Sales Customer Service

MARY A. WILSON

**** ******** ***** ( San Diego, CA 92106

858-***-**** *********@*****.***

High performance leader with 15+ years of professional experience creating

and executing value-based sales and marketing propositions that propel

revenue/profit growth. Visionary and strategist extremely savvy in

establishing strong relationships, communicating competitive value, and

exploiting new business opportunities. An effective change agent with a

high level of integrity and energy. Successfully generated $3.2+ billion

in new total contract value over 20-year career.

EXPERIENCE

BUSINESS DEVELOPMENT CONSULTING (Development, Biomedical, Law Firm

Marketing) 2009 - current

Marketing & Business Development Consultant

. Assisted in the development and launch of an aggressive marketing

plan to assist a Sacramento defense attorney in expanding her reach to

adapt to the challenging economy.

. Prepared National Science Foundation Grant applications for small

biomedical company to expand early funding options.

. Successfully developed and launched a fundraising plan for Alumni

Association to provide donors flexible payment options to accommodate

changes in their financial situation, resulting in a retention rate of

96% in 2009.

UNITED WAY OF SAN DIEGO COUNTY (Health & Human Services Organization)

2007 - 2008

Director, Major Gifts

. Established a functional Major Gifts Department by developing and

implementing growth strategies, recruiting volunteers and launching

donor recognition strategies for Leadership Society members ($1000-

$9,999) and Tocqueville Society members ($10,000 +).

. Increased Tocqueville Society membership by 16% in first year by

cultivating relationships with existing donors and soliciting new

members. Resulted in $1.1 Million of new major gift contributions.

. Created strong cross-departmental alliances with Community Impact,

Marketing, Workplace Campaign, and Finance to ensure effective and

positive experiences for donors and volunteers.

. Developed strong relationships with community leaders to ensure the

continued growth of Major Gifts through C-level support of workplace

campaigns.

KINTERA, INC. (Software and fundraising solution provider) 2006 - 2007

Director, Business Development

. Developed more than $6 million revenue through business development

guidance of the sales team, while building bridges between sales,

marketing, product management/engineering, and legal to ensure a

consistent message was conveyed to potential clients early in the sales

process

. Customized marketing, sales, and business development programs, tools,

and processes including the development of compelling sales copy for

formal and informal proposals to potential customers

. Engineered effective sales engagement and proposal development process

between field operations team and internal support team

INFORMED DECISION SERVICES (Business solutions provider) 2000 - 2004

Co-founder, Vice President of Sales & Marketing & Business Development

. Generated annual revenue growth exceeding 90% per year for four

consecutive years from sales initiatives and web-based applications

. New product development included the research, design, test, and launch

of a complete catalog of web-based business case development courses to

include in corporate e-learning libraries

. Provided specialized business case development using a proven step-by-

step decision making process based on client's needs for a variety of

projects in the public and private sectors

SORRENTO NETWORKS (ZHONE NETWORKS) (Optical networking equiptment provider)

2000 - 2001

Senior Manager, Business Development

. Helped generated $500M in new contracts by spearheading business case

supporting entry into optical networking for CATV industry, while

shortening sales cycle by 45%.

. Conducted market assessment and competitive analysis of optical

networking in the Carrier and Cable markets.

QWEST COMMUNICATIONS (telecommunications & technology services) 1998 -

1999

Senior Manager, Government Systems & Education Market

. Effectively managed a team of seven market development managers located

in remote offices supporting State, University, and Federal Initiatives

markets.

. Performed financial analysis, product pricing, competitive assessment

for business cases ranging in annual value from $200K to $1 Billion for

customers such as the U.S. Dept of Treasury and the U.S. Dept of

Energy.

. Structured a complex contract with MiCTA Corporation to accelerate

development of State and University Markets, resulting in more than $30

million in revenue in the first of a 3-year contract.

MCI (telecommunications & technology services) 1993 - 1998

Business Development Analyst, Data Specialist, Sales Representative

. Spearheaded $150 million expansion of integrated software- & network-

services win, rolling out emissions control systems program to multiple

jurisdictions within three years of program launch.

. Drove development of $30 million in additional integrated software- &

network-services revenue over two-year period through vertical market

expansion into on-line firearm registration and fish & wildlife

licensing.

. Improved revenue generation by 22% and customer retention by 15% after

being recruited to increase efficiencies in the management of call

center data in high performing consumer market segments.

EARLY CAREER: Established solid foundation of sales management and quota-

bearing sales experience with Suntrup Auto Group and as a Center Director

with a Jenny Craig Weight Loss franchise. Consistently exceeded sales

goals and lead an award-winning customer service team. (1991-93)

EDUCATION

Bachelor of Science (Economics/Finance)

University of Central Missouri

COMMUNITY ACTIVITIES

High Tech High Foundation, President's Council, & Advisory Board Member

Girl Scouts San Diego-Imperial Council Volunteer

University of Central Missouri Alumni Association

Women in Technology International (WITI)

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