Sales Customer Service

Dena L. Shelley

*** *** **** ***** . *******, Missouri 63011

************@*********.*** . (Home) 636-***-**** . (Cell) 314-***-****

Senior Technology Sales Executive

Consummate sales professional with substantial experience building new

markets, driving revenue growth and improving competitive market

positioning. Successful in start-up and high-growth markets across diverse

industries. Award-winning producer with outstanding presentation,

communication, negotiation and closing skills. Expert in building and

managing top-producing relationships with customers and business partners.

Experienced in CRM, SaaS, Mobile Computing, Business Intelligence, Data

Warehousing, Professional Services, Process and Workflow Automation and

Enterprise Applications.

Core Competencies:

Consultative Sales Strategic Business Planning Research & Development

Business Development Customer Service Recruitment Strategies

New Market Development Key Account Management Training & Supervision

New Product Introduction Problem Analysis/Resolution Contract Negotiations

Professional Experience

Jaros Technologies - Granite City, IL September

2008- September 2009

National Account Manager

Business Intelligence Solution for Oracle E-Business Suite

Identify, qualify and close new opportunities. Manage accounts including

the entire sales process from business development prospecting and through

contract negotiations, signing, and post-sales support. Leverage solution

sales techniques to maximize revenue growth and increase local market

share. Build and expand business partner revenue and self sufficiency.

Lead contributor individually and as a team member, providing direction and

mentoring to others.

VO Group - Louisville, KY October

2006-September 2008

Business Development Manager - Independent Contractor

Strategic Business Solutions Sales Demand Generation

Contract Sales and Revenue Development, Demand Generation, Sales Plan

Strategy, Define Sales Process, Tele-prospecting/Lead Generation, Sales

Channel Development, Recruitment and Retention.

. Secured two largest accounts

. Top producer for new client identification

Remote Dynamics - Richardson, TX

June 2005-May 2006

Regional Sales Manager

Key developer and retailer of mobile resource management solutions,

including GPS-based vehicle tracking, web-hosted fleet management services,

and telematics equipment and products with 75 employees.

Managed the sales life cycle within the Midwest and NorthEast regions.

Completed detailed business analyses of prospective clients following

initial consultation. Developed and presented effective product

demonstrations and highly persuasive concept pilots, ROI figures, and sales

proposals. Prospected potential new partners. Trained channel to ensure

effective account management and high closure rates.

. Recognized for consistently achieving well above 100% of sales quotas

each month.

. Leveraged exceptional consultative acumen to enhance market

penetration into Fortune 500 companies, successfully securing the #1

rank for new account generation.

. Championed the implementation of new internal and external

communication enhancements, to include Win Alert Doc and a sales team

newsletter.

Panasonic Corporation of North America - Secaucus, NJ

January 2004-May 2005

Regional Sales Manager - Panasonic Computer Solutions Company

Field Automation Sales Team

Leading brand name of Matsushita Electric Industrial, Co., Ltd., world's

premier manufacturer of electronics products, with 372 consolidated

companies worldwide, 290,493 employees, and $71.92 billion in annual

revenues.

High-profile management role with direct accountability in identifying,

qualifying, training, and supporting channel/resellers within designated

territory. Includes forecasting, inventory, and sales projections submitted

to senior management to facilitate product orders from factory in Japan.

Managed all client communication, presentations, proposals, pricing,

ROI/TCO analyses, and coordination with reseller to facilitate final

acquisition.

. Tripled revenue in competitive territory from previous year.

. Build positive, professional relationships with resellers, gaining

buy-in and trust.

Astea International, Inc. - Horsham, PA

November 2002-October 2003

Sales Manager - Medical Devices Vertical

Global premier provider of Service Smart, Enterprise Proven Customer

Relationship Management (CRM) solutions for service-centric companies, with

140 employees and $16.8 million in annual revenues.

Led marketing/sales initiatives targeted to Medical Devices industry in

highly competitive territory (Western half of U.S.). Oversaw strategic

planning, P&L, business and account development, and field team leadership.

Recruited and qualified candidates for company staff positions. Conducted

comprehensive market analysis and client needs assessment, and developed

effective action plans. Managed entire sales cycle from presentations,

proposals, contract negotiations and closing to generation of legal

documents, license agreements and consulting service arrangements.

Established partnerships with channel, distributors/VARs and OEMs (e.g.

AT&T, Verizon, Cingular, Itronix, Panasonic and JD Edwards).

. Successfully penetrated new vertical market and promoted new state-of-

the-art technology offering.

. Substantially increased brand awareness within highly competitive

territory.

. Formulated a network of contacts to consistently identify and develop

new business opportunities.

. Highly valued for ability to create trust and build long-lasting

business relationships.

. Developed and delivered proposed solutions via adapted real-life

scenarios. Utilized expertise in Solutions Selling, Miller Heiman and

Spin Selling methodologies.

FieldCentrix, Inc. - Irvine, CA

June 1997-Oct 2002

Territory Sales Manager (2000-2002)

Account Executive (1999-2000)

Associate Account Executive (1997-1999)

Leader in the development of wireless Internet-based software solutions for

the field service industry, with offices in California, Chicago and

Washington, D.C. and representatives throughout the U.S. and Canada.

Promoted through a series of increasingly responsible sales/management

positions for start-up company. Managed comprehensive sales territory with

full strategic planning, market planning/analysis, new market/new business

development, account relationship management, sales training, field team

leadership and P&L. Coached and educated new sales representatives.

Developed proposals and negotiated contracts with key decision makers.

Built and managed strong partnerships with channel, distributors/VARs, and

OEM alliances. Assessed business needs, conducted process mapping and gap

analysis of prospects and recommended best action plan. Provided product

marketing through consultation with partners and clients on future product

enhancements. Identified, qualified and interviewed potential candidates.

. Recipient of Top Gun Award for New Customer Acquisitions (1999, 2000

and 2001).

. Consistent overall company sales leader in a highly competitive

environment.

. Successfully penetrated new market and promoted new state-of-the-art

technology offering.

. Significantly increased territory awareness through design and

execution of marketing plans, such as trade shows, conferences,

seminars and associations.

. Contributed to development, implementation and reengineering of

comprehensive corporate sales process.

. Achieved high levels of customer satisfaction through effective

relationship building and problem resolution.

Dun & Bradstreet Information Services - Orange, CA

November 1990-June 1997

Account Executive - U.S. Sales (1996-1997)

Leading provider of international and U.S. business information, credit

reports, company financial information, business lists for direct mail

marketing, collection services, industry trends and SIC codes.

Developed proposals and negotiated contracts with key decision makers

within customer organizations. Serviced and maintained on-going business

relationships to assure consistent achievement of goals and business

requirements and high levels of customer satisfaction. Provided continuing

education on available products and services.

. Account Executive of the Month (11/96); achieved 103% of performance

objective in 1996.

. Increased revenue and solution potential by penetrating various

departments of client organizations.

. Expanded sales territory through aggressive new business prospecting

and acquisition.

. Drove specific product segments and maintained consistent growth of

each account through successful analysis of specific customer

procedures.

Customer Service Account Executive - U.S. Sales (1995-1996)

Instructed customers in proper utilization of products and services,

installed hardware and software on-site. Supported account executives to

facilitate effective relationships with strategic accounts. Collected past

due accounts.

. Identified and resolved opportunities through communication with key

customer personnel.

. Created and presented various customer seminars and workshops.

Business Analyst - Information Resources (1990-1993 & 1994-1995)

Analyzed financial data and compiled key ratio information to establish and

maintain business credit reports. Conducted seminars/educational sessions

for prospective customers to market products and services. Developed,

coordinated and facilitated office meetings and action plans.

. Recognized as Business Analyst of the Month for six consecutive

months.

. Increased team net sales 150% in 1994 over previous year.

. Recipient of Customer Focus Award (1992).

. Improved associate performance by creating motivational programs,

peer appraisals, and feedback systems.

Education

B.S. Organizational Communications/Business - Minor in Marketing

Southwest Missouri State University - Springfield, MO

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