STEVEN FOSS

*** *. ********* **.

Shoreview, MN *5126

Cell: 651-***-****

Email: ablae9@r.postjobfree.com

Qualification Summary

Accomplished Sales and Marketing professional with a proven record of

performance and leadership in a competitive, fast paced environment.

Skilled at identifying customer needs, implementing solutions and managing

results. Effectively establish and maintain relationships with key

customers and prospects to expand and increase sales. Consistently exceed

sales objectives and goals.

. New Business Development

. Consultative Sales

. Strategic Sales and Planning

Career History

NORTH AMERICAN SYSTEMS INTERNATIONAL

2009 - 2010

Computer reseller specializing in IBM, HP, Sun, Cisco and Dell.

Sales Representative

Sell new and refurbished IT hardware, software and maintenance. Find new

accounts by cold calling, e-mail and US mail, converting prospects into

customers.

. Researched and created 1200 new e-mail addresses for prospects and

customers

. Generated new sales for HP, Wyse, Cisco and Quantum equipment.

SUN MICROSYSTEMS (Previously STORAGETEK) 2004 - 2009

A leading maker of UNIX based servers used to power corporate computer

networks and web sites.

Services Sales Representative

Generate sales of multi-vendor computer maintenance and technology support

services. Manage existing customer base while expanding growth and

maximizing profitability. Routinely cold-call prospective accounts and

initiates meetings with new and potential customers. Interact with all

levels of management from CIO's to department managers and technical staff.

Create growth plans for individual accounts; manage sales presentations,

price quotes and contract negotiations. Accurately forecast revenue stream

to facilitate sales projections.

. Develop and increase sales of Sun's multi-vendor computer service in

the Midwest territory; Minnesota, Wisconsin, Illinois, Michigan and

Ohio.

. Train Strategic Partners to resell Sun's multi-vendor computer

services, significantly increasing revenues and expanding market

reach.

. Establish and develop strong customer relationships with strategic

accounts.

. Provide personalized service and industry expertise, increasing sales

and client loyalty.

. Achieved quota of $6M.

. Sun Microsystems - Midwest Region Services Representative of the year

award.

Steven Foss

Page Two

NORTHROP GRUMMAN IT

2002 - 2004

A global leader in advanced information technology, engineering, and

business solutions.

Account Executive

Launched new Minnesota sales office and expanded Missouri territory,

selling Northrop Grumman's Portfolio of IT Services. Generated strategic

and tactical sales plans, establishing partnerships with Strategic

Partners.

. Accomplished revenue targets by expanded relationships with customers.

. Developed, trained and mentored several brokers in the Minneapolis

area to bundle hardware sales with Northrop Grumman's Portfolio of IT

services, generating over $750K on increased annual revenues.

DECISIONONE (Previously BELL ATLANTIC SERVICES) 1988 - 2002

The largest independent IT services provider in North America.

Account Executive

Generated sales of multi-vendor computer maintenance and technology support

services. Managed account base of $8.5 million in annual revenue.

Interacted effectively with all levels of management. Managed new

business and strategic planning to maximize growth and profitability.

. Created growth plans for individual accounts; personally managing

call, presentations and negotiations. Effectively identified and

matched customer needs with corporate strengths. Used creative problem

solving to secure resources and resolve unique customer requirement

resulting in increase sales and customer satisfaction.

. Successfully prospected and developed new business with Fortune 1000

and other accounts, including Medtronic, Park Nicollet,

HealthPartners, Jostens, and Target.

. Central Region Quarterly Representative award.

. Selected to Sales Advisory Committee reporting to President.

. Achieved quota for nine consecutive years, 1992-2000.

Education

University of St .Thomas - Bachelor of Arts Marketing

Professional Development

. Miller Heiman - Strategic Selling

. Dale Carnegie - Public Speaking

. Dale Carnegie - Sales Advantage

. Selling Business Value

. Negotiation Workshop

. Strategic Account Management

. Solution Selling

Contact this candidate