Sales Manager
ANN CHAMBERLIN
*** ********* ****** ****: 310.***.****
Manhattan Beach, CA 90266 abmrxo@r.postjobfree.com Mobile:
SALES and MARKETING EXECUTIVE
Sales and Account Management Leadership ? Team Development and Training
Channel Strategy, Development and Execution ? Sales Operation Optimization
Sales and marketing executive with a proven track record of increasing
revenue by establishing new sales departments to address new markets,
developing and implementing market focused strategies, streamlining
operations and leading the sales force to greater productivity
~ Exceeded annual sales objectives. Attained 130% to 190% of plan each
year.
~ Built a scalable enterprise sales organization by implementing and
establishing sales procedures, decentralizing decision making and
empowering field sales managers, increasing productivity by 10%.
~ Developed and implemented go-to-market channel sales plan with P&L
responsibilities which resulted in 60%+ annual growth in revenue and
300%+ growth in margin.
~ Created market strategy, developed metrics, coached and developed
SMB/Inside Sales teams. Increased revenue 100% quarter over quarter
~ Led upwards of 50 people in cross functional teams.
PROFESSIONAL EXPERIENCE
Everbridge, fka 3n Global (National Notification Network) Glendale, CA
Senior Sales Director, SMB, Partner Development and New Enterprise Markets
2005-present
Everbridge is a provider of a SAAS and GIS automated communication tool
used to increase operational efficiency, particularly in business
continuity & human accountability and bought by directors and vice
presidents of IT, Information Security, Business Continuity and Human
Resources. Led teams of up to four sales people with three outside
contractors.
. Senior Director of SMB/Inside Sales
o Identified go-to-market strategy, defined sales process and
metrics within SalesForce.com, identified marketing key
messages, developed SMB web pages and composed talking, voice
mail and email scripts
o Hired, coached and developed SMB and Inside Sales teams (in-
house and contractors)
o Increased SMB revenue 100% and grew associated revenue from
Inside Sales efforts 400% quarter over quarter
. Senior Director of Partner Development
o Created indirect channel. Developed strategy, recruited, on-
boarded and managed company's first national, international and
technical partners. Key partners include AT&T, Verizon Wireless,
Accuweather, NC4, CSC, Unisys and SimplexGrinnell. Grew indirect
channel revenue to 20% of overall corporate revenue.
o Developed on-boarding procedures, sales enablement materials and
training modules that accelerated partner enablement and
decreased time to "revenue-readiness" by three months
o Created Account Plan templates so team could establish and track
goals and objectives for partners.
. Sales Director for New Markets
o Recruited and coached enterprise and education sales team.
o Built education-focused sales vertical. Increased the number of
k-12 educational clients and revenue by 50% in six months.
Landed key accounts in Higher Education such as Virginia Tech
and Pepperdine.
o Opened new Canadian territory. Closed company's first product
and professional services sale over $1,500,000.
ZyXEL Communications Anaheim, CA
National Channel Sales Manager 2004
Taiwan based manufacturer of broadband networking products, including
network systems, security and wireless appliances with international
revenues of $215 million. Hired to develop and implement the company's
plan to move security (firewall & IDS) and wireless products from SOHO to
Enterprise market. Led a team of five sales people and one admin.
. Developed and implemented go-to-market plan with P&L responsibilities
which resulted in 60%+ annual growth in revenue and 300%+ growth in
margin on a budget of $3M.
. Grew revenue by 60% in one year by repositioning the sales force
(channel) from price to value, while coaching the sales force on
consultative sales strategies, positioning them to solution-sell and add
additional value to our clients. Created commission plans to match
strategic goals.
. Crafted SOHO market plan and budget including market segmentation,
competitive positioning, market messaging, channel identification, sales
planning and advertising campaign planning. Reported P&L progress weekly.
. Automated activities with finance and CRM systems resulting in improved
decision making and decreased turn around time, while increasing the
amount of customer contact by 15%.
Trillium/Intel Corporation, Los Angeles, CA
Regional Sales Director 1997 - 2003
Trillium, a $40M provider of tele, data, wireless and security OEM
communications protocol software and professional services solutions to
telecommunication infrastructure equipment manufacturers, was sold to
Intel in August of 2000 and later augmented with security and storage
protocol software solutions. Promoted from Sales Manager to Sales Director
to lead a staff of five direct and two indirect reports
. Achieved 113% of quota while consistently producing 35% of
company/division revenues by building a top performing sales force
covering F500 companies such as Lucent, Newbridge, Alcatel and SAIC.
. Generated a stream of $20,000,000 in associated revenue through the
development of the division's new security software and professional
services and by utilizing SPIN and ROI-based sales techniques.
. Increased revenue from key account from $300,000 to $3.8 million in four
years through a consultative selling approach. Sold to all levels of
organization, including VP of Engineering, VP of Quality, purchasing and
marketing.
. Lead and coached sales teams in $40M in contract negotiations, including
strategic supplier, international and custom royalty agreements.
. Built a scalable organization by implementing and establishing sales
procedures, decentralizing decision making and empowering field sales
managers, increasing productivity by 10%.
. Spearheaded multiple lead generation programs, resulting in a 10-20%
increase in new leads.
District Sales Manager
. Exceeded annual sales objectives. Attained 130% to 190% of plan each year
in assigned territories and major accounts.
AT&T-Unisource Amsterdam, The Netherlands
EVUA Sales Director 1995-1997
AT&T-Unisource was a US-European joint venture created to provide pan-
European communications services. The European Virtual Private Network
Users Association (EVUA) was an advocacy group of 50 Global Fortune 1000
(G1000) companies whose members accounted for over 50% of ATT-Unisource's
Voice Services revenue. Led upwards of 50 people in cross functional
teams.
. Increased revenue $4 million annually by positioning AT&T-Unisource as
the premiere vendor to the EVUA.
. Negotiated corporate buying agreements used by individual EVUA members
for their $6 million in annual purchases.
International Sales Consultant
Managed the bid team, authored the business and technical areas of RFx
responses, and designed the voice and data networks.
. Awarded first European Commission bid won by the company, an Internet
Access contract.
PACIFIC BELL, Van Nuys, CA
Account Executive 1991-1993
Pacific Bell is a Regional Bell Operating Company offering voice and data
networking services.
. Achieved at or near quota results designing and selling voice and data
communication solutions that improved the efficiency of mid-sized
businesses. Utilized SPIN and ROI based sales techniques.
EARLY EXPERIENCE HIGHLIGHTS
Prior to 1991, held various sales and credit positions At Wells Fargo Bank.
Graduate of the bank's commercial lending program.
EDUCATION
MA, International Business, Webster University, Leiden, The Netherlands
(1995) (Included studies in China)
BS, Business Administration, University of the Pacific, Stockton, CA (1986)
(included studies in Zurich, Switzerland as well as a Semester at Sea)
Management Training
. Managing Through People, Intel (March 2002)
Account Management Training
. Power Based Selling, Intel (February 2002)
. Proprietary Account Management programs based on SPIN consultative
selling principles. AT&T-Unisource and Pacific
Bell
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