Sales Management
Resume:
Janet R. Mayhew
West Chester, PA 19382 abnhlh@r.postjobfree.com
Profile
A successful, dynamic, results oriented sales and management professional with a proven track record of accomplishments in
leading business opportunities and complex sales strategies in the Information Technology and Services industries.
Additional success attributes include excellent communication skills, expertise in solving complex problems, and experience
with team building, and achieving goals through exceptional analytical, planning, and organizational skills. Excel in
developing strong relationships with top-level customer executives.
Areas of Expertise:
Business Development P&L Management General Management
Turn-around Management Visionary Leadership Contract Legal Negotiation
Organization Start-up Team Building/Motivation Compensation Planning
Acquisitions and Integration Direct Sales Management Executive Sponsorship
Professional Experience
Vice President, Business Development, Litigation Management, Inc., Cleveland, OH ______________8/08 – 7/28/09
LMI is the premier provider of comprehensive analysis of medical information for the defense of claims, individual lawsuits,
mass torts, and class actions where health, illness, or injury is an issue. LMI partners with corporations, their insurers, and
defense counsel to provide medical information management services for all phases of litigation - from initial strategy
development through trial completion.
Strategically managed and maximized revenue from new and existing clients.
Built senior level relationships, leads, and prospects.
Developed large and complex proposals.
Built strategic partner relationships that benefited LMI.
Manage all marketing initiatives for LMI
Responsible for the execution of new market entry strategies, to enter new vertical markets.
Marketed primarily in the Pharmaceutical and Legal space.
Director, Business Development, SunGard Availability Services, Wayne, PA 2/05 – 8/08
A $3.4 Billion Dollar Global Service provider of Business Continuity, Managed IT Services, and Professional Services.
SunGard Availability insures uninterrupted access to mission critical data. Responsible for creating opportunities for revenue
growth through channel partners. Targeting partners that can provide access to a new customer segment, i.e. Higher Ed,
Healthcare, or SMB, or can provide key technology, hardware, software or professional services to complement or
supplement SunGard’s availability services offerings.
Responsible for assessing existing programs for performance and functionality.
Developed new partner program methodology and strategies.
Personal revenue target of 11M through partner performance.
Winner of 100% club for revenue goal achievement.
Identified, contracted, directed and deployed new partner programs, and actively managed pipelines and forecasted
new and existing partners.
Worked closely with Product Development to evaluate market sizing, market requirements, and determine whether
to acquire, build, or partner with other businesses.
Development of technical joint custom offerings through technology partnership strategy.
Launched joint marketing and sales plans with new channel partners.
Managed on-going program issues such as channel conflicts, sales incentives, and rules of engagement.
Communicated critical account issues and crafted the company’s capabilities to meet the required needs. Worked
closely with sales engineers, product managers, and subject matter experts to successfully resolve these issues and
capabilities.
Knowledgeable on key industry trends that impact partner verticals.
Strong relationship building skills and track record of success that has been focused on executive relationships and
solutions as well as revenue targets.
Janet R. Mayhew July 2009
Page 1 Professional Resume
Iron Mountain Inc., Boston, MA 1994 - 2005
A $2 Billion global service provider of records and information management services, which include data protection, offsite
storage, digital archiving, professional services, and secure destruction. Iron Mountain employees over 16K employees and
has over 200K customers. I served in various capacities over this 10-year period, which is detailed below:
3/03 – 11/04
Divisional Vice President, Account Management-Strategic Sales
Promoted to this position to work directly for the Division President and build the overall strategies and new structure for the
Multi-national Account Executive Organization consisting of 250 employees and offering products and services for more
than 150,000 customers. Developed the overall, rationalized account management program structured to sustain customer
focus and generate additional revenue through customer retention and new service revenue. Managed performance through
motivation, development of tools, training programs, and accurate processing of financial data for implementation of a new
compensation structure. Built communication channels within and across divisions in support of enhancing the overall
offerings and services. Built internal and external relationships through training and support, ownership, and follow-through.
Developed the annual business plan, budget, and project sales objectives.
Directed and managed all aspects of the Strategic Sales Program for 40+ Account Executives that managed 28% of the
company revenue through the largest 150 accounts. Primary responsibilities included strategic sales planning, revenue
forecasting, sales talent recruiting and evaluation, compensation planning, sales training, client management, client retention
and revenue growth.
Highlights
• Responsible for leading a group of 3 Regional VP’s and 40 senior sales professionals selling the Iron Mountain
solution set to the top 150 Fortune 500 companies.
• In 2004 exceeded team quota by 123% contributing over $11MM in annualized recurring revenue that represented
11% of the total division new revenue growth.
• Developed and implemented strategic sales processes and tools to drive efficiencies and productivity gains resulting
in an increase of 25% direct selling time.
• Instituted value-based selling concepts and methodology that was the foundation of closing large complex, multi-
million dollar opportunities with companies like MMC, Aon, GE, Citigroup, SBC, JPMC and HP.
• Exceeded quota every year by over 120% and qualified for Chairman’s Club each year.
01/00 – 3/03
Vice President and Managing Director, Iron Mountain Consulting, LLP
Responsible for building an engagement practice that delivered consulting and professional services to companies in Record
and Information Management, Electronic Records, and Disaster Recovery. Grew firm from start-up to 40+ consultants and
12M in revenue over a short period. Overall responsibility for delivering consulting services engagements to clients with a
high level of quality, timeliness, and profitability. Responsible for firm thought leadership, new business development, new
practice methodology, and creation of tools within the practice. Directly responsible for hiring and managing vertical
Practice Directors and Project Managers across North America.
02/94 – 10/00
Regional Vice President/General Manager, Iron Mountain Records Management
Preparation of budgets, full profit & loss responsibility, creation of financial reports, interviewing, and staff development as
well as managing exempt employees, developing business plans, purchasing and project management. Designed facility
layout including racking and vault requirements during startup and selected operating software.
Personally grew local Austin business in 1994 from startup to 11M annual revenues through both internal growth and
successful acquisition and rollup. Responsible for 60M in annual revenues for Texas region that included Houston, San
Antonio, Austin, and Dallas
Janet R. Mayhew July 2009
Page 2 Professional Resume
Independent Business Consultant 09/93 – 2/94
Contracted as independent business consultant by Hart Graphics, Inc., Statco MIS, Inc., and Rockford Business Interiors, Inc.
to assist in the start-up of two records management businesses. Conducted market analysis, developed business plans,
marketing plans, and provided capital investment requirements. Assisted with facility selection, vault and shelf layout,
recommended software, developed job descriptions and requirements, drafted operational procedures, and recruited key staff
members. Offered full-time management position to run the Rockford Files facility as General Manager, and ultimately
Regional Vice President over Texas. Acquired by Iron Mountain in 1997.
Vice President / General Manager, File Box Record Management Facility 11/89 – 08/93
Conceptualized and orchestrated the start-up, development and growth of the first automated Records management facility in
Central Texas. Successfully implemented sales and operational campaigns to achieve financial objectives within the first
two years. Pierce Leahy acquired the company in July of 93 at revenue run rate of 6.5Million without any acquisition
contribution.
General Manager/ Leasing Agent, EGP Enterprises d.b.a. Priesmeyer Properties 02/85 – 11/89
Hired by JV and lender to take over all management of a 1200-unit mini storage business that was 35% occupied and near
foreclosure and turned it around to 97% occupancy, 33-million dollar Business. Added truck, trailer, and box side-business
and first air-conditioned mini storage units in the area. Also leased buildings and converted an un-leased building into a
record facility.
Education / Professional Development
Business Administration / Marketing – Texas State University
Executive Coaching – CoachPeople, Inc.
Continuing Education Credits in Records Management
IBM / ISSC training on Disaster Recovery planning, consulting, and sales
Pragmatic Marketing – Product Market /Management Certification
Professional Affiliation and Positions
The Association of Record Managers and Administrators (ARMA) International
Member since 1991 also held positions of Regional Manager, Austin President/ Board Member, Chapter President, Vice
President, Secretary, and Seminar Chair. Appointed as “Chapter Member of the Year” in 1994-1995. Frequently spoke on
Sarbanes and Compliance matters at several local chapters.
The Professional Records and Information Services Management (PRISM) International
Member since 1992, held positions of Fall Symposium Committee Member and Board Liaison, Board Director, and Annual
Conference Committee Member. Held several speaking engagements.
The American Business Women’s Association (ABWA) International.
Member since 1993, held positions on local board, committee chair, head of fundraising.
Strategic Account Management Organization (SAMA) International.
Member since 2000, Speaker and Moderator on several occasions.
Big Brother/Big Sister of Chester County
Active volunteer since 01/05
American Bar Association
Active member since 2008
Philadelphia Bar Association
Active member since 2008
References Available upon Request
Janet R. Mayhew July 2009
Page 3 Professional Resume
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