Sales Manager

*** ******* ******

Albany

NY *****

Cell: 518-***-****

Email: abk7fz@r.postjobfree.com

Summary

I am a highly motivated consultative Sales and Marketing professional with

extensive experience in new business sales, sales management and account

management underpinned by proven solution selling techniques. These skills

are founded on a proven and successful track record in technical and pre-

sales consultancy, with specific and strong emphasis on ITSM, ITIL, Service

Desk (product and processes), Change and Configuration Management and IT

Asset Management principles. I have a dynamic and pro-active approach to

both sales and consulting, from prospecting through to negotiating and

securing commitment, backed by fluent and persuasive interpersonal,

communication and presentation skills. My background in pre-sales has

afforded me an extremely high level of demonstration and presentation

capability, along with a technical aptitude from which I gain a great

degree of professional credibility. In addition to both strong team and

leadership skills, I have a self-reliant attitude and I am completely self-

motivated and self-managing. I have a confident and professional

perspective in all situations, and I effectively view my territory as my

own personal business, which will succeed only through my own efforts.

Professional Profile and Skills

. dynamic quota based sales executive able to leverage extensive enterprise

software and services experience and business relationships

. deep and broad knowledge of IT Service Management software products and

services, and complete commitment to this market

. strong Subject Matter Expertise skills in ITSM / ITIL

. proven leadership ability in both sales and project teams

. capability to analyze, plan and successfully execute corporate plans and

objectives

. highly motivated and capable of lateral creative thinking in order to

achieve goals

. strong relationship building skills, with the emphasis on trusted advisor

status and account management

. full understanding of the client value proposition

. ITIL Foundation and the Service Delivery part of Service Manager V2

(Service Support exams to be taken 2010 Q3, then the bridge to V3 Expert

level)

Career History

ASG (Allen Systems Group) (2010 - Present)

Account Manager

ASG is an independent software company with a broad range of products and

solutions across Service, Information, Operations and Infrastructure

Management. My role as Account Manager is to ensure client retention and

satisfaction with existing ASG solutions, and to expand and generate new

business opportunities and revenue in both the current client base and new

prospects within the North East.

Quint Wellington Redwood (2009 - 2010)

Process Consultant (Contractor) - IT Service Management Consulting Services

Quint is a European-based IT Management Consulting company specializing in

IT related organizational challenges in three main areas; IT Service

Management, Sourcing, and Strategy & Governance. My specific area of focus

is IT Service Management and ITIL Consulting Services. This was a contract

role in process definition, ITIL readiness and Service Management baseline

definition.

IBM Global Technology Services (2007 - 2009)

Services Solutions Leader, IT Service Management Services

At IBM I was responsible for selling ITSM Services into a wide range of

accounts across a geographical coverage area, as well as named accounts.

The role encompassed both scoping and defining the solution, creating the

Statement of Work and all associated Fixed Price / T&M requirements, and

owning both the opportunity and the sales cycle through to closure. I led

successful sales engagements at several clients, including Genzyme,

MetLife, and State of New Jersey, and was an integral sales team member

(often with the Tivoli software group, and always in close conjunction with

the Delivery team) on significant revenue and client value wins such as

Bank of America. I achieved 100% club attainment, and I represented IBM as

one of only10 IBM voting members for itSMF USA. I also represented Global

Technology Services on the Tivoli World Tour seminar events, presenting

ITSM Services capabilities in conjunction with the product presentations.

Hornbill Systems Inc. (2004 - 2007)

US Sales Manager

Hornbill is a leading software vendor in the European market with a strong

Service Desk solution, with particular emphasis on the ITIL framework.

Their Supportworks solution is certified as 'Enhanced' by Pink Elephant,

compliant with all 7 major ITIL disciplines. In mid-2004 they entered the

North American market, and I was hired to head direct sales, marketing and

channel operations for this expansion. Effectively a startup operation with

the backing of the UK, I was initially tasked with promoting the Hornbill

name and the Supportworks brand through a variety of marketing initiatives

and events, with specific and sole responsibility for revenue generation. I

also assisted in building, leading and mentoring the sales team. I focused

on the Eastern US and Canada regions, providing Hornbill with significant

success, solidifying its market presence and gaining notable new customers,

such as the University of Colorado, Plantronics, Claire's Stores, Cree

Corporation, Spirit Airlines, Bryn Mawr College and Vallent. My quota

attainment at Hornbill was above plan and I was instrumental in

establishing the Supportworks brand name in the NA market along with a

consistent multi-$m revenue stream.

Marimba Inc. (2003 - 2004)

Senior Sales Representative

Marimba (now BMC) specializes in Software Distribution solutions, offering

end-to-end Change, Configuration and Patch Management for desktops,

laptops, servers, and devices. Responsible for the mid-market segment in

the Northeast and Eastern Canada and with additional named major account

focus, I successfully marketed and sold Marimba solutions as part of the

New York based sales team. In addition to revenue generation in a segment

which had not previously been a core area for Marimba, I also created

Professional Services partnerships with small to medium sized Consulting

organizations in order to further the understanding of the Marimba solution

in a wider marketplace. Significant successes included Credit Lyonnais

(Calyon), CCRA (Canadian Customs and Revenue Agency), Vertex

Pharmaceuticals, Skadden Arps, Intralinks, and NPD.

Touchpaper (2000 - 2003)

Senior (New Business) Sales Executive

Touchpaper is a leading supplier of IT support management solutions to over

1800 customers worldwide. Joining Touchpaper shortly after moving to the

US, my responsibility was the successful selling of IT Service Management

Solutions - Service Desk, Asset Management, Change Management and Network

Systems Management (LANDesk) - mainly in the North East. My on-target

success brought Touchpaper such prestigious accounts as Reuters, South

Western Bell, Reebok and PB Capital, dealing at C-level and below. My

ability to build and maintain client relationships at all levels, and to

closely and effectively manage the sales process in its entirety, including

the project services element undoubtedly contributed to this success. I was

the highest achieving sales person in 2 of my 3+ years at Touchpaper,

exceeding all quotas.

Continuus Software Corporation (1998 - 2000) UK

Regional Sales Manager

Continuus (then Telelogic, then IBM) was a leading vendor in the Enterprise

Software Change and Configuration Management marketplace. My role as

Regional Sales Manager, (North of England and Scotland) encompassed the

whole of the sales lifecycle, from initial lead generation through to

management of complex pilot projects and evaluations. I was responsible for

new business sales and existing base accounts. As a dedicated CM company,

Continuus adopted a "best of breed" approach to solution provision,

incorporating a high degree of emphasis on the Professional Services

element of the solution. Hence, a multi-level sales process, in tandem with

various Business Partners including Tivoli and Mercury Interactive, was

practiced in order to provide strategic solutions to complex enterprise

requirements. I exceeded all targets (equivalent USD of around $1m) and

left in 2000 to move to the US.

INTERSOLV plc (1994 - 1998) UK

Sales Executive / Account Manager

INTERSOLV (then Merant, now Serena) was a leading supplier of client/server

development tools, including PVCS, the market leading Software Change and

Configuration Management solution. My role in the PVCS sales team

encompassed both new business sales and account management to existing

customers, within a multi-level sales model. Utilizing a Solution Selling

approach, I successfully sold SCM at both a tactical and strategic level

into a variety of accounts, from major blue chips to systems integrators.

Varied and often complex sales life cycles required a high degree of sales

skills, presentation ability, and technical knowledge. I exceeded my sales

targets year on year, my most successful year being 140% on a USD

equivalent target of between $0.8m and $1m.

Information Builders Limited (1989 - 1994) UK

Senior Consultant (Pre-Sales)

Responsible for the technical and product specific aspects of the sales

cycle, for the IBL development tools Focus, Focus/EIS, and Level5/Object,

across a wide range of operating system and software environments, mainly

client server, UNIX, and AS/400. Equal emphasis was placed upon the

Consultant's sales and technical abilities, having responsibility for all

presentations, demonstrations and seminars. I also performed an Account

Management role, mainly in the Health marketplace, for a number of IBL

VAR's. Technical environment evaluations, resource scoping exercises and

RFP / RFI response formulation were also included in this role. During this

period, all individual and team sales targets were met or exceeded.

Mail Newspapers plc (1982 - 1989) UK

Analyst / Programmer (82 - 85)

Working within the commercial applications development team, I was involved

in the development of various financial and human resource systems, using

structured analysis (SSADM and IE) and programming methods.

Applications Support Manager (85 - 89)

I provided internal consultancy on all commercial, financial and human

resource systems, responsible for all technical liaison with all software

and applications suppliers. My role also encompassed project management of

all internal requirements and developments, including the integration of

Evening Standard systems to those of Mail Newspapers, after the take-over

of that company from the Express Newspapers Group.

Education & Qualifications

University College Northampton, UK

Honors Degree in Business Studies

Sheffield City Polytechnic, South Yorkshire, UK

Associateship in Company Administration (Masters / MBA equivalent)

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