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Sales Leadership, P&L Management, International Sales

Location:
Freehold, New Jersey, 07728, United States
Posted:
January 31, 2018

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Resume:

Exceeded quota every year for the past * years. **1% (Act $29.1M), 113% (Act $35.6M), 121% (Act $50.0M), 108% (Act $40.5M) and 122% (Act $51.2M).

Drove bookings from $22M (2011) to $51.2M (2016) with no voluntary sales turnover.

Lead centralized and remote teams from 5 (Zero Gravity Computing) to 150 (Verizon) employees.

Managed quotas from $7.2M (personal) to $70.0M (Team).

15 years sales management and 20 years sales experience.

Served as financial, sales and marketing executive over $5M sales bookings.

Professional Experience

CELLEBRITE INC., Parsippany, NJ 2011–2017

Director of Sales and Sales Operations

Recruited, hired, and trained a successful international inside sales team of 12 from the ground up for a digital forensic company. Worked closely with the CEO to develop a strategic business plan for North American and Latin America and created KPI reports for management. Expanded revenue and improved the licensing renewal rate by developing an in-depth understanding of the buying cycle of public sector government agencies. Oversaw North American sales revenue of >$70M.

Negotiated with FBI, CIA and DEA to close multimillion dollar purchases.

Subscription renewals increase from $4.6M to $25.8M over the past 5 years.

Forecasting accuracy narrowed from 30% monthly accuracy to 14% monthly accuracy

Instituted a global sales training program that increased closing rates from 18% to 31%.

$127M dollars of total new business revenue booked.

VERIZON TELECOMMUNICATION, Hamilton, NJ 2009–2011

Manager of Sales, CSSC

Managed a sales team of 30, exceeding significant regional revenue, quality, and efficiency targets. Provided sales leadership for newly established mega call centers and supported teams of up to 150.

Turned around the center’s lowest performing team, increasing closing rate from 7% to 28%.

Trained, coached, and motivated sales teams and rolled out front line GTM.

Professional Experience (Continued)

MESSAGELABS / SYMANTEC, New York, NY 2008–2009

Mid-Market Manager

Grew mid-market outbound calling revenue for a publicly traded SaaS security company.

Chosen to sell the new policy-based encryption product to small / medium sized businesses.

Met key performance indicators (KPIs), revenue goals, and Average Order Value.

ZERO GRAVITY COMPUTING, Hackensack, NJ 2004–2008

Director of Sales

Provided executive leadership for a $5M the managed service organization with a 24x7 multi-site call center operations and net profit of $475k.

Designed and set up a call center to manage 700+ inbound IT issues daily.

Minimized the abandon rate by 70%+ and brought in 300+ accounts.

Trained employees on sales, growing revenue from $1M to $15M in two years.

CDW, Vernon Hills, IL 2003–2004

New York City Metro Manager

Grew outside sales division for $10B B2B IT company. Managed named accounts and created partner business plans, including sales engagement strategies, partner P&L, and performance reporting.

Successfully penetrated 34 Fortune 500 accounts in the New York City Metro Area.

oMattel, FMC, Cablevision

Established CDW as a vendor of choice for strategic customers’ hardware and software needs.

MICRON PC, Nampa, ID 2000–2003

Northeast Regional Manager (Territory Mid Atlantic and New England)

Hired, mentored, and led a remotely distributed team of 12.

Grew sales revenue by 23% and won President and Chairman awards.

PARTNERS IN CARE CORP., Somerset, NJ

Executive Director of IT and Finance 1997–2000

Managed billing and collection division, collecting $45M in revenue and managing a staff of 75.

Early Career Experience as International Financial Consolidations & Reporting Director with Rhone Poulenc, French Chemical and Pharmaceutical Company.

Education and Military Experience

MONMOUTH UNIVERSITY, West Long Branch, NJ

Bachelor of Science in Accounting

Served in the United States Coast Guard, honorably discharged



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