Sales Manager

Monica Agudelo

Email: *********@********.***

Address: *** **** ******

City: Santa Cruz

State: CA

Zip: 95062

Country: USA

Phone: 831-***-****

Skill Level: Director

Salary Range: 200

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Monica Renee Agudelo

Email: *********@********.***

310 Mott Avenue, Santa Cruz, CA 95062

Mobile: 831-***-****

I would like to work with a growing company where I can represent a solution that truly has an impact on technology and is shaping the way the world is doing business. I have a strong work ethic with a visible passion for technology sales. I am a team player with a positive and infectious attitude. I work well in a group environment and also have the strong drive, discipline, and creative mind to work independently and deliver results. When in the field it is obvious to customers that I am extremely motivated and enthusiastic about my company and the solutions I represent. I love working with technology that is constantly changing and adapting to the fast pace of the industry today.

Experience:

05/06 - Present VMware Inc., Palo Alto, CA

01/11 - Present - Account Executive - Corporate Named Accounts

Outside Field Sales position responsible for meeting bi-yearly quotas broken down by quarterly goals by selling VMware flagship virtualization solutions as well as emerging technologies acquired by VMware. Position includes meeting with customers in person to uncover larger opportunities within the Fortune 1000 customer base around Silicon Valley (customers such as Ariba, Cadence, Tesla, Qualys, Rambus, etc). This position is responsible for getting customers to enter into long term strategic agreements with VMware by way of an Enterprise License Agreement or large dollar transaction. Focus on limited number of target customers where I would sell wide and deep within the account while penetrating the customer with the entire VMware solution stack. Work closely with VP/C level management, different LOB`s and Business units to act as their virtualization advisor while guiding them through the sales cycle. Set up executive briefings, technical deep dives, and proof of concepts with my system engineer when appropriate. Work with customers to create backwards timelines and agreed upon sequence of events. I would work deals through the entire life of the sales cycle from qualifying the account`s interest in our product, forecasting their intended purchase accordingly, negotiate a fair and set price with the customer to closing the deal within the time frame agreed upon. Create target account plans internally and follow through on time lines and action items accordingly. Generate an average of $1.5 million per quarter or $6 Million per year in net new business revenue. Key Accomplishments: Q3 2011 VP of Sales Award, Americas Account Executive of the Year 2011, Presidents Club Winner 2010, 2011

05/06 - 01/10 - Territory Sales Manager - Small and Medium Business (SMB) Accounts

As a Territory Sales Manager, I was responsible for meeting bi-yearly quotas broken down by quarterly goals by selling VMware virtualization technologies via sales channel and direct sales. I would work closely with the channel including value added resellers as well as OEM partners to close business as well as create and deliver partner training. I worked closely with area partners to plan seminars, lunch and learns, assist with partner symposiums and various lead generating events. Conduct monthly call blitz`s with area partners to generate leads and appointments. It was my duty to act as the first point of contact for customers and partners in my territory. I would create and deliver sales presentations via webex. I was responsible for lead generation and cold calling. Gain access to C/VP level key players and Business Decision Makers and schedule appropriate appointments using Frontline Prospecting Methodology. I would work deals through the entire life of the sales cycle taking it from the early stages of hunting a net new account to prospect, qualify the account`s interest in our product, forecast their intended purchase accordingly, negotiate a fair and set price with the customer and closing the deal within the agreed upon time frame. Create target account plans internally and follow through on time lines and action items accordingly. Generate an average of $1.5 million per quarter or $6 Million per year in net new business revenue. Manage an average of 170 transactions per quarter. Work closely with channel, marketing, contracts, support, and operations departments. Accurately forecast, report, and analyze sales progress using company CRM system.

Key Accomplishments: Grow pipeline by 3x within first six months. Winner Q4 2006 and Q1 2007 team SPIFF. Honorable mentions in weekly sales newsletters (multiple times). Achieve 100% of quota or higher every year while at VMware. Q3 2007 Excellence Award, 2008 Sales Integrity Award, Q2 2009 VP of Sales Spartan Award, Americas Inside Sales Representative of the Year 2010, Presidents Club Winner 2006, 2007, 2010, 2011

11/05 - 05/06 EMC Corporation (Documentum Division) Pleasanton, CA

Account Executive, Corporate Sales

Responsible for meeting or exceeding quota by selling EMC`s Documentum Content Management solutions. Develop sales pipeline adding at least two new action items per week. Maintain strong metrics of 40 outbound calls and 60 customer touches daily. Create and execute territory business plan to maximize revenue. Create and deliver sales presentations. Work closely with Sales Engineer to deliver product demonstrations. Responsible for lead generation and cold calling, qualify, negotiate and close deals. Gain access to C/VP level key players and Business Decision Makers. Generate an average of $250K per quarter or $1 Million per year. Manage multiple transactions on a daily basis. Work closely with contracts, support, and accounting departments. Forecast, report, and analyze sales progress using company CRM system.

Key Accomplishments: Certification in Content Management Solutions Training

4/05 - 11/05 Microsoft Corp. Mountain View, CA

Live Meeting Solution Specialist

Responsibilities include generating Live Meeting new business revenue, identify additional revenue opportunities with existing customer base, lead generation and cold calling, qualify prospects, negotiate and close deals. Gain access to C/VP level key players and Business Decision Makers. Generate an average of $100K per quarter. Maintain strong sales metrics consisting of 40 calls per day, 5 product demonstrations per week and a minimum of 50 customer touches daily. Manage multiple transactions on a daily basis. Continue to build pipeline of qualified opportunities. Work closely with contracts, support, and accounting departments. Forecast, report, and analyze sales progress using company CRM system.

Key Accomplishments: Achieved 139% of quota.

2/96 - 4/05 Macrovision Corp. Santa Clara, CA

8/03-4/05 Regional Account Manager

Responsibilities include generating new business revenue, identify additional revenue opportunities with existing customer base, lead generation and cold calling, qualify prospects, negotiate and close deals. Gain access to C/VP level key players. Generate an average of $250K per quarter or $1 million new business per year. Create and implement business plan. Negotiate license terms and conditions while working closely with legal and contracts departments. Forecast, report and analyze sales progress using company CRM system.

Key Accomplishments: Exceed Sales Quota every year. Sold first copy of new product offering in 2004. Closed the highest dollar single sale of new product offering in 2004. Train new employees on company products and processes. Qualified for Compass Club every year eligible.

2/00 - 8/03 Renewal Sales Representative

Responsible for selling software support and update services, along with annual license subscriptions. Generate an average of $8 million in revenues annually. Create and implement yearly business plan. Handle 60-75 accounts per month utilizing complete sales cycle from beginning to end. Salvage lost and expired accounts to bring them current and up to date with latest company technology. Create and maintain renewal rate reports. Maintain, improve and broaden client relationships and identify additional revenue opportunities. Negotiate license terms and conditions while working closely with legal and contracts departments. Work closely with Product Managers and Support Department to express customer requests and product enhancements. Manage all customer requests and concerns including changes in account status such as license transfers, company acquisitions, revenue upgrades and general customer support. Forecast, report, and analyze sales progress using company CRM system.

Key Accomplishments: Exceed Sales Quota every year. Up sell over $250K in new business to existing customers. Train new employees on company products and processes.

8/97 - 2/00 Information Services Database Administrator

Electronic processing of all sales leads. Distribution and tracking of technical support issues generated via email. HTML web page design for company Intranet. Generate and execute reports, scripts, and chronicle jobs. Responsible for all company data entry, database maintenance, internal technical assistance, and training for company database.

Key Accomplishments: Create and implement time card script and chron jobs. Manage group for six months while DBA Manager took a leave of absence. Train new employees on company products and processes.

2/96 - 8/97 Administrative Assistant

Responsible for answering and redirecting all phone calls. Purchasing and inventory control. General office support. Assist office manger with Human Resource duties. Support and assist both Sales and Marketing teams with all projects, promotional mailings, travel, and trade shows. Responsible for shipping all literature, product evaluations, and sales orders on a daily basis. Friendly first point of contact for customers.

Key Accomplishments: Organize all company functions, such as summer picnics and holiday parties. Assist with office re-location.

1/94 - 1/96 Banta Corporation, Mountain View CA

7/95 - 1/96 Branch Administrative Assistant

Duties included processing of all accounts payable and accounts receivable. Assist office manager with general Human Resources duties. Support and assist Sales and Marketing teams with all deadlines and projects. Create and maintain activity-tracking database for Sales team. Purchase all office supplies, computer equipment and software. Schedule interviews, meetings, and all travel arrangements for entire branch. General office support includes planning and decorating for office festivities. Maintain first point of friendly contact for all clients.

Key Accomplishments: Create and implement purchasing policy and processes. Organize company functions.

1/94 - 6/95 Receptionist

Responsible for answering and transferring all incoming phone calls. Provide first point of contact for all customers and business partners. Assist accounting department with payables and receivables. Prepare all employee time sheets for payroll. Responsible for all general office support. Purchasing and inventory control. Assist Plant Manager with start up of new facility and subsidiary to Banta Corporation.

Skills and Education:

Excellent oral and written communication

Great Presentation and White-boarding Skills

Strong analytical, organization, planning and strategic skills

Ongoing - Weekly meetings with hired Sales Coach and Mentor

January 2007 - Frontline Selling Workshop

July - 2006 - VMware Sales Training

February 2006 - EMC Corporate Sales Training: Certificate of Achievement in EMC Corporate Sales Training

July 2005 - InfoMentis Sales Training Workshop: Certificate of Achievement in InfoMentis Sales

June 2005 - Solution Selling Workshop: Certificate of Achievement in Solution Selling

May 2003 - Customer Centric Selling Workshop: Certificate of Achievement in Customer Centric Selling

Nov 2001 - Masi Motivational Company: Certificate of Achievement in Selling With Passion Training Course

May 2000 - Solution Selling presented by Resolution Partners, Inc: Certificate of Achievement in Software Sales Rep Boot camp

Nov 1999 - American Management Association: Certificate of Achievement in Communicating with Diplomacy and Tact Workshop

8/96 - 6/01 Cabrillo College, Aptos, CA: General Education, working toward A.A. degree

2/96 - Present -Certificates in various computer training courses including: MSFT Office, File Maker Pro, and HTML.

11/92 - 9/93 San Joaquin Valley Vocational College, Bakersfield CA: Certificate in Computer Business Administration

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