Sales Manager
Resume:
Steven schoonmaker
Stillwater, Minnesota 55082
Home: 651-***-****
Cell Phone: 651-***-****
E-mail: *.***********@*******.***
EXPERTISE
Information Technology marketing, sales, and services delivery leadership,
from anticipating consumer needs and wants to delivering integrated
solutions. Accountability for attracting new customers and penetrating
existing markets through multiple routes to market while meeting headcount
and expense objectives. Emphasis on translating market dynamics and
business requirements into specific actions with measurable business
results.
Industry Marketing Sales Services Delivery
Software & Hardware Brand Business Development Program Management
Marketing
EXPERIENCE
FLIP SCREEN AUSTRALIA, August 2009 - February 2010
National Sales Director, Stillwater, Minnesota
. Led the United States sales and marketing initiatives for an emerging
construction equipment manufacturer resulting in a 50% increase in new
customers.
. Created and executed new business development initiatives, including
advertising, value propositions, direct marketing, sales enablement,
prospecting, opportunity development, direct sales, reseller sales,
customer relationship management, pipeline management, and grew the
2H09 opportunity pipeline 276% to $3.32M.
SELF EMPLOYED, April 2009 - July 2009
Business Development Consultant, Stillwater, Minnesota
. Led sales and marketing in North America for a small start-up company
in the construction equipment attachment industry, including management
consulting resulting in a 60% increase in new customers.
. Directed new business development initiatives, including advertising,
value propositions, direct marketing, prospecting, opportunity
development, negotiation, closing techniques, direct sales, reseller
sales, and customer relationship management to create a new $1.2M
opportunity pipeline.
IBM, June 1979 - February 2009
Manager, Software Marketing, Sales & Distribution, Minneapolis,
Minnesota, 2008
. Led the Americas Geography Program, Channels and Regional marketing
teams in driving the Software Business Results and impacting $2.6
billion annual revenue generation, with specific responsibility for
$408 million in net new revenue generation while meeting expense and
headcount objectives.
. Directed the communication and deployment of new plans and programs
targeting mid-sized companies in 7 major industries, and enabled the
systematic execution of measurable sales and demand generation
initiatives, administered $750,000 operating budget, and supported all
Software brands to achieve $59 million on a $51 million revenue plan,
115% attainment.
Regional Marketing Manager, Sales & Distribution, Minneapolis,
Minnesota, 2006 - 2008
. Led software brand marketing and partner co-marketing initiatives in 10
Central Region states for mid-sized companies in 7 major industries,
and impacting $1.8 billion annual sales revenue generation.
. Designed/implemented customer acquisition and retention methodologies,
strategized/implemented sales tools, trained sales teams, and enabled
routes-to-market to achieve $59 million on a $61 million revenue plan,
30% YTY growth in 2007, and earned a Vice President's Award for
"Perseverance in the face of challenges. Integrity, resilience and
excellence in delivering results to the business" in 2008.
Steven Schoonmaker
Page 2
EXPERIENCE
IBM, June 1979 - February 2009
Marketing Manager, Sales & Distribution, Minneapolis, Minnesota, 2002
- 2006
. Led software/hardware/services brand, retail, wholesale distribution,
and insurance industry marketing and partner co-marketing initiatives
in 10 Central Region states for mid-sized companies, administering
$100,000 operating budget, identifying $40 million in new sales
opportunities, and impacting $1.2 billion annual sales revenue
generation in 2005.
. Created new industry and brand direct and e-marketing programs,
strategized/implemented sales tools and training programs, contributed
to improved team sales performance by 11% in 2004 and 40% in 2005, and
earned a Vice President's Award for enhancing the value of marketing in
the Central Region in 2004.
Service Delivery Manager, Global Services, Minneapolis, Minnesota,
2000 - 2002
. Directed Information Technology Team including 100 Technical and
Account Service Specialists, and coordinated delivery of 24/7
continuous mainframe support to leading general merchandising retailer
that produced $80 million in annual IBM revenue.
. Improved service delivery in three data centers, increased on-time
project completion from 25% to 90% of plan, and delivered 40% service
cost reduction.
Program Manager, Sales & Distribution, White Plains, New York, 1998 -
2000
. Directed 15-person Subject Matter Expert and Project Executive Team in
North America, Latin America, and Asia Pacific business segments, and
recovered/completed behind-schedule Y2K readiness project.
. Served as one of 20 Global Steering Committee Team Leaders and
collaboratively developed Y2K transition strategies, implemented back-
up and recovery methods and action plans to support critical business
processes and the global sales organization with 27,000 worldwide
personnel, and earned a Vice President's Award for achieving objectives
under "very difficult circumstances".
Solution Sales Manager, Sales & Distribution, Minden, Nevada, 1997 -
1998
. Championed the integration of sales, marketing and development in a new
business unit, sold inventory management and workforce management
extensions for SAP and JD Edwards Enterprise Resource Planning systems
to new account client executives, and generated $500,000 in new
software, hardware, and services revenues.
. Led customer relationship management, solution design and service
delivery for a multi-national, multi-disciplinary team of subject
matter experts and Business Partners, increased customer operations
efficiency, and earned a Vice President's Award for high customer
satisfaction.
Channel Sales Manager, Sales & Distribution, San Jose, California,
1993 - 1996
. Recruited and developed a network of Industrial Distributors, OEMs, and
Tier-2 Solution Providers in multi-state territory, and managed IBM and
Reseller agreements ranging from $350,000 to $1.2 million.
. Sold PC hardware and software supporting distributed process control,
inventory management, manufacturing execution and workforce management
applications, developed executive relationships, earned partner
mindshare and commitment, improved sales and channel partner
performance, and earned Western Region Sales Team Top Producer status
in 1994 and 1996.
EDUCATION
University of Phoenix, San Jose, California
Bachelor of Science Degree, Business Administration, Marketing
concentration, 1990
PROFESSIONAL CERTIFICATIONS & DEVELOPMENT HIGHLIGHTS
IBM LEADERSHIP DEVELOPMENT PROGRAM, April 2008 - January 2009
CERTIFIED PROJECT MANAGEMENT PROFESSIONAL, Project Management Institute,
2001-2004
PUBLICATIONS
IBM FORWARDVIEW MAGAZINE, Sync Up to Get Ahead, October 2007
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