Sales Vice President

J. PETER DONLON

************@***.*** 952-***-****

***** ******* *****, **** *******, Minnesota 55347

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SALES MANAGEMENT EXECUTIVE

Resourceful, results-driven leader building financial SaaS companies

through niche market strategies and multiple distribution channels to open

new domestic and international markets; driving consistent 30%+ revenue

growth; enhancing contribution margins. Recruit high-performing sales

teams and expand the number of producing reps by 40%. Complete acquisition

integration to increase client accounts 100%. Achieve quarterly

expectations, manage through performance metrics and create sustainable

growth. Kellogg MBA.

Sales Force Optimization ( High-Impact Client

Sales Funnel Development Relationships

( P&L Leadership ( Market Segmentation

( Reorganization Plans Strategic Alliances & Outsourcing

( Acquisitions & Integration

Turnaround Leadership

( International Operations

________________________PROFESSIONAL EXPERIENCE________________________

BUSINESS GROWTH STRATEGIES Minneapolis, MN/Washington, DC

2003 - Present

Managing Principal, Consulting

Built business advisory services practice with a focus on sales

optimization strategies to strengthen operating performance, productivity,

organizational efficiency and achievement of financial objectives.

. Increased revenues 8% by improving field force effectiveness and

identifying high-performance sales skills for a technology services

company.

. Identified emerging market outsourcing trends resulting in a strategic

acquisition for an information services company.

. Reduced costs 25% with higher customer service levels by realigning

support structure within the Government of the District of Columbia

Departments for Insurance, Banking, Securities regulation.

. Built best practice technology business models and market adoption

strategies while on Ernst & Young's New Business Acceleration Review

Board and two other Advisory Boards.

VERIFICATIONS, INC. Minneapolis, MN

2008

Executive Vice President, Strategic Account Sales

Reorganized sales/account management capability for SaaS

workflow solutions company delivering products and

services to 2,000 clients leading to growth in revenue and margins.

Built a productive strategic approach to

grow and retain account relationships in a highly regulated market.

Led 11 person staff.

. Achieved a 100% multi-year contract renewal rate with Top 200 national

accounts generating $54 million in annual revenue by cross-selling and

managing escalated client issues to positive outcomes.

. Grew presence in targeted market segments: consumer goods, health

care, financial services, manufacturing, distribution by directing

field sales account-level business/opportunity plans. Aligned

opportunity plans with regional account manager performance goals;

grew sales staff 50%.

. Promoted to also lead 5-person small and medium market inside sales

teams.

API OUTSOURCING, INC. Minneapolis, MN

2004 - 2007

Executive Vice President, Sales & Marketing

Grew sales 20% for financial technical services company to

reduce clients' back office processing costs.

Addressed regulatory compliance needs of clients, such as Wells Fargo,

Fifth Third Bank, Kohler, Delta

Air Lines, G&K Services, Affinity Plus, Spherion, General Mills, Home

Depot, Supervalu, AMN Healthcare,

Lee Enterprises, Time Warner. Managed direct staff of 9.

. Drove recurring revenue growth 14%; business partner revenue growth

43%; professional service revenue 119%. Grew Top 10 account revenue

24%; expanded number of new accounts by 186% through sales force

optimization strategies: resource deployment, segmentation and

analytics, market penetration, field rep training and assessment.

RUESCH INTERNATIONAL Washington, DC

2001 - 2002

Senior Vice President, Sales & Marketing

Grew sales 30% for highly-compliant finance workflow provider with 7,000

clients. Led 200-person sales & account management staff in six US and

three European regions with 9 direct reports.

. Drove number of profitable accounts up 900+; generated both new and

existing client growth; penetrated 16 targeted market segments.

. Cut staff turnover 33% and increased number of producing reps 16%;

realigned field and inside sales organization; recruited 5 regional

managers; improved field training program.

. Raised average account manager productivity 50%; upgraded

sales/account management skills. Reduced time to full productivity

for new hires from 7 to 4 months; improved call-to-close ratios.

PRIMESTREET CORPORATION Boston, MA

2000 - 2001

Chief Operating Officer

P&L responsibility for finance information services processor. Grew

distribution alliances from 3 to 35 - Dell, Sprint, Office Depot, ADP,

LendingTree for point-of-sale financing to customers. Established 60

supplier relationships - Wells Fargo, JPMorgan Chase, Bank of America and

Citibank. Structured transaction processing capability, client services,

call center supporting 6,000 applications per month. Reduced offshore

technology costs $12 million annually. Led successful acquisition.

Expanded operations in Canada. Presented at Goldman Sachs & Capital Z

investor conferences. Managed 8 direct reports.

AEGON GROUP (formerly Transamerica Corp. & Capital Holding Corp.)

1988 - 2000

President, USA Administration Services

Charlotte, NC 1998 - 2000

Senior Vice President, Sales & Marketing

Kansas City, KS 1995 - 1997

Vice President, Sales and General Manager

Durham, NC 1993 - 1994

Second Vice President, Corporate Planning & Analysis Louisville, KY

1990 - 1993

Second Vice President, Divisional Strategic Planning Louisville, KY

1988 - 1990

Full P&L responsibility for workflow subsidiary of $70 billion parent.

Grew revenues 300% and earnings 60%. Increased accounts 233%; eliminated

unprofitable accounts; grew distribution partners to 20% of revenue;

increased transactions 11-fold; lowered unit costs 69%. Managed staff of

115 with 11 direct reports. In an earlier subsidiary, reorganized sales

force and grew customer accounts 100%; sales productivity 20%; client

retention 24%. Responsible for 450 sales and support staff in 20 field

locations with 10 direct reports.

ERNST & YOUNG Chicago, IL

1985 - 1988

Senior Business Strategy Consultant

__________________EDUCATION, FELLOWSHIPS & AFFILIATIONS__________________

KELLOGG SCHOOL OF MANAGEMENT, NORTHWESTERN UNIVERSITY

Evanston, IL

MBA in Marketing & Finance, 1985

UNION COLLEGE

Schenectady, NY

BA in Economics with Academic Distinction, 1979

INTERNATIONAL BUSINESS FELLOWSHIPS with Tata Oil Mills Co., Mumbai, India

and the Thomas J. Watson Foundation, Europe.

AFFILIATIONS Past Chairman, LOMA Strategic Management Board. Chapter

President, Planning Forum. Member, The Collaborative and Minnesota High

Tech Association. Speaker at various national industry conferences;

publisher of numerous articles, white papers and case studies.

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