Sales Manager

Tony Waldschmidt

*** ********* **** 972-***-****

Coppell, Texas 75019 ****.***********@*******.***

Summary

Senior Sales executive with extensive experience selling enterprise

software, solutions to Fortune 500 customers. Key skills and experience

are based on a strong history of successfully developing new business,

building and managing strategic account relationships with all levels of

management utilizing my problem solving, analytic and communication skills.

Consistently met and exceeded multi million dollar sales and revenue

targets. Key strengths include:

Business Development Solution Sales Strategic Consultative

Sales

Account Management Relationship Management Contract Negotiation

Problem Solving Communication Vendor Relations

Professional Experience

The Advisory Council, Dallas, Texas February 2010 -

Consultant Contractor Present

Responsible for new customer acquisition and management of installed base.

The Advisory Council is a decision support network of over 200 practicing

IT professionals providing advice and information that is client driven and

vendor neutral to support IT environments.

. Developed and refined customer approach material, customer segmentation

process and market differentiation story.

Teradata, Dallas, Texas 2006 - October

Major Account Manager 2009

Responsible for sales and business development within AT&T

. Initiated and built relationships across multiple business units at all

levels of management introducing Teradata as a strategic partner

providing capabilities to deliver business intelligence to support key

business initiatives. Team quota was $24 million - $8 million

individual. Results: Exceeded sales goals, opened new opportunities in

four new areas of business, developed and managed new relationships.

. Collaborated with customer to develop and build multiple Capital business

cases for budget and deployment. Results: Planned projects delivering

multi million dollar budgets for 2008 / 2009

Teradyne Broadband Test Division, Dallas, Texas 1998 - 2006

Regional Sales Manager

Accountable for business development in new and existing Domestic and

International accounts.

. Developed new business relationships with Executive level within the

target accounts. Aligned customer business initiatives to Teradyne

capabilities. Coordinated Teradyne resources to meet with customer on a

regular basis to better understand customer's requirements. Results:

Exceeded quota and grew revenue 63% from previous year. Doubled business

in a dormant account in Canada, secured new business from Hawaiian

Telcom, increased business in CenturyTel and Valor.

. Successfully developed multiple Capital business cases with Verizon for

budget and deployment approval. Results: $4,000,000 in products and

services deployed following year.

Managed Teradyne account team covering North America and personally managed

Verizon headquarters relationship.

Accomplishments Include:

. Group responsible for $12 million in annual sales achieved from

application software, hardware and services. Teamed with client at

headquarters level to identify new applications as well as enhancements

to current applications. Assembled a team of SME's to meet with client

on a regular basis to discuss business issues and potential application

solutions.

. Re-negotiated contract and project timelines due to delivery issues.

Mediated between customer and Teradyne to reach a mutually agreeable

timeline with defined functionality utilizing a structured problem

solving technique. Results: Completed project with sales backlog in

place.

. Implemented a National Multi-Million dollar project for Teradyne's

largest domestic customer. Teamed with customer to benchmark, test,

standardize and install product for National rollout. Coordinated with

regional field sales and customer to insure proper installation and

functionality of product. Results: Exceeded Vendor Quality standards

and recognized as a Quality Vendor (top 10%) by customer.

AT&T Corporation, Dallas, Texas 1995 - 1998

Client - Business Manager

Managed the Fina Oil and Chemical, Fox Sports Net, and Brink's Home

Security accounts. Responsible for understanding end user requirements,

developing business cases to support capabilities, developing business

relationships with client and coordinating AT&T resources to provide

network solutions.

. Prevented Fina Oil and Chemical from contract cancellation after they had

given notice to AT&T. Effectively worked with clients and identified

problem areas, prioritized issues to be corrected, agreed on timelines

and an action plan. Worked with customer to understand end user

requirements and long term business goals tied to AT&T's capabilities.

Results: Gained client's confidence and signed a new three year contract

for $3 Million dollars.

. Teamed with Brink's Home Security to relocate their headquarters physical

location and communication infrastructure. Worked closely with the

client to develop a detailed cut over plan, assembled the necessary

resources internally and coordinated the key activities to accomplish the

plan. Results: Cutover achieved on time and on budget.

. Collaborated with Fox Sports Net to design a data network between

headquarters and multiple remote locations. Coordinated meetings with

SME's and client to understand requirements and timelines. Developed a

detailed plan with the client to implement the new network over a 9-month

period. Results: Implemented a more reliable and cost effective

solution for the client and provided a monthly revenue stream of $50,000

for AT&T.

NCR Corporation 1987 - 1995

National Account Manager

District Sales Manager

Program / Product Manager

Education

BA - Marketing - Fort Hays State University - Kansas

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