Sales Manager

PAUL C. DECAMARA

** ***** ***** ******

Basking Ridge, NJ 07920

*********@***.***

908-***-**** (Home)

908-***-**** (Cell)

PROFESSIONAL SUMMARY

Objective is a senior sales management/channel sales management position where leadership

strengths, turnaround skills, and strong initiative coupled with strategic mindset and a bias

toward action will significantly impact positive organizational growth, foster both employee and

customer enthusiasm, and maximize financial performance and shareholder value.

• Extensive experience successfully selling IT services, hardware and software solutions

• Recent focus on portable rugged laptops/tablets, security software solutions, managing

resellers/dealers, and directing sales teams ranging from 5 to 30 direct contributors

• Successful in both OEM/ISV and Solution Provider roles (significant HP and Cisco relationships)

• Personally developed new business CXO contact methodology (adopted as a model throughout

multiple sales organizations), applicable to both federal and commercial accounts

• Focused on winning in high visibility accounts with a closer mentality and strong relationship

builder ability, always carrying a personal sales quota while managing others

• Success has been realized through enduring and lasting relationships and through the

development of sales teams conveying these strategies

• Sets high performance standards and utilizes best practices to exceed the expectations of

management, customers and coworkers

• Creative and exceptional communicator, relationship builder, and problem solver

PROFESSIONAL EXPERIENCE 1989 to Present

DRS Tactical Systems – Melbourne, FL 2009 to Present

Federal Sales / Channel Development Manager – Armor Division

• Met sales quotas while adhering to corporate rules of engagement for this new US division of an

Italy based manufacturing conglomerate (Finmecanica)

• Set criteria for Partner identification, retention and rewards, signing 4 new Federal resellers.

• Increased sales through development of RFP/IFB strategies and utilizing partner contracts

• Initiated a demo unit pool designed for the reseller community

• Work with Marketing to drive programs and events to extend the relationships to new prospects,

attending 5 to 7 major trade shows annually

• Managing sales pipeline of 2 to 3 million, providing monthly reporting of using ACT

• Defining and executing monthly partner sales plans (Create systems and procedures to

streamline partner management)

BSAFE Information Systems – Englewood, NJ 2006 to 2009

Director of Sales/Channel Sales (10 direct reports)

• Responsible for all sales within this startup, reporting to the VP of North America

• Implemented sales strategies and marketing activities utilized throughout the company

• Increased sales from $800K in 2006 to $2.5M in 2007

• Expanded the sales and marketing organization with direct hire/fire responsibility, and led the

team in exceeding revenue goals

• Organized and managed all trade shows and local user group conferences

PROFESSIONAL EXPERIENCE 1989 to Present (continued)

TransNet Corporation, Somerville, NJ 2004 to 2006

Director of Commercial Sales and Professional Services (11 direct reports)

• Responsible for entire commercial Sales force

• Solutions include Cisco and VoIP and Tier 1 / Tier 2 storage solutions bundled with

vendor and in-house support services

• Achieved a 25% increase in sales and services to SMB clients year over year

• Closed a $2M dollar network upgrade and VoIP solution to a major NJ law firm

Westwood Computer Corporation, Springfield, NJ 1989 to 2004

Vice President of Sales (1998-2004) (30 direct reports)

• Responsible for entire Sales Department, including both commercial and federal sales

• Grew overall revenue from $55M to $150M during my tenure

Sales Manager (1996-1998)

• Managed sales personnel in three offices (HQ, NY, and VA), reporting to the President

• Hired and trained all new sales personnel

• Increased Westwood’s profit in four consecutive quarters by 9.5%

• Continued producing $2.5M annually with personal accounts

• Increased Westwood’s sales form $40M in May of 1996 to $55M as of December 31,

1997

• Increased service revenue by 40% to $3.5M in two years.

Account Manager (1991-1996)

• Developed new commercial accounts in New York and New Jersey

• Consistently met or exceeded goals and quota

• Supervised new sales personnel and helped them to close new business

• Averaged $3.5M in sales of hardware and service for five consecutive years

HP Product Manager (1989-1991)

• Hired jointly by Hewlett Packard and Westwood Computer Corporation to increase the

sales of HP Vectra PC’s (Growing revenue from $500K to $3M annually)

• Duties included cold calls, prospective customer qualification, demonstrations, seminars,

and closing sales through direct account management of enterprise accounts, universities,

law firms, and medical facilities

• Realized total sales of over $7.5M in just over 2 years

PROFESSIONAL EXPERIENCE pre-1989

Practice Management Systems, Iselin, NJ

Regional Sales Manager

Blue Cross of N.J. (MEDIX, Inc.) Florham Park, NJ

Medical System Consultant

Selecterm, New York, NY

Account Executive

Massachusetts Indemnity & Life Ins. Co., Teaneck, NJ

Paul C. DeCamara – Page 2

Career Agent Supervisor

EDUCATION

• Bachelor of Science, Union College, NY

Major: Business

Paul C. DeCamara – Page 3

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