Charles D. Hensley
** *. ****** ****** 609-***-****
Collingswood, NJ 08108 *******.*.*******@*****.***
Enterprise Systems Sales Executive with Extensive Record of Accomplishment
Summary of Qualifications :
Tenacious sales professional with record of achieving and exceeding goals in a
wide range of information technology market sectors. Excel in solution
selling, accomplished at building rapport with C-level management to define
buyer's goals and establish seller's power positions. Demonstrated leadership
by developing a formal needs survey interview and documentation process to
drive a consultative selling approach within the company.
Experience and Accomplishments :
Keystone Information Systems, Inc., Maple Shade, NJ
Regional Sales Director 1999 to
Present
Lead sales executive in multi-state territory selling Financial, Human
Resource, Revenue and Educational Records Administration software applications
to mid-market municipal governments
and education enterprises. Personal sales functions include business
development and all aspects
of new-account ERP system sales. Also directed two sales associates and
outside consultants while personally closing business as lead sales
representative.
Sold approximately forty new-account ERP systems with individual sales
contract values typically ranging from $200,000 to $1,000,000. Primary market
states include PA, NJ, MO, RI.
Obtained the first company new accounts in five new state markets (IN, KS, MT,
TN, WA).
Honored with "Yellow Winners Jersey" company-wide award for outstanding
employee performance, based on closing 4 new-account, complete ERP system
sales in a 6 month period.
Sold company's first K-12 Public Educational Service Agency contract (Berks
County PA Intermediate Unit) to include re-marketing agreement for state-wide
sale of software products to participating school districts.
Account Executive - Government & Public Education Systems 1995 to 1999
Closed multiple new-account contracts in each of the company's top 5 strategic
State markets, plus sold major upgrades and add-ons to the company's largest
established accounts.
Obtained majority of company's largest ever contracts including, $3.5 Million
to Philadelphia School District, $1.5 Million to Springfield MO Public
Schools and $1.2 Million to Schenectady City School District.
Sold first company new accounts in three additional new state markets (NC, SC,
VA).
Account Executive - Commercial Sector Business Systems 1990 to 1994
Sold a dozen complete MRPII discrete Manufacturing and Wholesale Distribution
ERP Software Systems to New Jersey companies, ranging from 100 to 1,100
employees.
Charles D. Hensley Page 2
Proven Skills in Multiple Market Sectors Including: Commercial Enterprises,
Public Sector (Government & Education) and Professional Services Sectors
All aspects of effective, persistent prospecting
Creation of appealing marketing messages and content for sales and advertising
campaigns
Account Penetration, needs definition
Delivery of winning sales presentations and negotiation of enterprise level
contracts
Professional, successful proposal production, including extensive RFP
responses
Development of RFP documents and needs analysis surveys, for use by
prospective clients
Coordination of sales efforts with channel and business partners
Configuration of underlying hardware and database management infrastructure
components including server environments for IBM, HP, Dell and other major
manufacturers
Management of sales and sales support staff
Prior Sales Experience :
Account Representative, CCH Computax Inc. - International supplier of
on-line and in-house tax processing and financial management systems for
Professional Accounting and Legal Service sectors with approximately $1
Billion Annual Sales. Eastern Pennsylvania Sales Territory. Recipient of
"Masters Club" annual sales over-quota travel awards.
Zone Sales Manager, Unisys Corporation - Industry leading information systems
provider. Managed 4 sales associates and 2 technical support staff in
Northeastern Pennsylvania, full-line commercial sales territory. Recipient of
"Legion of Honor" annual sales over quota travel awards.
Education :
Bachelor of Business Administration - Temple University, Philadelphia, PA
Graduated Cum Laude (3.4 GPA) with dual majors of Marketing (4.0 Avg.) and
Management.
Personal Interests :
Community Activities - Collingswood Proud Neighbors, Assistant to President
- Civic group that raises funds for neighborhood causes, performs community
volunteer work and promotes historic preservation and quality of life in my
hometown, Collingswood NJ.
Other Activities - Enjoy World and US Travel, also active in sports including
tennis and membership for in-door pick-up basketball league
Charles D. Hensley Page 3
Personal and Professional References :
Mr. Gregory Viola
Director
Deloitte Consulting LLP
1700 Market Street
Philadelphia, PA 19103
215-***-**** / ******@********.***
Mr. David Crimmins
Sales Executive
Kronos, Inc.
2250 Hickory Rd. Suite 400
Plymouth Meeting PA 19462
215-***-**** / *****.********@******.***
Mr. Brian Adamson
Director - Business Management & Analysis
Morgan, Lewis & Bockius LLP
1701 Market St
Philadelphia PA 19103-2921
215-***-**** / ********@***********.***
Additional references available on request.
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