Sales Manager

Jonathan R. Leet 781-***-****

E-mail: *******@*****.*** 14 Ocean Avenue, Scituate, MA 02066

25+ years of direct sales, sales management and marketing experience with a prolific record of success with focus on

selling enterprise software based business solutions to business users. Sold innovative software and professional

services to very complex and diverse customers, launched and expanded into new industry verticals, driven initial sales

of new products, built sales teams. Exceptional presentation and relationship building skills have enabled success in

both large companies (Fair Isaac, Oracle, IBM) and niche players (Lightbridge, Saratoga Systems). Consistently over

achieved quota objectives across a varied assortment of customers and employers. Developed and launched business

case methodology at several companies. Disciplined in Miller Heiman sales methodology.

Fair Isaac Corporation

Account Executive, EDM Technologies (Minneapolis, MN, April 2006 to November 2008)

Direct sales of Blaze Advisor business rules management software, Model Builder predictive analytics software and

professional services predominantly to Financial Services and Insurance enterprises across US and Canada.

Generated $3.1M in FY 2008.

Generated $2.9M in FY 2007.

Closed deals with The Hartford Insurance Group, KeyBank, Aetna, Farm Credit Canada, Genworth and

others.

EMC Software Group

Senior Account Manager (Cambridge, MA, January 2005 to October 2005)

National sales responsibility for Documentum content management applications and eRoom Enterprise collaboration

workspaces to 21 enterprise level ($5B+) accounts including Raytheon, United Technologies, Fairchild

Semiconductor, Honeywell and others.

Excelergy Corporation

Region Manager, Telecom (Lexington, MA, January 2004 – November 2004)

Recruited to start up all telecom sales of component based billing centric solutions. Defined market position for

Excelergy, built team with industry background, created telecom/broadband presentations, created collateral, updated

web-site, created/obtained contact lists, executed e-mail campaigns, led trade show presence.

Closed first deal in Excelergy history outside of energy vertical at KMC Telecom.

Developed pipeline at Verizon, Cox Communications, BellSouth, Qwest, Nextel, Comcast, SBC.

Oracle Corporation

National Account Manager (Redwood Shores, CA 2000 - 2003)

Direct sales responsibility for entire Oracle ERP, SCM and CRM applications suite and database and application server

technology software to Lockheed Martin and BAE SYSTEMS, North America.

Attained $8.0 Million in revenue in FY 2002 as an individual contributor.

Closed broadest footprint of Oracle Applications to A&D customer in Oracle history at BAE SYSTEMS

Closed Enterprise licensing agreement with Lockheed Martin.

Earned several awards for high performance and qualified for Oracle Quota Club.

Saratoga Systems, Inc.

Senior Account Executive (Boston, MA April 1999-February 2000)

Direct sales of Customer Relationship Management (CRM) software to large enterprises; clients included: Fidelity

Investments, Texas Instruments, State Street Bank, Eastman Kodak, New England Power Service Company

among numerous others.

Sole member of 20 person sales force to qualify for 1999 Saratoga Quota Club.

Co-developed and implemented business case methodology with Arthur Andersen at TI and Fidelity.

Successfully competed with and defeated Siebel at several engagements.

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Jonathan R. Leet

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Lightbridge, Inc.

Senior Sales Executive (Waltham, MA 1994 –1999)

Direct sales of enterprise software, custom software, software based services and consulting services which automated

the sales, fraud prevention and customer retention processes for wireless telecommunications carriers across the US.

Consistently and dramatically grew annual revenue attainment year over year to $17.5 Million in revenue in

1998 from less than $1.0 in 1994 as an individual contributor.

Closed numerous new accounts including: NEXTEL Communications, VoiceStream, Pacific Bell

Mobile Services, Western Wireless, CenturyTel, Radiophone, Bluegrass Cellular and others.

Upsold and expanded existing accounts including: SBC Communications, ALLTEL Communications,

AirTouch Communications among others.

KnowledgeWare, Inc.

District Sales Manager (Boston, MA 1993)

Directed and led all sales, channel development, services and support activities across New England.

IBM Corporation 1980-1991

Sales/SE Manager

Averaged 125% of quota attainment over 11 years with IBM. Successful and diversified experience in direct sales, sales

management, headquarters sales support and industry analysis of high end IBM hardware, software and services

offerings. Strong leadership qualities supported by consistent record of sales achievement and rapid progression of

promotions.

Managed $30 million in sales, 11 senior professionals, and all IBM sales and support activities with Fidelity

Investments, The Boston Company and other local American Express companies Led team of eleven

senior sales and technical professionals to 143% of quota attainment in 1989.

Managed all multi-million dollar competitive CPU sales situations in the Northeast; achieved a perfect record

against Amdahl/Hitachi competition and a greater than 50% closing ratio against used third party IBM

offerings in 1988.

Produced more than $7 million in sales in less than one year by initiating and developing business relationships

with large Burroughs, Sperry and DEC customers with no history of conducting business with IBM.

Achieved annual quota objective in August prior to promotion to IBM US headquarters in 1987.

Generated $16 million in sales at Sikorsky Aircraft Division of United Technologies by cultivating a

superlative working relationship with the executive team and senior management and driving significant

application and hardware growth. Attained 132%, 130% and 108% of assigned quotas in 1984-1986

Tripled sales to $3 million in a diverse territory of headquarters and remote locations of Fortune 1000

companies from a variety of industry sectors. Attained quota objective in August; achieved 175% and 150% of

annual quotas in 1982-1983

The Colorado College Colorado Springs, CO

Bachelor of Arts, Business Administration December 1979

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