Sales Manager

James T. Farmer

214-***-**** (cell)

972-***-**** (home)

Seeking sales leadership position building sustainable revenue in early

stage/growth stage software/services company

. Software/services sales to Fortune companies & government agencies

. Building & consistently executing a successful sales model,

delivering

sales revenue through disciplined, repeatable strategic selling

process

SUMMARY

. Consistently taken on high risk assignments in building sustainable

sales revenue for early stage/market software companies.

. A leader in establishing value based software/solutions and selling

to Fortune 500 companies

. Over 20 years successful b2b sales/sales management in

software/services

. 12 years experience selling and negotiating international

distribution agreements

. 5 years public company Board of Director experience

. Led acquisition teams, managed and integrated three company

acquisitions

. Passionate, positive, hunter selling style emphasizing integrity at

all levels.

Hotsos Enterprises, Ltd. (May, 2008 - Present)

Eastern U.S. Regional Manager Sales

Hired to launch new software product/services with SaaS model for Oracle

workload management. Sold first SaaS system. Sold and oversaw additional

product utility sales and services engagements.

Lumen Institute - Director (September 2007-May 2008)

Lumen Institute is a Christian apostolate that seeks to associate business

leaders who aspire to the values of character, faith, and leadership and

seek to influence their workplace and community through their example.

Represented Lumen in the southwest, networked, planned & executed events.

Xenos Group, Inc. (1995-2007)

President & Chief Operating Officer (2001-2007)

Xenos Board of Directors

. Recruited, hired and managed entire operational management team

. Focused on sales execution, repeat revenue, maintenance retention,

company performance

. Strategized, presented to, and negotiated major contracts with

multiple Fortune companies

. Returned company to revenue growth and profitability

Xenos Senior Vice President Sales (1999-2001)

. Retired aging Xenos products while increasing recurring maintenance

revenue and focusing sales team on product introductions to penetrate

major accounts

. Rebuilt pricing models, repackaged/ redeployed software offerings

. Transitioned business out of all low value/high cost distribution

agreements, and built a direct sales model for N. America and EMEA

operations

President - Gentext, Inc.(U.S. subsidiary of Xenos) (1998-1999)

. Promoted to President, Gentext, Inc.,

. Directly sold all Gentext-branded products

. Restructured company, introduced direct sales model, stabilized

personnel

. Doubled revenue in first 10 months, established consistent

profitability

. Built market strategy to convert from tools company to solutions

company

. Built & executed plan merging all operations into Xenos

Vice President, Sales Xenos Group, Inc. (1995-1998)

. Initial six month assignment to build professional sales force. Built

strategic product acquisition plan. Directly sold all products,

hired, trained reps, and closed all sales. Accepted position as VP

Sales

. Established sales goals, doubled pricing providing value-adds

. Eliminated non-profitable products, focusing on sustainable, scalable

product set

. Generated more revenue in 12 months than all supplier's distributors

combined

. Grew revenue over 50%, 100%, & 100% in each of three years

Sigma Company (1992-1995)

. Established small niche-focused consulting practice for tech

companies focusing on building sales teams, product launch planning,

market positioning

Viasoft, Inc. (1985-1991)

Area Sales Manager - Eastern U.S. (1988-1991)

. Built field organization based on P&L performance establishing

offices in 5 cities. Named company manager of the year

. Responsible for year over year revenue growth/profitability in

software/services, multiple quota clubs

. Responsible for recruiting/hiring technical, field sales, sales

management

Regional Sales Manager - Dallas (1985-1987)

. Responsible for establishing field sales operation/building revenue

for all products from a $0 baseline

. Test marketed and sold company's first product to Fortune companies,

requiring C-level presentations, applied problem solving, solutions

sales approach

. Promoted to Area Manager. Ranked #1 in revenue

Informatics General, Inc. (1979-1985)

Regional Sales Manager - Dallas (1983-1985)

. Promoted & transferred to Dallas responsible for all field sales &

support for southern U.S

. Overachieved regional quota attainment in full year of 84

. Informatics was subsequently sold to Sterling Software

Branch Sales Manager - Kansas City (1981-1983)

. Promoted & transferred to Kansas City responsible for direct sales in

Midwest

. Over achieved quota both years and was ranked #2 among 40 in revenue

Field Sales Representative - Chicago (1980-1981)

. Test marketed and sold first online CICS application development

software, sold first five customers nationwide and led all reps in new

customer software sales.

. Promoted to Chicago field rep selling full product line to financial &

manufacturing clients

Boeing - Computer Services Division (1973-1979)

Sales Representative- Chicago (1979)

. Selected as youngest and one of twelve Boeing employees nationwide to

attend one year intensive training program on building sales value by

aligning business priorities with computer technology. Graduated #1 in

class. Sold financial modeling and engineering computer services.

Exceeded annual quota in first 6 months

Customer Service/Operations (1973-1978)

. Tech/Support rep, mainframe operator, systems analyst full time while

pursuing degree full time.

Education

Wichita State University

BA Degree

Multiple management, technical, operational, sales training workshops and

classes, Strategic Selling, Getting the Most, STAR program (EDS bootcamp

model), IBM training, Xerox selling skills, Stephen Covey, MAP (Management

Action Program), etc.

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