Sales Manager

JOHN J. CATONA 704-***-**** Cell 843-***-**** Home **********@*****.***

Savannah Area, GA.

Global Technical Sales & Marketing Executive

Accomplished business leader with over 25 years of management, strategy, product development, delivery and operational experience in the IT industry. Motivated Director of Sales, Distinguished executive accomplished in increasing organizational productivity, reducing staff turnover and discovering cost-saving solutions to operational problems with an entrepreneurial spirit, strong business acumen and record of success in delivering solutions to operations, cost management and risk reduction issues. In-depth knowledge of operations at all levels.

Demonstrated proficiency in staffing, training and development, budgeting and program management. Extremely results-oriented and proactive in addressing and resolving problems. Enthusiastic team player with a strong work ethic, and advanced complex problem solving skills. Award-winning sales manager with international sales experience.

SKILLS

Attract, Engage, Develop, and Retain a high-performing team of sales professionals

Consistently meet goals

Profit and loss statements

Budget development

Strategic objective execution

Attention to detail

Team building

Career Highlights

Increase and expanded market share by 255% within 12 months at IBM 2012

Drove sales from $5MM to $29MM+ in 4years for FileNet 2003-07

Delivered above quota revenue of $7.7MM for Gauss 1999-2003

Low employee turnover rate of less than 5%

Consistently Top 5% in Sales Management Production

Repeatedly Boosted Revenues up to 40% 1999-2014

Promoted to Senior Level Four Times

Multimillion-Dollar Quotas Exceeded YOY since 1999 - 2014

PROFESSIONAL EXPERIENCE

NC4 Director April 2015 – Present

We deliver safety and security solutions that revolutionize how government and corporate organizations collect, manage, share and disseminate information to reduce cyber threats, fight crime, mitigate risks, manage incidents and securely communicate uncollaborated with one another.

Built pipeline from zero to $4.7MM and expanded market share by 237% within twelve months of entering position.

Took an existing territory that had been vacant for 24 months with zero pipeline and grew it to over $5MM in the Southeast region in one year

Delivered above-quota results of 138% ($1.1MM)

ICMPgroup President /General Mgr. January 2013 – April 2015

(IBM Premier Business Partner)

Orchestrated initiatives for software/service sales associated with IBM Collaboration Solutions, business analytics, enterprise content management, and commerce and sector coverage. Coordinated marketing and field outreach endeavors at local and region-wide levels.

Built pipeline from zero to $5.5MM and expanded market share by 125%

Initiated program that standardized employee training and led to increase in customer

satisfaction by 42%.

Surpassed revenue goals in four consecutive quarters

Built strategic alliances with IBM Sales teams that resulted in a 30% rise in sales

IBM, ICS Team Leader Oct. 2010 – Dec 2012

Developed brand- and product-specific solutions for clients in support of business strategies. Managed software/service revenues associated with IBM Collaboration Solutions in the U.S. Mid-Atlantic region.

Served as key contributor to software sales deals including a $7MM deal with Lowe’s and $8MM deal with Premier Healthcare Company.

Took an existing territory that had been vacant for 6 months with zero pipeline and grew it to over $17MM and the number one territory in the Mid-Atlantic region in one year

Finished 138% of assigned quota

Trained, coached and mentored staff of 14 to ensure smooth adoption of new programs

Increased profits by 60% in one year through restructure of business line

Tallega Software Vice President of Sales Dec. 2007 – Oct. 2010

(IBM Premier Business Partner)

Expanded market share by 134% by communicating the company’s ability expedite application deployment, increase innovation, and reduce costs while increasing business agility.

Helped to boost sales to vertical markets (e.g. financial services, insurance, retail, and healthcare) by leveraging strategic VARs and System Integrators.

Headed up business development and national sales initiatives, including field sales and operations.

Served as contributing member of the Executive Leadership Team, reporting directly to the CEO

Implemented innovative programs to increase employee loyalty and reduce turnover

Resold FileNet, IBM/Tivoli, Filebound, and S4i software

Piloted offshore development services to established and emerging technology companies in web application, BPM, and client-server markets in the Southeast U.S. region.

FileNet/IBM Eastern U.S. Regional Manager, Aug. 2003 – Nov. 2007

Delivered above-quota results of 122% ($7.7MM).

Honored with “Region of the Year Award” (2005 –2007).

Led sales of ERP, document management, BPO, workflow, and CM solutions in 26 Eastern U.S.

Assumed additional responsibility of project management as well as solution integration and support manager

Researched and developed solution proposals in various markets, including insurance, banking, construction, medicine/healthcare, energy, and manufacturing.

Managed 11-member team of account executives, 6 project managers, and 6 sales support engineers.

Developed $31.7MM revenue pipeline and expanded existing business by 40%.

Gauss Interprise, Inc. Regional Manager Feb. 1999 – Aug. 2003

(Formerly Magellan Software)

Built a revenue pipeline of $7MM+ and expanded existing business by 60%.

Attained “Top Producing Manager” status by achieving personal/team sales (totaling an annual average of $16.5MM – 35% of organization’s revenue).

Maintained below budget operation at 72%.

Directly Managed document imaging, content management, and workflow software solutions

Led entire sales cycle management process from initial client consultation and needs assessment, through price and service negotiations and final closing.

Recognized as company’s top Sales Manager, earning invitation to President’s Club each year.

Early Related Experience: 16 years of Sales Management experience with IBM

PROFESSIONAL DEVELOPMENT

University of Pennsylvania, Wharton School of Business

University of Miami, School of Business

University of California, Los Angeles

Membership:

American Management Association (AMA)

CDIA+ Certified Document Imaging Architect

Novation Selling Certified Trainer

CISCO CSE

NetApp CSE

Personal Interests

Golf (former PGA Professional on Nike tour for 2 years)

Field trials with my 2 Labradors

Community Involvement

Volunteer work with the VA

Working with the SPCA Shelters

Working with the First Tee Project

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