Sales Software

DON IMHOFF

***** ****** ****** ****** ******: 703-***-****

Ashburn, VA 20147 ************@***.***

BUSINESS DEVELOPMENT EXECUTIVE

High impact revenue producer with roles across the spectrum from executive level

strategic goal and objectives setting to cultivating cold-call prospects into reference

customers through a customer centric selling process. Astute deal maker and closer

whether creating revenue or strategic partnerships. Adept listener and long term

relationship builder. Track record includes Fortune 50 customers such as IBM and

MetLife, Global 50’s ING, as well as companies in the Asia, Europe and USA.

CORE COMPETENCIES

Deal Maker Budget Management International

High Achiever Operations Management Business Development

Public Speaker Sales Management Sales

Persistent & Persuasive Large-scale Projects Marketing

Team Staffing

ROLES AND KEY ACCOMPLISHMENTS

VP BUSINESS DEVELOPMENT

AXIOM METHODS LLC - Reston, VA 2008 – Present

Create sales leads and strategic partnerships as a consultant for this boot-strap, start-up

Carbon Offset Project Developer and Facilitator. Identify white spaces then develop and

evolve the company’s offerings in collaboration with Axiom’s founder / president. Scope

includes US voluntary carbon market as well as international UN Clean Development

Mechanism (CDM) and Joint Implementation (JI) projects under the Kyoto Protocol.

• Established Axiom as a reseller a Carbon Inventory company: Carbonetworks.

• Developed and advanced partnerships with DC based Latham and Watkins’

climate change practice, New Zealand based, global carbon credit registry leader

TZ1, fund managers Climate Change Capital and Atoll Financial.

• Build opportunity pipeline derived from cold calling, conferences and EPA

forums.

Don Imhoff page 2

VP BUSINESS DEVELOPMENT

LOGICLIBRARY INC - Pittsburgh, PA 2002 – 2008

Maximized revenue by setting the goal, enforcing the sales process and managing the

plan for this $4MM, 25-employee privately held application development Software

Company until a successful exit with Los Angeles based SOA Software. Led a 3-person

sales team in the field as well as conducted own cold-calling and closing activity globally.

During start-up phase in 2002 created LogicLibrary’s business development strategy and

formed strategic relationships with industry giants - CA, HP, IBM and SUN.

• Cultivated partner IBM into a customer, closing largest deal of $650,000 in 2004

when the average deal size was $60,000, impact was first time cash flow positive.

The deal was publicized in Pittsburgh Business Times.

• Generated $1,500,000 personally from companies such as MetLife, France Telecom,

ING Asia Pacific in Hong Kong, Cognizant in India and Vital Insurance in Norway.

• As Corporate Secretary worked closely with CEO to develop M&A activity resulting

in successful exit with SOA Software for 4 times trailing revenue.

VP CHANNEL SALES

INTRAWARE, ARGIS DIVISION - Pittsburgh, PA (acquired by CA only 3 months after hired) 2002

Drove $4.5MM channel sales quota for IT asset management software through reseller

CA (formerly Computer Associates). Only two months after being hired, persuaded CA’s

EVP of Sales Stephen Richards at CA World conference the revenue potential of reselling

Argis. CA acquired the Argis Division one month later in May 2002 and CA closed a

$5MM deal with British Telecom just four months later in September.

VP CUSTOMER SECURITY SERVICES

TRUSECURE CORPORATION - Herndon, VA 2001- 2002

Led a 40-person security services staff for this $30MM, 110-employee, IT Security

Services Company. Delivered $28MM of subscription based services to over 600

customers. Managed a $4MM budget, hired analysts and dismissed non-performers,

turned positive or neutralized customer issues when escalated.

• Within 6 months, improved customer satisfaction from 72% to 94% “willing to

recommend TruSecure services to others”, resulting in 20% renewal increase.

• Created an international services delivery strategy and plan to increase consistency

and quality for customers in 15 countries, saving approximately $170K in expenses

by converting two existing resellers into self-sufficient distributors.

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VP PRODUCT MANAGEMENT

SYMANTEC CORPORATION - Reston, VA (acquired Axent Technologies July 200*-****-****

Led a 50-person product marketing/management team for this $1.2B Consumer and

Business Security Software Company after Symantec’s acquisition of Axent Technologies.

As Sr. Director for Axent, set product direction and directed product development’s plans

based on market and financial business cases. After promotion to VP by Symantec

created an integrated product and service strategy for new products.

• Set foundation for Axent’s growth from $100M to $140M in less than two years

by introducing 3 new products and 25 new releases of existing products.

• Achieved 102% of worldwide new revenue goal during Axent’s reported 1st half-

year 2000 results prior to Symantec’s July acquisition announcement.

DIRECTOR OF WORLDWIDE MARKETING

STERLING SOFTWARE, OPERATIONS MGMT DIV. - Reston, VA 1996-98

Developed product branding and marketing programs to create market awareness and

leads for this 120-employee, $80MM system and network software division. Built and led

a team of 5 marketers, 3 marketing service providers and managed a $3MM marketing

budget.

• Exceeded annual worldwide revenue goals - achieved 109% in 1997 and 110% in

1998, by increasing the sales channel’s product knowledge through new marketing

materials, education programs and incentives.

• Established worldwide brand recognition and consistent product positioning by

creating a new brand image with international appeal.

DIRECTOR OF INTERNATIONAL MARKETING

LEGENT CORPORATION - Pittsburgh, PA and Frankfurt, Germany 1989-95

Internationalized products for targeted global markets by creating business

justification for additional investment and product; localizing marketing and sales

materials for this 4000-employee, $600MM system software company. Managed a

$1.2MM budget and two localization specialists to guide the development effort.

• Increased European channel revenue contribution by $2MM in first year

attributed to product internationalization and localization.

• Led a pan-European CRM implementation, matrix managing resources in 7

countries, delivering a multilingual system that increased sales reporting accuracy.

Don Imhoff page 4

EARLY CAREER ROLES

Developed software as a Programmer first for Mellon Bank then American Hardware,

expanding functional capabilities for warehouse automation systems at both companies.

Created reference customers and developed add-on sales opportunities for Cincom

Systems, a system software vendor, as an Account Support Manager.

• Established and honed listening skills to capture customer requirements and ensure

quality delivery of what the customer needs and expects.

• Developed customer-focused sales skills that have created the foundation for my

success.

PROFESSIONAL & PERSONAL DEVELOPMENT

College and Recent Education:

• Bachelor of Science - Information Science, University of Pittsburgh (1982)

• Carbon Offset Development (2008)

• Customer Centric Selling (2005)

Published interviews and quotations:

• Pittsburgh Business Times article, “Black and Blue: IBM turns LogicLibrary into

profitable firm” (2004)

• IBM Rational partner video (2004)

• PWC partner video (2000)

• International Business Magazine; Datamation Magazine (1995)

Community Activity:

• Help scouts achieve Eagle rank as an Assistant Scoutmaster and Court of Honor

coordinator for Boy Scout Troop 1154 in Ashburn, VA

• Fundraising events for National Kidney Foundation

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