Sales Manager

Randal J. Skipper

* **** *****

Centerport, NY **721

631-***-****-Home

631-***-****-cell

Senior Sales Management Executive

Entrepreneurial and strategically oriented executive with extensive experience selling and marketing

IT related software. Proven ability to lead from the front and direct all key sales functions associated with

Technology Company. Strong record of attracting, hiring, motivating and retaining top technical and

business talent. Demonstrated ability to take a new or unproven technology and create a scalable,

repeatable sales process that results in maximum accountability and visibility to the sales pipeline.

Successfully built and leveraged multiple routes to market (Web, OEM, Direct and Channel)

encompassing a unique range of experiences from the high transactional nature of web sales to the

complex multi million dollar enterprise engagements. Results oriented team player who prides himself on

forecast accuracy, and a mentality that is driven to win regardless of the market conditions or market

position of the products being sold.

AREAS OF EXPERTISE

General Manager//P&L Management// Startup Company Management//Profit

Improvement//Management Reporting Systems//CRM Systems//Productivity

Improvements//Business Finance Cost Management//Contract Negotiations//Team Building &

Leadership//Sales Forecasting//Time Management//Role Model & Mentoring//Acquisition & IPO

Marathon Technologies, Inc New York, NY (Virtualization)

VP of Sales-Americas (2008-present)

Executive staff member, reporting to the President/CEO. Establish sales strategy and infrastructure for

entire sales organization. Restructured entire sales organization and developed a new inside sales team.

• Grew business over 30% first year

• Managed P&L for Americas

• Designed and developed inside sales team

• Moved from 100% channel business to a 75% channel to 25% direct business

Signacert, Inc Portland, OR (Application Version Control)

VP of Sales-Americas (2007-2007)

Recruited to this startup with senior-level responsibility for building sales strategy and management

controls to enable the company to function successfully. Recruited, motivated and mentored all sales and

presale people.

• Established and implemented Salesforce CRM system

• Recruited and trained Regional Installation Specialists that improve sales by enabling customers

to receive maximum performance from the company’s systems

• Sold first ten beta customers and demonstrated overall return on investment

• Developed ROI calculator

Messagelabs, Inc New York, NY (Saas Security)

VP of Sales – Americas (2002-2007)

Executive staff member, reporting to the President/CEO. Lead strategy and concept

development for the Americas. Led UK based company into US market. Principally involved in

sales, business development, marketing and overall business operations.

• Directly involved with Vision, Strategy and Execution processes

• Managed a PL in excess of $60 million with responsibility of 120 people in the Americas

• Designed an Indirect reseller strategy and lead the execution steps and rollout programs

• Developed the SMB go to market strategy

• Responsible for cross functional business team and execution to business plan

• Direct Marketing, Web Marketing and Demand Generation programs

• Managed P&L for Americas

• Grew Americas business to $100M in revenues and over 4000 customers

• Acquired by Symantec for $800M

Marimba, Inc Mountain View, CA (System Management)

VP of Sales-East (1998-2002)

Joined Marimba as a startup company. Primary mission was to build a sales organization in the East.

Responsible for all field sales 25 people in the Eastern Region. Major accomplishments included:

• Top region responsible for 66% of company revenue

• Created first company vertical – Financial market

• Involved in a very successful IPO

• Region of the Year- 1999, 2000, 2001

• Acquired by BMC for $239M

Intelligent Interactions Alexandria, VA (Advertising Targeting Engine)

VP of Sales – US (1996-

1998)

Responsible for all field sales and customer support operations in the United States. Primary mission is to

pursue new sales, recruit and hire new direct sales force to drive software product sales and services to

Internet companies. Major accomplishments include:

• Sold the first 7 Beta customers, which generated over $800K in bookings.

• Recruited and hired 5 high quality individuals in the first 60 days.

• Worked in the process of generating outside funding through venture capital firms.

• Conducted extensive Market Research on the Internet Market Place.

• Developed and executed sales strategy

• Company was acquired by 24/7 Media Corporation for $7.7 M

Oracle Corporation Redwood Shores, CA (Database and Application Software)

Global Account Manager – World Wide (General Electric/Phillip Morris) (1993 – 1996)

Responsible for all sales and customer support, 24 people reported to me directly. Managed my own P/L

as well as all recruitment and selling. Major accomplishments included:

• Grew sales from $900K to $35M

• Global Account of the Year (1995) General Electric

• Achieved over 150% of Quote each year

• Sold one of the largest application sales in Oracle history ($200M)

• Achieved Quota Club/President honors every year 1993-1996

Application Sales Manager (1991 – 1993)

Responsible for starting application business in the Northeast. Sold the first application customer in

Northeast (Timex). Selling Financial and ERP solutions. Also recruited sales people as well as sales

support.

Dataworks Corporation San Diego, CA (ERP) (1988 – 1991)

Regional Sales Manager – Northeast

Responsible for starting a new operations in Northeast, recruited 6 sales in the east. Territory covered the

area of Maine to North Carolina. Major accomplishments included:

• Salesman of the Year (1988, 1989)

• Generated 60% of company’s revenue (4.5M)

Gull Resource Management Systems Smithtown, NY (ERP)

National Account Manager (1986 –

1988)

Responsible for opening major accounts (i.e.: Kodak, Siemans, Xerox). Major accomplishments

included:

• Salesman of the Year (1986, 1987)

• Over 320% of target

EDUCATION:

Baltimore Maryland University

B.S. Marketing

Received full scholarship for lacrosse

Special Interests

Golf, Skiing, Boating, Coaching Lacrosse and all athletic activities

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