Sales Manager
Resume:
Bruce P. Needle
Sharon, Massachusetts 02067
home: 781-***-**** • cell: 781-***-**** • *****.******@*****.***
SENIOR LEVEL SALES & BUSINESS DEVELOPMENT PROFESSIONAL - SOFTWARE
20+ years of experience including software and online service solution sales leadership with dynamic companies in
the $2MM to $40MM range. Expertise in building repeatable sales models for ‘software as a service’ and enterprise
software companies. Executive team and strategic sales planning experience. Expertise and experience in direct
and channel sales/partnering models. Proven ability to build, passionately empower and optimize high performing
inside and outside sales teams, with loyal and continuous followings. Process and metrics oriented; skilled in the
set up of CRM systems. B.A. degree.
CAREER OVERVIEW
OrderMotion
VP, Sales and Business Development
cMarket, Inc.
VP, Sales and Business Development
DataDirect Technologies, Inc.
North American Director of Sales
Merant, Inc.
Regional Account Manager
Computer Corporation of America
Sales Manager, Sr. Acct. Manager, Manager of Professional Services
DETAILED PROFESSIONAL EXPERIENCE
Self Employed Boston, MA
Financial Representative (02/09-present)
Run independent financial services business in association with Northwestern Mutual Financial Network. Help
individuals, families and small business owners with Insurance (Life, Disability, Long Term Care) planning and savings
strategies (retirement, college funding). Call upon and meet with an average of 50 people monthly, assessing needs
and presenting solutions.
OrderMotion Boston, MA
A venture-backed ‘software as a service’ solution provider for ecommerce merchants.
Vice President of Sales and Business Development (9/07-11/08)
Recruited into this $4.4MM company to serve as executive in charge of both direct and indirect sales channels,
including strategy setting, and sales team leadership. Reported directly to CEO and served on the Executive
Management Team. Built and grew sales teams and pre- and post-sales consultants. Led all business
development initiatives including identifying channel partners and negotiating partnership agreements. Planned
and executed strategy for customer and partner acquisition, and relative performance measurements including
quotas, compensation plans, marketing programs and metrics packages.
Highlights/outcomes during tenure:
• During tenure, OrderMotion revenue increased from $3.5MM to $4.4MM.
• As member of Executive Team, participated in search for new CEO.
cMarket, Inc. Cambridge, MA
A venture-backed company matching marketplaces of non-profits, consumers and advertising, with its core
being an online, on-demand auction services platform. Company closed on three rounds of funding during tenure.
Vice President of Sales and Business Development (2/05-8/07)
Executive in charge of both direct and indirect sales channels, including strategy setting and sales team leadership
for repeatable transaction service sales. Reported directly to CEO and served on the Executive Management
Team. Provided leadership for sales operations, as well as strategic visioning, planning and execution. Directed
a high transaction sales team of between fifteen and twenty-five, including all recruiting, hiring, firing, evaluating,
training, coaching and compensation planning. Led all business development initiatives, including negotiating and
executing partnership deals with national accounts, corporate partners, and/or distribution partners. Set and
measured metrics for success measurement. Utilized CRM tool (Salesforce.com) to track all customer
interactions. Served as primary promoter and evangelist of cMarket at tradeshows, conferences, seminars, and
other speaking engagements, including training sessions for partners and their sales reps.
Highlights/outcomes during tenure:
• Increased direct and indirect sales in US from $300K in 2005 to $1.4MM in 2006, and to $2.5+MM in 2007.
• Personally negotiated national deals with Muscular Dystrophy Association, American Cancer Society, St. Jude’s
Hospital, and Dunkin’ Donuts.
Bruce P. Needle
-2-
DataDirect Technologies, Inc. Morristown, NC
Formed after an MBO from Merant (see prior position, below), DataDirect is a $22MM developer of database
access middleware.
North American Director of Sales (4/02-11/04)
Set strategy, metrics and compensation structure for all North American sales reps. Provided the leadership for a
sales team of two outside sales reps and nine inside reps, including the mentoring for outside reps necessary for
presenting, negotiating, and closing deals with major customers, and the guidance for inside reps in account
planning, online presentations, and sales negotiations.
Highlights/outcomes during tenure:
• Grew the direct sales team from $9MM in 2002 to $17+MM in 2003; 2004 sales were projected at $22MM.
• Provided key assistance in closing major deals with Morgan Stanley, Verizon, Harley-Davidson and other
Fortune 1000 customers.
• Directed a sales team achieving over 120% of group quota in 2003 and 2004.
Merant, Inc. Rockville, MD
A developer of application development tools including content management, configuration management and issue
tracking.
Regional Account Manager (3/01-4/02)
Managed a sales team of three inside sales reps and one pre-sales engineer selling a suite of tools to accounts in
New England.
Highlights/outcomes during tenure:
• Personally responsible for all outside sales activities which led to $2MM product and services sales to
John Hancock.
Computer Corporation of America Framingham, MA
A $40MM developer of database technology and applications, including a data warehouse engine, data
replication, and customer information systems (CRM) for Fortune 1000 companies.
Sales Manager, Senior Account Executive, Manager of Professional Services (2/90-3/01)
Progressive experience in above positions during 11 year tenure, highlighted by the following:
Highlights/outcomes during tenure:
• Served on the Strategic Planning Team that conceived of and launched new initiatives, including data warehouse
engine and data replication tool.
• Started, managed and recruited team of consultants to help CCA customers. This business unit grew to $8+MM
in revenue in 2000-2001. Also sold major consulting contracts and managed deliverables.
• As Senior Account Executive, consistently performed above quota, achieving 125% of quota in 1998 and 1999,
and 100% of quota from 1993-1997.
EDUCATION
Brandeis University Waltham, MA
Bachelor of Arts Degree (1983)
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