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Sales Manager

Chicago, IL
June 10, 2018

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Lionel Urquizo

**** ********* **

Shorewood, IL *0404




Nineteen years of experience in Software and Network Workflow Solutions, Service, product development, sales promotions, and cultivating business partnerships and relationships. Proven experience 10+ years in selling other enterprise software solutions to C-Level. Proficient in presentation and communication, interacting with executive team, sage act, corporate customers and end-users. Creative and artistic ideas implemented in designing marketing collateral and promotions with analytical ability demonstrated through research of competitive data and applied to all facets of product management decisions. Leadership initiatives shown through recommendations of ERP software products for development and accounts to pursue. Expertise in product marketing and sales to fortune 1000 enterprise companies including vertical markets -legal, health care, and education.

Accomplished Sales Manager with over 19 years of experience in digital solution selling in the document imaging industry. Responsibilities have encompassed B2B sales, prospecting clients, negotiating with C level personnel, training, and management. Experience has led to a thorough knowledge of managing national accounts in the legal and insurance vertical providing document management solutions.


2016 – 2018



Promoted ERP business applications software/solutions across North America and Europe to large enterprise and fortune 500 companies. Managed sales through forecasting, account resource allocation, account strategy, and planning. Developed solution proposals encompassing all aspects of the application. Participated in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identified and developed strategic alignment with key third party influencers. Global Key Account Manager. Expert in global account management. Closed over three million in sales revenue. Top 10% Performer in the nation in 2017.

Leading contributor individually and as a team member, provided direction and mentoring to others. Worked is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Successful sales track record. Able to penetrate accounts, met with stakeholders within accounts. Oracle knowledge. Experience in collaborating with C level players. Strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects.

2012 – 2016



Managed large fortune 1000 enterprise companies. Promoted advance capture document solutions to customer by integrating Nuance technologies to include the appropriate front-end solutions, connectivity and hardware. Exceed quota expectations. Exceeded target revenue objective for 2015 and 2016. Averaged 120% of plan. Closed 2 million in sales revenue. Top 20% Performer in 2015.

Successfully developed strategy to drive business growth in 2013 throughout territory. Increased client base by 30% and turned negative sales trend to a positive 15% growth through 2014.

Responsible for coverage of two territories through 2014 due to employee downsizing.

Proactively developed new customer contacts, reviews leads, protects territory and participates in increasing revenue stream within current accounts. Actively participates in account reviews.

Supported network workflow solutions and document management cloud or Software-as-a- Service (SaaS), to increase employee productivity

Expert in electronic document management. Integrated business applications for "one click" document file retrieval and storage. Sold Docuware, DocMall, Ecopy and Nsi Auto Store document management solutions.

With a team of specialists, coordinated the necessary resources to respond to major corporations, vertical markets professional institutions and exhibits leadership qualities to effectively direct people and projects.

Met and exceeded revenue and gross profit expectations.

Promoted products and represents the company at off-site customer meetings.

Maintains records of all account activity within sales database.

Closed over $1,000,000.00 in annual net new revenue.

Performed other duties as assigned.

• Manage, supervise day-to-day activities and motivate the sales team through day to day activities covering assigned industry sectors to meet sales target set for the team and division. Bilingual, fluent in Spanish and English language.

• Prepare Sales Forecasts and budgets, monitor Sales revenue against forecasts to identify problem areas. Strategize to achieve and exceed deliverables and overall performance of the sales team; where needed to offer solutions to issues faced.

• Coach sales team on IT and software sales areas to better service assigned sectors including sales techniques, prospecting procedures and closing techniques to help them achieve sales targets

2010 – 2012

IPCC. Bolingbrook, IL

Major Account Senior IT Sales.

• Experienced new business software solution expert, confident in selling to C-level as well as into VP of Sales and IT

• Present business insight and marketing understanding to present and align the companies’ with software solutions to meet customers’ strategic business objectives. Expert in selling ERP (Enterprise Resource Planning) software Solutions.

• Expert in prospecting for net new businesses develop campaigns, implement and manage IT services ranging from application development to complete networking infrastructure design.

• MPS Software Sales Expert, closed over four million in software sales revenue consecutively for the past 5 years.

•Took a leading sales role, working with and Inside AE, Sales Engineer, and Business Development team and executing successful software sales strategies removing problems limiting a successful deal closure.

• Responsible for day to day management of best-selling RICOH, KONICA copiers & MPS software solutions. (Over $960,000 in sales revenue in 2011)

• Expert in selling to vertical markets, Legal, Healthcare and Education. Implemented MPS sofware solution on 80% of closed deals. Technical Sales Trainer for attorneys and law firms running the Equitrac System.

*Manage, supervise day-to-day activities and motivate the sales team through day to day activities covering assigned industry sectors to meet sales target set for the team and division.

• Prepare Sales Forecasts and budgets, monitor Sales revenue against forecasts to identify problem areas. Strategize to achieve and exceed deliverables and overall performance of the sales team; where needed to offer solutions to issues faced.

• B2B sales, prospecting, solution selling, Major Accounts Manager, proficient with Sales Force and Sage ACT.

• Responsible for creating, maintaining and developing sales relationships with Major accounts including, Roseland Hospital, various School Districts, and vertical markets.

•. Created presentation and other launch material from technical information on SAGE ACT, organized meetings with sales teams to conduct the presentation and followed up with product training to validate launch effectiveness.

• Controlled and implemented MPS to our consumable toner accounts based on strategic importance.

February 2007 – July 2010



• IT Sales to legal, education and healthcare vertical. Expert in selling managed IT services and hardware.

• Sales Manager of south team, my team averaged $700,000 in sales revenue per month.

• Also responsible for maintaining P & L sheet for product category. Created promotions for software partners based on feasibility of impact on P & L sheet.

• Forecasted sales for 4 months, and implemented promotional activities based on seasonality and opportunity. Developed relationship with private label companies for toner product line to maximize product category profitability

• Responsibilities included managing the entire life cycle of software products; roadmaps, pricing, launches, trainings, marketing collateral, forecasting, and inventory. Product responsibilities accounted for approximately $25 million in sales revenue for my team while manager from 2007 to 2010.

• Developed and implemented quarterly marketing plans for product line; including creation of sales and marketing collateral, compiling and analyzing of sales trends and results within product line and industry and establishing pricing for product line.

• Responsible for profitability of used equipment sales, achieved through setting pricing and implementing promotions through incentive program for sales reps.

• Established rapport with sales reps through written and oral communication, attended sales meetings, conducted product presentations to new hires during initial training period, assisted with product demonstrations for customers and participated in sales appointments.

• Coordinated recycling program for and supervised the implementation of MPS

November 2000 to May 2005



• Responsible for service team and sales support. Collaborated with vendors to construct a profitable relationship.

• Decreased problem inventory managed service team and service contracts P&L’s.

May 1997 to November 2000


HP solutions trainer



• Major: Computer Science & Robotics Technology

• GPA 4.0– graduated with honors - Top of the Class

* Sales & Business Development Training

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