Sales Manager

Edmund Roeder

**** **** ***** **.

Burke, Virginia 22015

***/***-****

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

Technical Sales Professional with a 20-year accomplished career track

throughout the industry for delivering and sustaining revenue and profit

gains, selling enterprise software and hardware solutions to Higher

Education, K-12 and State & Local Gov markets. Demonstrated experience in

building and creating a channel within the software industry. Proven

history of managing, motivating and growing channel partners. Strong

knowledge and experience with Software-as-a-Service business and

architectures. Broad understanding of Cloud Computing business and

technologies. Highly skilled in management of sales personnel and the

appropriate utilization of technical and marketing resources to achieve

objectives through creative solution selling. Proven ability to develop new

business from ground up, and to manage strategic, enterprise accounts.

Exceptional communicator with a consultative sales style, strong

negotiation skills, exceptional problem solving abilities and keen client

needs assessment aptitude. Aggressively identified opportunities, developed

focus, and provided tactical business solutions. Core strengths include:

. Strategic and Tactical Planning

. Account Development / Acquisition

. Dealer / VAR Relationship Management

. Sales Team Training & Supervision

. P&L / Financial Reporting

. Competitive Sales Analysis

. Budget Management

. Inventory Distribution Control

. Target Marketing / Penetration

. Sales Promotion / Closing

. Contract Negotiations

. Channel Partner Retention

. Public Relations & Speaking

Extensive business travel throughout the U.S, Canada, Mexico

and Latin America.

Fluently communicate, read and write in native Spanish

and Portuguese.

SALES AND TECHNICAL EXPERIENCE

Synchronized Financial Services (National Client Relations Manager)

June 2011-Present

Synchronized Financial Services is a full service commercial mortgage

brokerage and consulting firm with a national scope. I am responsible for

assisting our clients with sourcing debt and equity through our broad and

diverse variety of capital source relationships, including but not limited

to local, regional and national banks, conduits, life insurance companies,

pension funds, hedge funds, private equity, real estate finance companies

and other sources.

Responsible for managing 15-20 national clients; in addition, I am tasked

with to maintaining a new business funnel of at least 10 million dollars

per month.

ePals, Inc (Inside Sales Consultant-Temporary Full-Time Contract

Engagement)

November 2010- February 2011

Hired on a contract basis to assist sales department with marketing

campaigns, lead generation and beta deployments for public and private K-12

schools and districts. Other responsibilities include, conducting customer

satisfaction surveys, e-Rate education & assistance and quality control.

In addition, tasked with conducting phone campaigns promoting ePals

LearningSpace web-based collaboration solution to new and existing

customers.

ExtendTime/TIS (Sales Manager)

November 2008 to October 2010

Tasked with leading the National sales division for ExtendTime/Trident

Internet Systems (www.extendtime.com/co_about.asp), a leading Software

Developer and Information Technology professional Services Company

specializing in Web-based Employee Time and Attendance applications,

Mobility & GPS based software, CRM applications and Enterprise Business

Continuity solutions.

Responsible for evaluating prospective partners, negotiate and secure

contracts, get products tested and certified. Additionally, tasked with,

managing, motivating and growing the company's channel partner market

segment.

Charged with, increasing sales within existing K-12 schools and district's

customers throughout the continental United States and Canada. As well as,

spear heading the efforts to further solidify company's growth within the

State & Local government accounts and the Federal and DOD markets. Leading

the company's effort to move exiting enterprise client base from a

licensed, locally hosted solution to a Software-as-a Service (SaaS) model.

Directed and oversaw a team of five national account managers. Report

directly to CEO.

E-Tel Systems, Inc. (Independent -Contract Sales Professional)

April 2006 to September 2008

Independent sales executive responsible for enterprise sales of Avaya Voice

and Data solutions to medium and large enterprise clients on the east

coast.

Empire Technologies, Inc. (Sr. Account Manager-Channel Alliance Manager)

September 2004 to Feb 2006

Responsible for sales of Avaya Enterprise Voice and Data solutions and

business development of new territory, with emphasis in the Virginia,

Maryland, District of Columbia and West Virginia markets. Focus on Federal

& Commercial business development. Responsible for managing and supporting

non-Avaya dealer channel network for the state of New York. Develop and

execute business area strategy to influence technical requirements in favor

of company-proposed systems. Generate new sales of Converged Enterprise

Avaya Voice and Data solutions to include, VOIP, Wireless, and Mobility, as

well as, Unified Messaging, Speech Recognition and CRM applications.

Selling Mobility, Conferencing and Collaboration applications/solutions to

both civilian and government agencies with a heavy emphasis on complex,

turnkey technologies, which address critical initiatives specific to areas

such call centers, conferencing, telecommuting, distance learning,

training, as well as reduction of travel budgets. Responsible for sales

quota of 5 million per year.

.

Altura Communication Solutions (Major Strategic Account Manager

-Commercial, K-12 & State and Local Governments)

August 2003 to July 2004

Responsible for sales of Avaya Voice and Data products to all major and

strategic accounts in five state territory in the Mid-Atlantic Region.

Managed, coordinated and maintained major strategic enterprise accounts

within region. Developed highly successful marketing strategies, in order

to meet and exceed client expectations. Identified, evaluated and sold new

accounts while maintaining ongoing revenue stream from existing installed

base of customers. Established new accounts within territory with record

revenues. Strategic accounts responsible for included Research Triangle

Institute (RTI), United Healthcare, CSOSA, Tri-care Region 7, Montgomery

General Hospital, Embassy of Mexico, US Pharmacopia (USP) and other.

Responsible for a sales quota of 3.5 million per year.

Fujitsu/Altura Communication Solutions (Account Manager - Commercial, K-12

& State and Local Governments)

June 2002 to August 2003

Responsible for business development and sales of Avaya Voice and VoIP

hardware within commercial, state and local government markets from ground

on up. Served as an expert to identify problems/solutions for sales and

facilitate Altura's penetration in Mid-Atlantic Market, as an Avaya

Business Partner. Developed concise sales plan and strategy to deliver

Altura portfolio to market. Identified, evaluated and sold new accounts

while maintaining ongoing revenue stream from existing installed base of

customers. Identified and coordinated bid process, proposal generation to

deliver turnkey solutions

specific to continuity planning and disaster recovery issues within state

and local government agencies. Developed strategic and tactical selling

skills for proposal closure throughout Altura footprint. Established over

$10 million in funnel.

MCDean Voice Solutions (New Business Development Consultant- Independent

Contractor-1 year engagement)

February 2001 to May 2002

Hired as a consultant with responsible for providing consultative services

in the areas of sales and new business development for recently established

Voice and Data division of the MCDean Group of companies. Helped transform

the company from a traditional "Legacy" voice provider to "Convergence" VAR

of Avaya Voice products.

TCI/ Teligent (Major Account Manager)

February 1998 to January 2001

Responsible sales of Avaya and Mitel Voice Systems, Messaging and CRM to

the territory managing, the business issues and relationships with the

largest embedded bases customers within territory. Exceeded sales plan in

1999 and 2000 by 40 % per year. Managed the development of new enterprise

wide accounts and generated new sales and revenues opportunities witch

increased the business by 150 %. Opened key national accounts, led entry

into new markets and developed and implemented strategic and tactical

business and sales plans.

Protronics, Inc. (Director - Indirect Channel & Dealer Network-

International Division)

August 1991 to December 1997

Developed and led International Dealer network efforts for the company.

Reported directly to the President of company. Responsible for supporting

dealer network, selling Unified Messaging software, data equipment, radar

telemetry and aircraft monitoring equipment to Central and South America.

Restructured international field sales organization for Latin America.

EDUCATION & PROFESSIONAL CERTIFICATIONS

.

B. A-Business Administration- UCA

NCSU

Radar Telemetry Principles & Theory

Mitel Sales Certification SX200/2000/3400

Multiple Avaya sales certifications

Cisco Advanced Wireless for AM (2008)

Cisco SMB for AM (2010)

Cisco CSE (2008)

Cisco LifeCycles (2008)

Network Design Theory

Analog and Digital Design Theory

Cabling Plant Principles and Design

Avaya S8100/8300/8500/8700/ Com. Mgr.

MCSE

OTHER

Very effective interpersonal skills with excellent communication both

verbally and written. Highly proficient using the Internet, MS Office,

including Visio and Web presentation tools, such as Go-to-Meeting, WebEx.

Highly proficient using CRM software including Sales Force and other.

Attended and successfully completed multiple professional sales training

including, Burtton's Advanced Sales for Professionals.

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