Sales Manager
Resume:
Eric Hentschel
Columbus, Ohio
*************@*****.***
______________________________________________________________________
Looking for: Software or hardware direct territory management position or
named account management. Also have interest in channel management.
Summary of Qualifications:
Top achiever with well-established career of 26 years in direct sales and
sales management. Experience in the technology sector over the last 18
years has produced numerous President's club trips, Salesman of the year,
Salesman of the quarter, and other impact awards working for
VERITAS/Symantec, Xiotech, Quest Software, and MTI
Highlights include:
. Attained an average of 110% of quota over the last 18 years in the
technology sector.
. Won 8 President's Club trips, Salesman of the Year, multiple Salesman
of the Quarter, and other impact awards; Succeeded with annual quotas
ranging from $1.8mm to $4.7mm.
. Management experience in direct sales (7 years) handling as many as
12+ people and in-direct sales (2 years) managing 15+ people as a
dotted-line manager to attain a quota.
. Sales experience in direct General Territory Management handling
multiple states
o 10 years of "hunter" experience.
o 70%+ revenue from non-installed base accounts.
o Extensive cold call experience to arrange first meetings for
initial solutions presentations.
o Extensive travel
. Sales experience in direct Named Account Management handling as few as
three accounts.
o 8 years of "farmer" experience.
o Strong ability to expand solutions presence in installed base
accounts.
o Extensive experience at the executive level to create multi-year
buying contracts.
. Advanced skills in selling software solutions including security,
audit, application performance management, data availability, data
backup, and server availability, as well as hardware solutions
including DAS, SAN, and NAS disk subsystems, and tape libraries.
. Strong skill-set in Channel and Distribution sales.
o Successfully recruited, trained, developed, and managed multiple
VARs to bring them to "go-to" partner status.
. Established skill-set to effectively communicate with customers at the
technical, management and CIO levels.
o Strong belief that sales success comes from an ability to
deliver effective business and technical messages in line with
the customer's requirements.
. Strong leadership, negotiation, technical, marketing, opportunity
project management, and financial skills along with having the
practical experience required to excel in these areas.
. Highly developed interpersonal relationship building skills to attain
success in new business development; maintain existing customer base,
and to be a "go-to" resource for customer problem resolution.
Creatively and effectively managed accounts such as Nationwide, Limited,
Qwest, JPMorganChase, BMW, Cardinal Health, Key Bank, 5/3 Bank, ScottsLawn,
Wendy's, NetJets, NiSource, Kettering Memorial Hospital, Children's
Hospital, OCLC, AEP, Huntington Bank, GE, as well as others over 18 years
in the field.
Professional Experience:
November 2008 to Present
Working with various opportunities such as internet based businesses,
independent consulting, and insurance sales.
March 2008 to November 2008; Columbus, Ohio; Xiotech Corporation; Channel
Manager
Responsible for recruiting Medium to large size VARs and signing them as a
partner. Successfully designed individual sales, marketing, and training
plans for these VARs to increase channel revenue. Further development of
indirect sales through Xiotech infrastructure (4 sales representatives, 4
system engineers, 1 storage architect, 2 inside sales representatives, 1
sales development representative, 1 marketing representative, and 1
operations representative. Reported to the VP of Channel Sales.
Highlights include:
. Successful bringing 7 new VARs on-board in 7 months.
o 155% on a quota of 9; #1 in group.
. Increased channel sales 60% over the same period.
o 101% on a quota of $4.7mm; #2 in group.
. Managed the strategic and tactical development and execution of
training, sales, and marketing plans with our channel partners.
. Managed the cross-relationship development between these partners, and
our local field representatives.
December 1998 through February 2004, July 2005 through October 2007;
Symantec (VERITAS); Columbus, Ohio; General Territory Manager, National
Channel Manager; Named Account Manager
From July 2005 through October 2007, Named Account Manager; Direct field
sales; managed 80-100 named accounts in the metropolitan Columbus and
Dayton areas. Was responsible for our Security and Availability solutions
as well as consulting and support sales. Indirectly managed Product
Specialists, System Engineers, and Consultants. Teamed exclusively with an
Inside Sales representative to develop pipeline and to bring opportunities
to close. Successfully increased sales and averaged 105% of quota.
From April 2001 through February 2004, National Channel Manager; Managed
three national resellers and was responsible for strategic and tactical
development and execution of training, sales, and marketing plans. Also,
managed the cross-relationship development between these resellers and
Symantec/VERITAS channel managers and field representatives across the
country. Successfully increased sales and averaged 108% of quota.
From December 1998 through March of 2001, General Territory Manager; Direct
field sales; managed a general (expansion) territory covering the
metropolitan Columbus area and built a $5MM annual revenue base (500%
increase) through direct sales (60%) and channel sales (40%). Increased VAR
channel from one to five top quality revenue producers in my territory (one
of which was the top producing VAR in the entire mid-west). Successfully
increased sales and averaged 128% of quota.
Highlights include:
. Averaged 110% of quota over 9 years.
. Succeeded with quotas ranging from $2.2mm to $3.7mm.
. Won three President's Club trips.
. Achieved multiple Salesman of the Quarter awards.
. Three $1mm purchase orders.
o Nationwide Insurance, Submitorder.com, and Netjets.
. Attained multiple $1mm+ quarters.
. Was consistently number one, two, or three in our region of ten sales
representatives on a quarterly basis.
April 2004 through June 2005; Quest Software; Columbus, Ohio; Named Account
Manager
Managed 20 named accounts (expansion position) in Columbus, Cleveland,
Cincinnati, and Dayton. Was responsible for the sale of our Application
Performance Management solutions. Indirectly managed five Product
Specialists, Consultants, and System Engineers to develop pipeline and to
bring opportunities to close.
Highlights include:
. Achieved 93% of a $1.8mm quota.
. Stopped an imminent order for $250K at JPMC and eventually won the
order after presenting the benefits of the Quest solution over the
VERITAS solution.
. Created and won a $150K non-budgeted opportunity at P&G by presenting
a strong value proposition and ROI.
November 1991 through November 1998; MTI Technology Corp.; Columbus Ohio;
General Territory Manager, Named Account Manager
Started as a general territory manager covering Ohio and part of Indiana.
After three years, ended up with three large named accounts along with
about ten growth accounts. The three large accounts were Nationwide, AEP,
and Qwest. Managed Qwest nationally often traveling to Colorado and
Virginia. Was responsible for sales and technical functions as well as
support calls to maintain QoSS and a high level of customer satisfaction.
Highlights include:
. Averaged 113% of quota over 7 years
. Succeeded with quotas ranging from $2.4mm to $3.2mm
. One Salesman of the year award
. Multiple Salesman of the quarter, five president's Club trips, and two
President's Impact awards.
. Two $1mm+ quarters and two $2mm+ quarters.
1981 through 1991; Automobile Business; Detroit, Michigan
Gained Accounting, Sales, and Sales Management experience with four
automobile dealerships in the metropolitan Detroit area. Also, owned a
business as a new vehicle wholesale broker.
. Les Stanford Chevrolet; 1991 to 1991
o New Car/Truck Sales.
. Marty Feldman Chevrolet; 1990 to 1991
o New Car/Truck Sales.
. Champion Chevrolet; 1988 to 1990
o New Car/Truck Sales Manager and Sales.
o Finance Manager.
. J-A Services; 1984 to 1988 (my business)
o Two partners. Brokered new cars and trucks between dealerships
around the country.
o Handled 50% of the sales, 75% of the shipping, and 100% of the
accounting and office management functions.
. Matthews-Hargraves Chevrolet; 1981 to 1984
o New Car/Truck Sales.
o Accountant.
Education:
1982 to 1984; Walsh College; Troy, Michigan
Majored in Accounting/Finance to attain a Bachelor of Science.
. Worked full-time during the day and attended full-time classes at
night from 1982 to 1984.
1980 to 1982; Ferris State University; Big Rapids, MI
Majored in Business Administration
. Pi Kappa Alpha Social Fraternity
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