Charles Breeding

Email: abpn7a@r.postjobfree.com

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

City: Belews Creek

State: NC

Zip: 27009

Country: USA

Phone: 336-***-****

Skill Level: Management

Salary Range: $140,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Charles A. Breeding

7500 Masonville Rd, Falls Church, VA 22042 and 340 Lake Point Lane, Belews Creek, NC 27009

Cell: 336-***-****

Email: abpn7a@r.postjobfree.com Profile: http://www.linkedin.com/in/breedingtrust

Career Summary

Since graduating from West Point and serving in the Army, over 29 years of sales, sales management and executive sales management experience of software, professional services, and technology solutions with a strong track record of growing revenues. Over eighteen years experience in building high-performing sales teams that exceed the organizational sales & revenue goals with sales topping $50M/year to both commercial and Federal markets with low turnover and under budget SGA costs.

Areas of Expertise

* Record of selling software to Gov & Comm`l * Strong Alliance-Partner Management Skills

* Experience in working with logistics informatics * Proven Track Record of Exceeding Sales Goals

* Building world-class sales teams * Strong Communication, Listening & Writing skills

* Effective Team Management / Collaboration * Experience managing sales channels

Professional Experience

Director of Sales, Autonomy, an HP Company 2012-Present

Responsible for managing a sales team of six AEs delivering on a quota of $17M a year to agencies such as US Postal Service, Dept of Energy, Treasury-IRS, Veterans Administration and half of the civilian agencies. Doubled the sales force in five weeks and met first quarter sales quota. Expertly led the direct sales channel, reseller channel and partner sales channel in driving incremental sales increases for this 35+ software products company (on-premise & SaaS) and achieved the FY`12 quota goals. Manages the forecasting to senior management and responsible for maturing opportunities in the sales funnel along with working closely with Marketing for lead generation activities and events.

Director, Business Development Avanade Federal Services LLC, Baltimore, MD 2010-2011

Responsible for $5M+ quota of software, professional IT consulting services focused on the Microsoft technology stack. Services included application development, BI & Collaboration, Security, Technology Infrastructure, CRM/ERP, software solutions & Outsourcing. Assigned agencies include DHS, DoD (Joint Commands), Army, and DHS. Expert at deal-shaping, leading capture management disciplines, strong leadership skills and forming proposal response teams to include LSI`s and 8a`s. In 2011, I was 150% of my direct sales quota. Much of this success was due to aggressive and sustained Partner-Alliance and teaming channel sales development as well as direct sales to the Federal Government in both sub- and prime-contracted wins.

Executive Manager, Advanced Business Solutions BSI Mgt. Systems, Reston, VA 2009-2010

BSI Group is a $350MM global organization providing a GRC (Governance, Risk & Compliance) integrated management system (SaaS), consulting, professional services and technologies (SaaS) for supply chain security and compliance. Responsible for Commercial & Government strategic accounts in building new software and service revenues while managing five Sr. AE`s. Built pipeline of $31MM and closed $10M in first year to agencies such as DHS. Drove new alliance and partner sales channel for the company, and provided feedback to Product Development/Product Management in support of product/feature roadmap and enhancement plans.

VP, Business Development Knowtions, Inc. - Ringoes, NJ (now CoachWare, Inc.) 2006-2009

Coachware(R) dramatically enhances productivity by streamlining the information-to-knowledge-to-task process for large complex ERP, CRM, & data management software systems for quality management and BPM. Knowtions, Inc. markets a enterprise-class software system suite (EPSS) - installed and SaaS -- for embedding performance support into critical software applications (like SAP or Oracle) and related professional & consulting services. Managed a sales team of four people producing revenues of $29M/year.

* Reporting to the CEO, built a high-performing sales team of four sales professionals, landed a multi-million dollar contract to support Army DIMHRS in 9/08 spanning three years, sole-sourced with no competitive bids. Strong talent of opportunity identification, qualification, matching solutions to their business issues, presenting, proposing, negotiating and closing the sale.

* Exceeded $10M dollar quota by focus on the Federal Government via a complex solution(s) consultative sales process and strong capture management skills that I developed in the sales team with focus on DoD, HHS, DHS and civilian. Responsible for all alliance and partner channel sales revenues which exceeded the objective for the channel.

Business Development Manager, Federal Government - Learn.com, Inc. - Sunrise, FL 2005-2006

Developed a Business Plan and Marketing Plan, and created a pipeline of over $20MM in 8 months for enterprise-class software and related services to the Federal Government. Sales focus was DoJ, DHS, HHS and DoD. I provided feedback to Product Development/Product Management in support of product/feature roadmap and enhancement plans. Project completed, the company decided to exit DoD/FedGov market and focus on Commercial, terminating my and several others employment. References available.

Client Partner - FranklinCovey Co. - Organizational Solutions Salt Lake City, UT 2003-2004

Responsible for large quota and small sales team selling consulting, professional services, training (public & customized solutions), and productivity tools in VA, DC (Federal Government), WV and NC.

* Managing a large client base, responsible for -farming- current clients and -hunter- for new client acquisition via phone cold-calling. Successfully exceeded quota by calling upon SES-level executives in Government in effectively selling solutions (technology & consulting) to SES-level executives, IT managers and business unit leaders.

* Superb understanding of the consultative/solution sales process, farming current clients and strong cold-calling and prospecting skills for new business development. I was in top 10% of my peers in 2005 in sales production earning President`s Club. Direct communication with Product Mgt. with feature roadmap suggestions or recommendations.

Regional Sales Manager - Avaltus, Inc. Denver, CO (Div of USA Interactive Group) 2002-2003

Responsible for a team of 8-10 people in a 12 state region (plus Government) selling an enterprise-class suite of software components that make up an LCMS or Learning Content Management System for in On-Demand (SaaS) and installed along with consulting and professional services.

* Calling upon Government and Fortune 1000 companies at senior e-levels, sold TRW Systems (US Air Force) and General Electric (GE Capital). I supervised several pre-sales, sales team of five AEs, and post-sales personnel where we exceed our sales targets each year which were in excess of $52M. I provided inputs to Product Development team in the future features roadmap. Company ceased operations and closed their doors on Feb. 15th, 2003, terminating all employees after a buyout dispute went unresolved.

Corporate Sales Manager - THINQ Software Solutions Billerica, MA (now Saba, Inc) 2000-2002

Led a sales team of 10-12 people and client acquisition effort for the Southern Region (11 states, plus Federal) for an internet startup, a learning portal providing E-Commerce on an ASP platform to Fortune 1000 clients. In 2001, sold consulting and professional services enterprise-wide class of software system (LMS) in On-demand (SaaS) to the private sector and Government.

* Recruited, trained, developed and mentored a high-performance sales team of six professionals that surpassed our goal by 127% in 2001 and 136% in 2002 surpassing $42M. Additionally, supervised inside sales team and channel partners in the Eastern US and system integrators in NOVA-DC-MD.

Director, Business Development - Spherion Human Capital Consulting Charlotte, NC 1999-2000

Interim Career Consulting, a Fortune 1000 company specializing in human capital, was one of 17 business units of this $4 billion (1999 revenues) company (now Spherion Human Capital Consulting).

* Responsible for business development and corporate sales of a portfolio of consulting services and professional services to Fortune 1000 clients and the Federal Government (DoD). Led turnaround of Eastern US to profitable operation in my first year. Expanded responsibilities in 10/99 to Integrated Solutions Manager for Interim Services which included sales management, market strategy development, identify and facilitating acquisition of targeted accounts (greater than $5 million), and chairing regional integration meetings.

Note: the combined experience below of 15 years is with the same $100M+ privately held company.

President, CA Breeding & Associates, Inc. Greensboro, NC (Dale Carnegie Training franchisee) 1994-1999

President of CA Breeding & Associates, Inc., a subchapter `S` corporation providing training, organizational development and consulting to clients. For five years, associate franchisee of Dale Carnegie Training responsible for hiring, training and managing Sales Representatives, 12+ Instructors, and all general administration and management.

* Achieved 225% improvement in revenues within first 15 months.

* Highlights include finishing Year Two in the Top 15 in the U.S. and Top 25 in the world in production out of over 700 associates worldwide. Earned the top sales production award, the Platinum Award, for this performance. Much of this success was result of selling and delivering Customized Corporate Solutions for on-site training and performance improvement interventions and long-term consulting projects.

VP & General Manager - Dale Carnegie & Associates, Inc. Syracuse, NY 1987-1994

Responsible for 12-member team plus 18 adjunct instructors producing $1M in annual revenues for Central NY Institute [Center of Excellence]. Managed all operational aspects of the business with a profit/loss gain share opportunity. Reported to the CEO. Accomplishments include:

* Led turnaround that produced a doubling of production in 18 months including a profit realized for the first time. Chosen to lead all three internal sales training programs, one of only 3 people to have distinction.

* In year one, the business unit won the Outstanding Production Award for achieving a 218% of quota. Our team also won the prestigious Founder`s Club award - the top sales award in the company.

* In year two, the team achieved 162% of quota and was awarded the Chairman of the Board Award.

* In year five, out of ten business units, our team-based organization was # 1 in percent of quota.

* Certified to instruct all ten Dale Carnegie Training programs - sales, management, presentations, customer-service, executive-image, employee development, communications and leadership - a distinction of less than 1% of the 2,500 worldwide careerists or Instructors.

Training Consultant (Sales Representative), Dale Carnegie Institute of Houston, TX 1984-1986

In my first year, I was #5 nationally in sales production among the 14 company owned Institutes or Centers of Excellence and inthe second year, I was #2 nationally in sales production. Promoted to VP-GM.

US Army Officer from 1978-1982 serving in various roles including Fire Direction Officer, Asst. Adjutant III Corps Artillery, NBC Training Officer, Nuclear Target Analyst and Executive Officer.

Education & Professional Development

U.S. Military Academy, West Point, NY

B.S., Engineering

Numerous Microsoft technology product sales seminars, 2010-2011

Solution Selling by Sales Performance International, LLC 2010

Managing Major Sales, (based on Rackham & Ruff`s book), Sales Consultants, 2007

Helping Clients to Succeed, Mahan Khalsa, 2005

Four Disciplines of Execution, Certified Facilitator, FranklinCovey, 2005

Managing the Sales Function, Developmental Dimensions InternationaI 2003

Former Dale Carnegie Sales Course Instructor & Leadership Training for Mgrs Facilitator, 1995-2000

Former President, Sales & Marketing Executives chapter, 1993

Salary History & Compensation

Expected Salary: $130-175K; OTE of $235-$380K+ Have had stock options in two previous executive sales positions.

Testimonial

-I had the pleasure of working with Charlie Breeding while at Avanade Federal Services, supporting him with multiple business development opportunities. Charlie was kind enough to "show me the ropes" of the "BD" side of Avanade, explaining the internal processes of cost estimations, working on new business proposals, and the core business and marketing philosophies of the company to me. Charlie was able to successfully juggle multiple clients and opportunities, including several large cloud initiatives for the US Federal Government. Charlie's professional demeanor mixed with his knowledge of of the Federal IT marketplace was most impressive. I strongly recommend Charlie Breeding and hope to get a chance to work with him again.- November 19, 2011 John Bradley, Group Manager/Systems Engineer, Avanade Federal Services

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