle,

PeopleSoft, JDEdwards, IBM Websphere and MS Exchange.

Account Executive

Recruited to sell enterprise hosting and application services, professional

services, and SaaS applications to companies in Southern California,

including prospecting, building pipeline, networking with partners, and

closing sales.

. Boosted company sales by closing over $6 million of new contract revenue,

$2 million in existing contracts, and adding 6 new clients to territory.

Strategized with inside sales teams to target existing prospect list and

identify accounts.

. Ranked #2 out of 6 representatives on sales team in western region

territory, obtaining 100% of $220,000 quota.

. Built and maintained key relationships with internal sales

representatives, external partners, and suppliers by hosting weekly

meetings and calls to target specific accounts, leveraging any existing

relationships or information to penetrate and sell to the account, and

facilitating networking events, sports events, and cocktail receptions.

. Streamlined procedures by introducing a local reference account as a

model for future contract renewal and set-up for existing clients.

Dean C. Duet Page 2 of

2

Oracle Corporation ( Costa Mesa, CA 9/2005 -

1/2007

Provider of enterprise software, including applications and tools for

managing business data, supporting business operations, and facilitating

collaboration and application development.

Application Sales Manager

Selected to cultivate relationships with existing Oracle partners, build

pipeline, and sell suite of Oracle applications products to existing

clients and non-Oracle clients.

. Escalated company sales by selling a total of $200,000 worth of add-ons

to existing client base, which included additional JD Edwards's licenses

to American Suzuki Corporation for $50,000, LPL Financials for $50,000

and Corinthian Colleges for $100,000.

. Established local reference ability to leverage for new sales

opportunities by meeting with all clients in territory.

. Followed process-driven sales cycles by utilizing planning letters and

close plans with account.

. Recognized call lists, accounts, and industries to build pipeline by

working with inside sales teams for existing clients and net new

accounts.

Ceridian Corporation ( Fountain Valley, CA 8/2004 -

9/2005

Provider of payroll processing, tax filing, benefits administration, and

other HR services to more than 110,000 employers and their 25 million

employees, with annual revenue of $1.7 billion.

National Account Manager

Selected to drive new human resources and payroll business into territory

by cold calling, prospecting net-new business, networking, and building

relationships.

. Overhauled net-new territory with no existing clients by building

relationships with partners, performing targeted prospecting and

marketing activities, and generating leads to create visibility of

solutions.

. Produced sales of $175,000 with introduction of complete human resources,

payroll, self-service, and time/attendance solutions to Chick's Sporting

Goods and Lewis Companies.

. Successfully introduced complete human resource and payroll solution for

client's distribution facility within territory, securing $200K in sales.

I-Many Corporation ( Costa Mesa, CA 10/2003 -

8/2004

Leading provider of Contract LifeCycle Management Enterprise Software and

Services.

Senior Account Manager

. Sold Contract Management, Compliance Management, Collections & Deductions

Management software to Fortune 1000 companies in the Western Region.

Built pipeline, managed sales cycles and closed business with marketing

and telemarketing activities.

. Sold Maxtor Corporation, Denver, CO for 500K

. Sold Honeywell Aerospace, Phoenix, ZA for 450K

Kronos Corporation ( Long Beach, CA 8/2001 -

9/2003

The global leader in workforce management solutions that enable

organizations to control labor costs, minimize compliance risk, and improve

workforce productivity.

Major Market Sales Representative

. Sold Shop Floor Control, Time & Attendance, Human Resources & Payroll

software to mid-market companies in Southern California. Generated sales

opportunities with creative marketing and telemarketing campaigns.

. #1 Major Market sales rep for Western Region in 2003

. Sold Siemens Solar Corporation, Camarillo, CA for 100K

. Sold Sargent Fletcher Aerospace, El Monte, CA for 250K

. Sold Western Tube & Conduit, Long Beach, CA for 300K

Stamps.com, I-Ship Division ( Santa Monica, CA 6/2000

- 2/2001

Leading provider of Internet-based postage and shipping services.

National Account Manager

. Sold ASP based Enterprise Multi-Carrier Shipping Solutions to Fortune

500/1000 companies for a start-up company in Southern California.

Exceeded quota, over 1M in transactions in less than 1 yr.

. Responsible for interest creation and lead generation in a new market,

creating value proposition, executing and closing sales cycles and

ensuring solution deployment in national accounts.

. Sold TRW Aerospace, Long Beach, CA for 400K

. Sold SAIC, San Diego, CA for 500K

. Sold Brobeck, Phleger & Harrison, Irvine, CA for 350K

Epicor Corporation, Formerly Dataworks ( Irvine, CA 5/1998-

6/2000

Epicor provides integrated Enterprise Resource Planning (ERP), Customer

Relationship Management (CRM), Supply Chain Management (SCM) and enterprise

retail software solutions that enable companies to drive increased

efficiency and improve profitability.

Senior Account Representative

. Sold ERP, CRM, Supply Chain, MES and professional services to mid-

market manufacturing and distribution companies in LA and Western

Region.

. #1 Sales Rep. 1999 - 166% of Quota

. Presidents Club 1999

. Prospecting, networking and partnering to identify opportunities and

engage in sales cycles

. Sold K2 Sports, Seattle, WA for 500K

. Sold Zurn Wilkins, Paso Robles, CA for 1M

Computer Associates ( Culver City, CA 5/1996 -

5/1998

Provider of Enterprise Resource Planning (ERP) solutions to automate key

production, distribution and financial processes, help meet fluctuating

customer requirements and maximize bottom-line profitability.

Senior Account Manager

. Sold MRP, & WMS solutions to AS400 accounts in Southern CA and Western

Region.

. Responsible for marketing, prospecting and identifying new business

opportunities, managing sales cycles and closing business.

. #1 Western Region Sales Rep - 105% of Quota

. Presidents Club 1997

. Sold Brown Jordan, El Monte, CA - 1.5M

. Sold Clayton Industries, El Monte, CA - 1M

Pitney Bowes Corporation ( Van Nuys, CA 4/1993 -

5/1996

Provides a unique combination of location and communication intelligence

software, data and services that enable organizations to make more informed

decisions about customers, competition and market expansion.

Area Sales Representative

. Sold manifest systems to small & mid-sized companies in Los Angeles

. Prospected via cold-calling & door knocking to find opportunities

. Built alliances with ERP vendors for prospective business

. #1 Area Sales Rep - 1994 (196% of Quota)

. #2 Area Sales Rep - 1993 (120% of Quota)

. Sold GTE, Los Angeles, CA - 50K

. Sold Shield Healthcare, Camarillo, CA 75K

EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelor of Arts Degree in Psychology ( Loyola University, N.O., LA

APICS Certification ( Decker Communication Skills Training ( Value Vision

Sales Training ( Selling to VITO Training ( Holden Power Base Training (

Spin Selling ( Solution Selling ( Miller Heiman Strategic Selling (

Complex Sales Training

Contact this candidate