Steven B Smith

Yorktown Heights New York *****

914-***-****

abokq8@r.postjobfree.com

This letter and attached Resume is in response to your search for a key

sales/marketing executive.

I am an experienced and successful sales executive within the computer

hardware and software market place. Most of my sales experience is within

the Consultative Solution Selling environment.

My successful sales experience has included Fortune 1000 organizations,

with direct sales, consulting and outsourcing services. Within the

Financial, Pharmaceutical, and Communications Corporate environment and Law

Firms.

Other areas of expertise has included selling into Manufacturing,

Utilities, Consumer Package, VAR's, Distributors, OEM's, Alliance Partners,

Local, State and Federal Government along with Professional Services.

I would appreciate a time that is convenient with you to discuss in detail

how my background and experience would benefit your organization.

I would also appreciate that this reply be kept in strict confidence.

Regards,

Steven B Smith

Steven B Smith

Yorktown Heights New York 10598

914-***-****

abokq8@r.postjobfree.com

Career Summary

A high energy, results driven Sales Executive with a broad base of

experience with Enterprise Solution Selling. Successful record of

achievement with a hunter mentality that has analytical strength with

highly effective interpersonal and communications skills.

Business Experience

FTI Consulting 2008 to present

Provider of E-Discovery Software, Consulting Services, Outsourcing, SaaS

Software Solutions and Hosted Managed Services, Content Management and

Analytics.

Corporate Sales Executive

. 2012 103% of Quota

. 2011 107% of Quota

. 2010 105% of Quota

. 2009 150% of Quota

. 2008 100% of Quota

Won significant business from NEW accounts with a $2 Million Dollar Quota.

In the Financial, Communication, and Pharmaceutical Corporate market. Plus

the AM Law Firm segment along with specialty boutique Law Firms.

. Wrote collateral material which was utilized for customer

presentations.

. Wrote Power Point Presentations for educational and customer

presentation purposes.

. Wrote Requirements Document.

BMC Software 2006 to 2008

Provider of Automated Problem Analysis and Consulting Services to Fortune

1000 accounts and the Offshore Environment.

Account Executive

. 100% of quota

. Generated over $2 million in revenue each year

Won significant business from NEW accounts:

Verizon Wireless, Bloomberg, Bertelsmann, Dow Jones, Ernst & Young

Borland Software 2005-2006

Provider of Application Lifecycle Management Solutions and Consulting

Services

Strategic Account Manager

* 100% of quota in 2006

* Generated over $2 million in revenue

Won significant business from dormant accounts:

Goldman Sachs, JP Morgan Chase, Bear Stearns, ADP, Merrill Lynch, BISYS

Group,

Group1 Software 2000-2005

Provider of Real Time and Web Based Data Quality Enterprise Solutions. CRM,

SaaS Software Solutions and Business Intelligence Solutions. Along with

Consulting Services and Outsourcing.

Regional Sales Director Increased Sales Revenue from 40% to 120% of quota

within first six months. First quarter of 2002 fiscal year 160% of quota.

Qualified as Super Star for Presidents club four years in a row. Recruited

and Managed a $20 million dollar business with a staff of 20 in 3 offices

in the N.E. and Canada which includes Sales, Technical Support,

Professional Services and Administration.

2001 120% of quota, super star status

2002 115% of quota, super star status

* 2003 105% of quota super star status

* 2004 105% of quota super star status

* 2005 107% of quota super star status

Implemented Formal Quarterly Review, which was rolled out nationally

* Designed, Implemented and Instructed the National Sales Force on how

to Negotiate

* Implemented Solution Selling Methodology

* Designed Opportunity Matrix to track effectiveness of the Sales

Campaign, rolled out nationally.

* Designed survey questionnaire(s)

* Wrote Buy versus Build Document

* First Region to sell 7 Enterprise Data Quality Solution

Clarify Inc. 1998-2000

Provider of CRM Enterprise Solutions and Consulting Services

District Sales Manager

* 100% of quota in 1999

* Qualified for $1million bonus club

Livingston International Inc. 1994-1998

Provider of Decision Support and Knowledge Based Software, Consulting

Services and Outsourcing.

Regional Director

Increased Sales Revenue by over 33% to over $45 million within the Eastern

U.S. Canada and Mexico, plus responsible for the Marketing efforts

throughout the U.S. Recruited and Manage a staff of 26 in 10 remote offices

which includes Sales, Technical Support, Customer Service, Telemarketing

and Administration. Established Sales Quotas, Sales Budgets, Pricing,

Profit Margins and Territory Assignment.

* Took Region from start up to Number 1 in Software Sales Revenue and

Profits

* Closed the Top Three Revenue and Profit Services contracts in the

country

* First and only Region in the country to close Three Fully Integrated

Services Contracts

* Designed, Developed and Implemented the first and only Reseller

Program

* Designed, Developed and Implemented the companies Direct Mail

Campaigns

* Negotiated all of the Sales and Marketing Contracts

Business Records Corporation 1989-1994

Provider of Data Base Software and System Integration

Regional Manager

Recruited and Managed a staff of 10 in 10 remote offices within the

Northeast and Mid Atlantic states. Responsible for Sales Quotas, Sales

Budgets, Pricing, and Territory Assignment

* Increased Sales Revenue from $4 to over $15 million. Improved Profit

Margins by the Restructuring of Pricing Programs

* Implemented short and long term leasing programs

* Created and Implemented a New Sales Reporting system which Improved

Sales Production

* Streamlined all Proposal Generation to be a Time Reduced and Cost

Efficient Operation

* Developed Training Programs for the Sales Staff

Vikonics Inc. Director of Sales and Marketing

Hardware Manufacturer, Data Base and Graphics Software Solutions and

System Integration

Bell and Howell Inc. Regional Sales Manager

PC Manufacturer and Software Developer

Savin Corporation Branch Manager

Manufacturer of Business Equipment

Education: Pace University BBA

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