Sales Inside
Resume:
Al Carrion
Dublin, CA *****
Cell phone: 408-***-****
Email address: **************@*****.***
PROFESSIONAL EXPERIENCE
Sendmail Inc, Emeryville, CA 2008 – 2009
Sales Development Manager
Manage a team of sales development representatives tasked with generating appointments/meetings with C level
executives for Sendmail regional sales managers. Fully responsible for generating, processing, qualification and
reporting of all inbound leads from company website, Salesforce.com, tradeshows and marketing events. In charge
of developing and implementing all lead generation activity in Salesforce.com and Marketo. Work in tandem with
marketing team to generate collateral for the regional marketing campaigns and execute them successfully. Fully
responsible for forecasting, managing, developing and reporting of prospect opportunities. In charge of managing all
corporate sales tools such as VisitorTrack, Jigsaw, Connect and Sell, ZoomInfo, Salesforece.com and Marketo.
Work closely with sales development representative to coach, train and mentor them in order to achieve high levels
or performance and results. Develop strong relationships with multiple departments to generate maximum efficiency
of lead generation processes and procedures.
Achievements:
• Successfully created and implemented new lead generation processes and procedures for Salesforce.com and
Marketo.
• Achieved 80% 52 F1000 meetings/appointments for the past 6 quarters against a goal of 75 meetings. Including
appointments/meetings with Walmart, HP, AT&T, Exxon Mobile, Ernst & Young, The GAP, Amazon.com,
Wells Fargo and Electronic Arts.
• Key member of Salesforce.com implementation team which let to successful launch of Saleforce.com in
February of 2008.
• Developed all metric reports for SDR activities, pipeline and goals.
• Successfully launched and executed 10 regional marketing campaigns which generated over 100 mining
opportunities.
• Successfully integrated sales tools Jigsaw, ZoomInfo, Marketo, and VisitorTrack to Salesforce.com
• Developed outstanding SDR team which has contributed approximately $2M to company revenue forecast in
2008.
Fortinet Inc, Sunnyvale, CA 2007 – 2008
Inside Sales Channel Manager
Manage 6 inside channel account managers with a team quota of $1.8M per quarter. Responsible for building
relationships, education, and overall account management of over 600+ channel partners to drive incremental
revenue. Coach and train inside channel account managers by developing their sales skills and techniques. Ensure
the growth, development, and success of the 600+ Silver level partners.
Achievements:
• Successfully implemented new inside sales processes and procedures such as TAC and Customer Service
escalation procedures.
• Developed technical training lunch and learn classes.
• Created repository for inside sales data and information.
• Launched lead flow process for inbound inquiries.
• Developed forecasting accuracy and weekly commit reports in Salesforce.com
• Implemented partner recruitment plan with new distributors Ingram Micro and Tech Data.
• Conducted one on one sales coaching and training with individual team members.
New Focus a Division of Bookham Inc, San Jose, CA 2005 – 2007
Sales Operations Manager
Fully responsible for all day to day sales operations of a $28M per year New Focus division including customer
service, inside sales and sales analysis. This includes processing 2400 orders per quarter, proactive outbound calling
campaigns including qualification of inbound leads and presenting weekly sales analysis to senior management.
Responsibilities also include purchase order quality control, review of all supplier agreements, managing customer
escalations and Siebel administrator.
Achievements:
• Successfully led full implementation of Siebel CRM on Demand.
• Created first New Focus training manual for ERP system Fourth Shift.
• Deployed the automated New Focus daily sales booking report which provided the senior staff visibility of the
Sales Revenue Tracker in one hour as opposed to two days.
• Implemented the ERP auto release order process which increased daily order administration productivity by 5%
• Created the first New Focus warranty pricing matrix.
• Launched 2005 proactive outbound telemarketing campaign which resulted in achievement of the 2005 catalog
revenue goal of $11.5M.
• Launched 2005 e-commerce campaign which resulted in a 400% increase of e-commerce usage and increased
our customer satisfaction rating across our entire customer base.
• Achieved effective interaction with the key departments of manufacturing, production, finance and shipping
which resulted in the achievement of 95% on time delivery, significant decrease in shipping errors and higher
customer satisfaction.
Airespace Inc, San Jose, CA 2004
Inside Sales Manager
Managed qualification and processing of all presales inquiries sent to Airespace. Responsible for presales training
of channel partner’s inside sales teams. Generated closed end loop information on prospects generated by marketing
campaigns. Managed and compiled requests for information (RFI) and requests for quote (RFQ). Responsible for
timely response to RF prediction requests from customers, VARs and OEM partners. Responsible for data integrity,
training and overall administration of Salesforce.com
Achievements:
• Developed and implemented lead generation procedure to successfully qualify over 3000 prospects per quarter
which led to over 160 appointments per month.
• Created custom Executive Summary lead generation report.
• Responsible for successfully outsourcing RF predictions to channel partner.
• Implemented the SANT RFQ data base which streamlined the RFQ process while creating a repository for RFQ
information.
• Successfully trained territory sales managers on Salesforce.com CRM and developed Salesforce.com training
manual for territory sales managers.
Proxim Corporation, Sunnyvale, CA 2000 – 2004
Service Program Manager
Responsible for all aspects of ServPak service support program including sales, implementation, inventory, terms
and conditions, profitability, pricing and creation of new support offerings. Responsible for OEM partners service
level agreements. Responsible for any custom support offering that fell outside of the standard terms and conditions
of the product warranty. Responsible for ServPak assistant who books ServPak orders, renews ServPak contracts,
creates ServPak quotes, and oversees overall administration of the ServPak program.
Achievements:
• Launched new ServPak program in March 2003 which resulted in $1M in service revenue for fiscal year 2003.
• 25% year over year service revenue growth from 2002 vs. 2003.
• Grew customer base from 87 to 400 new service program customers for fiscal year 2003.
• Completely revamped Proxim’s support offerings on both LAN and WAN product lines.
• Increased overall customer satisfaction for 2003.
• Successful implementation of Siebel ERP database for sales and tech support departments.
Proxim Corporation, Sunnyvale, CA
Inside Sales Manager
Manage and supervise a team of 10 inside sales representatives to meet and exceed sales quotas and assigned goals.
The inside sales team was responsible for lead generation via outbound calls to targeted wireless end users (WISPs,
K-12, hospitals and universities) and inbound presales inquiries. Inside sales team was responsible for management
of their respective territory VARs and providing individual quarterly sales forecasts. Provided coaching, training,
mentoring and vision to the inside sales reps.
Achievements:
• Trained, coached and mentored Inside Sales Team which met or exceeded all assigned goals from 2000 - 2002.
• Two inside sales reps were promoted to regional sales managers in 2002.
• Grew Inside Sales Team from 3 inside sales reps to 10 inside sales reps from 2000 - 2002.
• Inside Sales Team completed fiscal year 2002 at 100% of quota with $6M in hardware sales.
• Inside Sales Team completed fiscal year 2001 at 100% of quota with $4M in hardware sales.
• Inside Sales Team completed fiscal year 2000 at 150% of quota with $110M in hardware sales.
• Successful implementation of Salesforce.com CRM
Cisco Systems, San Jose, CA 1995 – 2000
Senior Inside Sales Manager
Manage and supervise 15 service sales associates generating annual revenue of $330M in service sales. Responsible
for the resolution of all escalated service support issues from both customers and field account managers while
maintaining excellent customer satisfaction. Oversee the continued development of outstanding performances of all
team members through mentoring and coaching. Responsible for securing all the tools and training requirements
needed to maintain a high level of performance. Provide leadership, guidance and vision to the team in keeping with
Cisco’s company purpose and mission. Responsible for recruiting and hiring talented sales associates.
Achievements:
• Completed fiscal year 2000 at 110% of quota with $330M in service sales.
• Selected outstanding contributor fiscal year 1998 and 1999.
• Increased service revenue 100% year over year from 1995 through 2000.
• Grew Midwest inside sales team from 5 sales representatives to 15 sales representatives.
• Contributed to successful launch of online Cisco Service Contract Center.
• Contributed to cost cutting migration of lower dollar accounts to outsource company Convergys.
• Successful implementation of Oracle ERP database for customer service.
• Development team member of custom service data base CSM 96.
EDUCATION
B.A. English - San Francisco State University, 1990
References Available Upon Request
Contact this candidate