Sales Manager

Mark D. Klages

***** ******* *********: 949-***-****

Mission Viejo, California 92692 Email: ****.******@*****.***

Objective:

A senior level position in software sales that will effectively utilize

acquired expertise, creative talents and a commitment to excellence.

Desire a position with career growth potential.

Summary of Qualifications:

. Innovative professional with 15 years of progressive software sales

experience

. Driven "Hunter" with entrepreneurial attitude who specializes in finding

and closing new name business

. Strong phone prospecting, lead generation and closing skills with the

ability to effectively call on all levels of an organization including

the "C" level

. Technology exposure: SaaS & On-Demand technologies, Enterprise

Application Integration & Middleware, EDI Data Translation software,

Content / Document Output Management, Fax Server Technology, Web

Enablement, XML, Version Control / Bug Defect solutions, Mainframe

(Adabas & Natural), Familiar with SAP terminology

. Extensive training in solution sales, prospecting and account management,

including world renown Miller-Heiman and Bosworth courses

. Strong leader and team player with well-developed interpersonal,

communication, presentation and persuasion skills

Professional Sales Experience:

ERIKS, USA www.eriksusa.com October

2008 to July 2010

Company Description: Industrial distributor and manufacturer specializing

in seals (o-rings & gaskets), bearings, plastics and engineering services.

Job Title / Key Focus: Regional Sales Manager - Tasked as both an

individual contributor and manager with three direct reports. As manager, I

coached and mentored sales team in solution selling principles to enforce a

new corporate sales initiative. I additionally conducted weekly meetings

for forecast and productivity review and worked with senior management on

marketing strategy.

Key accomplishments:

. Researched, hunted and closed first West Coast new name opportunity for

recently acquired bearing division. Annual sales revenue for this new

account estimated at 100K.

. Through joint appointments and mentoring of outside sales group, was

able to successfully develop 10 new name accounts delivering an

estimated 500K in yearly revenue.

. Developed and presented marketing plan for new key account development

as well as nurture of existing key accounts - primary components

consisted of quarterly webinar and customer focused newsletters plus

monthly outreach by ERIKS engineers and inside sales

Acom Solutions, Inc. www.acom.com

December 2006 to October 2008

Company Description: Software company specializing in development, sales

and support of solutions for automating document based business processes

such as content management, image capture, payment automation and ACH

software as well as an EDI translation suite.

Job Title / Key Focus: Regional Manager - Served as both a hunter / farmer

prospecting and closing new leads as well as expanding existing account

relationships.

Key accomplishments:

. Was part of two person team to introduce Acom's EZConnect EDI solution

to combination of both new name and existing customers. Within six

months of product release was able to generate over 200K in net new name

revenue.

. Organized and presented software solutions at "lunch & learns" and

webinars targeting new name customers. Sales resulting from this

activity generated an estimated 150K plus !

. Collaborated with technical team and product management, to introduce

ACOM's EDI suite to the SAP market place. Networked and presented at

local ASUG (Americas SAP User Group)events and webinars targeting the

SAP community

Kofax Image Solutions www.kofax.com

July 2005 to December 2006

Company Description: Software company specializing in development, sales

and support of solutions for streamlining information processes through

managing the capture, transformation and exchange of paper, fax and

electronic documents.

Job Title / Key Focus: Sr. Territory Manager - Quota based sales role with

a focus on new name and existing account relationships. Prospected,

qualified, presented and negotiated sales terms on licensing agreements for

Kofax Ascent Fax (formerly Topcall) to the SAP user community on the West

coast of the U.S.

Key accomplishments:

. Hunted, qualified, presented and successfully closed 80K SAP Fax project

with Oakley Corporation

. Successfully worked within SAP account base to close in excess of 500K in

product upgrades.

. Presented new Ascent Fax solution to Kofax reseller / distributor base

and served as informational resource for channel.

Esker Software www.esker.com

March 2003 to July 2005

Company Description: Esker is a recognized leader in helping organizations

eliminate paper and improve business processes with on-premise and on-

demand document (SAAS) automation solutions

Job Title / Key Focus: Team Leader / Sr. Territory Manager - Quota based

sales role with a focus on both new name as well as growing existing

account relationships. Concentrated primarily on accounts within the SAP

user community. Additionally served as a team leader coaching the team on

advanced sales techniques such as solution selling.

Key accomplishments:

. Earned award for most SAP as well as most new name accounts in 2004

. Prospect and sold 130K Esker flagship SAAS "On Demand" solution to

Microsoft for their SAP fax use

. Prospected and sold 95K Esker flagship SAAS "On Demand" solution to

Gateway Computers for their SAP fax use

Software AG www.softwareag.com

May 1999 to January 2003

Company Description: Software Development, Sales and Support of business

process management (BPM) solutions representing their own brands, ARIS,

webMethods, Adabas, Natural and IDS Scheer Consulting for process strategy,

design, integration and control; SOA-based integration and data management;

process-driven SAP implementation; and strategic process consulting and

services.

Job Title / Key Focus: Enterprise Executive - Quota based sales role with

a focus on both new name as well as growing existing account relationships.

Success in financial and government vertical markets selling combination of

products and services

Key accomplishments:

. Prospected & Sold 500K EAI & web enablement solution to Bax Global

. Prospected & Sold 800K Enterprise license agreement pro services &

product to County of Los Angeles

. Prospected & Sold 1.0 M Professional services project to Government of

American Samoa

Borland Corporation (formerly Starbase Corporation)

www.borland.com May 1997 to March 1999

Company Description: Software development, sales and support of Starteam

version control and bug tracking technologies. Borland acquired Starbase

Corporation in 2000.

Job Title / Key Focus: Account Executive - Quota based sales role with a

focus on both new name as well as growing existing account relationships.

Position was primarily inside sales however I traveled quarterly to attend

industry trade shows.

Key accomplishments:

. Prospected and sold version control system to Reynolds & Reynolds.

License revenue over two years exceeded 750K

Education

United States International University San Diego, California

BS International Business Graduated 1985

Special honors: Dean's List, inclusion in national directory of outstanding

university students

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