Sales Manager

******@*******.***

Clementon, NJ *****

Home: 856-***-****

Office:856-***-****

PROFILE SUMMARY

Last 2 years spent in Educational & Professional Client Services vertical

under contract with SaaS application provider for Teachers and

Administrators of East Coast Districts and the SMB markets. Skilled

professional with entrepreneurial style and years of successful sales and

management expertise calling on "C" level executives in Fortune 2000

Accounts. Resourceful and bottom-line oriented. Solution Selling and

Strategic Selling trained. Have motivated and trained top salespeople in

channel and distribution sales of Network and system product lines.

Skills include selling high end Operational Data Management Software Tools

for OS/390MVS, DB2. Strong experience in

Perimeter security sales like Cymphonix, Barracuda, Sonic Wall and Riverbed

appliances.

Consulting Engagement Milestones:

Five years professional services consulting focusing on Business

Development & Client Services for a Telecommunications Design & Engineering

Consultancy.

. One year Business Development in Educational Sales Development for Web

based Software Company. Resulted in over Million dollar Pipeline and

$450,000 in subscription Sales. Included web based demo and training

and account development. Schedule deployment and Training for large

District Projects.

. One year as Business Development for Managed Service Provider

responsible for developing personal client data base and successfully

bringing 9 new accounts accounting for $4000/mo in contract revenue

and over $100,000 in Hardware & software sales. Team development of

Scope of projects and deployment and Scheduling of Engineering

resources.

. Specialty in Web content Security, End Point and Perimeter Security

Solutions. Also Knowledge with RIVERBED Wan Steelhead appliances.

Sales Executive Milestones:

. Led & Conducted Web-based Training presentations and demonstrations

using Go-to-meeting & Genesys Web Services for both educational and

other database software

. Quota attainment 6 quarters in succession at $1 million or

more/year

. Built a K12 Public School Educational pipeline valued at $1.8

million of net new business in just two States; Florida & New

Jersey. Added major Districts in both States.

. 3rd largest license order in Company history at over $900,000 not

including maintenance

. Knowledge of Insurance, Energy & Utility, Health and Pharmaceutical

vertical applications including NDA applications

. Developed alliances with IBM Global, Accenture and Clarify to

leverage sales efforts with CIS, CRM and Billing applications.

Strategic selling partners with Motorola, AVAYA, Nortel and Aspect

PBX's

. Demonstrated successful cross-selling results.

. Leveraged reference accounts

. Added 39 new VAR's producing over $1.5 million in hardware systems

revenue.

. Expanded Hand held customized PDA market through Sharp Electronics

by another $1 million in Revenue. Signatures

capture application for samples to Medical professionals.

. Partnered with imaging developers that market to the legal and

health care verticals. Established VAR channel by

signing large Companies in the vertical

. Closed a major Unix to As/400 connectivity deal for $1 mill

. Increased revenue from $30,000/mo to $200,000/month in Computer

Hardware Equipment Rentals

. Added major end-user accounts: Merck, Johnson & Johnson,

Prudential, UNUM/Provident,

Humana

Channel Sales Management Milestones:

. Maintained 96% of a branch quota of $35 million.

. Maintained average of 11% higher than Company Quota Average.

. Second highest gross margin in Company at 13.5 points. Trained and

managed a staff of 22

Professional EXPERIENCE PROFILE-Contracted Engagements for KelMac

Group,LLC- August 2006-Present

Business Development Executive: Managed Service Provider--Contracted to

develop new business for MSP services and professional consulting services

for short term project oriented issues focused in the SMB Market.

. End Point, & Perimeter Security solutions to Commercial and

Educational Markets. Includes Web Content Security.

. Added 9 new accounts for commercial and educational for services equal

to over $100,000

. Developed 5 new School districts for new appliance for Web Content and

Bandwidth Shaping

. Used own experience and business acumen to prospect and develop

accounts

Business Development Executive Education Software Developer. New SaaS

Developer required to market new hosted Educational tools- Lesson Planner,

Grade book and SIS

Developed virgin territory in NJ & Fla. which began to produce $50-

60,000 /month in revenue.

Maintained revenue stream of renewals producing revenue of another

$25,000/month.

Developed pipeline equals $1.8 million of NET NEW Business with major

Districts in NJ and Florida.

Good contact development and relationships built over the previous

year.

Business Development skills to move and Brand the products into the

budget cycles of School Districts.

Utilized MDR Database for strategic planning to develop sales strategy

from Curriculum Assistant superintendents to teacher level buy-in

presentations.

Professional Experience Profile- Employer Work History

Area Sales Manager- NICE Systems Inc (acquired Dictaphone Corp) -

Communication recording Div April 2003 to April 2006

Develop prospects for call recording digital technology including call

center Quality and monitoring software and included collaboration with

NiceVision Division.

. Accomplished over 100% quota for call center strategic products

includes award winning Contact Point software. Quality monitoring

platform with a suite of Workforce Relationship Management tools.

. Formed Strategic partnerships with Motorola Radio division and Avaya,

Nortel PBX and ACD.

. Expanded Call center market Commercial and Public Safety/Home Land

Security markets. Also collaborated with NICE Vision Div. to provide

intelligent digital video solutions for both Public Safety and

Commercial segments.

. Covered Pennsylvania, Delaware and NJ direct and managed a

reseller/VAR network. Work very successfully from a virtual office.

Major Account Manager Princeton Softech (Sub of Computer

Horizons) Jan 1999 to April 2003

Developed clients for a strategic Data Management Enterprise Archive tool

for DB2, VSAM, Oracle, SQL and Sybase. This enterprise software integrates

with Peoplesoft, Lawson, and Clarify applications. These are operational

data management & testing tools with Intelligent Archiving capabilities

developed for the mainframe legacy market and enterprise mission critical e-

commerce applications.

. Developed Major Enterprise accounts and obtained the second largest

perpetual License at $1.2 million in Company's history-STARTED AS A

COLD CALL AND TOOK 9 MONTHS TO CLOSE.

. Prospected the Healthcare vertical and developed the Humana account

for a client Server application tool suite to just under $100,000

. Increased renewal licensing activity for inactive accounts by an

active search in old files for those opportunities. Able to generate

over $100,000 in license revenue due to the Company

Y2K Business Development Consultant- Aug 95-Dec 98

Developed marketing project for Turn of the Century Solutions (TOCS). Used

28-year encryption methodology, whereby the affected applications for

either mainframe or midrange are encapsulated using a patented process.

Remediation can either be implemented via per line of code licensing or

fixed price. AS400 BPCS projects include Campbell Soup, Revlon, 3M.

Automated analysis and conversion on data and programs are performed using

multiple utilities. No changes to program logic are required.

DELIVERABLES: Detailed project plan and time line for implementation of

"repaired" programs. List of all date values in production database, which

require attention as well as a list of all programs that require

modification. Altered source code for each modified program, display &

printer file. All programs and procedures necessary to perform database

conversion and migration, plus installation of the repaired production

software. Comprehensive documentation and instructions necessary to use

the encryption process approach for source code the client elects to

exclude from the project scope. Also developed team to assist companies to

evaluate web-hosted VOIP Data -Comm systems under contract.

Regional Account Executive Video Corporation of America

Feb 93 to July 95

Started a new Division of this 20-year video Integrator built around

digital networking video software technology. This UNIX based Streaming

engine is a Networked Video product using media server technology was sold

to Merrill Lynch, AT&T and Bloomberg Network and is using this technology

for production projects. Also, lead the Video Teleconferencing Division

marketing systems from British Telecom and Mitsubishi & Panasonic.

Verticals targeted in Telemedicine, RBOCS, and Fortune 500 national

accounts. AT&T, Bellcore, Berlitz, ICI, Lever, Glaxo McGraw-Hill are some

of the referenced accounts using the room conferencing technology. Good

working knowledge of ISDN and other digital services, including LAN/WAN

technologies. Sold collaborative software licenses and whiteboarding

technologies for major corporations.

Channel Sales Manager-East Region Robec Distributors Jul 1989-Nov

1992

. Directed largest branch of $200 mil distributor. Staff of 22 included

7 Outside Sales. Team focused selling effort toward VARS in high

profile business verticals such as Health & Image Processing.

. Took this eastern regional office from $29 million to slightly over

$35 million;

. Excellent in developing new accounts into long-term business partners.

. Possess Superior sales training skills.

EDUCATION

DREXEL UNIVERSITY. B.S. Computer Science/Marketing, graduate -

Deans List 3 semesters, graduated with 3.2 out of 4.0 from Drexel

Dobbins Vocational,--Graduated with Electronics Certification.

Professional Certifications:

Sandler Corporate Training & Development

Miller Hieman Strategic Selling

Bosworth Solution Selling

NJ Public Adjuster License

Notary Closing Agent[pic]

Contact this candidate