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Sales Customer Service

1760, United States
May 26, 2010

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Kevin M. Draper

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

Natick, MA *****

Cell (617) ***-****

PGi, Premiere Global Services

Account Executive – Middle Market Burlington, MA June 2009 to Present

Premiere Global Services, Inc. is a global provider of applied communication technologies that

help businesses automate and improve their business processes. Our solutions are available

24/7, on-demand and require no customer investment in hardware or software.

Proactively manage the end-to-end business development process in selling Conferencing &

Collaboration suite; Web, Audio; Video and Event conferencing tools. Generate new

opportunities and expand the PGi footprint with new customers in the Conferencing &

Collaboration space. Work with stakeholders to define requirements, user experience and goals.

Generate sales opportunities by identifying appropriate business targets, secure high-level

appointments, execute a strategic sales process, and manage the prospect to close and

accurately forecast pipeline.

Leverage professional solution-based selling skills to create a strong pipeline of new clients.

Work in collaboration with representatives from Cisco/ Webex, Microsoft Live Meeting, IBM and

Adobe to market and resell conferencing tools. Facilitate web-based sales demonstrations or

online customer meetings Influence decision makers at VP and C levels. Negotiate terms of

business with clients to achieve win/win results that provide the basis for strong ongoing

relationships and increased revenue. Ensure handoff of engagements to operational/technical

teams, and maintain contact as required.

Work effectively within assigned Territory, Geography, Region or Named Accounts base to

maximize sales potential. Proven track record in delivering $750K in annual revenue for the


PGi Highlights

Q2 FY 09 exceeded revenue goal by 110%

Q3 FY 09 exceeded revenue goal by 105%

Oracle Corporation

Account Manager, Fusion Middleware, Burlington, MA March 2008 – June 2009

Oracle Fusion Middleware is a portfolio of leading, standards-based and customer-proven

software products that spans a range of tools and services from J2EE and developer tools, to

integration services, business intelligence, collaboration, and content management. Popular

Fusion Middleware products include WebLogic Server, Identity Management, SOA Suite, BPEL

Process Manager, Enterprise Performance Management and Content Management.

Inside Sales representative for the Mid-Atlantic territory supporting commercial account base.

Tasked with Identifying, qualifying and successfully closing new software license business to

potential customers and determine which Fusion Middleware solution is appropriate. Maintained

and grew install base of existing customers. Identify, qualify and develop new opportunities and

exceed defined activity targets (call volume, lead follow-up, account penetration, pipeline growth)

build and maintaining accurate forecast within assigned territory. Review (whitespace) clients’

technology environment via Webex with the assistance of technical solutions engineer and offer

specific tools to improve performance. Work closely with the Inside and Field Sales counterparts

establishing a successful relationship.

Responsible for yearly revenue goal of $1.5 Million.

Oracle Highlights

Q3 FY08 160% of forecasted revenue goal attained.

Q4 FY08 125% of forecasted revenue goal attained

Q1 FY09 115% of forecasted revenue goal attained

Q2 FY09 105% of forecasted revenue goal attained

Q3 FY09 120% of forecasted revenue goal attained

Kforce Professional Staffing

Technology Search Account Manger, Boston, MA April 2004 – March 2008

Primarily responsible for understanding external client needs, and working with them to

strategically hire top talent in the Boston marketplace. Identifying matches based on candidate

and client requests, business requirements, industry expertise and relevant candidate

experience. Obtaining, understanding and analyzing candidate career needs. Relating career

needs to current market conditions. Applying recruiting and account management skills to large

and small company needs. Developed and nurtured client relationships; including fee

negotiations, prospect and placement of candidates. Attended to needs of clients by forming

partnerships with C-level contacts and hiring managers. Used technical skills to match work

through job orders with appropriate candidate backgrounds.

Managing both clients and candidates working with current technologies including C#, .Net,

Oracle, Embedded Software C, C++, J2EE, VC++ 5.0/6.0, Visual Basic 5.0/6.0, Visual

Studio.NET, ATL, and COM+ and .NET and ADO.NET, MS SQL Server 6.0/6.5/7.0, MS-Windows,

Visual ASP and ASP.NET, TCP/IP, Network Security.

Kforce Highlights

Achieved success and revenue with local client to elevate to a National Account for Trizetto

Kforce to work on regionally. Grew Account to 550K in Revenue from Q1 2004 to Q4 2004

2007 – MVP of Q3 for the Market in Search.

2006 – MVP of Q1 for the Market in Search.

2005 – Highest Rookie GP Month in Search.

2005 – Most “DAK” Revenue (Client Interviews Candidates at Kforce Office)

2005 – Bronze Performance Winner

2006 – MVP in Q1 Search.

Infomatics Consulting Group

Account Manager, Burlington, MA October 2001 – March 2004

Business Development for small technical consulting firm via calling into managers, conducting

client visits and presenting service offerings. Experience selling technology consulting services

within Biotech, CRO and Pharma companies. Services in the areas of Data Warehousing,

Systems Integration, IND and NDA Support Applications. Oracle, Business Objects, Cognos, SAS

Tools. Relationships built with Drug Safety, Clinical Research, Regulatory Affairs, Risk

Management, Supply Chain, PMO and Data Management. Recruited, helped staff projects with

appropriate technical talent.

Lanier Worldwide, Inc.

Senior Account Representative, Woburn, MA January 1998 – September 2001

Lanier, now part of RICOH delivers document management solutions to local and national

organizations in many industries.

Marketed business development solutions/copier sales for individually assigned and managed

territory of Boston’s North Shore. This role was almost completely outside sales.

Established new accounts via visits/cold calls daily. Provided customers with the highest

standard of customer service through follow up contact and consultation after the sale to protect

and grow market share in assigned territory. Maintained cooperative working relationships with all

necessary departments to ensure sales are generated and are processed efficiently to achieve

customer satisfaction. Contacts cold and warm prospective customers through a combination of

telephone and in person contacts to obtain appointments for sales meetings. Close sales, gather

information, and develops sales plan for specific accounts. Delivered highest sales volume for

July 1998, December 1999, May 1999, November 2000, and September 2000 and was

recognized as a top performer.


Plymouth State University, Plymouth, NH Business Administration May 1996

Northeastern University, Boston, MA 1992 – 1993

Division 1 Crew participated in the Head of the Charles, Foot of the Charles, Arlett Cup, Eastern

Sprints Regatta among others.

Lanier Worldwide Sales Training, Atlanta, GA

Certificate of Completion, Selling Solutions Course, March 1998.

Delivered highest sales volume for July 1998 and was recognized as “Representative of the

Month.”Rigorous professional training in sales techniques, relationship building, and leadership.

Kforce Search Training, Tampa, FL

Certificate of Completion, March 2004

Kforce Regional Search Summit, Tampa, FL

October 2004

Oracle Corporation

Sandler Sales Training June 2008

Premiere Global Services

Solutions Selling Sales Training August 2009

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