Sales Manager
Resume:
Glen Berger
Abingdon, MD *****
***********@*****.***
(H) 443-***-****
(C) 410-***-****
Objective: Field Sales/Account Management
Summary: Seasoned Account Executive with extensive experience selling and marketing software.
Self-starter with the ability to cultivate strong relationships with C-Level executives. Proven ability to
lead a team as well a demonstrated track record of developing new business, new territories, and
selling in a competitive market.
12/07-1/09 Transcend
Senior Account Executive Memory Manufacturer
Baltimore
Managing Mid-Atlantic territory selling to corporate, retail, and government accounts. Quickly built
pipeline into Fortune 500 accounts as well as major government agencies. Establishing relationships
with major resellers, wireless providers, retail, and government customers. Selling into all levels of
the organization including C-level executives.
• Closed new business with Circuit City, Marine Corp, FBI, and Omega Satter, Crutchfield, NCS
Technologies, Link Communications
• 105% of plan for Q1 2008
2/04-6/06 Tenable Network Security
Account Executive Security Software
Southeast
Baltimore Managed the Southeast region and generated over one million dollars in new business in 2005. Confidently
presented Tenable’s solution to all levels of management within an organization. Generated 5.5
million in new business pipeline for 2006. Closed two of the three largest deals in company history
(500K and 400K respectively). Extensive travel within the region.
Accomplishments:
• Closed new business with Dell, YUM Brands, Constellation Energy, General Dynamics,
Discovery Channel, Georgia Pacific, Scientific Atlanta, University of Virginia, UNC Charlotte,
Tennessee Valley Authority, Montgomery County Government, Johns Hopkins University, Gulf
Stream, American Century Investments
• Generated over 3million dollars in new business revenue closed from ground up.
• Top revenue generating sales rep for 2005
• 110% of plan for 2005
• 112% of plan for Q1 2006
• Pipeline developed with: Coke, Alltel, Home Shopping Network, Fidelity National (GA),
Resurgent, SourceCorp, Blue Cross and Blue Shield NC, The University of Texas System, and
NVR (Ryan Homes)
8/03-2/04 MicroStrategy
Business Development Business Intelligence Software
Manager
Virginia Identified and acquired new customers and partners through cold calls, referrals, seminars, trade shows, networking, and
prospecting new business. Comfortable presenting with conviction to CXO level. Worked closely
with the marketing team in developing new ways to increase awareness of MicroStrategy products and
services.
Accomplishments:
• Penetrated Northeast/DC-N/VA market with cold calling, direct mail campaigns, target-specific
marketing initiatives, and market research
• Attended seminars, trade shows, as well as industry-specific conferences
7/01-1/03 Network Associates Inc-McAfee
Account Manager Security/Anti-Virus Software
Boston/Dallas
Worked as part of a competitive displacement team. Built personal relationships with security
decision-makers within targeted account list with companies such as GE, IBM, Fidelity, and Raytheon.
Extensive cold calling into Fortune 100 competitive accounts with no McAfee products.
Accomplishments:
• Developed sales strategy for penetrating displacement accounts to take revenue from
competition
• Penetrated 42 major competitive accounts for McAfee anti-virus software resulting in $4.5M
pipeline of new business for NAI
• Closed major contracts with General Electric, Fidelity Investments, Bausch & Lomb
• Q3 ‘02 Sales Representative of the Quarter
4/00-6/01 RSA Security
Territory Manager Security Software
Boston
Worked extensively with field reps to close new business as well as penetrate existing accounts.
Demonstrated consultative selling skills. Managed Government territory as well as TX, OK, and LA
territories. Worked extensively with channel partners as well as recruited new partners.
Accomplishments:
• Achieved 154% of Q1 quota
• Managed and increased sales through multiple VARS
• Worked extensively with outside reps in developing new business
9/98-4/00 Corporate Access/CBE
Account Manager Reseller/VAR
Boston
Generated account base from existing database and through extensive prospecting.
Cold called MIS managers and purchasing agents to generate new revenue. Negotiated
pricing with several vendors in order to maintain GP margin.
Accomplishments:
• Achieved 120% of yearly sales quota
• Generated over $1.2 million in new sales
• Compaq and HP sales/product certified
EDUCATION: Merrimack College - B.S. Business Administration
PC PROFICIENCY: ACT, Word, PowerPoint, Excel, Salesforce.com, SalesLogix.
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