Sales Manager

Jack Benson

**** *’Bara Ct. Carmel, IN ***** 317-***-**** ***********@****.***

Accomplished Business Development Professional

• Senior business development professional with track record of achievement and leadership,

broad business acumen and mature communication skills

• Senior responsibility for revenue production including planning and strategy, market segmentation,

client relationships, global alliance management

Significant experience in technology including Enterprise Solutions, Business Intelligence, CRM, Supply Chain,

Balanced Scorecard, Data Mining and other technology solutions

• Vertical market experience in Manufacturing, Utilities, Health and Life Sciences, Financial Services

Professional Experience

Diebold Corporation, Canton, OH 2007 – 2008

Global Software and Services Manager

Successfully implemented and executed go-to-market model for a new software division of traditional banking

hardware manufacturer.

• Managed software sales revenue for team of 65 sales professionals. Exceeded expectations for all

metrics in 2007 and 2008 including increasing revenue by 12%.

Introduced Solution Sales methodology to US sales divisions and led training efforts for sales transformation.

Initiated and provided thought leadership for entry into non-traditional markets including hospitality and utilities

adding first customers in each segment.

Managed North America ISV channel for multi-vendor middleware platform. Increased channel penetration by

20%

Oversaw incubation of new enterprise technology platform to include targeted global pilot projects and go-to-

market strategy implementation.

SAS Institute, Cary, NC 1998 – 2006

Global Business Development Manager and Managing Principal

Generated over $60M in annual revenue and pipeline by solving complex business and IT issues through the

application of software technology solutions. Leveraged alliance relationships with global systems integrators,

through long term consulting engagements, advanced technology solutions and joint product development and

delivery. Breadth of responsibility included corporate relationship, all programs and technology initiatives.

• Jointly developed and managed advanced forecasting offering to energy industry that encompassed

product and go-to-market responsibilities. First-year pipeline for this solution exceeded $30M and

included successful implementations globally.

• Contributed over $20M in revenue by initiating, responding and managing joint sales engagements

for CRM, Balanced Scorecard, Predictive Data Mining, and other knowledge management

opportunities.

Re-qualified and rationalized technology partner portfolio resulting in a leaner channel with significant increase in

revenue.

• Successfully introduced regional partner channel to augment existing global system integrator

alliances resulting in additional opportunities won.

• Other initiatives targeted the energy, CPG, financial services, and healthcare sectors and included

successful implementations in predictive data mining, CRM, IT Performance Management and

Financial Management.

Bangor Bancorp, Bangor Maine. 1995 - 1998

Director of Marketing

Responsible for repositioning consumer perception and competitive ability of traditional mutual savings

bank through development and integration of comprehensive marketing strategy.

• Researched, launched, refined and “sunsetted” retail, commercial and trust products.

Developed and managed comprehensive marketing communication strategies plans and tactics.

Provided recommendations and marketing input for channel decisions

Assessed and recommended technologies for delivery of financial products and services

Managed corporate relationship with ad agency and all project relationships

Worked with president and all division heads to develop and execute division marketing strategies.

ESI Automated Systems Corp, Cleveland, OH 1987 – 1995

Vice President Business Development

Managed corporate revenue and margin, sales operations and strategic marketing. Company was sold to

Summagraphics in 1997 and is now part of Lockheed Martin.

• Led and directed all sales operations, which resulted in growing annual sales from $12M to $60M and

expanding operations to thirty-two locations between 1988 and 1992.

• Developed and implemented all branding, positioning and marketing communications.

• Co-managed corporate acquisition team that integrated dealers from new markets increasing sales

by 400%.

Successfully spun-off CAD Warehouse Corporation in 1992 and managed operations. Annual sales grew from

$8M to $24M in 18 months by transforming sales operations to 100% inside sales and instituting effective

inventory strategy.

National City Corporation, Cleveland, OH 1985 – 1987

Product Manager

Participated on a six member team that developed and implemented all marketing strategies for retail banking

products and services.

• Initiated and developed product/customer profitability analysis and reporting from early data

warehouse environment.

• Revised the IFT system used in asset match-funding to support profitability analyses.

Appointed Chair of Retail Bank Pricing Committee.

Researched and authored the environmental assessment for the NCB Retail Banking Five Year Plan in 1986.

Education

Master of Business Administration, Management, Kent State University, Kent, OH

Bachelor of Business Administration, Operations Management, Kent State University, Kent, OH

PROFESSIONAL, CONSULTING AND COMMUNITY ACTIVITIES

• Foresite Corp, consulting project to formalize corporate marketing function.

US Navy, Trident Submarine program, Babcock and Wilcox college employment.

Timken Company, manufacturing process technician, college employment.

Goodyear Aerospace, MBA consultant - developed manufacturing simulation to assess through-put, lot sizing,

capacity planning and feasibility of cell manufacturing.

• Indianapolis Interfaith Hospitality Network, volunteer host to homeless families.

Solution Selling Professionals, seminar participant.

Carmel Dad's Club Soccer, youth coach.

KSU Dept of Marketing, adjunct professor for junior and senior level marketing courses including Strategy and

Management, Principles of Marketing, and Logistics Management.

Husson University, adjunct professor of marketing.

United Way, Loaned Executive.

Project Atrium, board of directors & treasurer, youth halfway house.

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