Sales Project Manager

Tesfalem Arey

**** ******* **. ***** *****, California 95050

Tel: 408-***-**** E-mail: *********@*****.***

Professional Summary

More than 22 years experience in computer systems sales, account

management, channel development, project management and systems

configuration.

National Top Performer Sales Award Strategic Alliance Development and

for Exceeding Sales Quota for 2001 Management

and 2002

Corporate and Developer Solutions Channel Development

Sales

Enterprise Systems Development Team Leader and Mentor

Strategic Account Management Executive Presentations

Contract Negotiation MBA

Comcast, Santa Clara, CA

Sales Account Executive

March 2007 to present

. Sold Broadband technologies (Voice, Video and Data) to businesses,

schools, and major business segments

. Met and exceeded quota consistently.

. Ranked #1 among peers

. Led and trained new hire for Comcast.

. Won 10 award for entrepreneurial skill, leadership and consistently

exceeding quota

BWI

Sales and Marketing Consulting, Santa Clara, CA

Account Manager November 2002 to

2007

. Managed go-to-market and outbound sales activities of Network

Appliance storage solutions for Bear Data Systems.

. Defined partner relationship management (PRM) infrastructure,

technical requirements, and implementation and deployment strategy for

HPS Alliances.

. Managed activities surrounding the development of partner relationship

and opportunity management strategy for worldwide audiences with the

objective of driving alliance revenues and increasing field

productivity

. Investigated and defined infrastructure requirements based on internal

and external user feedback

. Developed project implementation, deployment and training plans that

identify and address PRM technology issues

. Consistently exceeded sales growth targets with ACMA corporate account

customers.

. Developed comprehensive sales programs and managed customer field

sales events.

. Cultivated and managed new customer relationships in the North

American sales region.

. Developed and delivered customer presentations to corporate ACMA

enterprise IT mangers.

. Collated and published customer feedback for future ACMA solutions.

. Developed and implemented strategies and tactics to increase ACMA

product sales.

. Managed and developed new OEM account relationships.

Hewlett Packard Company, Cupertino, CA

Account Manager, HP ISV/Solution Provider Program May

1998 to October 2002

. Developed and managed new business relationships with accounts in the

Northern California region.

. Achieved: $140M in FY 2002, exceeding sales quota by 270%, $127M in FY

2001 exceeding sales quota by 300%. Four consecutive years with top

quota performance within ISV team.

. Developed and implemented strategies and tactics to increase HP UNIX &

NT server sales, resulting in increasing corporate account base by 80%

by winning business in 70 new ISV accounts.

. Managed and developed strategic Independent Software Vendor (ISV)

account relationships, contributing to dramatic revenue growth as

noted above.

. Evaluated, qualified and positioned new accounts resulting in

increased market share and revenue.

. Developed and delivered customer presentations to strategic accounts.

. Analyzed and published customer feedback for the design of future Unix

and NT product releases

HP CSO Sales Organization, Cupertino, CA

Global Sales Services Consultant

December 1995 to April 1998

. Provided high availability configurations and solutions of HP servers

& Workstations, NetServer and HP 3000 systems.

. Evaluated customer requirements and developed system solutions to meet

customer needs.

. Analyzed specific customer problems and worked with customer to

determine optional service and support plan and provided maximum

investment protection.

. Worked closely with PSO Consulting & entire CSO sales team.

. Assisted the DHL, Intel, Unisys, EDS, UAL, Oracle, TRW, GM,

Weyerhaeuser, Ford Aerospace, Pac-Bell & AT&T account teams in closing

strategic opportunities.

. Provided and delivered HP OpenView product consulting to HP sales

force and customers.

HP Channel Marketing, Cupertino, CA

Project Manager September 1992 to October 1995

. Responsible for the strategic planning and tactical execution of

supply chain in support of channel marketing.

. Managed relationships with customer facing suppliers who deliver the

products and services to HP.

. Evaluated and selected qualified suppliers, negotiated business

contracts and commercial arrangements, and ensured the successful and

efficient execution of HP supply chain programs through the suppliers.

. Worked with suppliers to ensure they were effectively equipped and

supported by HP. Shared HP goals and objectives with suppliers and

worked to ensure that they were in compliance with contractual

requirements.

. Performed detailed data analysis in support of supplies objectives,

assessing business performance and impact on business financial

performance.

Education

. Masters of Business Administration - City University of Bellevue

Washington

. Bachelor of Science - City University of Bellevue Washington

. CNE - Novell Certified Network Engineer

. 12 years member of toastmasters

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