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Sales Manager

2155, United States
May 23, 2010

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Proactive 14-year sales career reflecting top performance in software

standards, software maintenance and support, and marketing. Strong

business savvy with a consultative approach to selling. Actively

generates and pursues new sales opportunities. Ensures account retention

by fostering and maintaining positive professional relationships while up-

selling and cross-selling. Manages complex sales cycles and multiple

engagements simultaneously. Effective communicator with executive,

functional, and technical levels of an organization. Highlights include:

? Business Development ? Sales Cycle


? Account and Renewal Management ? Trade

Show Booth Manning and Networking

? Pipeline Management

? Corporate Event Presentations


OBJECT MANAGEMENT GROUP, INC., Needham, MA 2008 to Present

World's largest software standards consortium with a membership of over

700 vendors, developers, and end users.

Account Manager, Business Development

Pursue membership and sponsorship sales for OMG consortia and communities

of practice in over 2 dozen vertical markets worldwide. Constantly acquire

updated product knowledge in the areas of software standards, BPM/SOA,

Green, Cyber Security and Business Ecology. Create and qualify new B2B, B2G

and B2C opportunities through a variety of avenues, including: trade show

networking, cold calling, generated lead follow-up, telemarketing and

referrals. Track activities through ACT CRM database and report to

management, evaluating ratios and percentages in the sales cycle to improve

performance. Represent OMG in a professional and courteous manner at

corporate events and trade shows.

Notable Achievements:

? Acquired significant sponsorship contracts by performing preliminary

customer research and adopting best sales strategies,

e.g. acquired RTI sponsorship by understanding their product lines,

verticals and visibility needs and offering a solution to

their marketing problem.

? Managed Global 2000 Forbes accounts and overachieved sales objectives

for each eligible quarter.

? Completed double workload since Q4 of 2008 due to personnel


ASPEN TECHNOLOGY, INC., Burlington, MA 2006 to 2008

World's leading supplier of software that optimizes process manufacturing

with over 75,000 users at over 1,500 companies.

Coordinator, Software Maintenance and Support, Inside Sales

Drove Software Maintenance & Support (SMS) renewal bookings in 13 countries

of EMEA market and supported corresponding quote acceptance and purchase

order receipt process. Interfaced with customers, Sales Representatives and

Value Added Resellers to negotiate SMS renewals while ensuring optimal

levels of customer satisfaction. Extensively interacted with various Aspen

Technology departments. Processed orders and fulfilled data entitlement.

Notable Achievements:

? Closed dozens of profitable B2B and B2C accounts, individually

valued at up to $500K.

? Achieved 150% of annual $3 million software renewal sales quota

target by being persistent and well organized.

? Contributed to booking over $900K in future revenue for multi-year


? Provided feedback to management for new business opportunities for

over $100K by resourcefully applying customer skills.

? Acted as Interim Supervisor for SMS Contract Renewal Team and

trained new team members as to SMS renewal


Citizens Financial Group, Inc., Boston, MA 2006

$160 billion commercial bank holding company with over 1,600 branches

Business Teller

Delivered ongoing high quality customer service while providing support to

the Branch as to accurate and timely processing of single services, e.g.

checking accounts, loan payments, check orders and account research.

Efficiently handled and managed currency, coin and checks in cash drawer

and balanced them at end of shift by reconciling actual amounts with

recorded ones. Handled vault, safe-deposit and ATM. Stayed abreast of

market offerings to cross-sell and up-sell bank products and services to

customers per established goals.

Notable Achievements:

? Promoted to Business Teller after 3 months of hire by accurately

handling all bank teller tasks.

40 Kenmere Rd. Apt.1 ? Medford, MA 02155

? 617-***-**** (c) ?



to 2006

Learning Center for adult students instituted by Italian Ministry of

Education, University and Research

Computer Instructor

Responsible for teaching computer basics and principles of MS-DOS, Word,

Excel, Access and PowerPoint software by planning, organizing, promoting,

implementing and evaluating a computer course to facilitate students'

learning outcome and to increase their ability to use computer systems and

various applications. Promoted and stimulated daily computer program

participation. Implemented a combination of computer skills plus excellent

communication and people skills to successfully help adult students with

little or no computer experience learn how to use various applications.

Notable Achievements:

? Students' Performance Outcome reflected a 97% passing grade in 8

consecutive courses.

DOVADOLA COMMUNICATIONS, S.R.L., Montesilvano, PE, Italy 1994 to 2004

Marketing and Graphic Advertising firm leader in paint container labeling

for Italian market

Key Account Manager, Business Development

Conducted market analyses, qualification and quantification of prospects,

and consulted with clients on strategies to conceptualize and implement

advertising, packaging, branding programs and plans. Supported assigned

customer accounts in sales & marketing activities and provided assistance

to customers in identifying new opportunities. Prepared and presented sales

& marketing proposals and performed technical presentations. Maintained

knowledge of market trends, competitive actions, product needs, and

customer base. Negotiated contracts and developed proposals as required.

Updated management as to product and service commitments.

Notable Achievements:

? Consistently met or exceeded all department metrics for each eligible

quarter through organizational skills, reliability and


? Promoted from Account Manager to Key Account Manager after three years

of hire.

? Surpassed personal quota of annual $500K in advertising and

marketing bookings by 70% on average each year.


~ Ms and Bs, Economics and Commerce, Universit degli Studi G. D'Annunzio,

Pescara, Italy - 2006

Ms and Bs equivalencies evaluated by WES

~ BSc, Business, London School of Economics and Political

Science, London, UK - expected 2013

Enrolled in Distance Learning Program

? ? ?

~ European Computer Driving License Certification, ECDL, Dublin, Ireland -


~ Station Management Course, International Air Transport Association,

London, UK - 2005

? ? ?

~ Software Skills include: MS Windows, MS Office Suite, MS Outlook, CRMs

Scopus and ACT

~ Language Skills: Bilingual English-Italian, Lower Intermediate Spanish

? ? ?

US/EU Citizenships

40 Kenmere Rd. Apt.1 ? Medford, MA 02155 ?

617-***-**** (c) ?



meet quotas and ensure account retention

Drive entire sales cycle, from prospecting to closing

Maintain consistent interactions with customers

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