Sales Manager
Resume:
Jeffrey S. Smith
Glastonbury, Ct. 06033
Phone: H-860-***-****
Email *****@****.***
OBJECTIVE: Account Management/Business Development, with responsibility
for developing sales and implementing business strategy
with software/hardware product or service.
QUALIFICATIONS: Top-producing sales executive with over 15 years of
experience in maximizing sales opportunities within highly
competitive markets.
Establish genuine rapport with prospects and clients by utilizing
comprehensive product knowledge, customer business
assessment, financial justification, existing alliance
relationships and enthusiastic personality to identify
client needs and recommend appropriate solutions.
Maintain a high level of respect from both internal team
members and clients by committing to being prepared,
delivering a consistently professional and technologically
focused presentation and continuing to exceed
expectations.
Team leader and player.
EXPERIENCE: Avada Software
Business Development Manager
4/0 9 to Present
Directed all Insurance and Financial Practice sales for Arvada's
SOA based messaging and monitoring solutions and
consulting services.
Uncovered new accounts and built revenue from
existing accounts for the P&C, Life and Healthcare
and Financial businesses.
IBM-2/07 to 12/08
Tivoli Enterprise Manager
Sell and manage the complete Tivoli software portfolio (Business
Automation, Consulting Services, Performance
Automation, Storage, Security) for IBM's two largest
customers in the Connecticut region. Aetna and ING.
Achieved preferred supplier status at both accounts.
Year: Quota: Performance:
2008 $6.8M $2.5M/1st half of year. Pipeline of $12M for
2nd half of year
Tivoli Sales Executive
Drive Tivoli software and consulting services revenue in 10
Fortune 100 named accounts with a current quota of
$2.5M. Aetna, Cigna, The Hartford, Travelers, United
Healthcare, XL, Mass Mutual, Phoenix, ING and General
Electric
Year: Quota: Performance:
2007 $2.5M $2.3M
CA -Computer Associates, Inc. 01/05 to11/06 (CA
provides enterprise software for Mainframe,
Distributed, Security, Storage and monitoring)
Account Director
Increase revenue while building and managing a team of 7
seasoned sales executives for the various CA product
lines in 6 of CA's largest accounts.
Aetna, Cigna, ING, Travelers, The Hartford, The State of
Connecticut and ESPN.
Year: Quota: Performance:
2006 $1.9M $1.7M
2005 $1.5 $1.3M
Knightsbridge Solutions 3/02 to 12/04 (Knightsbridge
provides data warehouse consulting services)
Business Development Manager
Hunt new accounts to develop data warehouse consulting projects
within Knightsbridge's Insurance Consulting Practice
in the Northeast.
Year: Quota: Performance:
2004 $2.0M $2.5M
2003 $1.5 $1.5M
2002 $1.0 $1.2M
Candle Corporation 1/98 to 2/02(Candle provides
software to mainframe and Distributed environments)
Northeast Director, SOA
Executed sales and marketing strategy for the Northeast of
Candles e-Business middleware group products to the
insurance, healthcare and financial markets.
Year Quota: Performance:
2002 $3.0M $3.8M
2001 $2.5M $2.7M
2000 $2.0M $1.8M
1999 $1.5M $1.6M
1998 $1.2M $1.3M
Auto-trol Technology 1/89 to 1/97
Senior Account Manager
Developed new and existing major accounts in the CAD
market place.
- Over-achieved revenue growth for software and
consulting services sales.
- Consistently in the "top ten club" for revenue
generation.
Computer Services Group 6/80 to 11/89
Partner
Co-founder of CSG. Developed custom software for Wang
and IBM systems and provided third party maintenance
solutions. Directed field sales force and engineering
staff plus six remote offices and a network of ISVs
and resellers using CSG software and training
services. Successfully sold the company in 1989.
EDUCATION: Pennsylvania State University, Bachelors in
Communications
Additional post-graduate course work in Computer
Science at the University of Hartford.
IBM Global Sales School, IBM Top Gun School, IBM
Negotiating School
Dale Carnegie, Target Account and Enterprise Account
graduate
ACTIVITIES: Session member, Westminster Presbyterian Church
Coach - Glastonbury Hartwell Soccer
Hartford Marathon Foundation kids volunteer
Crew leader, Habitat for Humanity
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