Sales Manager

STEPHEN M. KRAUSS

**** ******** ***** 513-***-****

West Chester, Ohio 45069 *******.*.******@*****.***

SUMMARY

Sales Management/Business Development Professional with cumulative

experience in the pursuit and capture of flagship accounts, customer

management of healthcare informatics, claims processing, medical record

integration and translation for clinical or financial analysis.

Demonstrated strengths in marketing healthcare software and I/T consulting

services, with a business development strategy targeted at systems

integration opportunities in the emerging market of patient centric

electronic health records based on Federal regulations. Expertise in:

Business Development P&L Management Contract Negotiations

Strategic Sales C-Level Relationships Channel and Partner

Planning Relationships

PROFESSIONAL EXPERIENCE

LENOVO GROUP UNLIMTED, Morrisville, NC 2009 - February 2010

Multinational technology corporation that develops, manufactures and

markets desktops and notebook personal computers, workstations, servers,

storage drives, IT management software and related services.

North American Sales Manager

Responsible for hiring, training, and coaching a sales team to market

technology products and I/T services for healthcare end-users, insurance

companies, state and local governments, and federal agencies

in cooperation with third-party channel partners.

. Consistently over-achieved quarter over quarter both revenue and gross

profit sales targets with excellent customer delight metrics.

SAFENET, INC., Morrisville, NC 2005 - 2009

Global leader in information security, providing OEM chipsets, hardware and

software to protect

communications, intellectual property and digital identities.

Director of Sales

Responsible for the recruitment, training, supervision and sales production

of a US-based team. Marketed encryption security products, I/T systems

integration, and professional services primarily for healthcare HIPAA

compliance, including hospitals, medical centers, insurance companies,

Federal Government agencies, state and local governments.

. Along with P&L responsibilities, was accountable for forecast reporting

to the senior leadership, resulting in meeting and exceeding assigned

revenue and gross profit targets.

IBM CORPORATION 1981 - 2005

Client Executive, IBM Global Services, Cincinnati, OH

Managed worldwide sales teams specializing in products and I/T consulting

services for the healthcare and insurance marketplace (hospitals, medical

centers, insurance companies, state and local governments, federal

agencies) with enterprise hospital solutions such as GE, IDX, Epic,

Siemens, McKesson, Misys/AllScripts, and Meditech.

. Managed long-range planning, market research, budgeting, pricing, and

forecasting.

. Consulted with sales, product managers, technical specialists, and

proposal team.

STEPHEN M. KRAUSS - *******.*.******@*****.*** PAGE TWO

Solution Sales Director, IBM Global Government, Raleigh, NC

Expanded IBM's presence nationally in healthcare and government industry

sectors by landing flagship

accounts and statewide deployments of I/T consulting solutions. Interfaced

with IBM R&D labs to create prototypes to address client requirements, and

built solid relationships within many government systems integrators (ie.

Northrop Grumman, Lockheed Martin, SAIC, EDS).

. Implemented within a statewide police organization the largest mobile

data infrastructure in the world, all "powered" by IBM. Responsible for

closing a statewide project resulting in an integrated public safety and

justice I/T consulting solution involving numerous IBM technical

personnel and IBM strategic business partners.

. Positioned IBM client teams and associated business partners for all

facets of government and healthcare to maximize revenue from current

accounts. Assisted customers in specifying and obtaining integrated

solutions supported by federal funding for state and local governments

and healthcare clients. Partnered with vendors to complete the end-to-end

solution. Developed multiple business plans, prepared return on

investment criteria for securing funds, and negotiated to win contracts.

Client Sales Executive, IBM Corporation, Raleigh, NC

Marketed and sold IBM hardware and I/T consulting services to both

government and healthcare industries.

. Managed IBM channel partners to address specific client requirements to

deliver a total end to end solution around client requirements.

. Conducted product training seminars and demonstrations. Recognized

statewide and nationally as an authority for healthcare, criminal justice

information systems, state and local governments.

EDUCATION

MBA, Finance and Economics, Nova Southeastern University

Executive Management Program, Harvard University

BA, Business Management, Adelphi University

Nursing Home Administration Certification, Long Island University

Operating Room Surgical Technician, having participated in all specialties,

elective and emergency)

HONORS AND AWARDS

100% Clubs

General Manager's Awards

Regional Manager Awards

Vice President's Awards

Recognized for professionalism and excellence by two Governors and a

cabinet level secretary in North Carolina

Kentucky Colonel - commissioned for extraordinary contribution to the

Commonwealth of Kentucky

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