Sales Representative

Jamie Crosby

Atlanta, GA 404-***-**** ( *****.*****@*****.***

SALES: REPEAT SALES ( Hunter

"C" Level ( Enterprise Sales ( Consultative-Solutions Sales ( Self-Starter

( Goal Driven

. History of closing multi-million dollar annual sales volume & over-

achievement of quota

. Grow sales revenue and profitability thru existing & new customers-

consistent Top Performer

. Expertise building sales pipeline, managing sales process from

prospecting thru repeat sales

. Successfully sell new products & technologies

. Manage and lead cross-functional team selling efforts for key wins

. Identify and create opportunities thru discovery of client pains &

implications; alignment of client pain and solution benefits

. Strong negotiation and presentation skills with all levels including

executive management

. Multiple sales achievement awards

PROFESSIONAL EXPERIENCE

Information Technology Sales (Company Confidential)

Atlanta, GA ( 2011 - Present

Sr. Sales Representative, Core Infrastructure, and Network Technologies

Sale of IT technologies and services focused on virtualization, storage,

WAN Optimization, and Disaster Recovery

. Sales to organizations with $250M to $2B in annual revenue

. Complex sales cycle including multiple contacts such as CIO, Dir of

IT, Infrastructure, Systems and Networking

. Evaluated cloud based offerings including Office 365 and Google

Business Apps

. Self-educated on new technologies including storage and backup

. Net new business adds including Healthport, Southwire, Wieland Homes,

Mohawk Industries, and CareWatch

. Net new opportunities in process with AutoTrader, Shaw Inc., SunTrust

Banks, and more

Medical Sales- InHealth Record Systems

Atlanta, GA ( 2009 - 2011

Sr. Sales Representative, Document Management, Scanning and EHR, Southeast

Sale of document management, scanning and Electronic Health Records systems

to medical practices and doctors.

. Sales Doctors, Business & Office Managers of medical practices and

hospitals

. Define and manage solution offering, target market, prospect profile,

and sales methodology to launch document management and scanning

solution.

. Define repeatable sales process to grow document management sales

team.

. Doubled scanning sales in first 12 months.

Ceridian Corporation

Atlanta, GA ( 2007 - 2009

Sr. Sales Representative, Major Accounts, Southeast

Sale of managed/hosted payroll, human resources, and benefit administration

services to large market accounts delivered via SaaS

. Call on 110 "Large Market organizations

. 9-month sales cycle with $450,000 average sale (Sales range from

$25,000 - $1M+)

. Identified & developed $2 Million+ pipeline in only 6 months

Revelwood

Atlanta, GA ( 2005 - 2007

Sr. Sales Executive, Southeast

Initial account executive for southeast territory selling CPM & BI/OLAP

solutions and services to organizations with $100M+ in annual revenue

. Successfully closed over $600,000 in revenue in first year- 105% of

1st year expectations

. Sales to CFO and Controller offices

. Targeted organizations with $100M in annual revenue

. Closed sales to Wells REIT, Colonial Properties, and Raycom Media

. Worked multiple contacts within target organization including finance

and IT to secure sales

. Worked with management and marketing to identify vertical markets,

target accounts and marketing initiatives

Allegent Technology (out of business)

Atlanta, GA ( 2004 - 2005

Sr. Sales Executive

. Security Event Management solution start-up providing information

security solutions and services to Fortune 1000 businesses

. Delivered first, and only, non-investor led sale- 115% of quota

. Sales to CSO/CISO level

. Utilized guerrilla marketing including lunch-n-learns, webinars,

networking events to evangelize technology, and generate leads

Southeastern Data Cooperative

Atlanta, GA ( 2003 - 2004

Sr. Sales Executive, Central US

Leading provider of accounting, billing, and ERP software designed for

electrical cooperatives and utilities

. Highly complex sale touching all aspects of cooperatives operation

. Exceeded activity metrics by average of 25% per month

. Subscription based license model

CentriNet Group

Atlanta, GA ( 2001 - 2003

Partner / Sales

Partner responsible for new sales in Value Added Reseller (VAR) start-up

focused on sale and implementation of Thin-Client (Citrix & Microsoft),

networking, and back office systems solutions.

. Responsible for developing sales & marketing strategies, value/benefit

analysis, ROI, etc. with limited, internally generated funds

. Managed sales pipeline and demonstrated continued account development

progression, leading to new sales including Mercedes-Benz and

Associated Federal Credit Union

. Generated first year (2001) revenue in excess of $500,000

. Delivered Year 2 revenue of $700,000

. Hired and trained additional sales representative

FutureLink (out of business)

Atlanta, GA ( 1997 - 2001

Branch Manager & Sales Executive

National Value Added Reseller (VAR) focused on the sale, and implementation

of Thin-client (Citrix - Microsoft) solutions. Also sold and delivered

ASP/SaaS hosted CRM, email, accounting, and ERP applications. First Atlanta

based Account Manager (new branch/territory operation) responsible for

market penetration, branding and sales revenue.

Promoted to open new Birmingham, AL branch operation in 2000.

. Exceeded revenue and profit targets with over $200,000 in sales during

first 4 months as Branch Manager

. Responsible for sales and evaluation of personnel, facilities, etc in

regards to profit and loss (P&L)

. Developed pipeline of $350,000 in additional business in 2000-2001

. Atlanta Salesman of Year 1998 & 1999: Top 5% of sales force

. Top 10% sales performance

. Generated gross profit of $600,000 in first 6 months of 2000

. Exceeded new market sales target with annual sales from $0 in 1998 to

$4M in 2000

. $550,000 gross profit in 1999

. $450,000 gross profit in 1998

. Averaged 27% profit margin per sale/project

. Sales activity allowed branch to grow faster than planned with

internal funding

Michelin Tire

Atlanta, GA ( 1990 - 1997

Major Territory Manager

Territory Manager

Field Sales of commercial and OTR tire lines for leading international

manufacturer. Utilized both direct sales efforts and dealer channel to

maximize sales and market penetration.

Promoted from Territory Manager to Major Territory Manager in 1995 to

increase sales and visibility prior to Atlanta Olympics.

. Grew territory sales by +15% year over year

. Increased dealer sales by focusing on "right" dealers and better

education

. Increased territory profitability by managing commercial concessions

and expenses

. Led district (ARK) in adoption of sales force automation tools

. Developed and shared mileage tracking tool for automatically

calculating "cost per mile"

. Focused on 150 "key" accounts for direct sales effort covering approx.

half the state

. Sold to multiple levels including "tire man", shop foreman, and

President

Copier Sales

Atlanta, GA ( 1987 - 1990

EDUCATION/SKILLS

Georgia Institute of Technology 1982 - 1986

B.S. Industrial Management

Sales Training including: Telemasters, Corporate Visions, Solution Selling,

Hope is Not a Strategy, Michelin Training, etc.

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