Sales Representative
Resume:
Brian Grega
Saratoga, CA 95070
My preferred contact method is: Mobile Phone
My home phone is: 408-***-****
My mobile phone is: 408-***-****
My work phone is: 408-***-****
My email is: *******@*****.***
My most recent employer is: MontaVista Software Inc.
My most recent title is: VP, Business Development and Strategic Accounts
My most recent salary is: $235,000
My most recent duties are: Managed the company's Business Development team and Strategic Account strategy
The type of work I am looking for is: VP of Sales
I am available to start: After January 1, 2003
My minimum annual salary range is: $200-299K
I am willing to travel 75% of the time.
Will I accept a permanent job Yes
Will I accept a contract job Yes
Am I a US citizen Yes
If no, my legal status is:
My highest level of education is: Bachelors
The college I attended is: University of California, Berkeley
I have the following years of experience: 20+
My preferred work location is: Silicon Valley
I am willing to work in the following US locations:
Northwest Southwest
I am willing to work in the following international locations:
I consider myself qualified for the following jobs:
Sales
Management, Executive
Marketing, All Others
I have worked in the following industries:
Software
Service, Consulting
CANDIDATE'S PERSONAL COVER LETTER:
Dear Sirs:
If one of your clients is looking for an individual to build a solid
sales infrastructure, positioning their company for aggressive
revenue growth and increasing marketshare, then please review
my resume.
At MontaVista Software, I developed a sales strategy, recruited top
performers, equipped those "A" players with a well-defined
forecasting methodology and sales process which resulted in eight
successive quarters of revenue growth. I joined the company as
employee number six, the first VP of Sales and Marketing. At the
time, the company had four customers and less than $40,000 in
annual sales. In my first full year with the company, sales grew to
just under $4M and the following year, sales grew to just under
$12M. The sales achievements occurred in 2000 and 2001, under
very difficult economic conditions. Needless to say, our market
share expanded dramatically within that same time.
My ambition and skill set is to lead a sales team at a company that
is positioning itself for aggressive growth over the next three years.
Thank you,
Brian Grega
CANDIDATE'S RESUME:
Brian Grega
19841 Buckhaven Lane
Home 408-***-****
Saratoga, California 95070 Cell 408-***-****
*******@*****.***
Summary:
High tech sales executive with over 20 years experience
managing business development, account management, sales
and marketing functions within high growth companies and
industries. Demonstrated ability to grow sales volume and
increase market share through recruiting, training and
developing top-performing sales teams, securing strategic
relationships with ecosystem partners, and closing deals with
industry leaders. Held management responsibilities for 40
person staff and over $22M annual revenue. Experienced in
venture capital funding, corporate M&A, and IPOs.
Professional Experience:
MontaVista Software Inc
., Sunnyvale, CA 1999 - present
Vice President, Strategic Accounts (2002 - present)
Charged with the development and execution of the strategic
account plan for IBM and Intel. Initiate and manage all strategic
and tactical client interaction.
VP, Business Development (2001 - 2002)
B Developed and defined the MontaVista "Business
Development Process" for identifying and tracking partnership
opportunities with the world's leading semiconductor, computer
and software companies
B Led the "Carrier Grade Linux" initiative within MontaVista,
included funding from Intel and MontaVista's active
participation in the Open Source Development Labs, including
member companies including Alcatel, Cisco, Ericsson, IBM,
Intel, Nokia
B Negotiated "statements of work" from both IBM and Intel as
part of their participation in MontaVista's series "D" funding
round
VP, Sales and Marketing (1999 - 2001)
B Established the company's initial set of sales and marketing
objectives
B Consistently achieved 200%+ quarterly sales growth for 7
straight quarters
B Grew sales from less than $50K per quarter to over $3.5 M
per quarter in 18 months
B Achieved "design wins" with Agilent, Alcatel, Broadcom,
Cisco, Ericsson, Matsushita, Nokia, Phillips and Sony
B Implemented "ProActive Selling" - an organization-wide
"funnel development" methodology; led to quarterly sales
forecasting accuracy of within 5% of sales actuals
B Established direct sales offices (Europe and Japan) and
distribution channels (Asia Pacific
)
GLOBEtrotter Software, San Jose, CA 1998 - 1999VP, Sales
B Achieved or exceeded quarterly revenue targets in three out
of four quarters
B Grew sales at a 40% annual rate ($8.8M to $12.3M)
B Achieved significant sales contracts with AutoDesk, Cadence
Design Systems, Mentor Graphics, Parametric Technology,
Sybase, Synopsis and Wind River Systems
B Implemented "Solution Selling" methodology within the sales
organization with an emphasis on "target account selling" to the
top 200 software companies in the world
Lynx Real-Time Systems, San Jose, CA 1996 - 1998VP, North American Sales
B Increased sales 47% from FY'96 ($4.7M) to FY'97 ($6.9M)
B Implemented internal sales/forecasting process reducing
average sales cycle from 120 days to 90 days. Led to
consistent, sequential quarter-over-quarter sales growth.
B "Design wins" at 3Com, Alcatel/DSC, HP, Motorola, TRW and
United Defense
B Recruited and staffed a "Technical Advisory Board" for
establishing a more significant presence within the Military and
Aerospace market segment
Microtec Research, Santa Clara, CA 1989 - 1996
(Acquired by Mentor Graphics
1996
)
VP, Strategic Accounts (1994 - 1996)
Increased sales with Strategic Accounts from less than 10%
($3M of $38M) of total business to near 17% ($7M of $41M) of
total business in 12 months
Completed "corporate purchase agreements" with Alcatel,
Motorola and Nortel
Director, North American Sales (1989 - 1994)
Exceeded North American revenue plan for 4 straight years
Grew revenue from $2.2M (1990) to $22.5M (1994)
Designed and implemented "tiered sales channel"
infrastructure utilizing field and inside "direct" sales staff, plus
tele-prospecting organization for lead qualification activities
Applied Microsystems Corp
., Santa Clara, CA 1983 - 1989
Western Regional Manager
(1988 - 1989)
Exceeded assigned revenue plan in three out of five quarters
Product Marketing Manager
(1986 - 1988)
Exceeded annual revenue target for product lines in 1987;
which represented 67% of company's total revenue
Designed and implemented a "third party resellers" program
which provided incremental revenue and improved sales
margins for the company
Sales Representative
(1983 - 1986)
Sales Representative of the Year, 1985 - achieved 118% of
revenue plan
Sales Representative of the Year, 1984 - achieved 121% of
revenue plan
Developed and maintained an "indirect sales" program with
rental and leasing companies representing up to 30% of the
company's total quarterly revenue
Education:
BA,
Economics, University of California at Berkeley 1980
Personal:
Married
with two children, Connor, age 13, and Kelly, age 7.
Contact this candidate