Manager Sales

Profile

I have a successful career selling enterprise software to both the business

and technology sides of across all verticals including financial, media,

aerospace, retail, public sector and others. My ability to both build

territories from scratch as well as to do complete account management and

growth has allowed me to excel in the toughest of environments.

I have literally thousands of relationships with both clients and system

integrators (who are key to the placement of software solutions). It is my

desire to continue my career as a senior account manager with a company

whose vision and position in the Enterprise Software and Services space

will provide me the opportunity to be a key contributor to its and my own

success.

Experience

Managing Director - SAsolutions

Santa Barbara - 2009 to Present

Increased services revenue by 220% in first half of 2010.

Western Director of Sales - Metatomix Inc.

Dedham, MA - 2009 (Semantic Data Integration)

Built a brand new territory in the Integrated Justice and commercial spaces

from zero pipeline and forecast to 15x quota in less than six months.

Established from scratch successful partnerships with major System

Integrators in this vertical including Sierra Systems, Deloitte, EDS, ATSC,

5X, Rose International, CapGemini, CGI and others. Current bids in progress

for over $5.8M in a severely depressed market.

Account Executive - IBM

Armonk, NY - 2007 to 2008 (Data Integration)

Built a Public Sector Vertical for Southern California, Arizona, and New

Mexico for InfoSphere Brand (Data Integration, MDM, Analytics, and Data

Warehouse). Took over a 100% fallow territory with no pipeline or customer

base to 9x pipeline in 9 months. On track to exceed 3x quota ($2.4m quota)

entirely based on first time sales. Worked extensively to sell System

Integrators (Deloitte, CGI, Axon Global among others) to utilize IIS within

major multi-million dollars bids still in procurement stage for LA County,

City of San Diego, City of Los Angeles, and State of Arizona. In Q3 of 2008

also took national account management for Sony, CBS, Paramount, Fluor, and

Americredit.

Western Area Director- Informatica

Redwood City, CA - 2005 to 2007 (Data Integration)

Built Vertical Public Sector Market in 24 Western States. Increased Overall

Revenue in an un-worked territory from less than 100k to over $1.5m against

$1.4m quota. Built Critical Field Relationships with Partners including

IBM, Deloitte, EDS, Maximus, Accenture, BearingPoint and others to deliver

ETL, MDM and Data Migration Solutions to SLED accounts. Established

Informatica as the standard at both Deloitte and EDS. Negotiated State

contracts in the key states of California and Texas.

Senior Corporate Account Manager - Crystal Decisions (Seagate Software)

Palo Alto, CA - 1998 to 2005 (Business Intelligence)

In top 10 out of over 150 Account Executives for 5 straight years. District

Account Manager of Quarter 12 times. Directly sold over $9 million of

Licenses and Services. Exceeded quota by average of 120% against $1.8m

quotas. Major Deals at Northrop, Toyota, Fox Filmed, Disney, Capital Group,

Boeing, MGM, ICN, and AAA. Secured corporate standard status at Northrop,

Toyota, Capital Group, MGM, Fox Filmed, ICN and AAA.

Western Regional Manager - Meta Software

Cambridge MA - 1997 to 1998 (Business Process Modeling)

Built brand new territory from scratch to over 100 accounts within six

months achieving 110% of $1m quota. #1 out of 7 Regional Managers Shaped

relationships with major partners like FileNET, Plexus, and CSC. Sold

major new sales at Charles Schwab, The Money Store, Rocky Mountain Health,

Hughes, and Boeing.

Southwest Account Manager - Sterling Software

Atlanta, GA - 1996 to 1997 (CASE Modeling)

Achieved 137% of an annual $1M quota with sales to Farmers Insurance,

Pacific Gas & Electric, Technicolor, America West Airlines, The Money

Store, Nestle, LADWP, and others. #2 out of 30 Account Managers. In charge

all facets of sales effort both to existing (Knowledgeware) and new

customers doing Business Process, Information Engineering, I-CASE, OOA, and

OOD modeling and application development.

NA VP of Sales (Multiple Positions) - Sapiens USA, inc. (SmartStar)

Durham, NC (Santa Barbara, CA) - 1983 to 1996 (4GL Application

Development)

1995 to 1996 - Regional Account Manager - Finished at over 145% of quota

based on $4.4 million dollar annual quota. Grew and maintained over 600+

existing customers for all products and services.

1994 to 1995 - District Sales Manager - Finished year at 125% of $800K

quota in new territory. #1 out of 25 Account Managers. Results based on

sales of both SmartStar and Ideo application development products for

Western Canada and the Rocky Mountain States.

1983 to 1994 - Account Manager - Averaged 300+% of $800k quota in numerous

to-build territories. Sold over $55 Million in Licenses. Sold multiple

million-dollar sales at E.I. DuPont, Georgia Pacific, Ryder Truck, McDonald

Douglas, Hughes, JPL and others.

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