Mesa, AZ ***02
Offering more than 16 years of experience providing Sales Management leadership to Inside Sales and Field Sales Teams in diverse industries.
Expertise includes Multi-State Territory Management, IT Software Sales, Sales Training, Channel Management, Solution Selling, Value Selling, New Business Development, and Strategic Sales Forecasting.
Inside Sales Management
Field Sales Management
Managed IT Services
Program Creation and Implementation
Director of Sales < Channel Leader
Area of Emphasis – IT Software Sales, Channel Management
Director of Sales with extensive experience leading technical and software solutions sales teams, launching channel sales and channel programs, and driving double-digit sales growth for Fortune 100 Manufacturers. A dedicated leader with excellent motivation and communication skills with a proven track record of success increasing sales revenue, building and maintaining strong relationships, and motivating sales teams to perform at their best. Willing to relocate.
Channel Sales & IT Expertise: Mentored more than 100 sales representatives and organized customer events to promote software systems integration capabilities around ERP, CRM, Business Intelligence, Cloud & Mobility, and Managed IT Services. Managed a $660 Million Cisco Channel Program at Insight Enterprises.
Sales Management: Demonstrated ability to hire, train, and mentor inside sales and field sales teams. Currently manage a 10-person sales team that generates $6 Million in revenue as Director of Sales at Specialized Office Systems.
Professional Credentials & Certifications: Certifications include: Microsoft Sales Specialist – Business Intelligence; Microsoft Sales Specialist – CRM; Cisco Introduction to IoT; Cisco Sales Expert (CSE); Cisco SMBAM – SMB Account Manager; and Cisco CQS-SMBE-SMB Engineer. CCNA-Security in progress (est completion 12-18)
SPECIALIZED OFFICE SYSTEMS Phoenix, AZ July 2014 – Present
Leading one of the largest printing, promotional items, office supplies, office furniture, marketing, and branding companies in the Southwest
Director of Sales
Oversee all aspects of the sales organization including a broad portfolio of business with more than 3,000 accounts nationwide, primarily the southwest. Train, supervise, and mentor a team of up to 12 Sales Representatives responsible for selling print products, promotional products, office supplies and breakroom, and office furniture.
Assign territories and establish sales goals and activity metrics.
Mentor sales representatives regarding all aspects of the sales development life cycle including prospecting, cold calling, scheduling meetings, selling products using consultative sales techniques, overcoming objections, and closing sales.
Assist sales representatives with selling directly to C-Level Executives, Directors of Marketing, HR Managers, Practice Managers, and Business Owners.
Perform strategic sales forecasting and planning.
Grew company sales by $1 million in 2017
Sales team acquired 200 new accounts in 3 years that resulted in $1.5 Million in additional revenue.
Grew Top 10 accounts by 15%; increased sales margin by 3%.
Résumé – Page 2 of 3
Career Progression, Continued
Increased Office Supply revenue by 50%; added $200,000 in additional revenue
Increased furniture sales by 800%; added $1,000,000 in additional revenue.
Implemented a Collaborative Business Review program that provided quarterly reviews with management at the company’s Top 100 clients.
Implemented Blitz Day calling programs that improved sales call performance and unified sales teams.
BUSINESS & DECISION Scottsdale, AZ 2013 – 2014
A global systems integrator with more than 2,500 employees and $300 Million in annual revenue.
Strategic Alliances Manager
Created, launched, and managed the North American channel program for the company. Led channel sales efforts for four different sales organizations (MicroAge, Integra Telecom, Cadsoft, and Dassault Systèmes) and more than 100 total sales representatives.
Worked closely with partners to create and implement operational processes to ensure ease of engagement, billing, ordering, and commission payouts.
Strengthened strategic partnerships by driving mindshare and hitting key objectives.
Mentored national sales organizations to increase professional services opportunities and assist with cross-selling initiatives.
Organized and hosted customer events to promote systems integration capabilities around CRM, ERP, Business Intelligence, Cloud & Mobility, and Managed IT Services.
Conducted onsite meetings with the customer’s IT staff and C-Level executives to provide POCs, SOWs, and diagnostics, and to finalize project contracts.
Conducted weekly training sessions to build relationships and provide education on different product offerings.
Brought four new channel partners on board; increased sales from $0 to $1 Million in 1 year.
Provided on-going training for all four sales teams.
INSIGHT ENTERPRISES Tempe, AZ 2008 – 2013
A global technology company that focuses on business-to-business and information technology capabilities for enterprises, with more than 5,700 employees and $5.4 Billion in annual revenue.
Cisco Partner Champion (2010 – 2013)
Managed a $660 Million Cisco Channel business portfolio with 1,000s of accounts across the United States. Provided internal support to hundreds of field sales representatives nationwide and directly supervised a team of 7 Cisco onsite resources.
Oversaw the sales, marketing and new business development of Cisco’s full line of networking, video, and security products.
Led and organized the entire Cisco sales support staff.
Helped build and maintain strong client relationships with IT Directors, Vice Presidents of IT, and Chief Technology Officers.
Organized, executed, and led company-wide Cisco initiatives, Blitz Days, and GO! Campaigns; coordinated large-scale selling efforts between Insight and Cisco field sales.
Created cold call scripts to target a specific area of Cisco business, organized and led training sessions for Insight sales teams, and provided reporting and metrics to senior management.
Résumé – Page 3 of 3
Career Progression, Continued
Increased sales for the Inside Sales team from $50 Million to $55.5 Million, 11% growth.
Increased Cisco’s small business product line from $3 Million to $5 Million.
Established a Cisco training program for all verticals and sales segments. Provided specialized training for 400+ new hires, healthcare teams, and public sector teams that resulted in a 91% growth for chosen sales reps.
Client Solutions Executive (2008 – 2010)
Performed full life cycle business development of a variety of Insight technology solutions to businesses. Cold called, scheduled meetings, identified client needs, made sales presentations using consultative sales techniques, overcame objections, negotiated contracts, and closed sales.
Built and maintained strong relationships with clients and manufacturers.
Served as a trusted advisor for all clients; helped provide technology solutions to address and anticipate future pain points and business needs.
Achieved $1.6 Million in sales revenue in 2009; exceeded sales quota by more than 122%.
Led all inside sales representatives by maintaining a 14% gross profit margin in 2009.
Achieved Director’s Club Honors for six consecutive quarters.
Chosen to serve on the Leadership Bench to help diagnose and resolve operational issues. Successfully created new strategic methods of selling at Insight and assisted with the development of new marketing initiatives.
Selected to mentor new sales representatives.
AIR PHOTO USA/DIGITAL GLOBE Phoenix, AZ 2002 – 2008
A leading provider of aerial photography for the real estate, online mapping portals, government, and engineering industries with $10 Million in annual sales revenue.
Senior Imagery Solutions Sales Specialist
Managed a personal portfolio of business that generated $4.6 Million in revenue. Sold digital aerial photography in AirPhotoUSA’s proprietary format, as well as standard GIS formats. Provided onsite client sales demonstrations and training on the usage of products.
Established and developed partnerships with multiple distribution channels including online imagery providers, GIS consultants, and real estate consulting firms across the United States.
DARTMOUTH COLLEGE Hanover, NH
Film Studies, Division I Baseball Letter Winner
Sales Training: Solutions Selling®; Value Selling
Certifications: Cisco Introduction to IoT, Cisco Sales Expert (CSE), Cisco SMBAM – SMB Account Manager, Cisco CQS-SMBE-SMB Engineer, Microsoft Sales Specialist – Business Intelligence, Microsoft Sales Specialist – CRM, Roambi Advanced Partner
Computer Skills: Microsoft Office Suite, Microsoft Dynamics CRM, Goldmine CRM, Salesforce.com