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Sales and business development

Location:
El Segundo, California, United States
Posted:
September 11, 2018

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Resume:

Dear Executive,

Thank you for reviewing my credentials. The reason for the shark picture is I’ve earned my living primarily as a hunter, but please note I’m equally successful increasing revenue from current customers, and produced over quota achievement from $1M to $30 million dollars 9 years in every 10 over my career. I’m innovative, a strategic planner, & technology savvy across platforms and digital transformation projects, thus providing experience selling a diverse range of enterprise software solutions, IT services, and infrastructure hardware. With 12 years entrepreneurial experience acquired at several tech startups along with corporate experience at F500/Mid-market firms as ADP, SSA, and a new division of Computer Associates, generating $60+ million in revenue closing six & seven figure contracts up to $8 million with clients in the F500, OEM, NGO, academia, public sector (city to Federal) and developing channel alliances with VAR's, SI's, distributors, VCs, & banks.

My healthcare experience of over 6 years includes a rolodex containing over 140 C and VP level executives and physicians in both the private and public sectors across pharma, life sciences, insurance, medical device, and healthcare providers (hospitals-clinics), and you’ll want to specifically look at my tenure at International SOS in 2006-2007. Some solutions & services sold include IDN medical care programs, RCM, administration and cyber security of healthcare records (EHR) and their transmission between patient (clients) and insurance company or healthcare facility. Along with all the senior executives I’ve conducted business with, I’ve also worked closely with the HR and IT departments of healthcare facilities, corporations, and public agencies in the support and administration of pertinent medical solutions and services.

I am a fast learner, organized, detail oriented, perform well under deadline pressure carrying out multiple priorities, collaborative with cross-functional teams and very customer-focused. I’ve managed complex sales cycles 3-18 months and project demands due to requirement, budget, and personnel changes. One reason I’ve been consistently successful is I do my own lead generation/sales campaigns to build and maintain pipelines quickly (have my own rolodex along with over 3600 Linked contacts), As a trusted advisor to C & VP level executives, I’ve evangelized several disruptive & emerging technologies/services, conduct market research beforehand & ongoing to create account strategies and use a consultative/challenger approach to differentiate your company’s offerings from competitors, to solve business problems and show ROI & TCO.

A few client testimonials:

‘In spite of working for a small company, your industry knowledge and great service won us over’ CTO, Ford Motor Company

‘Peter, you are the best sales executive I have ever worked with’ CEO who took two companies public to over billions in valuation

‘You accomplished more than the VP's that came to see me from your Chicago headquarters’ Owner, Chevy Dealership

Aptitude assessment tests I’ve taken rank me in the top 10-15 percentiles of sales executives and state…

• “I am a go-anywhere, do-anything sales professional…Possess strong business acumen and high EQ… A leader, assertive, adaptable, innovative, bottom-line oriented… Decisive, takes the initiative… Output can exceed management’s expectations significantly… Collaborative, persuades in diplomatic manner… High integrity, direct, passionate, adaptable… Walks his talk and people enjoy working with him… Works well remotely and also in teams … Forms and nurtures new relationships… Achieves vision-based, growth-oriented consensus… High analytical, problem-solving, strategic skills … Formidable closer!”

I’m not open to relocation from the LA-Orange County, CA area where I live, but will travel including internationally, and again, I’m looking for an outside sales (not inside a cubicle) position. Also please note. I’ve been earning a 100k+ salary (not including commission) so am looking for a comparable or better comp plan.

I look forward to learning more about your company and goals so thank you for your consideration.

Peter Redford Résumé

ac60g3@r.postjobfree.com. Newport Beach (Orange County), CA 92660

LinkedIn Profile: www.linkedin.com/in/peterredford. 949-***-****

Sales 'Hunter' - Business Development Executive/Leader

Hunter/Closer of Complex Software & IT Services Deals

Driving New Logo/BIG Revenue Acquisition

Enterprise Software and Professional IT, Consulting, Managed, BPO Services

PROFESSIONAL QUALIFICATIONS

• Quota busting track record $1M to $30M Surpassed quota 9 out of every 10 years Greenfield region developer / Current client revenue builder

• Closing/negotiating high margin contracts up to $8 million Board-CXO-VP level presentations Fortune 500 to SMB, Public, Academia clients

• Consultative/Problem solving approach selling value/TCO/ROI Managing 3-18 month sales cycles Evangelizing complex/disruptive technologies Conducting lead generation campaigns Building in-direct channel-alliances/strategic partnerships; ISV’s, VAR’s, distributors, VC/s, banks, pundits

INFORMATION TECHNOLOGY EXPERIENCE

ENTERPRISE SOFTWARE

(CLOUD, Saas, ON-SITE, Paas)

• Business Intelligence / Analytics / AI / IoT / ECM

• eCommerce / eProcurement / SCM / WMS

• ERP / MES (Manufacturing)

• Business Process Mgmt (BPM) (EPM)

• Healthcare / Medical EHR / EMR / HIM / RCM

• Cyber & Network Security

• Geospatial-Digital Media / Mobile Apps

• Market Research / Automation / eDiscovery

• HCM / Payroll / Accounting

• Databases / Hadoop / CRM (Salesforce & others) OFFSHORE / ONSHORE SERVICES

(IT BPO, MANAGED, CONSULTING)

• Cyber: Security / Compliance / Website testing / AWS & Azure

• Business Intelligence-Analytics / AI / Data Mining / Warehousing

• E-Commerce, Supply Chain, & CRM Optimization

• IoT connectivity & Interoperability / Application Integration

• Healthcare Care & Medical Program Management

• Datacenter Convergence / Virtualization / PaaS

• Digital Media: Social / Web / Mobility / Geospatial Apps

• Custom Software and .NET Development

• Delivery Services / SharePoint / SEO / Websphere

• Disaster Recovery / Continuity Planning HARDWARE

INFRASTRUCTURE / NETWORK

• Biometric ID scanners

• Thin-Client devices

• Storage / Servers

• Virtualization / Backup

• Barcode / Tag / RF

• Network Routers, Switches

• Printers

CAREER HISTORY / ACCOMPLISHMENTS

ULTIMATE BUSINESS BUILDERS / Sales & Business Development Manager, Los Angeles, CA / 2007-Current

• Beat quotas every year up to $2.5M except in 2008

• Some contracts I closed include Boeing (cyber), Bosch (BI /Analytics), Sony (cyber), Circuit City (mobile app)

• Sold $1.2M in 2 deals of IBM software/services in the aerospace & travel/hospitality industries

• Contracted by cyber security hardware manufacturer to increase revenue from their western reseller channel which I did by 39% over 6 months

Primarily pursue new logo acquisition, some repeat current clients Look for enterprise Big Data/ECM projects in Digital Transformation, IoT, Cyber Security, and Supply Chain/eCommerce Sell AI, BI, Predictive Analytics, content management, and related software solutions (Saas, Paas, Cloud, on-site, digital/mobile apps, custom developed) Also sell IT services (offshore-onshore, managed, consulting, BPO) Call on C-VP level and the sales, marketing, HR, IT, manufacturing, warehouse departments Cyber software & services address the 8 domains; LAN/WAN’s network vulnerabilities, identity access-management, governance/regulatory compliance, SIEM, AWS, Azure, Cisco, biometric/thin-client devices Clients are F500 to SMB & public agencies across sectors in automotive, DoD/aerospace, retail, financial, travel, M&E, SLED, healthcare, life science, pharma, insurance, tech

INTERNATIONAL SOS / Sales Director, Southwest Region, Los Angeles, CA / 2006-2007

• Surpassed $1.25M quota and closed $250K and developed a $500K pipeline in new business in the first 6 months after hire

• Increased revenue 62% and 74% from Capital Group (investment banking firm), and RAND Corp (international consultants to governments)

• Positioned ISOS as vendor of choice with U.S. HQ’s of Honda Motors and Northrop Grumman resulting in new business of $180,000, $260,000 respectively

Sold healthcare enterprise software (Saas, Cloud, on-site) and managed services, working with hospitals, commercial,& public sectors Solutions include Health Information Management (HIM), Revenue Cycle Management (RCM), EMR-EHR, IDN (Integrated Delivery Networks), and cyber security solutions to protect the data Solutions & services enable corporate & SLED clients to meet compliance/audit regulations as WHO, HIPAA, HFAP, NIAHO, SOX Managed Southwest reseller channel of HR brokers and insurance carriers as Blue Cross, Kaiser Permanente

STRATEGIC GROUP / Vice President Sales, Los Angeles, CA / 2001-2006

• Surpassed individual and sales team quotas 5 years (135%, 128%, 151%, 126%), driving startup company revenue from $700K to over $13M

Responsible for startup sales operations and P&L Hiring and management of sales, pre-sales, customer support staff Sold Business Intelligence, Analytics, Business Process (BPM) enterprise software solutions (onsite & Saas)

ORDER FUSION / Global Accounts Manager, Los Angeles, CA / 1998-2001

• Beat $2M quotas 3 years in a row and closed largest deal in startup Orderfusion history with an entertainment company in 2001, a $3,000,000 contract

• Had $18 million new business pipeline with Universal Studios, Walt Disney, CNN, British Petroleum, KABC when Orderfusion closed in 2001 dot com crash

Sold eCommerce/Supply Chain software platform Utilize Oracle Db and Business Intelligence/Analytics Integrated with Ariba eProcurement & 3rd party ERP platforms Verticals included big-box retailers, M&E, automotive, pharma, technology, and large manufacturers

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SYSTEM SOFTWARE ASSOCIATES / Regional Sales Manager, Southwest Region, Los Angeles, CA / 1997-1998

• Exceeded $1.2M quota by (151%) in 9 months as RSM before SSA with 2200 employees was sold, laid-off 20% of world-wide employees and filed BK

Sold manufacturing ERP–MES software, supply-chain (SCM) software solutions Utilized RF hardware (radio frequency & ID tag technology) Targeted mid-market & Fortune 500 manufacturers, retailers, pharma, med device, tech, insurance, and public sector clients

COMPUTER ASSOCIATES / ACACIA TECHNOLOGY DIVISION / Sales Manager, Los Angeles, CA / 1997

• Closed $1.5 million contract with major international PC manufacturer resulting in beating a $1.2M quota

Sold warehouse management (WMS), ERP, supply-chain (SCM) software solutions Mid-market and Fortune 500 client’s I was first executive hired for new startup division, reporting to Vice President of Americas

VERTICALS SOLD TO OVER CAREER & CONTRACTS CLOSED

Automotive: Ford Motor Company, GM, Chrysler, Honda Motors, Toyota, Hyundai, OEM dealerships all brands, Chief Auto Parts

Entertainment, Broadcast, & Multimedia: Walt Disney, Sony, Universal Studios, APS Entertainment, Millennium Concepts, 168 Hour Film Festival

Aerospace & DOD: Northrop Grumman. Boeing, Lockheed Martin, Hughes, NASA, Jet Propulsion Lab (JPL)

Government: State of North Carolina, CDC, FDA, U.S. Postal Service, City of Los Angeles, Orange County, LA County, San Diego County

Retail: Nike, Mattel, QuikSilver, The Broadway, Walmart, Mr. Coffee, Home Depot, Sports Authority, Planet Funk, Ashley Furniture

CPG: Coca Cola, Stouffer’s, Herbalife International, Unilever

Banking & Financial: National City Bank, Federal Reserve Bank, IndyMac Bank, Countrywide Mortgage, Capital Group, Aviation Capital

Pharma, Life Science, Med device: Amgen, Allergan, Beckman Coulter, Genentec, ICN Pharmaceutical, Edwards Life Sciences, CDC, Medtronic, Baxter

Hospitals & Health Care: Cleveland Clinic, International Medical Corps, WellPoint, Barlow Respiratory Hospital, Kaiser Permanente

Insurance: Farmers Insurance, Allianz, Wellpoint, Blue Cross

Energy Utilities: Southern California Edison, Sempra, LA DWP, Detroit Edison, Cleveland Illuminating Company, Cleveland Water District, Allegheny Power

Telecommunications: Bell South, Qualcomm, Kyocera

Technology & Gaming: Cisco, Packard Bell, Broadcom, Computer Sciences Corp, EMC, Intel, Microsoft, Micron, Electronic Arts, Oracle, Salesforce.com

Transportation: United Parcel Service, Ryder Truck, United Airlines, Eastern Airlines, Tiger Cargo, U-Haul, Orange County Transportation Authority (OCTA)

Hospitality, Restaurant, & Travel: McDonalds, Conrad Hilton Hotels/Holdings, Holiday Inn, MGM Grand, Celebration Cruise Lines

Engineering & Construction: Fluor Engineering, AECOM, Parsons Engineering, Keithly Instruments

Petroleum, Gas, Chemical: Shell Oil, Ashland Oil, Standard Oil, PPG Industries, Jiffy Lube

Consultants, Legal: RAND Corporation, Paul Hastings LLP, Attorneys Software

Academia: Loyola Marymount, San Diego University, USC, UCLA, Cleveland State University, Case Western Reserve, Cleveland School District

Non-profits: J. Paul Getty Foundation, Cystic Fibrosis Foundation, Make-A-Wish-Foundation

EDUCATION / PROFESSIONAL SALES TRAINING COURSES

Cleveland State University, Cleveland, Ohio ; Major: B.S. Business Management / Minor: Psychology

First 2 years I was a Pre-Med major so additional courses outside of my business major include General Biology, Micro-Biology, General Chemistry, Organic Chemistry, Calculus, Analytical Geometry, Engineering Concepts, German, Sociology, and Psychology

Sports Achievements: Tennis scholarship - Team captain 2 years - Played #1 singles & doubles - USTA ranking #13 in Men’s Division, State of Ohio

Professional Sales and Management Courses: Miller-Heiman Strategic Selling, Solutions Selling, Conceptual Selling, Consultative Selling, Strategic Selling, Target Account Selling (TAS), Dale Carnegie, Acclivus Negotiation, Totally Quality Management (TQM), Supervisory Management, and others

Boy Scouts of America Scout

180901



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