Sales Manager
Resume:
Laura Dionisio
**** ********* **. ** #****, Atlanta, GA 30309 ********@*****.***
SUMMARY: I am a driven individual with a proven track record of exceeding revenue goals through individual contribution and management in order to find innovative ways to expand my company’s footprint. My strengths are my ability to identify new opportunities, grow existing business, and finding new ways to increase revenue through unconventional methods and further mentor and train teams to acceleration. I am driven by winning and helping my team to win; I don’t let the word “no” stop me. I have been described as a tenacious, significant individual contributor, results-oriented professional who thrives in a high-paced technology driven sales force.
WORK EXPERIENCE:
Oracle Corporation 5/2016-Present
Technology Sales Manager - Enterprise
As a Technology Sales Manager in the Enterprise Technology North America group, my job is to lead a team of 150-300+ on each of my assigned Fortune 500 accounts. None of my accounts were geographically located anywhere in the 1500 mile radius. My products are primary technology based around database: RAC, Partitioning, Advanced Security, Enterprise Manager, etc. My other product of extreme company attention is Cloud; whether we are discussing Cloud On Prem, Oracle Public Cloud, or SAAS, it has been a main company focus.
As I was a rehire, I did not have a ramp. Oracle's FY ends May 31. I was hired on May 5 and due to the relationships I already had in the area, I surpassed by quota by 140%
In my first FY, first quarter I closed $2.2MM (50% of overall yearly quota) in Exadata, Oracle's Database Engineered System and included Cloud Credits, for one of my customer's expanding the pharmaceutical LOB within their stores. As you can imagine, due to it being a pharmaceutical application refresh, I had to work with about 25 members of the 200+ team as we had to discuss the security of the data they are holding due to HIPA as well as SEC compliance. RAC and Partitioning for high availability. As well as other products.
I sold the Cloud credits in order to give them a test/dev sandbox for the upgrades and see what changes to the production environment or affect to the environment should those changes be applied.
Meta7, a Forsyth e Company 5/2015-4/2016
Senior Account Manager
As an Oracle only division of Forsythe, it is my goal is to take the complex randomness out of IT and promote structured process. With the tenure of Oracle expertise, in place currently at Meta7 and the projected knowledge growth, coupled with the backing of Oracle Corporation, we are positioned to accomplish what the Oracle clients are trying to achieve. We will reduce complexity, reduce costs, and give the business faster time to market.
SAP Americas, Inc. 7/15/2013-4/15/15
Customer Business Architect – Brazil & Mexico 1/1/2015-4/15/15
Worked with the sales teams in the Data and Technology teams and aide in sharing use cases and business cases to architect the proper SAP solutions, preferably with HANA.
*This position was killed off in LATAM as the VP of the HANA GCOE decided that this territory needed more technical resources rather than front office resources with sales backgrounds contrary to what the territory voiced they needed*
Director, Platform Technologies – LATAM 6/1/2014-12/31/2014
As part of the Global COE I moved into the database side of the business to aide in building the Sybase revenue in Latin America and the Caribbean. I had one person in Mexico and another in Central America aiding my cause, but the primary effort fell on my shoulders.
In 6 months I closed over $10MM in Sybase revenue while the pipeline was below $1MM prior to my engagement
Lead the teams in building business cases as to why Sybase over our competitors
I created the mini TechEd program which were presentations created by myself and I shared the content from TechEd across the platform up through middleware and stopped right before the applications layer across Latin America, customer specific ones and larger forum set ups
Aided in architecting solutions to fit customer needs fulfilled by Sybase solutions
Worked with a team of over 80 reps across all of Latin America and the Caribbean to 255% quota attainment
Director, Platform Technologies – EAST US 7/15/2013-5/31/2014
Working in the Global COE as a technical resource to the sales teams in order to grow and drive larger deals from a customer facing perspective.
Focused on the middleware, enterprise information management, and application management tools.
Aided in managing pipeline by enforcing the inclusion of products I am responsible for in the BOM when managing pipeline.
Worked with several different types of reps, generalists and specialists in working to increase the close rate of pipeline.
Known to be the technical specialist in the East, South, and LATAM regions as well as FinServ, Retail, and Federal verticals
Oracle Corporation 6/2007 – 7/1/2013
Technology Account Manager – Enterprise 9/2011-7/1/2013
Manage the Enterprise accounts (Fortune 750) in the Atlanta area, in particular to hardware and engineered systems sales.
Engaged with “net new” customers who had not been engaged in years from a hardware/systems perspective
Worked with the software teams to leverage contacts and relationships in order to promote the engineered systems
250% of growth year over year
125% quota attainment
Club Excellence candidate
Regional Manager – Southeast Enterprise Accounts 9/2010 – 9/2011
To clarify, there were two roles in this position
(1)As the field regional VP left Oracle a month after acquisition
I was delegated by the SVP of Hardware US to manage the field team and the inside sales team.
As to that we covered all Enterprise accounts (Fortune 750) in 25 states in the SE region.
The inside team exceeded the $10MM quota and closed $14MM.
The field team and inside team together made quota at $83MM, just barely, and we were the only region in the US Enterprise sector to meet or exceed quota that year
Create successful individual business plans designed to exceed sales objectives.
Recruit, hire, onboard and train sales teams.
Coach and mentor teams in territory planning to drive monthly, quarter and annual revenue.
Leverage virtual teams to maximize territory coverage.
Engage with customers and prospects to strategize on the solution that would best serve the customer.
(2) My second year as an RM:
Change of territory for the inside reps and a new field RM for the Central.East region, therefore I didn’t need to manage the field reps in this role
Manage an organization of 7 sales reps to exceed quotas and grow YoY revenue targets.
Monitor and drive teams to activity metrics and sales targets across multiple product lines.
Responsible for sales budget of over $12MM, contributing to an overall area goal of $91MM.
Create successful individual business plans designed to exceed sales objectives.
Recruit, hire, onboard and train sales teams.
Coach and mentor teams in territory planning to drive monthly, quarter and annual revenue.
Leverage virtual teams to maximize territory coverage.
Engage with customers and prospects to strategize on deals
Systems & Application Account Manager 9/2009 – 8/2010
Specialization in a specific set of products that test, manage, and monitor the Oracle database and various ERP, EPM, CRM, & COTS applications through the entire Fortune 750 account base. Product set sold includes new acquisitions and Oracle products.
FY2010 Quota: $1.0MM; FY10 quota attainment of 135%
As these are brand new products that have not been completely proven out with customers, I came up with the “Virtual Classrooms” program that is a blend of the classic webinar and educational classroom in order to invite them with a more personal touch and educate them on the newer product set through presentation and product demonstrations led by myself and an engineering resource
Drove over 4,000 attendees in 4 months (average of 110/classroom) through the “Virtual Classroom Program,” which resulted in $5.6MM of pipe throughout North America
Through deep dive discoveries, mapping environments, building relationships, and virtual classroom sessions, I enabled this product set with all 90 core technology account managers in the Fortune 750 space to attain quota and expand overall revenue
Achieved “Most Significant Contributor” award in Q3 for all of Enterprise sales due to leadership and mentorship
Recipient of the award of achievement for 145% of quota achievement for Q3; 142% quota achievement in Q4; and 135% quota achievement for FY10
Worked with customers to gather customer references through deal negotiations and customer relationships
Senior Strategic Account Manager 6/2007 – 8/2009
Sold to cross-industry set of Fortune 500 accounts like Sprint-Nextel, BAE Systems, Danaher Corporation, Fannie Mae, US Foodservices, etc.
FY2009 Quota: $2MM; FY 2009 Quota Attainment 100%.
Due to the economic downturn, I made a difficult territory that includes Fannie Mae and Sallie Mae into a prosperous one.
In Q4, closed over $1.25MM across content management, SAM products, options to the DB, and FMW
Closed the largest deal in new Systems Application Management products
Worked very closely with the Applications field teams, inside sales teams, technical resources and overlays to grow the Oracle footprint across the board, not just in technology.
Acted as a team lead and helped team members learn how the different applications and technologies work together as well as find license opportunities due to install.
Have prepared a ULA (Unlimited License Agreement) as well as a multi-phase plan for expansion and deployment of new Systems Application Management products in an account that historically does not purchase outside Database.
FY 2008 Quota: $1.6MM; FY 2008 Quota Attainment $4.4MM (275% of quota; approx. 400% year over year territory growth)
In my first quarter at Oracle, I finished the quarter at about 485% of quota
My second quarter quota was $350K and I closed $1.6MM (457% of quota)
In Q4, I sold a large volume order to a company that Oracle has had few purchases in my product set over the last 6 years. It is considered an ELA (Enterprise License Agreement), and virtually unheard-of to be completed through my division.
2 awards of achievement of over 200% of quota; 2 awards for the “million dollar club.”
Nominated for company-wide “Rookie of the Year”; won Rookie of the Year in the Strategic Account division
*As a notation, in November 2008, I gained a promotion to an Applications Sales Manager position in the Financial Services vertical in NYC NATO territory. I co-hosted a CVC with NASDAQ with the C-levels and SVPs, which traveled from Europe, with the On Demand NATO rep and successfully changed their views on Oracle in general as well as significant interest in the Social CRM Beta program.
Nalco Company 7/2006 – 5/2007
Account Manager
Sold $2MM to existing accounts ranging from tool manufacturers to institutional accounts to pharmaceutical and medical device companies
Attained approximately 20% growth in 8 months and gained access to key decision makers in accounts that had not been infiltrated by Nalco in the past.
Chevron Phillips Chemical Company 4/2005 – 4/2006
Applications Engineer
Worked in the marketing group of Specialty Chemicals, specifically dealing with forecasting, chemical market research, and market development. Objectives included intra-company sales of trial products that had not been fully commercialized yet (developing a sales plan, trial plan, relationship building, etc.)
Account Manager - Handled a $10MM territory as 1 of 6 reps for all of North America
T-Mobile USA 2/2004-12/2004
Senior Corporate Account Executive
Top 1% of total business-to-business salespeople
Named #5 out of 6000 sales reps in Q3FY04
Promoted to Senior Account Executive within 4-5 months of employment
EDUCATION:
BACHELOR OF SCIENCE IN CHEMICAL ENGINEERING MAY 2003
The University of Oklahoma, Norman OK
Member of American Institute of Chemical Engineers
Dean’s Honor Roll; Minority Engineering Program Honor Award
OTHER TRAINING:
Business Intelligence (particularly OBIEE); EPM (Hyperion)
Siebel technology, Social CRM, CRM On Demand, and analytics
Oracle Technology Stack, Database and Database Technologies
ERP (Ebusiness Suite)
Content Management (Rights Management, Image Management, Web Content Management)
Application Integration
Identity and Role Management
Web 2.0
Sales Negotiations
Systems & Application Management
Oracle Hardware
Sybase
HANA
Netweaver
LANGUAGES: Fluent in Portuguese and Spanish
ASSOCIATIONS:
National Association of Professional Women - VIP
Pinnacle Who’s Who Award
40 under 40 Association of Atlanta;
Oracle Women in Technology
Contact this candidate