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Sales Executive

Location:
Naples, FL
Posted:
October 23, 2018

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Executive Summary

Seasoned sales executive with over 30 years of progressively responsible and diversified experience in competitive sales and information technology environments. Sold to international and North American clientele, including products, services, and licensing. Successful track record building startups, growing new products, building and enhancing alliances, building teams, exceeding sales goals, and developing long term customer loyalty through outside the box thinking.

Qualifications Profile

Experienced sales executive with a background in information technology.

Extensive Business development experience including growing successful Startups, new product lines, and territories

Domestic and international sales understanding.

Knowledge of marketing principals and implementation of sales initiatives.

Leadership and supervisory experience.

Customer relationship development from management to C-level executives.

Accomplishments

Founded startup company from inception to over 2M in revenue annually

Increased sales for new product line from introduction to over 4M in sales annually

Developed North American Territory from 200k annually to 4M annually

Single largest private sector sale in company history (4.2M) plus 5-year 250k per annum License

Top 2 Sales Executives worldwide with 20%+ annual growth 8 years in a row

Sales Director of Year Worldwide 2015/2016

Managed remote teams of up to 20 associates

Professional experience

Asysco Inc., Peachtree City, GA

Sales Director, Americas 2013–2018

Responsible for the overall sales function and direction in North and South America for a mid-level business with $10 million in sales annually.

Specific areas of responsibility:

Directed the legacy migration sales of the complete turnkey solution which include licensing, services, and delivery of migrated solutions including request for proposal (RFP), request for information (RFI), formal presentations, and contract formulation and negotiations for both public and private sector.

Oversaw all areas of sales cycle from pre-sales to closing as well as account management throughout project lifecycle.

Developed trusted advisor relationships with C-level executives in Fortune 1000 companies to identify the best solution for their legacy modernization requirements.

Developed and presented solutions to both C-Level executives and Board of Directors.

Closed deals included: Fred’s Inc., Mac Papers, Diamond Marketing Solutions, Modern Woodmen.

Notable Accomplishments:

Exceeded $2.5m average sale per deal.

Close rate exceeded 70% of prospects engaged.

Earned the Sales Director of the Year Award Worldwide in 2015/2016 for exceeding sales quota by 250%.

Alchemy Solutions Inc., (spun out of Fujitsu Computer Systems), Bend, OR

Senior Sales Executive 2008–2012

Lead sales executive with responsibility for sales internationally and 20 States for a mid-level business with $12 million dollars in sales annually.

Specific areas of responsibility:

Spearheaded 20 US states and all international sales while collaborating with Fortune 1000 C-Level to reduce risk and business limitations. Closed sales ranging from $100k to $2.2M.

Grew new product offering from start to over $4M in revenue in 3 years.

Directed the legacy modernization product, services, and language compiler revenue for US and International sales.

Closed deals included: General Nutrition Centers, Prudential, Day-Timer, Desjardin, Tranquilidade, Credit Agricole, General Electric, Yasuda/Fujitsu Brazil, and Hoya Lens.

Notable Accomplishments:

Consistently the top account executive each year from 2008 to 2012.

Close rate of engaged prospects exceeded 70%.

Increased sales 20% + annually.

Fujitsu Computer Systems/Fujitsu Software Corporation, San Jose, CA

Senior Sales Executive 2004–2008

Responsible for software sales internationally and in 20 US states for a division of Fujitsu Global, a business with $40 billion in sales annually

Specific areas of responsibility:

Led efforts in handling 20 US states and all international sales for language complier and legacy modernization products while consistently surpassing sales quota each year.

Grew product offerings from startup to over $3M in revenue.

Collaborated with the Marketing Team for the development of strategies and cultivation of new customer contracts resulting in 100% increase in leads and pipeline.

Provided oversight to the legacy modernization, language complier sales, as well as technology and system integrator partner relationships.

Developed and executed all operational aspects of sales lifecycle which included technical pre-sales, formal presentations, request for information (RFI) and request for proposal (RFP) preparation, contract formulation, and product implementation.

Closed Deals included: Exact Software, Prudential, Aegon, Transamerica, CNO Insurance, State of CT, State of Ohio, City of Chesapeake, VA.

Notable Accomplishments:

Consistently increased sales by 20% + annually.

Consistently in top 2 sales executives for the legacy modernization product, services, and language compiler revenue from 2005-2008.

Insight Technology Consultants Inc., Miami Beach, FL

President 1997–2013

Grew business from startup to over 2m in sales.

Drove efforts in overseeing all marketing and sales efforts including pricing and new business development.

Applied strategic approach in recruiting, training, and maintaining seamless technical and business operations staff.

Advised and assisted in developing and re-engineering planning and implementation.

Managed and bridged the division between business and technical operations.

Obtained in-depth understanding of costs, budgets, and profitability issues in overcoming the division between business and technical operations while communicating methods to achieve technical excellence within concerns.

Acted as trusted advisor to CIO’s to help with the development and execution of IT vision and solutions to meet corporate objectives.

Notable clients included: Aegon, Transamerica, Fujitsu Computer Systems, CNO Insurance, Cincinnati Financial, Guyana and Trinidad Mutual Life.

Implemented and completed several projects and programs on behalf of clients (see Customers Reference Addendum).

Midland Life Insurance, Columbus, OH

Executive Director of Corporate Information Systems 1994-1997

Macola Inc., Marion, OH

UNIX and GUI Product Manager 1993-1994

Midland Mutual Life Insurance, Columbus, OH

Senior Applications Specialist 1990-1993

CTG Consulting, Columbus, OH

Associate Systems Engineer III 1989-1990

Education & Training

Bachelor of Science in Computer Science, Major in Business Devry Institute of Technology, Columbus, OH

Dean’s List President List

Spin Selling Training, Salesforce CRM Training

Additional information and references Available

CUSTOMER REFERENCE ADDENDUM

NOTABLE CUSTOMERS:

Company: Alchemy Solutions

Project: Software and services sales Role: Senior Sales Executive

Managed all international sales including language compiler and legacy modernization products.

Created strategies to acquire new customer contracts by collaborating with the Marketing Team.

Led the negotiation of pricing and contracts to customers.

Company: Fujitsu Computer Systems

Project: Software and Services Sales Role: Senior Sales Executive

Directed all international sales of language compiler and legacy modernization products.

Planned new strategies to obtain new customer contracts through collaboration with the Marketing Team.

Company: Fujitsu Software Corporation

Project: Software and Services Sales Role: Senior Sales Executive

Directed all international sales of language compiler and legacy modernization products.

Planned new strategies to obtain new customer contracts through collaboration with the Marketing Team.

Provided information technology (IT) support to widely separated sites while integrating remote access technologies

Utilized various training facilities on east and west coast in training customers on product Fujitsu Software products.

Company: Indianapolis Life Insurance

Project: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Designed and installed viable network system which enabled new network in multi-platforms environment.

Communicated with technical staff in integrating administrative system into Oracle Internet service.

Maximized productivity and lessened processing time by more than 75%

Company: Aegon / Transamerica

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Established plans for the acquisition and integration of third-party administration (TPA) business and contributed with the conversion into current administrative structure.

Rendered support with the product of multiple IS business operations and other integration projects.

Developed and executed the Spanish language version of sister companies’ product lines.

Led the integration of various platform solutions while supporting the traditional, term, universal life, SPD, and immediate annuities.

Worked with technology services to deliver pilot and multi-site integration of virtual private network.

Company: TAl Life Reinsurance Systems

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Played a pivotal role in increasing sales by allowing effortless entry to windows by coordinating conversion of CICS and COBOL environments while maintaining existing system integrity.

Took charge of integrating multiple system platforms into current database environment.

Company: CNA Insurance

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Established partnership with the CNA staff for the creation and implementation of new universal life product calculations, business software redesign, and current administration system upgrade.

Company: USAble Life Insurance

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Applied skills in developing and implementing source code management system.

Proactively contributed in the conversion of health, life, and annuity products from IBM mainframe into LAN environment.

Company: Cincinnati Financial Corporation

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Facilitated training to customers on the use and implementation of insurance products while monitoring staff in assimilating system into LAN environment and maintaining integration with corporate mainframe.

Company: Security National Life

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Executed the virtual private network and trained IT staff in the integrating administration system.

Formulated the agency information systems which allowed business monitoring in real-time environment.

Company: Mid-Continent Life

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Helped in returning the company into normal operations by assisting with the integration of both software and network solutions.

Company: Guyana and Trinidad Mutual Life

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Supervised a team in converting paper and system 34 punch card-based system into LAN environment.

Provided effective recommendations in executing LAN-based administration system with multi-currency capabilities.

Conceptualized the design of virtual private network in connecting home and regional offices in the Caribbean.

Company: Settlers Life Insurance

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Offered project management and implementation services while assisting in developing remote access solutions.

Delivered network design plan in integrating AIX and UNIX with IBM mainframe document processing, claims, and accounting systems.

Company: Conseco, LLC

Project Name: IBM Mainframe Migration Role: Project Manager Senior Technical Lead

Assisted in creating entry system to enable common interface among various administration system under multiple platforms which included integration with WebSphere products.



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