Sales Manager

JOHN DAY McCAMMOND

Business Development best practices:

http://salesburst.wordpress.com

** **** ******

Williams College

Dover, MA 02030

Harvard Business School

508-***-**** (cell)

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

SUMMARY

High tech business development executive and general manager who has

quickly generated new revenue streams from scratch. Three IPOs.

International and domestic expertise creating new businesses and leveraging

channels in start-ups to large enterprises.

Revenue Generator who builds from scratch and exceeds goals

Led cross-functional teams to create and build software-as-a-service (SaaS)

business units from ground up, enabling Salary.com to exceed IPO sales

target and Bullhorn to quickly test a new product.

Created strategic partnership that filled key product gap in Salary.com IPO

story.

Built Avaki channel from scratch, contributing a third of the business,

leading channel sales and marketing.

Built Engage channel from ground up, exceeding quota by 15% and leading

channel sales and marketing.

Marketing Expert who generates leads

Managed Stratus channel marketing team supporting hundreds of partners and

driving sales 30% to $500M.

Responsible for channel lead generation, collateral, training, support at

Stratus, Avaki, Salary.com, Bullhorn.

Global Professional who drives international expansion

Built U.S., European and APAC channel from scratch at Avaki, managing

channel sales and marketing.

Managed JP Morgan customer relationships in Argentina, conducting business

there in Spanish.

EXPERTISE

Strategic planning/biz Solution selling Demand creation/lead

development generation

Working with limited Negotiations and deal Team building

resources closing

Partner International P & L management

recruiting/management expansion

PROFESSIONAL HISTORY

BULLHORN, Boston, MA (2008-2009)

Bullhorn is the leader in on-demand (software-as-a-service) front

office solutions for staffing and recruiting firms.

Vice President, Business Development

. Opened new market: Reporting to CEO, led strategy to supercharge

company growth. Spearheaded effort to create business plan for a

new lead generation SaaS product for staffing firms and sold it to

Board of Directors. Led cross-functional team that performed market

analysis, defined and developed the product, created go-to-market

plan, built a web site, and took it to pilot within three months.

. Grew partnerships: Extended alliances with CareerBuilder and

Monster. Revamped contract, executed lead generation campaigns,

aligned sales forces, installed revenue and lead tracking, conducted

sales training. Initiated several key alliances. Structured partner

program, reviewing prospects and determining primary candidates.

SALARY.COM, Waltham, MA (2005-2008)

Salary.com is the leading provider of on-demand (software as a service)

compensation, competencies, and talent management solutions for

businesses and individuals. IPO.

Vice President, Business Development. Reporting to CEO, created

business development function. Managed the closing of over $3M in

business against goal of $3M.

. Opened new market: Opened the first market beyond human resources

for Salary.com by repurposing salary data for sale to lenders and

becoming general manager of this SaaS business.

. Created new products and business models: Modified a SaaS data

product so it could be sold to consultants, built a validation tool

so lenders could test income on credit applications, created a

leadership development solution for consultants to tap new markets

for competency content and services.

. Strategic deals and channels: Strengthened core data business by

putting in place first long term compensation data supply agreement.

Built distribution channels by recruiting and managing relationships

with consultants, outsourcers, implementers including BearingPoint,

Convergys, ADP, Sibson, Iconixx, HRchitect, TALX and others.

Created sales and marketing programs to generate leads and provide

training, collateral and support to partners.

General Manager, Credit Markets Business. P&L responsibility. Wrote

business plan and led cross-functional team that developed and sold a

new SaaS tool allowing lenders to validate income using Salary.com

data. Created market positioning and materials. Grew sales in tough

operating environment and generated 20% operating profit.

JOHN MCCAMMOND (page two)

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AVAKI, Burlington, MA (2001-2005)

Avaki was a venture backed virtualization software vendor whose

solution was based on grid technology. Sold to Sybase.

Vice President, Worldwide Channel Sales. Led channel sales. Built

channel from scratch. Drove strategy, recruited, signed and managed

relationships with partners worldwide (IBM, HP, Sun, BearingPoint,

European resellers). Managed channel sales team and marketing programs.

Partners contributed one third of customers and pipeline. Built

channel organization in Europe and Asia. Closed 90% of customers in

Avaki's first year and managed east coast sales team.

Vice President, Financial Sales. Led financial industry market focus.

Managed sales force and built financial services deals to 35% of

pipeline within a year.

ENGAGE, Andover, MA (1999-2001)

A subsidiary of CMGI, Engage was a $250M marketing application software

company that enabled marketers to deliver targeted messages online and

offline. IPO.

Vice President, Business Development. Closed $3.4M against $3M quota.

Closed dozen OEM and reseller partnerships including SAS, Teradata,

Compaq, Iona, Navisite, Quadstone. Managed BD sales team. Launched

service bureau product generating new revenue stream.

MOTHERNATURE.COM, Concord, MA (1998-1999)

MotherNature.com was the leading retailer of vitamins and nutritional

supplements on the web. IPO.

Vice President, Business Development. Reduced the cost of customer

acquisition 30% via partnerships with key content sites. Managed BD

staff. Built affiliate program to 5000 affiliates.

STRATUS COMPUTER, Marlboro, MA (1989-1998)

In 1997, Stratus was a $688M manufacturer of fault tolerant computers.

Most sales were made with software partners.

Manager, New Market Development. Opened markets in manufacturing and

Enterprise Resource Planning and sold with partners into strategic

accounts in those segments.

Manager, Inside Sales. Drove $1M sales against $500K quota within

nine months of creating and managing new sales group. Hired, equipped,

trained reps. Group met $4M 1998 goal.

Manager, Channel Marketing. Programs boosted channel sales 30% to

$500M. Managed 7.

Manager, Industry Marketing. Tripled revenue in public safety market

to $3M.

Manager, Marketing Programs and Competitive Analyst. Established the

Marketing Programs function and built competitive analysis function.

J.P. MORGAN & CO., New York, NY (1983-1987)

Assistant Vice President, Corporate Finance. Managed U.S. multi-

national accounts and sold capital markets products and advisory

services. Structured leveraged buy-outs increasing team sales 30%.

Managed bank's exposure to Argentina and helped create Latin American

debt swap market. Completed Management Training Program.

PERSONAL

Advisor, Thompson Island Outward Bound Education Center; Trustee,

Prouts Neck Association; Member, The Explorers Club. Climbing

expeditions worldwide. Competitive sailor and runner (two marathons).

Eagle Scout.

EDUCATION

HARVARD BUSINESS SCHOOL, Boston, MA (1987-1989)

M.B.A. Co-president, International Business Club. Started and ran

jewelry importing firm.

WILLIAMS COLLEGE, Williamstown, MA (1977-1981)

B.A., Political Economics. Vice President of Student Council,

President of Freshman Class. Varsity cross-country and track. Sailing

team. Graduate, National Outdoor Leadership School.

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