Sales Manager

Curtis Gekle

** **** *** ***** 339-***-****

Concord, MA 01742 *.*****@*******.***

SENIOR EXECUTIVE

15+ years successful international experience providing strategic, fiscal, sales and operations leadership

in uniquely challenging situations

SUMMARY OF QUALIFICATIONS

Dynamic, results-oriented leader with a strong track record of performance in entrepreneurial and corporate

environments. Utilize keen analysis/insights and team approach to drive organ izational improvements and

implementation of best practices. Superior interpersonal skills, capable of resolving multiple, complex (sales,

marketing, human resources, legal, financial, operational) issues, and motivating staff to peak performance.

Additional areas of expertise include:

Strategy, Vision and Mission Planning Finance, Budgeting and Cost Management

Sales and Marketing Leadership Team Building and Performance Improvement

Employee Development Policy and Procedure Development

Contract Negotiations and Strategic Alliances Human Resources Management

PROFESSIONAL EXPERIENCE

DUCK CREEK TECHNOLOGIES 2007 to 2009

A $30 million leading producer and distributor of insurance software solutions.

Executive Vice President of Sales and Marketing

Championed a corporate culture change from being product focused to customer/sales focused .

Developed new sales methodology that grew revenue by 30%.

Created new industry analyst program which resulted in 100%+ increase in brand awareness, brand positioning

and leads.

INFOR GLOBAL SOLUTIONS 2006 to 2007

A $2 billion leading global producer and distributor of integrated ERP/financial software solutions.

General Manager/Senior Vice President of Performance Management

Full world wide P&L general management responsibility for the $165 million Performance Management

international division. This entailed the strategic direction and management of sales, product management,

product development (Research and Development), business development, presales and consulting services

for the Performance Management division. This division consisted of 600 people.

Increased operating profit by 15% by restructuring sales, consulting services and product development.

Grew revenue by 20% through value positioning, product rationalization and distribution channel strategy

implementation. 60% of my revenue and staff were based in Europe.

COGNOS CORPORATION 1987 to 2006

A $900 million global producer and distributor of Business Intelli gence/Performance Management software

solutions.

General Manager/Senior Vice President of Field Operations, Americas Operations (2005 to 2006)

Complete P&L responsibility for this South and North American $500 million division. This included strategic

direction and management of sales, business development/field marketing, consulting services, presales, legal,

human resources and finance. This division had 875+ employees in the Americas for FY05.

Lead the Americas Operation with overall delivery management of software, services and customer

satisfaction.

Produced revenue growth of 20% while increasing profit margin by 20%. The Americas Operations revenue for

fiscal years FY04, FY05, and FY06 was 330M, 410M and 495M.

Reported directly to SVP of World W ide Field Operations. Highly visible role within the executive management

team to ensure representation and alignment to the global vision and strategy.

Curtis Gekle 339-***-**** Page 2

Defined, communicated, and implemented the global field strategy for the Americas, which consisted of working

to gain market share and establish new business through the development of existing and new markets and

channels.

Successfully marketed, sold and implemented products, services and solutions to Global 3500, SMB (small

medium business) and Public Sector markets.

Marketing included leading a group of 40 people to provide market segmentation, lead generation, and program

execution.

Sales entailed leading a group of 400+ sales and pr esales people to provide new prospect acquisition, existing

customer expansion and customer satisfaction and success.

Assisted in revamping the entire sales pipeline and forecasting processes, which resulted in the implementation

of Salesforce.com.

Vice President of Sales, Americas Operations (2004 to 2005)

Responsible for sales team which entailed leading a group of 400+ sales and presales people to facilitate new

prospect acquisition, existing customer expansion and customer satisfaction and success.

Overseeing the implementation of the region’s account plans and sales methodology by defining the go to

market (GTM) model. The GTM included targeting markets, key market segments, market offerings, and

competitive strategies.

Managed direct reports and helped those individuals reach their full potential.

Provided strong leadership and built high performance teams in a fast changing environment.

Ensured the GTM strategy was aligned to the overall company’s GTM strategy.

Monitored and managed financial and org anizational metrics on a weekly and monthly basis and adjusted the

business as required to meet the objectives.

Maintained overall accountability for a high-level customer satisfaction and success.

Vice President of Business Intelligence (BI) Sales and Services, Americas Operations (2002 to 2004)

Sales entailed leading a group of 300+ sales and presales people to facilitate new prospect acquisition, existing

customer expansion and customer satisfaction and success.

Services consisted of leading a group of 250 people in providing a range of offerings, which included but are

not limited to: quality assurance, implementation assistance, knowledge transfer, training, and the full

management and execution of projects.

Played a role in acquisition of Adaytum Inc., which resulted in significant diversification of the company’s

revenue by moving into the Business Performance Management Space.

Championed the optimization of the sales cycle through prospect identification, territory mapping, formal lead

tracking, customer profiling, pipeline management and consultative solution sales support -- providing the tools,

collateral, resources, presentations, and competitive information to orient teams toward likely opportunities.

Other COGNOS Positions

Area Vice President of Sales, Northeast Area

Regional Manager, New York Region

Account Executive

Solutions Architect (presales and consulting position)

GTE CORPORATION

Software Engineer

A designer and developer of a videotext system. One member of a 100-person development team.

EDUCATION

Bachelor of Science, Mathematics, Siena College

Columbia Senior Executive Program, Columbia University

Executive Excellence Program, Generative Leadership Group

AWARDS

CEO’s Commitment Award

Sales Manager of the Year and always within top three worldwide

Account Executive of the Year and always within top five worldwide

Attained Presidents Club (100% club) consecutively for 15 years

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