J. Todd Longeway

Nashville, TN *****

ac8gwi@r.postjobfree.com

615-***-****

Senior-level Technology Sales Professional

Award-winning sales leader with over 20 years of proven success bringing new solutions to market, building/managing teams, quota attainment, and strong sales management process methodologies. Experience includes multiple “start-up” positions with the responsibility for sales of complex hardware, software, wireless telecommunications, and RFID solutions. Known as an exceptional closer and negotiator – while upholding an excellent company image. A highly effective verbal and written communicator with strong presentation and interpersonal skills. A competitive achiever who can successfully manage multiple accounts and perform under pressure. Equally comfortable as an individual performer as leading a team. Open to a variety of industries and roles.

Core Competencies:

Sales/Sales Management l Business Development l Training/Client Education

Account Management l Client Services l Negotiations l Marketing Communications l Strategic Planning l Lead Generation

SELECTED SALES ACHIEVEMENTS

Consistently achieved revenue goals, year after year.

Generated Channel Team Sales of $1,700,000.00.

Developed a strategic alliance with an international healthcare software company and created a new product to be marketed to 5,000 existing accounts. Trained 29 sales reps on product.

Personally sold numerous complex solutions to key clients: Ceridian ($36 million), Wachovia Securities ($2.5 million hosted solution), State of Wisconsin and two other confidential clients ($1 million, $500,000).

Recruited, hired, trained, and mentored 75 account executives and multiple sales coordinators, achieving 120% of revenue goal with over $3 million in sales.

Maintained a quota ranging from $1 to 1.6 million annually in new business at each branch.

Qualified for president’s club numerous times.

Achieved #1 manager in company.

Established a start-up office and grew revenue from $0 to $50,000 per month in new billed revenue. Hired in excess of 100 reps.

Qualified 50% of sales representatives for president’s club.

#1 sales representative, state of Tennessee and #3 sales representative within company of 1,800 sales reps.

PROFESSIONAL SKILLS

SALES / BUSINESS DEVELOPMENT / STRATEGIC PARTNERING

Developed, implemented and managed strategic call plans, resulting in consistently exceeding revenue goals, year after year.

Strong record of uncovering new selling opportunities through business analysis, forecasting and using innovative sales strategies; Headed up development of “field to fork” project integrating multiple types of RFID with RTLS software for the fruit processing industry. (Phase I 2 million)

Developed sales strategies and goals, for different business-to-business segments, in order to sell tailored solutions to various client sectors.

Highly successful selling into a wide variety of industry segments, including Healthcare, Financial Services, Channel, Government, Technology, and Business Services

Earned the business and trust of C-level executives and other key contacts with some of America’s top companies.

Grew national account portfolio to the point that it had to be split and have accounts transitioned to other account executives, while maintaining the same sales volume.

Identified, developed relationships, and provided sales support to Channel Partners (Avaya, Microsoft & HP).

SALES MANAGEMENT / TALENT ACQUISITION / TRAINING

Accomplished in the management of high-performing sales and account management teams.

Propelled revenues and increased market presence through the establishment of a motivated and well-trained sales team.

Involved in and handled all sales hiring and Account Support Sales Teams for multiple regional markets.

Provided training on subjects including forecasting, situational sales, advanced sales negotiations, quarterly business review techniques and lead generation techniques.

Responsible for on boarding, training, and leading sales teams.

ACCOUNT MANAGEMENT / ACCOUNT SUPPORT

Built strong, lasting relationships with key contacts, and influencers, that led to sales revenue increases and market share growth.

Successfully managed on-site account teams including supervision, new order tracking, account reconciliation and new service installations.

Known for methodically broadening penetration within accounts.

Ability to quickly gain rapport with different levels of an organization, effectively increasing the visibility of a company’s products and services.

Educated clients, helping them to fully understand the value and utility of new and existing products and services.

Developed mutually profitable and lasting client relationships by quickly solving problems and making effective decisions by interfacing with customer management and company technical staff.

RELEVANT EXPERIENCE

PC SOLUTIONS, Nashville, TN 2012-Present

K-12 & Enterprise Sales

Generated revenue of $2,000,000.00 in 2013 in enterprise accounts.

Network experience with focus on wireless networking, network switching, VoIP, mobile data collection, network access control, network security and security cameras.

Experience working with the following products and technologies:

oWireless Infrastructure design and sales (Extreme Networks, Aruba Networks, Cisco, Aerohive, AirMagnet, Symbol, Motorola)

oNetwork Infrastructure (Brocade routers & switches, firewalls, VPN concentrators, Extreme Networks, HP Procurve Switches, Bradford Networks, Astaro, Palo Alto, Nortel Passport ATM switches)

oTechnologies (802.11a/b/g/n, VPN, MPLS, Frame Relay, EIGRP, ATM, TCP/IP, VoIP).

oSpecialties: Selling multiple products and services into all accounts.

TRACKIT SYSTEMS, Nashville, TN 2006 – 2012

Business Development (Sales)

Funded and developed business plan for a “start-up” RFID solutions hardware and software (SQL) company. SaaS and on premise models.

Sales of RTLS (Real Time Location Solutions) to healthcare facilities to assist in location of equipment, staff and patients.

Integrated UWB hardware with multiple software applications creating a set of RTLS products to be sold into different vertical markets.

Integrated RFID with call center software to offer a precise, automated, staff location and management tool. The RFID technology works with the call center system to automatically update where hospital staff is located, so they can be contacted more quickly. The result is an automated solution that helps hospital call centers operate more efficiently and effectively speeding response, eliminating manual update processes, and improving patient care.

DIALOGIC COMMUNICATIONS CORP, Nashville, TN 2004 – 2006

Regional Sales Manager

Responsible for sales presentations of emergency notification software to Corporate (Fortune 2000), HealthCare and Government Markets. SaaS and On-prem model.

HOMELAND SECURITY CORP. 2002 – 2004

Site Coordinator and Trainer, Nashville

Responsible for daily training operations for TSA passenger screeners at US sites.

QWEST COMMUNICATIONS CORP. 2001 – 2002

Channel Sales Manager, Nashville

Hired to recruit, manage, train and motivate indirect agents or partners in TN/AL to sell company’s telecommunications services.

TRITEL COMMUNICATIONS, INC. (dba SunCom) 1999 – 2000

Manager of Corporate Accounts, Nashville

Hired to launch the corporate accounts sales channel in Tritel’s largest wireless market. Tritel built out AT&T’s wireless network in the Southeast United States.

LDDS/WORLDCOM 1987-1999

Vice President of Sales, Southeast

Managed 10 branch offices and accounts in the Southeast and opened new branches in Raleigh, NC and Greenville, SC.

Earlier positions:

National Account Executive, Nashville

Branch Sales Manager, Carolinas

Account Executive, Tennessee

EDUCATION

MOUNT MERCY COLLEGE

Bachelor of Science, Business Administration

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