JOSEPH F. GUIDI

ac2a5a@r.postjobfree.com • 508-***-****

PROFILE

Veteran sales professional with MBA and 20+ years’ experience in consultative selling, account management and business development at Fortune 50/100 companies, with specific expertise in technology solutions and business applications. Cultivates executive relationships and strategic partnerships and leverages solution discovery techniques to drive pipeline development ($3M), expand existing accounts and penetrate new accounts.

Areas of Expertise

Pipeline Development • Opportunity Plans • Relationship Maps • Solution Selling • Enterprise Software (ECM, Cloud, Automation, Dev/Ops, SAP)

RELEVANT EXPERIENCE

WORKSOFT CORPORATION 2016 - Present

Regional Sales Director, North East

Privately held software firm focused on test automation technology for SAP and Web with $40M revenues

Oversaw eight existing customer accounts and drove pipeline development in Northeast region.

Grew validated pipeline from $500K to $3M+ in <6 months, and 3X target in nine months.

Used demand generation techniques (2,000+ cold calls, targeted emails, referrals) to penetrate 50 companies.

Initiated relationships with 3+ SI partners (IBM, Accenture, Cognizant) to gain access to potential customers.

Restored relationships with four existing customers, transforming them into reference accounts: resulting in additional pipeline of $500K+.

SALESFORCE.COM 2014 - 2015

Enterprise Account Manager

Cultivated opportunities for the SalesForce Customer Success Platform in four new enterprise accounts (annual bookings <$100K).

Grew pipeline to 2.5X goal in first nine months.

Led deployment of SFDC CRM and identification of solution partner at Clean Harbors over 180-day period.

HP SOFTWARE 2011 - 2014

Software Account Manager, Insurance and Financial Services

Managed five strategic accounts across multiple HP technologies including application quality management, performance testing, monitoring and cloud automation solutions.

Closed 10+ deals in total, including five $1M+ deals ($7.1M total), for Discovery and Service Management, Cloud Automation, Event Management, Service Management, Application Lifecycle Management.

Finished FY13 at 229% of plan and ranking #3 out of 20 software account managers in North America.

Constructed/designed multi-phase ELA for replacement of legacy software applications in sync with customer’s implementation cycle, and partnered with colleague to secure $10M+ in professional services and education bookings.

Closed $16M+ in software with achievement over 105% of plan over that period.

IBM CORPORATION 2006 - 2011

Enterprise Content Management Sales Specialist

Led sales of ECM/BPM solutions to five existing accounts as well as development of new customers across five industries including utilities, manufacturing, retail and healthcare. Solutions included imaging, ECM, business process management, email archiving, compliance, records management, and electronic discovery.

Generated $1.5M+ in sales in FY 2009 and $2M in sales in FY 2010.

Supported major customers such as GE, Aetna, Excellus, Citizens Bank and TJX Companies.

Closed $7.8M in software with achievement at 96% of plan over period.

FILENET CORPORATION (acquired by IBM) 1996 - 2006

Account Executive, Financial Services and Insurance

Executed sales of enterprise content management and business process management solutions including email archiving, records management, and electronic discovery solutions.

Ranked in President’s Club four out of 10 years and was North American/Global “Rookie of the Year” in 1997 (ranked # 2 account executive globally).

Closed $19.8M+ in software over tenure, including $4M expansion for Imaging for Case Management and multiple $1M+ transactions.

Closed new accounts including Arbella, Amica, Berkshire Life, SunLife, National Grange and UNUM.

Delivered aggregate performance over tenure at 97%+ of plan.

Included transaction processing and workflow, imaging and workflow for loan servicing, records management, imaging and workflow claims management system, underwriting and content management portal initiative.

XEROX CORPORATION 1986 - 1996

Printing Systems Account Manager: Financial Services and Insurance

Led sales of selling and LAN-based electronic printing systems

Named to President’s Club in four of 10 years.

Delivered $3M in new accounts.

Completed Xerox’ “Leadership Through Quality” training, Strategic Account Selling, and Management Studies Program.

EDUCATION

BABSON COLLEGE, Franklin W. Olin Graduate School of Business Wellesley Hills, MA

Master of Business Administration, Beta Gamma Scholarship Society (top 10% of class) GPA 3.5/4.0

Concentration in Organizational Behavior and Finance

UNIVERSITY OF NEW HAMPSHIRE, Whittemore School of Business and Economics Durham, NH

Bachelor of Science, Business Administration and Economics (double major), Cum Laude, GPA 3.1/4.0

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