Sales Representative

A. TIMOTHY KELLY

* ******* **** ****: 978-***-****

Acton, MA 01720 Cell: 978-***-**** email: *.*.*****@***.***

AREA/REGIONAL SALES MANAGER

A successful, results-focused sales and business development professional

with a record of immediate contribution and results in a range of

technology-based companies. Key strengths include:

Drive for Results Able to apply best practices from experience at a range

of companies, large, midsized and smaller entrepreneurial, applying best-of-

breed strategies to make an immediate contribution.

Sales Performance Bring a strong customer perspective and formal sales

training to exceed results in million dollar plus quota environments. Able

to bring in first reference accounts, manage large accounts ($250K+) and

utilize strategic and consultative selling in combination with relationship

building effectively.

Sales Management Experience building high-performance sales teams from

recruiting to territory organization, training, compensation plans, etc.

Experience in lead development, inbound/outbound call centers channel

development and management, social media, new products/geography

penetration, etc. and managing nearly 30 representatives covering

nationwide territories.

Technology Strong technical foundation, ability to quickly learn and

navigate technologies, identify the benefits and solution value

particularly in the software and information sectors. Experience with

enterprise class, business applications, tax and financial reporting,

technology tools and social media.

Interpersonal/Communications An extroverted team player/leader with

extensive communications and presentation experience internally and with

customers and partners.

Planning and Organizing Personally well-organized, able to build systems

and processes utilizing technology to improve efficiency, business

performance and sales results.

Professional Profile Decisive, able to cut through the nonessentials and

focus on goals; a realistic, pragmatic analyst and problem solver with the

dedication and hard work to be a significant contributor to the business.

SIGNIFICANT ACCOMPLISHMENTS

> Building Sales Team Joined The Advisory Council as the only sales

representative. Determined the sales strategy and process and began

hiring sales reps. Expanded the team to include 7 account executives

located in 5 major markets and 2 inside sales reps. Increased national

coverage and expanded the sales pipeline for the company.

> Major Account Management Developed an interest at United Missouri bank

(UMB) and cultivated relationships with senior management. Through a

consultative sales process, closed a deal worth $250,000, the first sale

of the company's flagship product in over 18 months. Provided a

significant win for GCom and created a key reference account for the

company. Accomplished task while GCom was in being sold to Bowne.

> Reseller Business Development Closed a prospect looking to utilize

several RIA/Thompson products in the education market. Addressed a

significant discount request by negotiating a severely limited right to

return from 6 to 9 months to 1 month and for the right to sell

subscriptions beyond the school year. Netted the company $225,000 in new

and protected channel revenue while adding roughly 1,000 new clients to

the subscription database.

> Inbound/Outbound Sales Management Restructured Quinlan Publishing's

underperforming and unprofitable call center. Hired an expanded team,

applied in house technology to eliminate process bottlenecks and improved

overall team performance. Immediately achieved profitability and 13

consecutive weeks of P & L profits. Generated over $1.2 million in sales

per year.

> Inbound Upsell Program Developed a program to leverage the existing

Siebel installation to facilitate the transfer of inbound calls to an

account executive for cross and upselling. Increased revenue off inbound

calls by 40%.

> Branding/Marketing Message Re-branded The Advisory Council's offering as

a decision support service, crafting the messaging to separate the

company from traditional research and consulting services. Generated

immediate interest in the marketplace, decreased time requirements to

explain the service and speeded the sales cycle and pipeline.

PROFESSIONAL EXPERIENCE

The Advisory Council Vice President, Sales and Marketing 2009-present

Built the sales organization nationally for this IT decision support

advisory service.

Bowne GCom2 Solutions Senior Sales Executive 2007-2008

Recruited to sell enterprise financial reporting software for mutual funds

with customers including Eaton Vance, Fidelity Investments, John Hancock,

JP Morgan Chase, Wells Fargo, UMB. Position eliminated following

acquisition by Bowne.

Permessa (formerly DYS Analytics) National Account Executive 2006-

2007

Recruited to sell performance optimization tools for corporate messaging

networks. Number one rep in the company upon departure. Clients included

PWC, Coca-Cola, The World Bank, and The Federal Reserve

Quest Software Java Performance Representative 2004-2006

Sold APM Suite Java management tools and development for this product

ranked in the leadership quadrant of Gartner's J2EE application server

management magic quadrant.

Exact Software Account Executive 2003-2004

Sold ERP and business process management software including e-Synergy, a

web-enabled front office enterprise suite prior to reorganization around a

channel management strategy.

Quinlan Publishing Group Director of Sales 2002-2003

Managed a 17-person sales organization increasing it to 29 representatives

while tripling front end sales pipeline from 465 units to over 1300 units

per week in 5 months.

eSpendwise, Inc. Corporate Sales Representative 2001-2002

Sold SaaS supply chain solutions to multi-sited manufacturing companies

particularly targeting the largest Fortune 500 firms.

RIA Group (Thomson Corporation) Education and Channel Sales Manager

1993-2001

Managed 9 direct reports, 1 government rep, 3 education reps and 5 support

reps with a revenue goal of 44.5 million annually. 3 reps achieved

President's Club for exceeding 125% of goal.

Egghead Software, Small Business Representative 1992-1993

Soft/View Computer Products Field Sales Representative 1986---1990

EDUCATION

M.B.A. Boston College 1991

Diane Weiss Consulting Group Competition finalist

B.S., Computer Science/Economics Denison University 1986

Diploma Canterbury School 1982

OUTSIDE INTERESTS

Enjoy mountain biking, model railroading, swimming, golf and home video

creation.

Contact this candidate