Sales Manager
Resume:
Lou Dignazio
ROYSE CITY, TX *****
(PHONE) 972-***-****
EMAIL: ***********@*****.***
ACCOUNT MANAGER / BUSINESS DEVELOPMENT
PERSUASIVE, CREATIVE SALES PROFESSIONAL WITH EXTENSIVE EXPERIENCE IN
SELLING ENTERPRISE SOFTWARE SERVICES TO ENTERPRISE ACCOUNTS THROUGHOUT THE
CENTRAL AND WESTERN US. A HUNTER, WHO ALSO EXCELS AT DEVELOPING STRONG
CUSTOMER RELATIONSHIPS, BECOMING A TRUSTED ADVISOR TO KEY DECISION MAKERS.
DEMONSTRATES EXCELLENT INITIATION, FOLLOW UP AND CLOSING SKILLS; A
NATURALLY GIFTED COMMUNICATOR WHO ENTERTAINS AND CREATES IMPACT WHEN
DELIVERING PRESENTATIONS TO LARGE AUDIENCES. HIGHLY EFFECTIVE IN
IMPLEMENTING UNIQUE SOLUTIONS, WHICH STREAMLINE PROCEDURES FOR IMPROVED
PRODUCTIVITY. AN ADVOCATE FOR PROMOTING SOLUTIONS TO CUSTOMERS THAT ENSURE
SOFTWARE PROJECT SUCCESS; AN EXCEPTIONAL TEAM PLAYER; HIGHLY MOTIVATIONAL,
DRIVEN AND PERSONABLE. PASSIONATE ABOUT CUSTOMER SATISFACTION; FOCUSED ON
PROMPT AND COMPLETE RESPONSES TO NEW LEADS, AS WELL AS CUSTOMER INTERESTS
AND CONCERNS. AN ORGANIZED PROFESSIONAL, WITH HIGH ENERGY, STRONG ETHICS,
AND AN UNBRIDLED PASSION FOR SUCCESS.
PROFESSIONAL EXPERIENCE
HEWLETT-PACKARD SOFTWARE, PALO ALTO, CA 2006-2008
HP Software Education Services Business Development Manager (2007-2008)
Successfully sold software education services for the largest territory
within HP Software Education. Ensured customer satisfaction, increasing
their software knowledge and usage by driving training business sales.
Increased software sales revenue by improving mindshare and created company
advocates out of trained and skilled customers. Evangelized sales teams,
both inside and outside, on the importance of presenting training for
company and customers. Positioned as a trusted advisor to HP Software
customers, developed plans to find the best knowledge transfer solution to
ensure project success.
o More than doubled the training business revenue in Canada and Latin
America.
o Created a series of video scripts to promote training and certification
for internal and external customers
Education Services Account Manager, Mercury Interactive (2006-2007)
Sold Software training services within the central and western US
territories. Met with CIO's, IT Managers and sales teams to increase
training sales. Supported and teamed with over 200 inside and outside
sales personnel. Built strong relationships with key contacts at almost
every large enterprise business in the central and western United States.
o Increased education services territory revenue to over $1 million per
quarter.
o HP acquired Mercury Interactive.
CROSSVALE, Plano, TX 2004-2005
Director of Sales
Managed all sales efforts for custom knowledge transfer services. Focused
on Information Technology software vendors to supplement training and
consulting programs with additional resources. Presented solutions and
proposed programs enabling the vendors to improve software message
delivery.
VERITAS SOFTWARE CORPORATION, Mountain View, CA 2003
The Middleware Company - Field Sales Representative
Sold Enterprise Java training and consulting services to new and existing
Fortune 2000 customers. Cultivated new business opportunities and managed
channel partner relationships for Western US territory. Attended Trade
Shows to identify revenue opportunities and promote market awareness.
Multiple mergers resulted in eliminating division.
ASSOCIATION OF VINEYARD CHURCHES, Phoenix, AZ 2001-2003
Pastor/Leader
Led and managed a team sent from a large church organization to start an
affiliated church in a new region.
Handled financial and marketing efforts. Organized weekly meetings,
teaching and motivating adult members.
SUN MICROSYSTEMS, Santa Clara, CA 2000-2001
iPlanet Western Education Account Manager
Sold dedicated training classes and managed public scheduled classes for
Fortune 100-1000 companies. Educated sales force on the value to customer
of including training along with the software purchase.
o Achieved 200% of sales goal for Q1 and Q2 of fiscal year 2001.
SYBASE, Emeryville, CA 1994-2000
Major Account Manager (1999-2000)
Sold solution of database, data-warehousing, tools software products along
with professional services and support to geographic accounts. Enhanced
business relationships to leverage additional opportunities.
o Initiated first two sales, world-wide, of a new "Start up.com" program
for budding .com technology businesses.
Education Account Manager (1998-1999)
Sold education services across Rocky Mountain/Southwest territory. Worked
with product sales teams and consulting practice managers on joint
opportunities to determine account revenue potential.
Education Telesales Representative (1995-1998)
Built strong rapport with key customers by planning and developing training
plans for employees to maximize productivity.
o Achieved over 120% of sales goal receiving Presidents Club award for
1998.
o Created monthly fax marketing program, which increased in reach from 1200
to 13,000 within one year, and was adopted by Marketing Department for
national implementation.
Outbound Telemarketing Representative (1994-1995)
o At over 100 outbound calls daily, achieved highest productivity in
department for outbound calls and leads generated
o Took leadership role in motivating team performance by consolidating and
communicating weekly productivity results.
EDUCATION
BUSINESS MARKETING, UNIVERSITY OF TEXAS, AUSTIN, TX (3 YEARS)
West Virginia University, Morgantown, WV
PROFESSIONAL DEVELOPMENT
SENTRY INSURANCE SALES TRAINING, STEVENS POINT, WI
AT&T Sales Training, Parsippany, NJ
Power of Partnership Sales Training - S3 Solutions, Inc., Chicago, IL &
Dallas, TX
Performance Engineering Fundamentals - Hyperformix, Inc., Austin, TX
Business Availability Center Essentials Software Product Training - HP
Software, Richardson, TX
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