Sales Manager
Resume:
JAMES C. WHITMER
Arlington, TX 76012
**************@*****.***
SUMMARY
A results oriented sales professional focused on being a hunter for new
value-added IT business. A proven performance record in IT Outsourcing
sales that involves selling total solutions. Have a broad range of
business experience covering mid-range to Fortune 500 markets, in direct
and partner sales. Areas of concentration in IT Outsourcing include,
although are not limited to:
Network Services Consulting Services Help Desk
Services
Managed Services Maintenance Contracts Hardware/Software
STRATEGIC CAREER WINS
. American Airlines - $68M - Network Upgrade Project over 18 months
. FedEx Office - $11M - Large Format Printer Deployment and L1 Help Desk
Outsourcing
. MobileStar Network - $5M - Wireless Infrastructure Deployment at
Starbucks
. Entergy - $3M - Multivendor Hardware Maintenance Outsourcing Support
Agreement
EXAMPLES OF ACCOUNTS CALLED ON/BUSINESS WON
. RETAIL/DISTRIBUTION - FedEx Office, J.C. Penney, Wal*Mart, Michaels
Stores, Pepsico, RadioShack and Tandy Brands
. TRAVEL and TRANSPORTATION - American Airlines, Hertz and Southwest
Airlines
. OIL and GAS - Atmos Energy, Chevron, Dow and Pennzoil
. PUBLIC SECTOR - City of Dallas, Dallas Independent School District
(ISD), Pasadena ISD, Parkland Hospital and JPS Hospital in Fort Worth
. SMB/Others - ACS, Alcon Labs, Accor and Wyndham Hotels
PROFESSIONAL EXPERIENCE
COMPUCOM SYSTEMS, INC. - Dallas, Texas 2003 - 2009
Senior Account Executive - Strategic Accounts 2004 - 2009
. Responsible for new growth hardware, software and services business
at FedEx Office, one of CompuCom's key customers, working closely
with C-level management and others
. Sold over $52M in business from 2005-2008, at or above 125% of
quota 2005-2007
. In "Top10" for sales of HP hardware in 2005, 2007 and 2008 - #1 in
2008
. Attended President's Club for business growth, goal attainment in
2005, 2006 and 2007
Services Solutions Director 2003 - 2004
. Responsible for supporting 12 account executives in the Central
region to sell services
. Achieved 115% of 2004 quota in services sales within the region
. Acted as region program/marketing manager for services initiatives
IBM CORPORATION - GLOBAL SERVICES - Dallas, Texas 1995 - 2003
Global Services Sales Executive 1997 - 2003
. Responsible for new growth services business in both large and
medium accounts, working closely with upper level management in
these accounts
. Sold $75M of new value-added services/hardware business, on a $25M
quota, in 2001, to include an "IBM Golden Circle" award/trip for
outstanding performance
. Concentrated on help desk outsourcing, network services and other
managed services solutions
Area Multi-Vendor Sales Specialist 1995 - 1996
. Provided services sales support for 15 maintenance sales
specialists in a nine state area
DIGITAL EQUIPMENT CORPORATION - Dallas, Texas 1987 - 1994
Services Sales Executive 1992 - 1994
. Achieved 128% quota in services sales in 1994
. Closed the largest customized multi-vendor services contract in the
North Texas Branch, partnering with a third party provider and
former competitor
. Penetrated key targeted accounts which resulted in multi-vendor
service contracts on competitive equipment
Solutions Support Manager 1991 - 1992
. Coordinated the efforts of sales team members on sales
opportunities in the top 50 oil and gas industry accounts, one
being a $2.8 million customized solution sale
Sales Program Manager 1990 - 1991
. Achieved a 15% overall increase in customer usage of Digital's
Electronic Store, Digital Direct and Electronic Data Interchange in
the Central States Region through interaction with the sales
organization and targeted customers
Regional Customer Service Administration Manager 1987 - 1990
. Expanded the regional administrative staff from 60 to 100 employees
within a twelve month period and maintained a higher level of
revenue processed per employee ratio
. Won two consecutive Challenge of Excellence Awards for achieving
regional team goals of profitability and customer satisfaction
ratings
EDUCATION
The Ohio State University - Bachelor of Science in Business Administration
Chapman College - Master of Arts in Administration
PROFESSIONAL CERTIFICATIONS
ITIL, VMware Sales, HP Enterprise Sales and BlackBerry Sales
MILITARY -
U.S. ARMY, Officer
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