PAUL J. WALLACE

**** ***** **., **** *****, TX **645

(Cell) 512-***-**** / Email: ac0ht8@r.postjobfree.com

Senior Sales Leader / GM

Expertise in New Business Development / Business Performance Turnaround / Growing Revenue & Profits

PROFESSIONAL EXPERIENCE

Onit Enterprise Application Software 2015-2017

Vice President of Sales Enablement

Direct Reports: 4 Reporting to the CEO

Responsible for the build out of Onit Sales Enablement Practice and Business Unit

Developed the overall Global “Go to Market” Strategy, including channel market development and branding

Executive level management of large corporate customers like Dell, CDW, HP, SHI, Cisco, etc.

Tiger Direct A $600M Information Technology Reseller 2014-2014

Vice President / GM of B2B Sales Division

Direct Reports: 30 Reported to the E.V.P. B2B Sales Division

Responsible for the opening of a new 50 sales person B2B Sales Office located in Austin, TX, including all aspects of space acquisition, hiring employees and the management of all sales operations.

Management of “Key” vendor relationships like Dell, HP, Symantec, and Spiceworks.

Initiated the build out of a new Advanced Solution Group focused on Data Center product sales.

PCM Inc. A $1.5B Information Technology Reseller 2012-2014

Vice President of Advanced Solutions Group

Direct Reports: 4 Employees: 72 Reported to the V.P. / GM of PCM Corporate Division

Member of the PCM Executive Leadership Team responsible for consolidation of 4 separately managed PC Mall corporations and the rebranding as PCM Inc.

Initial responsibilities included stabilizing the PCM Corporate Sales Division and the PCM Marketing Group.

Developed and executed the Business Plan for opening a 200 employee Corporate Division call center in Austin.

Responsible for the management of “Key” partner relationships, growing direct funding investments in PCM marketing strategies by $10 million.

Completely rebuilt the PCM Data Center Sales team of 50 in 6 months, reducing cost by 16% while improving growth from 2% to 16% and increasing revenues by $26 million.

Developed and implemented a new sales training program focused on key product categories, yielding a 12-13% quarter over quarter improvement in each development category.

SHI Inc. A $1.5B Information Technology Reseller 2008-2012

Director of Business Development

Direct Reports: 12 Reported to the V.P. / GM of SHI Corporate Division

Member of the SHI Leadership Team responsible for the roll out of the newly formed SHI Corporate Division, focused on providing IT solutions for customers between 50 and 5000 employees.

Created the SHI Advanced Solution Sales Group focused on growing Data Center hardware sales, quickly ramping Dell, HP and VMware to the top 4 SHI vendor partners and $180 million in revenue.

Responsible for all “Go to Market” (GTM) strategy, tactical implementation, and new business unit development for SHI Corporate Sales Division.

Managing director for the top 20 vendor partner’s co-marketing strategies, operations and execution.

Created the SHI National Services Partner Network, partnering with over 100 top service delivery partners.

Developed the initial SHI Corporate “go to market” strategy growing customer acquisition from 0 to 6200 new customers in 2 years, utilizing targeted call blitz’s programs with key vendor partners HP, Dell and VMware.

Grew Data Center product sales $60M above forecasted plan with first year sales of $180 million.

Managed the SHI-Dell relationship growing Dell from $20M to $250M in annual sales in a 3 year period.

Grew the SHI Corporate Division top 20 vendor partners an average of 212% for each of the last 3 years.

Exceeded Data Center, Cloud, VDI, and Software services sales quota by 25% with first year revenues of $33M.

LIBERTY GATE LLC. & PINNACLE CUSTOM HOMES LLC. 2006-2008

Owner / Partner

Owner / General Manager, Liberty Gate Developments LLC., producing “High-End” Real Estate developments.

Partner, Pinnacle Custom Homes, specializing in the construction of “High End” custom homes in the “Cimarron Hills” subdivision and North Shore of Lake Travis.

Construction of 7 Custom Homes ranging in price from $850k to $1.5 million.

DELL INC. COMPUTER CORPORATION 1992-2005

Executive Sales Director, Public Transaction Group (PTG) (2003-2005)

Direct Reports: 11 Employees: 130 Revenue: $813 million Reporting to: SVP of Dell Public Division

Founded Dell PTG in 3 weeks with 45 sales representatives and first year revenues of $325M.

Exceeded second year quota by 150%, with $813M in revenues and 2 additional points of Operating Income.

Led the Public Segment Executive Management Team responsible for the strategic planning, tactical implementation, and management of Dell’s Public Transaction Group focused on Healthcare, State & Local Government, Higher Education, and K-12 Education markets.

Introduced “Synergy” contact management software, transforming ad-hoc and impromptu reporting functions into a highly effective mechanism, enabling staff to strategize and execute a powerful customer experience.

Designed and implemented the “Blue Book Sales Spotlight”, a combined process using CRM, external marketing and training to drive new account acquisition, new line of business acquisition and market share growth.

Exceeded Dell Americas & all other Dell Public Leaders in the semi-annual employee feedback program, “Tell Dell”, results in both Overall and Core Score averages (89% overall favorable).

World Wide Senior Business Analyst, Preferred Accounts/Small & Medium Business Unit (2002-2003)

Direct Reports: 3 Employees: 3 Revenue: $1.1 billion Reporting to: SVP of Dell Americas International Division

Formulated & Implemented Global Strategy that delivered an incremental $1.1 billion in revenue and 110% of Quota.

Drove sales rep productivity above original plan by 10% in Japan, 5% in Germany, and 15% in China.

Led the Senior Executive Management Team responsible for analysis and redesign of Dell’s 6 “Key” growth countries, Japan, France, Germany, United Kingdom, China and Canada.

Traveled to Key countries to assist in the implementation of U.S. developed sales processes, feedback systems, team building processes, growth mapping, consultative selling and sales management processes.

Partnered with General Managers of the each Key focus countries to develop “Best of Breed” reporting and implementation of best practices for Software & Peripherals, Data Center, Service, & Sales Productivity.

Prepared and delivered quarterly performance reports to Michael Dell and Kevin Rollins, CEO.

Managed World Wide Vice Presidents Council reporting to Ro Parra, President.

Completely dismantled and reassembled Japan, China, and Germany’s corporate sales groups, including finance, marketing and all support functions in one quarter.

Acting Director, Emerging Business Division (EBD) (2001-2002)

Direct Reports: 10 Employees: 143 Revenue: $1.2 billion Reporting to: Vice President of Dell Corporate Accounts Division

Led 6 managers and 4 support personnel responsible for the redesign, transformation, and growth of the struggling Emerging Business Division into a successful business unit with sales revenues of $1.23 billion.

Managed EBD business from a -30% annual growth back to 0% growth in 2 quarters, and +13% in 4 quarters.

Increased Total Revenue per Unit by 16%, Line of Business growth by 33%, and account acquisition by 27%.

Initiated the “Line of Business” Conversion Program, improving conversion by 9%, and EBD revenue by 37%.

Developed the New Account Acquisition Program resulting in 29% year over year growth.

Improved Sales Rep Productivity an overall 26% in four quarters.

Managed the Business Improvement Team in the development of the Dell New Account Acquisition Program.

Successfully improved EBD attrition levels down from an annualized 33% to 3%.

Executive Sales Director, Internet Partners Division (IPD) (2000-2001)

Direct Reports: 12 Employees: 160 Revenue: $1.1 billion Reporting to: Vice President of Dell Small to Medium Business Division

Founded the Dell Internet Partners Division with first year sales of $585M.

Achieved year over year revenue growth of 92% for IPD, growing from $585M to $1.125B.

Developed “Line of Business” campaign, driving account share from 48% to 67%.

Drove Data Center Product Mix from 6.5% to 10.2% achieving 156% of quota and an incremental $26M.

Targeted 8500 of the fastest growing commercial accounts in the United States, targeting new account acquisition by partnering with Venture Capital Firms.

Led the cross-functional executive team responsible for the development of the Dell Venture Leasing Program, allocating $200 million dollars for Venture funded leasing, reporting to Dell Treasury Department.

Managed 8 Field Account Executives in addition to 4 inside Regional Sales Managers.

Regional Sales/Segment Manager, Business Sales Division Relationship (BSDR) (1996-2000)

Direct Reports: 8 Employees: 151 Revenue: $1.5 billion Reporting to: Vice President Dell Small to Medium Business Division

Founded the Dell SMB Relationship Sales Team with first year revenue sales growing from $0 to $335M.

Year 2 116% year over year growth $335M to $723M.

Year 3 115% year over year, growing from $723M to $1.55B

Exceeded growth targets for Notebook Product Mix from a forecasted 17% to 31%

Managed Dell’s BSDR hyper growth, hiring 30 sales representatives and two managers a quarter for 12 quarters.

Design and implementation of “Rep Assessment and Management Process” (RAMP), a software system to facilitate employee evaluations while allowing for continual operational planning.

Created the BSDR Field Account Executive program, beginning with 3 Account Executive’s growing to 15.

Developed the Dell “Coach & Leadership Program” designed to identify and train top candidates for sales and business unit management roles.

Area Sales Manager - Relationship Group / Software & Peripherals / Online / Business Ease (VAR) (1997-1998)

Direct Reports: 9 Employees: 165 Revenue: $1.1 billion Reporting to: Vice President Dell Small to Medium Business Division

P&L responsibilities for of the BSD Relationship Sales Division, Dell Software & Peripherals Group, Dell Online Sales Group & the Dell Business Ease Reseller Segment.

Led the development team responsible for the build out of “Synergy”, a custom Dell CRM software program eventually adopted throughout Dell globally.

Relationship Sales Manager, Business Sales Division (BSD) (1996-1997)

Direct Reports: 33 Employees: 33 Revenue: $335 million Reporting to: Director of Sales Dell Small to Medium Business Division

Founded from concept to implementation, the first Relationship Sales Team for “BSD”.

Responsible for all aspects of Sales, Marketing, and Customer Service for Business Sales Division Relationship group.

Key Awards

6 Time Dell Circle of Excellence Annual Sales Trips

Vice Presidents Award for “Career long contribution to Dell and the creation of the BSDR segment”

Vice Presidents Award for the creation and development of the Internet Partners Division

Vice President’s Trip slot to the Hawaii Sales Incentive Trip, Top 1%

CEO’s New Business Division Development Award from Michael Dell.

Dell DMR partner of the year award for 2010 and 2011, presented to SHI by Michael Dell

Expertise verified within:

Strategic Planning and Tactical Execution New Market Identification & Penetration

Organization Restructure & Process Redesign Revenue, Profit & Market Share Growth

Customer Relationship Management Extensive European & Asian Business Experience

Negotiations, Presentations, & Consultations Sales & Marketing Training / Compensation

Innovative Sales & Marketing Campaigns Analytical & Conceptual Problem Solving

Team Building and Management Development Call Center Development and Management

Education: BA University of Texas at Dallas

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