Sales Manager

Mark S. Hardardt

** ****** **** ****: 978-***-**** email: *********@***.***

Sudbury, MA 01776 mobile: 781-***-****

Executive Summary

Innovative, results oriented, Senior Sales and Services Executive with over 20 years of worldwide experience in

IT, Software, Hardware and Services. Proven ability to architect, develop, recruit and manage sales and

services organizations of various sizes and scope for new and existing market offerings. General Manager

experience with full P&L responsibility. Major strengths include:

- Strategic Planning - Leadership - Consistent Over-performer

- Teambuilding - Negotiating - Channel and Direct Market Models

Professional Experience

‘07 – Present Ektron, Inc.

Senior Vice President of Sales and Business Development

- exceeded targets and grew gross bookings over 40% on average the past three years,

- transformed direct sales and go-to-market model from transactional to consultative solution selling for

growing Web Content Management Software company,

- redefined partner and channel strategy to increase revenue contribution by partners over 30%

- doubled European revenue contribution over the past year,

- defined sales processes and operational efficiencies for sales cycle improvements and employee

development

Sales Management Consultant

- provided direct and channel sales and business development consulting services to early and mid stage

companies,

- redefined sales and go-to-market models with keen emphasis on channel and partner development,

- identified new market segments for growth, along with communications strategy and deliverables for

market entry approach.

‘06 – ‘07 GN Netcom, Inc.

Vice President of Sales and Channel Development

- grew gross revenues over 60% in one year with broad line distributors and direct market resellers,

- implemented sales and go-to-market model for full line of mobile and wireless products,

- exceeded net revenue, gross profit and market contribution targets,

- defined partner strategy, business plans and programs to recruit and enable major resellers & VARs,

- member of task team that integrated merger of GN Netcom and Jabra divisions into one company

‘02 – ‘05 Novell, Inc.

Vice President & General Manager, Worldwide Partners & Channels

Member – Worldwide Management Committee

- introduced transformation of WW Partners and Channels strategy including a complete revision of all go

to market strategies, programs and policies,

- introduced transformation of NA mid and small market business segments to focus on a partner-led sales

and delivery model in the most rapidly growing areas for the company,

- grew NA mid market and small business revenue to over $200M, managed outside and inside sales,

- redesigned both one tier and two tier distribution models and developed demand generating strategies

and programs for solution provider partners,

- led the WW OEM business to 30% growth in ’03 and ‘04.

Vice President, Global Sales Operations

Member – Worldwide Management Committee

- defined and executed Novell's global sales strategy, encompassing Novell's five geographic territories,

consulting service lines, and vertical industry groups,

- drove Novell's efforts to develop and implement sales programs globally including pricing, licensing,

quota setting, compensation plans and sales programs,

- recruited for and enhanced a world-class sales team,

- implemented new strategies and methodologies for delivering and selling value-added solutions to

Novell’s customers and partners.

- As a member of Novell’s Worldwide Management Committee (WMC), comprised of top senior

leadership, set overall corporate strategy and policy for the company, working in tandem with the Novell

Board of Directors. These strategic initiatives included the transformation of the company to an open

source, open standards, horizontal software company and the development of products and solutions for

Identity Management and Resource Management market segments.

‘01 – ‘02 Elron Software, Inc.

Vice President of Channel Sales and Business Development

- led all pre-sales and post-sales customer interaction teams including outside and inside sales, technical

support, services and operations,

- created channel/partner-led go to market model (previous model was direct only) and played the

leadership role throughout the organization in its tactical execution,

- rebuilt the sales strategy to focus on the enterprise market segment and significantly grew the

opportunity and revenue base in this segment,

- developed a maintenance and renewal strategy that significantly increased the recurring revenue stream

- built and executed sales infrastructure including selling methodology, pipeline and forecast discipline

and partner relationship strategy.

‘00 – ‘01 Openpages, Inc.

Vice President of Worldwide Sales

- drove 150% revenue growth year over year selling a comprehensive web-based, content management

enterprise software solution,

- played a leadership role in securing $40M mezzanine round of financing,

- built and led a focused and aggressive strategic and technical sales organization to drive to a leadership

position in the content management market, growing from 7 people to 35,

- constructed and implemented strategy for successful sales penetration in identified target markets and

built a reference base of customers and partners,

- developed and ensured compliance with a consultative, solution sales methodology, sales automation,

forecast and pipeline management, competitive positioning and differentiation,

- led strategic plan development and implementation throughout the company.

‘86 – ‘99

Lotus Development Corporation/IBM Corporation

Vice President, North American Sales

- $400M revenue responsibility, $50M budget, 280 personnel, channel and direct sales

- transformed entire NA field sales organization - developed focus on market segments,

- NA achieved revenue and profit plan for the first time in 4 years.

Vice President, Global Sales & Strategy

- built and managed global accounts group and grew revenues from $20M to over $60M,

- built and managed worldwide channel & direct sales specialist organization,

- member of senior management task force that created initial go to market internet strategy.

Vice President, Communications Products Sales – North America

- led Lotus Notes and cc:Mail channel and direct sales teams (over 100 personnel) and grew

communications products revenues over 300%.

Director, Communications Products Sales – North America

- defined initial sales strategy and go to market model for Lotus Notes and cc:Mail,

- built channel and direct field sales team dedicated to communications products.

Regional Director - over 140% growth with Region of the Year honors,

District Manager - over 150% growth over 2 years with District Manager of the Year honors,

Sales Manager - over 200% of goal in 18 months with Sales Rep of the Quarter & Year honors,

Awarded 12 Achiever’s Club positions in 12 years on quota

Education

MBA, Marketing, Fordham University

BS, Business Administration, Manhattan College

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