Sales Manager

Keishawn D. Hodge

**** *. ***** **. *******, CA. 90222

Home: 562-***-**** ( E-Mail: **************@*******.***

Account Manager ( Consultant

Career Highlighted by Success Supporting and Improving Business Activity in

Highly Visible and High Dollar National & Enterprise Accounts

Areas of Strength & Expertise

Relationship Management Disaster Recovery Competitive Analysis

Productivity Improvement Technical Troubleshooting Requirement Analysis

Product Presentation Project Lifecycle Management Mergers/Acquisitions

Systems Implementation Client Maintenance/Retention Technical Training

Customer Technical Support High Dollar Account Systems Security

Management

Solution Architecture and

Design

Professional Experience

newscale, Inc. - San Mateo, California - 2008

Director, Strategic Program Management

Provided comprehensive support for multi-national organization by

maximizing monetary and non-monetary value that both the company and

clients derived from a joint relationship. Managed client programs to

success by building relationships with mid to senior level executives in

order to up-sell and expand the existing program. Routinely partner with

program owners to develop goals, objectives, and strategies related to

futures initiatives and offerings and the plans to execute against them.

Managed message delivery, marketing campaigns, price book, and quoting

tool; demonstrated options maximizing use of customer relationship

management tool.

Led and contributed to meetings and sessions addressing introductions,

training, sales concepts, process updates, and "tips and tricks"

(educating sales executives on new features and effective management of

leads database and data mining); also joined operations meeting discussing

sales expectations and overall issues. Facilitated development of

marketing collateral including advertisements and flyers; reviewed and

edited marketing material prior to submittal to marketing department.

. Collaborated with colleague and product manager/developer of

Salesforce.com on definition and documentation of requirements utilized

by strategic program managers to track time and activities of project

resources. (with results provided to determine further scope, budgetary

and resources allocations needs)

. Managed multiple large-scale international projects (ranged from 500k

to 2M in budgets) by tracking and developing integrated project plans.

. Partner with colleagues in marketing and product management in

developing user groups and guidelines in order to enhance the products

ease of use.

. As part of my role booked 280k in additional projects and services,

closing 160k in three months

PAYCHEX, STROMBERG DIVISION - Long Beach, California - 2007-2008

Application Specialist

Supported $8.8 million in annual sales by working with clients in the

following areas: technology assessments, development of company schematics

and performed industry research to identify services, product needs and

project timelines. Developed before-and-after process flows, presented

information to clients and partnered with sales representatives to create

strategies to meet quota. Established relationships with key decision

makers IT and HR to manage sales cycle and implementation dates. Assisted

with product updates, pricing decisions and event marketing efforts.

Major Contributions:

. Successfully restructured the process for presenting demonstration on

smaller-revenue prospects.

. Instrumental in closing $250,000 in sales in 2 qtrs. by using key

business analysis and product presentation.

ADP - Cerritos and Pleasanton, California and Norcross, Georgia - 1999-2007

Sales Consultant (2006-2007)

Coordinated sales and service delivery to 2 major regions, including

planning sales strategy, assessing client's business needs, while

determining the client's ROI and recommending solutions to Sr. Executives.

Established key client relationships to increase sales and manage product

expectations. Created SOWs to obtain pricing and resource needs. Developed

sales presentations and coordinated product demonstrations (in person and

web-base) to illustrate before-and-after processes. Responding to RFPs and

RFIs. Coordinated across multiple internal departments to ensure quick and

accurate product deliverables. Expert in all aspects of Software

Development Life Cycle (SDLC) and Software as a Service (SaaS)

Major Contributions:

. As part of team, exceeded annual sales quota by establishing strong

client relationships and developing customized client solutions.

. Drove prospective client projects, optimizing research and highlighting

the value of installing various ADP business solutions into existing

business infrastructure thus increasing client process productivity.

Senior Account Manager (1999-2006)

Fulfilled multiple simultaneous functions: account/relationship management,

vendor relations and project management. Managed a $3.4 million book of

business with several Fortune 500 clients. Focused on troubled clients;

developing plans to rebuild relationships and secure new contracts while

working with internal departments to resolve issues. Led cross-functional

project teams to build reporting tools, software interfaces and custom

client solutions. Tested and QA'd software updates and new connection.

Assisted in the development of SLAs, monitoring KPIs and identifying new

business opportunities and determining product enhancement opportunities.

Consulted with clients on software problems, process reengineering and

quality management issues. Supported clients in an ASP environment. Managed

the budgeting process and financial obligation of the organization.

Conducted weekly and monthly service reviews, monitor metrics/performance;

manage and audit provider performance and productivity. Managed all

process, policy and capacity changes that affect operations. Assisted with

SAS70 compliance and internal processes such as payroll and taxes.

Researched and Modified software application, conducted system

configuration and changes; developed relational databases reports

Major Contributions:

. Established the East Coast account management organization representing

$30 million in business and servicing 90 accounts.

. Successfully negotiated and maintained contracts totaling more than $5

million in 3 years.

. Developed new-hire and product training programs for account management

personnel.

. Spearheaded development of general ledger, time and attendance

interfaces utilizing PeopleSoft, Oracle, Kronos, and SAP database

applications

. Successfully managed the scope, schedule and budgets for as many as 15

end to end implementation.

. Appointed to committee formed to select CRM system; resulted in

selection and purchase of Siebel

GENERAL MOTORS ACCEPTANCE CORP. (GMAC) - San Ramon, California - 1997-1999

Credit Analyst Supervisor

Supervised a staff managing more than 1500 automobile accounts with total

annual revenue of $26 million. Provided asset and risk assessment to

determine risk level in extending credit to new customers, focusing on

preventing repossessions and limiting financial liability. Aggressively

monitored client accounts, providing support for vehicle refinancing,

financial counseling, repossession, insurance claims and bankruptcies.

Major Contributions:

. Increased productivity by conducting weekly account reconciliation on

accounts totaling $1 million.

. Audited at least 6 auto dealerships monthly, successfully identifying

and resolving inventory problems.

Education ( Professional Development ( Certifications

Master of Business Administration in Business Management

University of Phoenix ( Pleasanton, California

Bachelor of Arts in Economics ( Humboldt State University ( Arcata,

California

PROFESSIONAL DEVELOPMENT

Project Management Certificate - Villanova University

Clients For Life Training - Tenacity ( Stellar Service Training - Achieve

Global

ITIL V3 Foundation - ITIL Service Manager

Technical Proficiencies

Platforms: Windows 2000; Windows NT, and Windows XP, Novell, AS400, IVR &

ACD, MAC OS X

Tools: Access, MS Project, Siebel 7.5, Crystal Reports, PeopleSoft

8.1(Human Resources and Time and Labor); Oracle 9i (Human

Resources and Financials); SAP 4.6 (Human Resources and Staff

Works Time and Labor); ADP Enterprise (V5), ADP Payforce 1.6,

Kronos Time and Labor, SQL Server 7.0, ProBusiness 7.1, Citrix,

PowerPoint, Excel, PC Anywhere, Webex, Java, Visio, HTML, Report

Writer, Cognos, SQL server 2000 and 2005, SalesForce.com,

Stromberg Enterprise 4.1.6, newScale Request/Demand/Portfolio

center

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