Sales Management
Resume:
Steve Emmer
Email: *********@********.***
Address: *** */* *. ******* Avenue
City: Los Angeles
State: CA
Zip: 90036
Country: USA
Phone: 213-***-****
Skill Level: Management
Salary Range: $200,000
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
Steve Emmer, MBA
538 N. Genesee Avenue, Los Angeles, CA 90036
*******@*******.***
Summary:
Seasoned sales executive with extensive experience selling enterprise-wide business software with a solutions focus (BI, analytics, collaboration, communications) to business units and IT of Fortune 1000 companies (example new logos: T Rowe Price, Verizon, AT&T, McDonald`s, Nestle, Dole, Toyota, Electronic Arts, Oracle, Williams-Sonoma); multiple years of hitting and exceeding quota; sales and management in start-up and entrepreneurial companies; product management --new product development; product planning; business development; intellectual property contracts development and negotiation; partner management; negotiating and closing deals; aligning solution sales to business needs, enterprise search, EPM, CPM, EAI, business intelligence, budgeting, and financial planning & reporting. Hold two patents; Very strong analytical skills--adept at identifying revenue and cost drivers; Excellent in translating tech-speak into business value terms and ROI. Hunter focus and mentality. Close large deals.
Employment:
Microsoft
Sales Executive - Business Productivity, Office 365 (SaaS, cloud)
2/2006 - 11/2012
* Sold to HR, Marketing, Finance, and IT - SharePoint-based business productivity and SaaS (Cloud) for business process automation, collaboration, social computing, business intelligence/analytics, and customer-facing and employee web portals for corporate communications, HR self-service, and knowledge management. Includes six years selling $millions in software in the Telco, Media & Entertainment vertical (Disney, Warner Bros, DirecTV, Universal Music Group, T-Mobile, Qualcomm, Liberty Media, others)
* Five year quota achievement of 94-111% against a personal quota ranging $26-35MM/year
* Average deal size of software licenses ranges from $500K-$3MM; over $100MM sold last 5 years
* Driver/creator of multiple marketing events that resulted in $millions in sales revenue
* Customer Satisfaction Champions award winner; Gold Star winner for vertical-sales best practices; four-time mentor
A3 Solutions (Developer of CPM applications for budgeting, planning, & reporting)
Director, Business Development
9/2003 - 2/2006
* Expanded sales to the Fortune 1000 of corporate performance management systems by 30% a year
* Established telemarketing channel
* Brought on new VAR sales partners, including Europe
OutlookSoft Corporation (Corporate performance management - acquired by SAP)
Sales Manager Enterprise Software
8/2002 - 9/2003
* As one of the top revenue producers, sold financial software for business analytics including budgeting/forecasting, profitability analysis, and performance management to CFOs of corporations over $500MM in revenues (examples: Stanford, Disney)
* Covered the complete cycle from telemarketing/prospecting to close and integration of implementation partners
Information Builders (Business Intelligence)
Sr. Account Executive
2/2001 - 7/2002
* Sold enterprise software for business intelligence/analytic reporting and e-commerce / application integration (EAI), mostly to firms with revenues over $1 Billion revenue
* By focusing on business value and high ROI, I penetrated target companies even where competitors had been resident for years
* Had fastest close cycle for a new account in the 26-year history of the company
iSpheres Corporation (Internet e-commerce)
Management Consultant
10/2000 - 1/2001
* For this newly VC-funded Internet e-commerce company I did market research and developed sales and partner strategies
* Worked with VPs of product management, business development, and e-commerce strategies of target customer firms to guide the final phase of iSphere's market entrance
A3 Solutions (Corporate performance management software applications)
Account Executive; Sales Director; VP Sales & Marketing
6/1994 - 9/2000
* Account Executive - sold the first 20 deals for this vendor of analytic enterprise software for profit planning, sales analysis, budgeting automation, and corporate performance management
* Director of Sales - managed U.S. sales. Regularly won against much larger software competitors (Oracle, Hyperion)
* Director, Business Development - established VAR channel on three continents
* VP - grew and managed the sales organization, developed marketing programs, managed product marketing, developed intellectual property contracts
* Company grew 600% in revenue and employees from 5 to 50 during this tenure. Sales were nearly exclusively to business executives in finance, sales, and sales & marketing operations to enable them to control and measure their financial performance
Information Resources (multi-dimensional database and analytics software, including financials)
Director, Business Development
3/1993 - 5/1994
* Western region marketing manager - promoted new financial product for consolidations reporting
* Sold financial application products software (Express) to Oracle who then bought the whole company
Execucom Systems Corporation (decision support systems and financial modeling)
Technical Sales Manager
7/1986 - 3/1993
* Managed pre-sales consulting staff of six across western U.S. and Canada
* Competitive win rate of 90%
* Regional quota performance of 110-138% consistently over a decade
Education:
Massachusetts Institute of Technology - MS Management (MBA); BS, MS Chemical Engineering
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