Sales Manager

Sales and Salesforce.com pro with extensive startup experience (Boulder - Denver)

Date: 2012-11-25, 5:42AM MSTsee below

Brad 415-***-**** or email: *******@*******.***

Professional Accomplishments:

Closed the first customer or built a new territory from scratch in 5 different companies.

Led sales where company was recognized by the San Francisco Business Times and the Inc. 5000 list of fastest growing private companies in the country 2 years in a row.

Closed first 4 clients for a new industry solution that competed with the industry leader.

Acquired first co-development partner in $2.1M professional services deal.

Implemented, customized and administered Salesforce.com in 4 different organizations.

Raised equity in excess of $10M for web applications technology firm.

Acquired and managed largest enterprise account, with $12M in revenue during critical implementation of 3 enterprise class solutions for leading Financial Services BI firm.

Led the sales and contract negotiations for high profile industry clients including: Charles Schwab, Wells Fargo, Duke Energy, NV Energy, First Energy, State of Florida and Pennsylvania.

Advised and executed on a plan for a start-up manufacturer in the areas of sales distribution, sales strategy and strategic business development resulting in full scale product launch and distribution network. The company has now been in business for 10 years.

Sales and Salesforce.com Professional Consulting Skills and Summary:

A results-driven entrepreneurial executive and consultant with broad experience in strategic planning, sales optimization and business development for early stage and high growth companies.

7 years of Salesforce CRM implementation, administration and customization experience including:

Led project implementation and customization of Salesforce.com in 4 different organizations.

Acquisition and development of business requirements and project plans.

Implementation and customization of Project Management and Customer Service modules.

Creation of custom objects and fields.

Development of dashboards and reports to track business objectives and enable greater transparency across the organization.

Integration of email for marketing campaigns and social networking integration.

Automating workflows to increase efficiency and ensure data integrity.

Cleanup and migration of legacy data.

Developing and conducting user training, policies and procedures to ensure greater user adoption and accountability.

Specialization in sales turnarounds, start-ups, restarts and scaling sales operations to rapidly build opportunity pipelines, sales teams and infrastructure to create long-term value.

History of exceeding multi-million dollar quotas in Enterprise Software, Software as a Service (SaaS) and Professional Services including: Business Intelligence (BI), CRM, GIS and e-commerce.

Sales coaching and formal training for high value sales, negotiation and large account management in Huthwaite SPIN model.

Extensive experience selling products and services at the C-Level into: Regional and Global Financial Services, Healthcare, Energy, and State and Local Government.

Development and execution of Social Networking strategy to leverage Facebook, Linkedin, Twitter and YouTube to drive new leads, brand awareness and customer support.

Seasoned business skills managing difficult client engagements, negotiating contracts, and Statements of Work (SOWs).

Outstanding public speaking, oral and written communication skills.

Expert skills in MS Word, PowerPoint, Excel, Publisher, Salesforce.com, and Google Analytics.

Professional Experience:

Consulting, Advisory Services and Volunteering, San Francisco, CA and Boulder, CO 2005 - Present

HitchGreen, Co-Founder and Interim CEO - A Green travel services company that created the 1st ground transportation marketplace for travelers and carriers and developed a proprietary carbon offset pricing model to mitigate the environmental impact.

Anisrav IT Solutions, Consultant -- Developer of Mobile, eCommerce, Web applications and SEO services.

San Francisco Ballet, Fundraiser -- Fundraising and subscription sales for local Arts and Entertainment.

Dominion Specialty Tools, Advisor -- Early stage developer of load balancing tools for the trucking and transportation industry.

Center for Peaceful Healing, Advisor -- Non-profit dedicated to the promotion of health and healing.

Sacred Dying Foundation, Advisor -- Non-profit providing vigil training and spiritual aid to the dying.

SmartBOL, Consultant -- Software tools for the trucking (LTL), Third Party Logistics (3PL) and Shippers.

Olivia Travel, Consultant -- Sales and CRM consulting for largest promoter of ecotourism and luxury travel.

FastFacility and FastGIS, LLC.

A Real Estate Portal and early stage GIS Software as a Service (SaaS) applications and services provider targeting the public sector, energy and real estate industries.

Consultant, Westbury, NY 2009 - 2010

Closed the first 4 clients to generate over $300k in revenue and $100k in yearly recurring revenues.

Aggressively pursued high profile deals requiring a complete rewrite of proposals, company's value proposition, pricing and licensing resulting in the development and delivery of 40 proposals in 6 months.

Implemented, customized and administered Salesforce.com to organize and manage the company's sales pipeline and marketing campaigns.

Launched 2 new products on a national scale to address the needs at both the high and low end of the market and demonstrated new product offering to over 50 prospects in only 3 months.

Developed strategy for a comprehensive GIS and SaaS business applications marketing and sales effort to compete with market leader that addressed the over-wrought and high cost solutions of the competitor.

Led all business development and contract negotiations and created scalable sales system by delivering sales, marketing and proposal templates and process.

GIS Planning, Inc.

The market leader providing GIS and Software as a Service (SaaS) applications and services targeting the public sector, energy and real estate industries.

Vice President, Sales and Client Management, San Francisco, CA 2007 - 2008

Increased revenue from $2.5M in 2007 to over $4M in 2008 leading the company to be recognized by The San Francisco Business Times "Fast 100" list of fastest growing companies in the Bay Area and the Inc. 5000 List of fastest growing private companies in the country in 2007 and 2008.

Increased new sales in 1st year by 77% and increased the average solution sale from $30K to $40k per year by providing value added services and new product modules.

Implemented and administered Salesforce.com, including Project Management and Customer Support Modules.

Developed with Marketing and executed on a strategy to leverage Social Networks that delivered new leads and enhanced client support.

Decreased customer attrition rate by 50% by increasing transparency, accountability and effectiveness of sales and customer support teams with a clearly segmented strategy and aggressive milestones.

Scaled and optimized sales and business development process while tripling the sales opportunities in the company pipeline from $2-6M and managing client support of over 170 clients across the country.

Demonstrated leadership by aggressively pursuing and closing high profile opportunities with Duke Energy, Sierra Pacific, First Energy and The State of Florida resulting in more than $1M in 1st year revenue and over $400K in recurring revenue.

Fidelis Health Systems, Inc.

Consultant (Sales Manager), Emeryville, CA 2004 - 2006

Led sales and business development activities at the C-level and exceeding plan with over $1M (500k/sale).

Managed difficult client engagement in $500K account to resolve contractual and project management issues resulting in a successful client engagement.

Implemented, customized and administered Salesforce.com.

Developed strategic and territory management plans, collateral, web site content and sales budgets.

Developed new product positioning strategy to align products with key operational and strategic client priorities.

Mantas, Inc. (Company acquired by Oracle)

Sales Manager, San Francisco, CA 2001- 2003

Developed new Western Region and exceeded quota of over $2M and built sales pipeline of $60M.

Acquired first co-development partner in $2.1M professional services deal to develop new enterprise bank fraud solution.

Managed complex client engagement and largest account, Charles Schwab, with $12M in revenue during critical implementation of 3 enterprise class solutions.

Led with senior management the implementation and customization of Salesforce.com to over 150 users.

Developed and managed partnering relationships with IBM (PWC), Capco, Logica, Accenture and CapGemini to develop value added subject matter expertise and integration services.

TradeWind Corporation

Vice President of Operations, Portsmouth, NH 1997- 2001

Manager, Business Development

Acquired first two beta customers creating $1M in revenue and built company's sales pipeline to over $20M.

Worked with the CEO in all fundraising activities leading to a total of $10M in capital raised.

Led a 3 person team that oversaw the transfer of the company's IP and acquisition.

Built out and managed sales and project management organization and implemented CRM.

Managed and negotiated contracts with key vendors and consultants including: Hewlett Packard, Great Plains, First Data and Tech Data, Intershop and Cognicase.

Education and Professional Training:

University of Massachusetts/Amherst, BA Economics

Huthwaite International: Account Strategy for Major Sales, SPIN Selling and Negotiation

Volunteer Work:

SPCA and Humane Society, San Francisco, CA and Boulder, CO

Cat Handler and perform various activities around pet adoption and fundraising.

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