Sales Project Manager

Terence M. Cunningham

*** ********* *****

Huntsville, Alabama 35824

256-***-**** Home

256-***-**** Mobile

*************@*****.***

Qualifications

Masters Degree in Business accustomed to working in a team environment. Accomplished

business professional with over 15 years of sales and marketing experience. Recognized for

ability to build relationships with key personnel and complete large projects in a timely manner

and within budget. Well-versed in sales lifecycles and skilled strategist/negotiator. Proficient in

Microsoft Windows XP, Microsoft Office XP Professional, Excel, Word and Microsoft Project.

Skills

• Planning, project leadership and provision of support to senior management

• Strong organizational and communication skills

• Ability to work independently and direct high level affairs.

• Ability to deliver strong operating results in efficiency improvement and communication in

a fast paced environment.

• Excellent team building and leadership skills.

Training

• Foundations of Problem Based Learning

• Transformational Leadership, Human Capital Development

• Strategic Implementation and Alignment

• Managerial Decision Making

• Maximizing Shareholder Wealth

• Resource Optimization, Enterprise Risk

• Sustainable Customer Relationships

• Strategies for Competitive Advantage

Education

University of Phoenix

Masters of Business Administration, Jan. 2009

Faulkner University, Montgomery, Alabama

Bachelors of Business Administration, Dec. 2002

Work Experience

Digium Inc. 2007 -Present Huntsville, Al

Channel Account Manager

Manage and grow new customer relationships and revenue associated with our VOIP products in

the Midwest and Northeast regions. Work in a team environment to collectively support

organizational information sharing, business processes and data management. Prospect and

develop new potential resellers via tradeshows and telephone by qualifying and tracking leads,

researching and identifying key contacts, placing calls to establish business relationships.

Increased the overall membership in the reseller program by 25% year over year. Exceeded

quarterly quota by an average of 35% quarter over quarter. Follow-up on web/marketing leads

and ensures the Salesforce Customer Relationship Management (CRM) is maintained with

current and accurate information regarding all leads, contacts, accounts, reports and prospective

customers. Conduct training presentations via webinars and face to face meetings as

appropriate. Participate in marketing strategies, development, execution and measurement to

ensure programs adhere to timeline. Coordinate sales and marketing activity with vendors. Lead

project implementation of software upgrades for domestic and international customers. This

position requires strong communication and listening skills, ability to establish rapport over the

phone, ability to build credibility quickly, and clearly articulate a value proposition.

Digium Inc 2006-2007 Huntsville, AL

Professional Services Project Manager

Responded to Request for Proposals (RFPs) and Request for Quotes (RFQs) from customers in

a timely manner with corresponding feed back. Planned actions for each project to define and

implement technical baseline to meet project requirements. Negotiated contracts to satisfy the

customer’s and company’s projected goals. Negotiated acceptable Non Disclosure Agreements

(NDA). Defined project scope, goals, deliverables that supported business goals in collaboration

with stakeholders. Assisted with the development of Interactive Voice Response (IVR’s),

Automatic Calling Dialers (ACD’s) and custom development projects. Maintained budgetary

accounting with milestones for project reporting to focus on schedule deadlines. Prepared billing

for projects according to timelines negotiated per contract. Liaised with project stakeholders on an

ongoing basis and administered resources and participants needed to achieve project goals.

When required assessed the need for additional staff or consultants and make the appropriate

recruitments. Conducted risk assessments and developed risk mitigation strategies within

projects while managing project dependencies and critical paths.

The Insurance Man Inc 2005-2006 Huntsville, AL

Sales Manager

Recruited, managed and trained sales staff using coaching methods based on solution selling.

Monitored team performance to ensure individual and company goals are attained. Lead all

customer service efforts in a dynamic and diverse team environment. Generated commission

reports and process pay roll. Used creative methods to motivate sales staff. Established and

maintained relationship with broker managers. Developed client base and meet retention goals.

Built and maintained relationships with new and existing businesses. Established marketing

strategies to align with market trends. Developed both short and long term goals to align with

company vision. Planned and oversaw the organization’s advertising and promotion activities.

Designed marketing material for electronic and direct mail.

Liberty Mutual Inc, 2003-2005 Huntsville, AL Sales

Representative

Qualifies prospects, sold and serviced customers with casualty and life insurance in assigned

districts on a personable basis. Conducted Business to Business Sales (B2B) to open new

accounts using consultative techniques. Counseled and advised prospects and policyholders on

a wide variety of matters and issues which includes policy protection and coverage. Responsible

for a specific volume of new business and developed action plans to ensure attainment and

initiatives of company retention goals. Exceeded sales quotas by 150% year over year.

Adtran Inc, 1999-2003 Huntsville, AL

Logistics Coordinator

Strategically positioned inventory and stocking locations in the United States and abroad.

Responsible for cost of deliveries, finished goods, from on- site inventory and quality for the

logistics department. Investigate and reconcile discrepancies of inventory for strategic stocking

locations. Developed procedures and business protocol to control inventory. Reconciled accounts

payable for warehousing and shipping for ACES departments along with providing on call after

hours support for customers under contract and basic application engineering skills for presales

assessment upon request.

Computer Skills

• MS Word

• MS Excel

• MS Powerpoint

• MS Project

• MS Outlook

• Openuptime

• Intermediate PC troubleshooting skills

• Linux Operating Systems

• Sales Force CRM (SaaS)

• Dot Project

• MS Access

• BAAN (SAP)

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