Sales Executive

**** ***** **** ***** ******, Virginia *****

SCOTT RISSEEUW Cell 703-***-****

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

Tenured Sales Executive - Excels at Driving New Business and Leading Teams

I have managed a team of 40 sales professionals with an annual plan of $100

million. I excel at growth. I quickly build trust and rapport with my clients,

constituents, and direct reports. I take great pride in delivery excellence and

top-notch, customer-focused service. I am a creative marketer and leader. I

love to solution sell.

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Education:

University of Virginia - Darden Graduate School of Business

Charlottesville, VA

Masters of Business Administration, 1996

Emphasis in operations and finance

Duke University

Durham, NC

Bachelors of Science, Mechanical Engineering, 1990

Four year Navy ROTC scholarship

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Professional Experience:

11/09 - Present Internap (www.internap.com)

Herndon, VA

Innovator in optimized IP bandwidth technology. Provider of internet

infrastructure including IP bandwidth, collocation, managed hosting services, and

content delivery (CDN).

Senior Sales Executive

Sell internet infrastructure solutions to high growth companies which understand

the competitive advantage of best-in-class web infrastructure and place a premium

on their web presence. Sell cloud computing to start-ups, SaaS, Finance, High

Tech. Quota: $160k per year in net new business in a multi-year

subscription/services model. Competitors included: ATT, Verizon, XO, Level 3,

Akamai, Limelight.

Responsible for large named accounts. Penetrated CSC, NASD, and other strategic

accounts by leveraging extensive local business network, experience, and

well-delivered value proposition.

Hand-picked by Escutive Management to participate on go-to-market team for new

Managed Hosting product roll-out and strategy. Only 2 sales execs out of 80

selected.

Provided consulting services to McKinsey & Co. regarding cloud computing via

Gerson Lehrman Group.

5/08 - 6/09 SAVVIS (www.savvis.net)

Herndon, VA

Pioneer in utility and virtual/cloud computing. Outsourcing provider of managed

hosting services, collocation, and network infrastructure for IT applications.

Senior Sales Executive

Sold managed computing/hosting services and network infrastructure for IT and web

applications. SaaS (Software- as-a-Service) sales experience. Focused on

Healthcare and growing companies with strong web component to core business.

Quota: $20K per month, $240K per year net new business in a multi-year

subscription/services model. Competitors included: ATT, Verizon, IBM, CSC,

RackSpace, Equinix.

Top performing Sales Executive. Made quota in 2008 and on track for 2009.

Responsible for Vovici, ZIM, and Razorsight deals.

Sold large ($50K - $100K per month recurring revenue), complex

(multi-constituent, technically advanced) infrastructure deals to companies with

over $1B in annual revenue.

3/07 - 4/08 Astute Technology (www.astutetech.com)

Reston, VA

Leading provider of virtual meetings and online e- learning tools.

Sales Strategy Consultant

Sold internet media services, online testing and assessment tools, e-learning

portals, website design, and web TV solutions. Standardized/productized solution

set at $250K price point with up-sell of customized options. Average deal size:

$250K - 500K. Focused on Healthcare, Associations, Government, and Fortune 200

to 500 companies.

Conducted market/competitive analysis; delivered opportunity assessment with

tactical plan.

Defined company growth strategy, including input on product development,

marketing, hiring, website redesign, company positioning, and discussion with

potential investors.

10/03 - 1/07 Top Down Systems (www.topdownsystems.com)

Rockville, MD

27 year old provider of web-based enterprise solutions for customer

correspondence & document automation.

Director of Sales and Business Development

Sold enterprise document automation software based on Microsoft Word directly and

managed OEM channel relationships with partner/alliance software companies.

Microsoft Certified Partner. Focused on Healthcare, Insurance, Utility, and

State/Local Government verticals. Average deal size: $500K including 20%

services. Responsible for $2M quota; $1M direct and $1M channel. Competitors

included Pitney Bowes, EMC, and HP.

Exceeded quota 3 out of 4 years. Contributed directly to record year-end revenue

in 2004, 2005, and 2006; 12% average year over year growth.

Personally created and managed strategic partnerships with 3 alliance partner

software companies including Medecision, which accounted for 25% of total annual

revenue.

1/02 - 9/03 Autodesk (www.autodesk.com)

San Rafael, CA

World leader in CAD software, GIS, and multimedia tools for digital content

creation.

Regional Sales Manager, Mid Atlantic/North East

Sold hosted project collaboration and document management software subscriptions

to Fortune 500, Architecture/ Engineering/Construction industries, Retail,

Education, Healthcare, Technology, and Government. Autodesk absorbed the Buzzsaw

direct field sales force into the company-wide channel sales force in 2003.

Average deal size: $120K including customization services. Responsible for $1.2M

quota. Competitors included IBM.

#1 ranked Sales Manager; achieved 111% of quota in first year. Revitalized sales

in underperforming Mid-Atlantic region after six months in Northeast. Personal

sales responsibilities/quota increased to include Europe and Eastern Canada.

7/00 - 12/01 Microstrategy (www.microstrategy.com)

Tysons Corner, VA

Global leader in business intelligence technology, integrated reporting,

analysis, and monitoring.

Sales Executive, Northeast Region

Sold hosted web, wireless, and voice messaging/alerting application based on

best-in-class data mining software platform. Responsible for $2M quota at

Strategy.com (a wholly-owned and incubated subsidiary of Microstrategy). Focused

on all verticals including Finance, Media, and Retail. Strategy.com ceased

operations in 2001.

Ranked #2 performer out of 9. Sold 2 out of 3 large company deals after the

dot-com crash in 2000 and other negative press was released on company. Promoted

to lead Northeast Region after improving results in Southeast Region in 6 months.

5/96 - 6/00 United Technologies Corp., Otis Elevator (www.utc.com)

Hartford, CT

$60 billion global provider of a broad range of high-technology products and

support services to customers in the aerospace and building industries worldwide.

Regional Sales Director, Capital and Northeast Regions

Washington, DC

Promoted to lead 15 district offices and 40-person sales force in newly

restructured region.

Delivered against $115M sales quota; long-term maintenance contracts/equipment

upgrades.

5/90 - 6/94 Military - United States Navy

San Diego, CA

Surface Warfare Officer/Division Officer

Managed 18-man Electrical Division; set records in two major engineering

inspections.

Led 16-man Combat Information Center Division; 6-month deployment during Iraq

war.

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Personal Hobbies - Enjoy golf, water skiing, snow skiing, triathlons, fly

fishing, biking, rock climbing, and guitar.

Contact this candidate