Sales Customer Service

WI L L IAM CH IDESTER

**** ********* **. ********, **** 43220

614-***-**** voice *******@********.**.***

614-***-**** fax

SENIOR LEVEL PROFESSIONAL

Driving Revenue Growth Within Highly Competitive Markets

AREAS OF EXPERTISE

Over 20 Years Experience in Computer Products and Services

Solution Based Selling Territory Development / Expansion

Contract Negotiations Key Account Development

Project Scoping / Gap Analysis Presentations & Proposals

Customer Needs Analysis Customer Service / Satisfaction

Reseller and Partner Mentoring Ongoing skills development

EMPLOYMENT CHRONICLE

Information Builders – iWay (http://www.informationbuilders.com/ www.iwaysoftware.com) – Ohio/Indiana/Kentucky/MI

Information Builders founded iWay Software in early 2001 by leveraging the same integration middleware expertise we had developed over

the course of a decade with our award winning Data Quality Data Clensing MDM ETL BPM SOA B2B BPA EPM EIM middleware

technology. iWay Software enables Information Builders to build and extend the power in an environment dedicated to rapid integration

solutions and highly responsive customer service. With revenues topping $50 million in 2007, iWay Software is among the top 10 integration

vendors worldwide. Among our clients in business, government, and education are many of the top Fortune 500 companies.

Technology & SOA Sales Specialist (2008 – 2009)

Directed sales of BI applications and integration/middleware services to Fortune 500 companies in Ohio, Kentucky, and Indiana.

Leveraged the extended IBI and iWay team, including channel & business partners, to meet sales objectives and revenue goals by

covering key companies such as AEP, Limited Brands, Nationwide Insurance, Eli Lilly, Cardinal Health, WellPoint and others. Developed

proposals, responded to RFI RFP and scoped engagements for professional services. Utilized corporate and field marketing programs to

prospect and farm Fortune 1000 accounts in a multi state territory.

IBM, Inc. (www.ibm.com) – Ohio

Helps e businesses stay versatile with software that enables business to easily and cost effectively develop and host both customer

& employee facing Web based applications through server based solutions and development tools. WebSphere software provides a

middleware layer which adds BPA BPM SOA features to traditional computing environments. IBM offers consulting, training, and customer

support services. Employs 355,000+ with revenue of $91.4billion (2006).

WebSphere Application Sales Specialist

(2000 2008)

Identified business solutions through customer experience and relationships with key contacts then

directed solution assessments and implementation of those solutions. Solution sales of the IBM

WebSphere applications, services and software into Reseller, Partners and major accounts. Products

include Business Process tools, Messaging & Middleware, Application Servers, Brokers/Hubs, 3270

Emulation Software and Commerce Solutions. Participared & directed RFP-RFI, Proposals, Bids and

scoped projects for professional services SOWs. Utilized the complete IBM product line to create

solutions including Services and Hardware. Covered major accounts, such as AEP, Nationwide,

Cardinal Health, Luxottica and others in the Ohio and Kentucky area. Identified business solutions

through customer experience and relationships with key contacts then directed solution assessments

and implementation of those solutions.

QSeries Sales Specialist

M (1998 – 2000)

Marketed IBM transaction & messaging solutions to Resellers, Partners and named accounts in greater

Columbus, Cincinnati, and Northern Kentucky. Developed ROIs and solution justifications as part of

the Solution Selling Model. In charge of territory growth, account management, customer satisfaction,

and coordinating pre-sales resources.

Performance Highlights:

Utilized global pre sales resources and managed multiple opportunities simultaneously.

Coordinated Account Team activity for all assigned WebSphere products through planning and SSM processes.

Leveraged IBM Executives to generate exposure which advanced sales cycle and foster customer relationships.

Consistently Achieved quota (both Services and new Software license) in 9 years at IBM.

ACTUATE, Inc. (www.actuate.com) – Columbus, OH

Develops object-oriented business reporting models and analytics applications. Over 2,200 corporate

customers with strong presence across a number of industries including Financial Services, Life

Science, Aerospace, High Technology,Telecommunications and Entertainment. Actuate has over 300

OEM partners with deep penetration in Service Automation and System Management. Employs 529

and yields $109 million (2002).

District Sales Manager

(1998)

In charge of solutions selling and relationship management to Fortune 1000 companies in Ohio. Tasked

to prospect for potential leads, deliver innovative and hard-hitting proposal presentations, and

demonstrate the Product Solution.

Performance Highlights:

First sales representative assigned to Ohio. Developed initial relationships with Fortune 100 companies in Ohio.

Presided over tele sale campaigns to generate leads.

Conducted regional sales seminars for customers and prospects.

Identified the business pain, developed business justification, and positioned consulting services for the scope and

planning of the project.

PowerSoft, Inc. (www.sybase.com) Columbus, Ohio

Leading provider of 4GL Application Development tools in the Client Server marketplace. Subsidiary of Sybase employing

3,708 with earnings of $829 million (2002)

Senior Account Manager

(1995 – 1998)

Directed and managed all sales and account management activities at selected accounts in Columbus,

Cincinnati, Louisville, Lexington and Indianapolis. Developed sales campaigns and onsite

presentations to senior level executives and key functional managers. Developed and managed

strategic business partner relationships with major companies and systems integrators. Negotiated

contractual issues.

Performance Highlights:

Managed 20+ opportunities simultaneously through aggressive marketing and solution based selling.

Coordinated tele sales efforts and local pre sales resources

Achieved targeted quota each year earning Golden Circle status.

SolArc, Inc – (www.solarc.com) New Orleans, LA.

SolArc is a software technology firm offering sophisticated, Enterprise Trade Management solution for

multi-commodity energy trading with proven technology and a 10-year history of commercial and

financial success.

Gulf Coast Sales Specialist

(1991 – 1995)

Reseller of PowerSoft Application Development Tools and Oracle DataBase technologies. Developed

Louisiana territory by conducting public demonstrations and supervising classroom training.

Apple Computer, Inc. (www.apple.com) – Columbus, Ohio

Designs, manufactures, and markets personal computers, peripherals, software,

networking/connectivity products, and related personal computing and communication solutions to

education, creative, consumer, and business customers. Employs 8,568 and yields $7,983 billion.

Education Channel Manager

(1987 – 1991)

Managed 17 Authorized Apple Education Resellers across Ohio. Responsible for implementing new

marketing programs, ensuring customer satisfaction and assigning territory coverage models.

Supported the Direct Sales force by conducting presentations, seminars and marketing programs

designed to increase exposure.

Performance Highlights:

Implemented new Education Dealer coverage model by changing the coverage model to ensure continued business

value.

Organized and conducted a continuing education program designed to keep dealers knowledgeable on Apple product

lines

NCR Comten, Inc – Columbus, Ohio

Manufactured and sold Data Communications to large scale data center operations in Columbus and

Cincinnati. Division no longer exists.

Sales Representative

(1983 – 1987)

Marketed Data Communication equipment to Fortune 500 companies in Ohio. Performed capacity

planning, performance tuning and implementation planning for existing customers.

EDUCATION

BSBA Franklin University

3804 Mountview Rd. Columbus, Ohio 43220 614-***-**** *******@********.**.***

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