Sales Inside

Mark Gates San Francisco Bay • Willing to Relocate

650-***-**** • abnroe@r.postjobfree.com

SALES / MANAGEMENT PROFESSIONAL

Account and Territory Management - Business Development - Consultative and Solution Sales

Top sales achiever with a background in both Capital and Enterprise sales. More than eight years of professional

experience improving company growth, developing new potential business opportunities, and growing

successful revenue generating teams. Strengths:

Solution Sales: Consistently a top producer in all roles due to the ability to identify customer needs and

strong closing skills.

Leadership & Management: Managed both sales teams and sales programs. Developed sales and

training programs to get sales teams producing at highest levels.

Business Development & Growth: Understand and able to build strong sales territories and develop

new revenue streams. Technology background provides ability to learn new products and quickly begin

closing deals.

EXPERIENCE & ACCOMPLISHMENTS

NeuStar, Internet Infrastructure Group - Brisbane, CA 2008 -2009

ACCOUNT EXECUTIVE

Enterprise sales globally for managed DNS, traffic management, and external performance monitoring.

Implement consultative solution selling techniques to C-level executives and senior IT management of Fortune

1000, Web2.0, SaaS, and other tech companies. Responsible for business development via prospecting, cold

calling, negotiating, appointment setting, and closing accounts.

Key Achievements:

#2 rep out of 30 in new business for month of October

Top 20% of west coast reps for the 4th Quarter 2008

Quickly learned new technology and capable of running very technical conference calls without

management

Telogy LLC - Union City, CA 2000 – 2007

Promoted three times

NATIONAL EQUIPMENT SALES MANAGER

Promoted to develop and create new position within the company designed to manage sale pricing structures,

expand new sales channels, generate marketing promotions, and advise sales staff on sales performance.

Key Achievements:

Increased sales to Broker / Dealer market by more than 100%, resulting in additional $250K monthly

revenue.

Developed and managed equipment auction process which consistently brought in $100K / auction in

revenue from obsolete and damaged equipment

Complete overhaul of pricing structure by creating pricing structure and market evaluation on over 250

models for equipment currently in inventory.

INSIDE SALES MANAGER

Embraced challenging opportunity to manage and grow the inside sales force. Team focused on medium to large

high-tech businesses, selling Telogy’s rent, sale and leasing services. Developed and created new training and

recruiting programs.

Key Achievements:

Achieved over 100% of Rental, Sale, and Lease revenue multiple quarters.

Restructured inside sales team, from recruiting, training, team size, etc. resulting in increase sales

revenue of 30% and cutting turnover ratio in half.

Created account analysis program which added hundreds of new accounts for inside sales team.

Proactively took on the roll of a part-time outside sales rep for many of the larger accounts in the Bay

Area.

INSIDE SALES REPRESENTATIVE

Sold Telogy’s rent, sale and leasing services to high-tech companies. Clients often included medium and large

accounts and involved high volume calling efforts. Presented equipment and services to multiple levels,

including C-level executives.

Key Achievements:

Achieved 100% of yearly sale goal in first 6 months of 2004 and 100% of yearly rent goal in first 9

months.

#1 ranked inside sales rep for final year in position, often would generate more business than some of

the outside sales reps.

Consistently ranked in top 10% of inside sales team during entire time in the position

ACCOUNT DEVELOPMENT REPRESENTATIVE

Heavy cold and warm calling efforts to identify and qualify viable new accounts to sell Telogy’s services to.

Developed sales skills and style, discovered ‘Hunter’ mentality.

Created territory of over 300 accounts within 5 months

Promoted to full sales rep after only 5 months

Developed college recruiting program to hire new sales representatives

EDUCATION & TRAINING

1995 – 2000 California Polytechnic State University – San Luis Obispo, CA

Bachelors Degree in Business Administration – Marketing Concentration

Sales Training Courses

Upjohn & Associates: Selling in Competitive Financial Markets

Miller Heiman: Strategic Selling (Blue Sheet Strategy)

Kappa Sigma Fraternity - Executive Council – Housing Chair (2 years)

ADDITIONAL INFO

www.jobfox.com/people/markgates www.linkedin.com/in/markgates

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