BERTO DE BENEDICTIS ACCOUNT DEVELOPMENT & MANAGEMENT PROFESSIONAL
PROFILE
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
Management
? Account and Renewal Management ? Trade
Show Booth Manning and Networking
? Pipeline Management
? Corporate Event Presentations
EXPERIENCE AND ACCOMPLISHMENTS
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
shortages.
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
SMS.
? 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
procedures.
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) ? abmrx5@r.postjobfree.com
BERTO DE BENEDICTIS PAGE 2 OF 2
C.T.P., CENTRO TERRITORIALE PERMANENTE, Silvi Marina, TE, Italy 2004
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
resourcefulness.
? 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.
EDUCATION AND PROFESSIONAL DEVELOPMENT
~ 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 -
2004
~ 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) ? abmrx5@r.postjobfree.com
IMMEDIATE VALUE OFFERED:
Consistently
meet quotas and ensure account retention
Drive entire sales cycle, from prospecting to closing
Maintain consistent interactions with customers