Sales Manager
Resume:
Joshua Pinter
Cypress, TX 77429
ablvpy@r.postjobfree.com
Profile
Strategic sales leader, business driver, and account manager offering a
decade of revenue success. Scope of expertise encompasses infrastructure
and application management software, as well as enterprise SCADA solutions,
within energy, oil / gas, and risk management markets in the US and Canada.
Confident and competent interfacing with C-level decision makers. True
value is the ability to understand the customers' business drivers, then
position the product as the one to deliver the most value and ROI.
o Strategic Account Management
o Solutions Selling
o Consultative Sales
o New Business Development
o Strategic Pricing
o Customer Engagement
o Contract Negotiations
o Client Relationship Management
Experience & Achievements
CygNet Software, Houston, TX 2008 to 2010
Account Manager: Challenged to reignite energy account sales across North
America. Introduced to CygNet several key account relationships at the CIO
level, developed over the course of an extensive career in this industry.
Marketed CygNet's enterprise SCADA software solutions chiefly to medium and
large E&P and pipeline companies. Partnered with subject matter experts to
expand SCADA expertise, and leveraged that knowledge to drive significant
sales improvements.
o Championed the largest new logo license deal for FY '09, valued at
$1.1 million. Provided a SCADA solution to Southwestern Energy to
manage and control their Upstream and Midstream Assets.
- Recaptured this relationship after Southwesthern's CIO became
embroiled in a serious disagreement with SunGard (below).
- Proposed an enterprise initiative to replace Southwestern's current
product, and positioned CygNet on the bid list.
o Retained a key customer, Anadarko Petroleum, that considered
terminating their contract when they reached their capacity limit.
- Forged a strategy to increase their number of licenses from 1,000 to
2,500.
- Contracted for a single license fee-$956K-with no additional
expenses unless they purchased newly developed products.
SunGard Energy Solutions, Houston, TX 2008
Senior Sales Executive: Recruited to drive sales in the oil and natural gas
vertical, sector experiencing strong growth. Applied the "Best of Breed"
solutions approach for ETRM solutions, and proposed those to executive
decision makers within customer organizations. Supervised all facets of
license sales and professional services across the US to assigned account
list.
o Increased the pipeline from zero to $2.5 million by strategically
identifying new opportunities within the territory.
- Initiated talks with Source Gas in Denver regarding an enterprise-
wide system upgrade.
- Proposed pipeline management services to Thunder Creek Gas.
o Generated $400K in new revenue, on target for 100% quota, chiefly from
expert account relationship management, contract renewal and
additional licensing.
BMC Software Inc., Houston, TX 2004 to 2008
Account Manager, DSM Products: Joined the organization to revitalize select
territories in Canada and recapture key accounts. Integrally contributed to
the enterprise account team targeting Federal, Telecom, Banking, Canadian
Accounts, and Canadian Federal Government, and expertly negotiated with
procurement specialists in the public, private and federal sectors.
Cultivated executive level contacts. Administered the license, maintenance
and professional services. Monitored and maintained strict compliance with
revenue recognition and vendor-specific objective evidence (VSOE).
o Repeatedly delivered 100% quota or above, amounting to $600K for the
partial year of 2005, $3.25 million in 2006, and $3.68 million in
2007.
o Recaptured Canada Revenue Agency from a competitor several years
prior, and closed a $500K sale. Changed their licensing to provide
more product and higher capacity for the same spend.
o Retained a major customer, Telus Communications, that was interested
in switching to a competitor. Sold a $5.6 million solution.
- Showed Telus how to maximize mainframe and distributed systems
capacity.
- Won the "Getting It Done" Director's Award and Q4 Field Leadership
Bonus for this deal.
o Structured 2 sales with Sun Life Financial. Upgraded a partner's
software solution, and provided a network monitoring tool from another
BMC partner, for $1 million total revenue.
o Negotiated a multi-year maintenance agreement with the federal Defense
Security Service, to provide additional product and capacity worth
$750K annually.
The Reynolds Company, Houston, TX 2003 to 2004
Sales Administrator: Quoted, sold and engineered medium- and low-voltage
Allen Bradley motor control centers to industrial end users, contractors
and E&Cs across Houston. Integrally guided sales of LV/MV switchgear and
LV/MV MCCs. Coordinated vendors, shippers and other resources in order to
complete projects. Continually enhanced knowledge of Rockwell Automation /
Allen-Bradley Motor Control Centers, and leveraged that expertise with the
factory to enhance profit margin.
o Engineered and standardized a $3 million medium-voltage soft start
switch gear package for a firm building natural gas compressor skids.
o Captured $900K in incremental LV MCC revenue by providing expertise to
customers during the design build process of an OEM application.
Reily/Wesco Distribution Inc., Houston, TX 2002 to 2003
Sales Specialist: Strategically priced commercial and industrial electrical
projects, and leveraged industry knowledge to influence pricing from
vendors including Eaton Electric (below), General Electric and ABB.
Provided thought leadership as the "Switchgear Guru."
o Generated more than $1 million in new incremental revenue by
initiating and closing sales of LV motor control centers to
municipalities and wastewater treatment plants.
o Structured sales of several commercial switchgears and lighting
projects to school districts, with a noteworthy project delivering
$500K+ in revenue.
Eaton Electric, Houston, TX 2000 to 2002
Outside Sales Representative: Instrumentally contributed to strategic sales
and account penetration to residential and commercial contractors and
distributors across the greater Houston area. Marketed the full line of LV
switchgear, including panel boards, switchboards and transformers.
o Exceeded the 2001 revenue quota of $2.6 million, largely through
expert account relationship management with the residential and
commercial electrical contractors.
o Increased the spend from 1 contractor 36%, to $600K over the year
prior, by positioning Eaton Electric to bid on all the contractor's
projects nationally.
Education
Bachelor of Science, Industrial Distribution
Texas A&M University, Dwight Look College of Engineering, College Station,
TX 1999
Certification
Information Technology Infrastructure Library (ITIL) Certified 2007
Training
Real World Selling, by Rick Allan & Associates 2008
Sandler Sales Training, by Sandler Systems Inc. 2004
Contact this candidate