Sales Management

Regional Sales Account Executive Business Development Manager Senior

Account Manager

PROFESSIONAL SUMMARY

. Over 14 year of Sales experience focused in Information Technology

Professional Services, Software Solutions and Managed Services. An

in-depth understanding of the IT Service Management Industry

. Experience with Sales in multiple large key accounts in Automotive,

end Suppliers, Utility/Energy, Chemical, Data Storage, Local

Government, Healthcare, B2B, Wireless Communication and Global

Services.

. Focused on providing project solutions in critical areas in Enterprise

Legacy Modernization, Application Delivery Management, IT Portfolio

Management, Enterprise Storage Management and Application Outsourcing

. Proven track record as a Top Achiever with direct Sales Revenue

generated in excess of $42MM while maintaining an aggressive Gross

Margin. Continuously exceeding Revenue expectations.

. Successfully building strong relationships with all levels of

management and decision makers to drive business.

. Experience in multiple IT disciplines in Professional Services and

Software Products/licensing agreements in order to be successfully

with developing new business at existing customers and new business

development to include rational databases, web technology/services,

client server, networking, infrastructure and storage

. Managing Multi-Million dollar accounts & Single Point of Contact

(SPOC) with customers before and after sale

. Focused on companies with employees numbering from 1000-10000

. Demonstrated Business Acumen (in the ability of assessing the my

clients core business in order to make profitable business decisions)

. Prospecting, Cold-calling and then identifying the new prospects needs

and developing a tactical plan

. Experience with understanding, demonstrate and present solutions to meet

the business requirements of clients and to develop business

opportunities within these accounts.

. Tailor strategy and integration of services solution to meet the needs

of the customer and leverage my relationships with both internal SME

and external business partners to anticipate customer needs and

facilitate solution development

. Propelled market shares by driving sales annually over $3.6MM, while

continuing to maintain deep and broad relationships with key decision-

makers and becoming an influencer to the customer

. Captured over 25% of competitor's market share by identifying new

licenses agreements and human capital solutions business for Tier-One

Customers.

. Generated new consultant business within existing accounts by

contracting them on high-profile projects; which resulted in $2MM

annually revenue.

. Responding to RFQ's and writing SOW's for projects

. Experience with On-shore model for application development

. Development of account management plan to successfully sell to

customers business needs.

. A significant percentage of time is spent directly with my customers

and interfacing with all levels of management to continue to build

strong relationships resulting in increase business and market share.

. Led initial sales engagement teams to move qualified opportunities

forward into solution development and pricing, rate negotiations,

contract negotiations, revenue management and developing senior

management and executive contacts in client's organization.

. Prepared sales forecast by using Salesforce.com, managing Profit &

Loss and Account Management Plans and executed against plan to achieve

sales and revenue growth

. Over 80% Travel within territory

A self-starter, proactive, able to manage demanding workloads &

experienced in developing long-term client relationships.

EDUCATION

Davenport University, Dearborn, MI

Bachelor's in Business Administration - Marketing Management, 2003

CORE Competencies

Key Account Development Customers Business Objectives and

Pipeline Development Implementation

Professional Service Offerings Developing & Managing Business

Strategic and Tactical Planning Relationships with

C-Level Management and Decision Makers

Budgeting and Forecasting Internal and External Customer Relations

Conflict Management Best Practices

Pricing Strategies & Structures Negotiating skills

Employee Management

ACHIEVEMENTS HIGHLIGHTS

SALES

. On target for sales and revenue achievement for FY10 developing new

business & organic growth

. Outperformed automotive team - performance by 110% enabling

achievement of 100% Club for Top Sales in 2001, 2002, 2004 and 2005

. Sold in excess of $39.2MM in Integrated Professional Services business

while continuously driving revenue growth of $3.6MM and on-target for

current FY.

. Turned around failing contract rates and retention from 30% to record

98% by P&L Management and Improvement

. Sold business that increased business from 10% gross margin to 20% by

renegotiation of professional resources contract rates

. New business accounts by selling Professional Services to IBM

Corporation Global Services, Visteon, MSX International B2B, BCBSM and

DTE generating annual sales of $2MM.

Projects Sold

Financial Services - ERP/Web Services - $3.2 Million annually in revenue

which included people, process and product (Devpartner Java for rapid

turn-around of Java applications) ongoing project since 1998

Human Resource

. Retirement - $1.9 Million which included Software and Human Capital

Consultants

. Hear Track - $1.6 Million in revenue with Technical Professional

Resources

Infrastructure - $1.6 Million in revenue with a team of IT Managed

Services

New Business Development

. IBM Global Services Outsourcing Project in Application Development

. Worked closely with IBM procurement and legal to negotiate the terms

and conditions of the new contract for National Vendor's list to

provide integrated human resource solutions throughout IBM Global

Services.

. Built a team of 25 professional resources throughout IBM Global

Services

. Sold new business of over $2MM annually

RECRUITING

. Generated recruiting revenue in excess of $1MM with Direct Margin of

20% for every new hire

. Exceeded hiring goals for 2007 by 108%; top recruiter within the IT

division

. Developed new business which generated sales revenue of $268K

. Recruited for Big3 Automotive & Suppliers, Dell, EMC, BASF, State of

Florida Transportation

. Identified new IT Managed Services sales to wireless company that

benefited from contract resources

. Generated $268K in new Sales revenue

PROFESSIONAL EXPERIENCE

Company, Confidential Nov 09 -

Present

Regional Sales Account Executive BDM

Responsible for strategically leading new business development and organic

growth for the Michigan region specifically focused on Information

Technology in the healthcare, energy, local government and

telecommunications. My initiative is to continuously strive to offer the

highest quality people and services at prices commensurate with value, and

to meet the needs of our customers in a highly responsive manner. I work

with my customers in strong and long-lasting relationships built on trust

and centered on a mutual interest in quality, productivity and

profitability. It is a way of doing business that gets results by providing

value.

Wayne County Comm. College Spring 09 -

Summer 09

Business Instructor

JET Plus Program provided job training in 12 targeted areas to area

residents referred to the college by the Michigan Works! United States

Government - the No Worker Left Behind program.

MSX International

Senior Technical Recruiter Sales Rep Sept 06

- Jul 08

Responsible for the development and execution of recruiting strategies,

enhance the company's visibility and reputation in key recruiting markets,

and help position the company as an employer of choice among target

candidates. Being an innovative thought leader and be able to execute on

the development and implementation of a "best in class/breed" in talent

management. Coaching and development recruiters on understanding

customer's needs and technical requirements, tracking trends and metrics

reporting.

Compuware Corporation Jul 96 - Apr 06

Senior Sales & Delivery Account Manager

Responsibilities includes: to grow the business by aggressively

identifying, engaging and closing integrated services and solutions that

included people, process and products with prospective clients in Large

Named Accounts. While focused on providing project solutions in critical

areas in Enterprise Legacy Modernization, Application Delivery Management,

IT Portfolio Management, Enterprise Storage Management and Application

Outsourcing. Having a good understanding my customer's core technology by

building and executing an Account Management Plan (AMP) that includes both

tactical and strategic initiatives to grow Compuware's market share.

Employee Management

. Managed a team of 98 professionals that included Project Managers and

Professional Technical Consultants

. Coached employees' on career development, training, annual performance

reviews and compensation. Communicated and enforced Compuware's

policies, procedures and best practices

. Ensured complete customer satisfaction to external customers and

managed direct customer problem until a complete resolution was met

. Initiated and led a ERP Special Interest Group (SIG) leadership groups

with professional team

References upon Request

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