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Sales Manager

1821, United States
May 28, 2010

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Mr Alistair William Wilson

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

Cell: 617-***-****

Billerica, MA 01821

Office: 978-***-****


To obtain a Senior Business Development/Sales position where I can

utilize my business experience to help launch new growth for the company

and advance my own career to the next level. I am looking to help drive

organizations to achieve, or maintain, higher-than-average increases in

revenues, growth and profitability thus establishing them to be market



. 20 Years sales experience across direct sales, channel sales and

business development

. Consistently exceeded quota and objectives

. Experienced in fast growth and high pressure environments

. Adaptable to diversified environments, products and customers

. Excellent relationship skills

. Strong organization skills

. Excellent work ethic, conscientious, detail-oriented, team player


E-C Translation, Beijing, China (2009 - Present)

"Localization and Translation"

US Sales Director


. First Sales Director in the US. Responsible for the establishment

of US revenue.

. Responsible for prospecting, lead generation, marketing and annual

revenue Quota.

. Closed first transactions for E-C outside of existing clients.

. Secured participation in vendor selection process (ongoing) for

large clients for significant RFPs (over $1m)

with Companies such as Novell, PTC, Waters, EMC and IBM

DataSynapse, Inc, NY (2008 - 2009, acquired by Tibco)

"Grid Technology and Dynamic Application Service Management"

Director Business Development


. Responsible for signing, development and the revenue generation of

strategic partners

. Strategic partners include System Integrators, "platform vendors"

and ISVs

. Attained 100% MBO's which centered around partner adoption of new

technologies across new verticals

. Closed over $3m in partner driven revenue

Bluenote Networks, MA (2006 - 2008, acquired by Aspect)

"Combining IP Telephony & Business Applications through Web Services"

Director Business Development


. Responsible for business development strategy and execution

. Build partners into revenue producers from the ground up

. Successfully built partner eco-system to support direct sales

Corticon Technologies, Redwood city, CA (2005 - 2006)

"Next generation business rules modeler and business rules engine".

Business Development Manager


. First sales person recruited into the company after the VP Sales

. Responsible for top worldwide strategic partners

. Generating 80+% of worldwide revenue (personally $3m over last 3


. Grown revenues qtr over qtr, closed 2nd largest deal ever for

Company ($500k)

. Built partners into revenue producers from the ground up

IONA Technologies, Waltham, MA (1997-2005, acquired by Progress Software)

"Distributed SOA Infrastructure Solutions."

Mobility Business Unit Worldwide Business Develop Manager


. Develop and Execute Business Unit Channel Strategy for new Mobility


. Manage channel GTM model (100% indirect), signed new partners, built


. Validation of GTM approach, sold first licenses of Mobility product

Intel Worldwide Business Development Manager


. Grew relationship outside of technical level to executive, sales and

business functions

. New mobility product embedded in Intel worldwide sales portal

. Joint GTM encompassing Intel worldwide sales and services organization

Channel Sales Manager


. Responsible for Worldwide partner influenced revenue, manage pipeline,

rollup forecasting

. Channel include recruiting, training and revenue management of

Resellers, OEM, Platform and Integrators

. Covered Enterprise transactions and volume deals through the Reseller


. Reseller Channel include commercial and Government (SHI, Software

Spectrum, Ingram Micro and Techdata)

. Grew channel revenue from less than 10% to 30% of overall sales (PIR

from $10m to over $30m)

o Grew HP revenue to a quarterly runrate of over $500k.

o Helped close largest IONA transaction within HP for $11m.

o Put structure around IBM GTM strategy, particularly with IGS,

resulting in more predictable and forecasted revenue.

o Personally closed $1m+ transactions with IBM FAB, NC Retain and

TPF groups.

o Replicated GTM structure with other partners resulting in more

consistent revenue transactions.

o Focused indirect model on fewer partners but with deeper

relationships, resulted in revenue growth.

. Signed new partnership agreements with boutique, mid-tier and top-tier


Compaq/HP Worldwide Business Development Manager


. Extensively networked across Executives including CTO, CEO, VP sales

and WW VP Services

. Executed Worldwide Agreement with distribution rights

. Executed Worldwide Services Agreement which established Enterprise

Integration Practice

. Executed Agreements to be embedded as part of OpenView and Telco

Management Platform

. Contractually part of core middleware strategy including ZLE and J2EE

middleware infrastructure

. Successfully networked worldwide relationship which drove significant

revenue and largest company deal ever ($11m)

IBM Worldwide Account Manager


. Developed executive relationships (e.g. Steve Mills and John Swainson,

WebSphere and TPF)

. IBM FAB Agreement to base infrastructure upon IONA's Orbix products

. Executed Agreement to provide integration solution to TPF machines

($2m deal)

. IBM WW Global Services Customer Support System (NC Retain) based upon

IONA's Orbix products ($1m deal)

. Interoperability between products for significant accounts (E.g.

Boeing, GAD)

Strategic Account Manager


. Rookie salesperson of the year 1997

. Exceed quota 1997, 1998 and 2000, attained President's Club each year

(Typical annual quota $2m-$3m)

. Initially Responsible for East Coast ISV sales

. Helped grow ISV revenues to 30% of overall business

EDS, Burlington, MA (1988-1997)

National Sales Manager


Exceeded 1995 and 1996 sales targets

. Transition into selling more traditional EDS multi-year outsourcing


. EDS selected as the outsourcing partner for Digital products (eg

DECset, DECNet) -

this still drives more than $25m in annual revenue today

Account Manager (EDS acquired SD-SCICON)


Successful transition into Sales role

. Achieved 120% of quota in 1993 and 1994

. Territory North America and Canada, products were Ada products and

CASE environments

Sales Engineer/Consultant (SD merged with SCICON to become SD-SCICON )


Part of a team that started a US office to sell UK developed product into

the US marketplace

. Pre and post sales support and consultancy

. Developed and delivered training courses

Development Engineer (SD, Camberley, England)


Part of Ada Compiler and toolset development team

. Responsible for the optimization of the transport layer between the

host and target systems

. We ported Digital products, taking DEC front ends and developed

backends for embedded systems

International Computers Limited, Bracknell, England (1985-1988)

Development Engineer


. Responsible for the porting of compilers to ICL VME OS

. Managed the successful validation of the Ada Compilers and toolkits


University of St Andrews, St Andrews, Scotland

. Financially sponsored by International Computers Limited

. Oldest University in Scotland

. Consistently ranked #1 in Scotland

. Consistently ranked inside top 10 in Britain

St Paul's School, London

. Consistently ranked one of the best Public Schools in Britain

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