Sales Management
Resume:
Melissa Hodgins
Oakville, Ontario
L6L 6V4
Telephone: 416-***-**** email: abpxs3@r.postjobfree.com
CAREER PROFILE
Accomplished Senior Sales professional with track record of over-achievement. Have been an active business professional for the past 15 years enjoying a variety of successful sales positions responsible for Enterprise / Infrastructure Management, Business Service Management and Corporate Account Management at such companies as HP, IBM, CA, and Compuware. Successful track record with large enterprise software licensing and mid-market SaaS opportunities. Key success factors include the ability to understand complex business needs / requirements and the ability to map them to a solution with an emphasis on client satisfaction.
EDUCATION and SALES TRAINING
Computer Science • DeVry Institute of Technology • Graduated May 1984
Business: Strategic Planning • Marketing & Business Administration • University of Maryland
Solution Selling • Corporate training and sales administration • HP, IBM, CA, and Compuware
ITIL v3 Foundations Certified
SALES EXPERIENCE
Kronos Canadian Systems Inc., Mississauga, Ontario
Senior Sales Executive March 2011 – August 2012Responsible for sales within the Ontario Public Sector vertical for both install-base and net new business development. Developed sales / marketing campaigns to drive business development.Created and executed upon a Client Retainment strategy with existing clients that contribute over $500K annually.Developed a sales pipeline of $4.2M with $3.5M representing new business.
Compuware Corporation, Toronto, Ontario November 2009 – March 2011
Vantage Solution Sales ExecutiveResponsible for the Applications Performance Management portfolio in the GTA. Vantage is an industry recognized leader for APM which includes Gomez which is a mid-market SaaS solution. Key verticals include Financial Services, Utilities, Service Providers and Retail.Created and executed upon a Client retainment strategy with two key legacy accounts that grew annuity sales by $700K. Developed a sales pipeline of $3M+ for 11 new target accounts within the first year.
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CA Canada Inc., Toronto, Ontario June 2008 – October 2009
Senior Sales Solution StrategistCA’s Infrastructure and Service Management solutions are industry-recognized solutions within both Enterprise Systems Management and Business Service Management IT categories. The portfolio consists of a variety of solutions to help organizations manage their diverse and complex IT environment. This includes servers (both physical and virtual), networks, applications, and integration with other 3rd party solutions while providing a role-relevant detailed business-oriented dashboard.Territory consisted of 20 target accounts which consisted of both Enterprise and Mid-market accounts. Key Verticals included Financial Services, Utilities and Provincial Government.Customer Service focus to existing legacy accounts where I delivered new product revenue $250K, grew annual maintenance ($200K) and Services ($150K).Developed and delivered local marketing campaigns for business development.
IBM Canada Inc., Toronto, ON June 2006 – June 2008
National Tivoli Netcool Sales, Software GroupIBM Tivoli Netcool was the result of IBM’s acquisition of MicroMuse. MicroMuse solutions have become the central solution components within the Tivoli Solution portfolio. These solutions consist of Enterprise Management, Business Service Management, Application Discovery and Management.National mandate across verticals with responsibility for business development and market awareness of the IBM Tivoli Netcool solutions. Quota of $1.4MLed and partnered with national software sales team and client executives to develop and execute account strategies to acquire net new clients and retain existing key legacy accounts.Achieved 177% of quota for FY07 and Attended Achiever’s Club.
Hewlett-Packard Company August 1994 – June 2006 Held a variety of positions at HP beginning as a Pre-Sales Technical Consultant and expanded my career at HP with positions of increasing challenges and responsibilities. The OpenView portfolio consisted of multiple solutions for IT Management, Security, Service Management and integration with 3rd party solutions to provide a complete solution.
Sales, Software Solutions Group, OpenView, Toronto, Ontario May 2000 – June 2006Created and delivered against account plans for target Enterprise accounts within Financial Services, Retail, and Service Provider verticals.Led and mentored three software sales representatives in the Toronto officeAchieved year over year success. Member of the Software Groups Million Dollar Club having sold a variety of deals over $1M.Sales Achievements: FY00: 101%, FY01: 107%, FY02: 156%, FY03: 126%, FY04: 134%, FY05: 112%
Sales, Software Solutions Group, OpenView, Rockville, MD May 1999 – May 2000Software focus on existing and new emerging Service Provider accounts in the mid-Atlantic area.Delivered over-quota sales results. FY99: 180%, FY00 (1H): 225%
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Account Manager, Communications Business Unit, Rockville, MD October 1996 – May 1999 Created and delivered against a strategic account plan for MCI Worldcom with the objective to establish HP as a preferred vendor for MCI Local Services (Division of MCI based in mid-Atlantic).Responsible for complete HP portfolio of Hardware (Servers and Storage), Software, and Services.Delivered over-quota results. Top Account Manager for the team. Contributed $12M in sales towards a team quota of $27M in FY97 and contributed $9M in sales towards the team quota of $13M in FY98.
Senior Technical Consultant, Rockville, MD October 1994 – May 1996 Developed, qualified and closed consulting business opportunities as a dedicated consultant to the MCI account team.Assisted the sales team with sales presentations, configurations, and demonstrations for both HW and SW solutions.Led the pre-sales team of 3 consultants.Sold $500K and $725K of Services in FY95 and FY96, respectively.
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