Manager Sales

Joseph Zupsic *** Cardiff Drive, Aliquippa, PA ***01

TEL: 724-***-**** EMAIL: *********@*******.***

Business Development Executive Accountable sales executive with 20+ years of experience successfully selling enterprise software and consulting services for strategic accounts.

Qualifications

Sales professional with consistent over quota achievement and proven ability to close multi-million dollar deals. Exten- sive experience in complex, enterprise-scale software to Global 2000 organizations. Proficient skills in prospecting, qualifying, sales cycle management, and working with internal and external resources.

Individual Profile

Consistent overachievement of quota while starting with zero revenue base. “Hunter” ability to negotiate and close large complex project and service deals. Extensive experience selling to executive “C” level management. Highly skilled solu- tions oriented approach with extensive experience selling a mix of products and services, on-site, off-site and offshore. Ability to work in diverse industries selling IBM, Oracle, Business Objects, Peregrine software products, and the imple- mentation services to support them.

Business Acumen:

• Strategic Account Planning

• Key Alliance & Partnership Building

• Complex Solution Selling

• Demand Creation

• Executive Presentations

• Pipeline Development/Forecast Management

• Identifying ROI

• Relationship Management

Professional Experience

mindShift (2015-3/2018)

Sales Director

0 Responsible for sale of IT Managed Services

0 Sold nine new accounts

Indecomm Global Services (2014-6/30/2015), Pittsburgh, Pennsylvania

Business Development Manager

0 Responsible for selling consultants in all areas

0 Sold three Major accounts

VISVERO (2012 - 2014), PITTSBURGH, PENNSYLVANIA

BUSINESS DEVELOPMENT MANAGER

Responsible for selling consultants in the areas of Business Intelligence and Data Management.

Sold Major account.

INFOTECH ENTERPRISES (2010-2012), PITTSBURGH, PENNSYLVANIA

SENIOR ACCOUNT MANAGER

Sold Engineering Outsourcing Services to major corporations in the Pittsburgh area.

Responsible for the management and success of the outsourcing of engineers both onshore and offshore in a

complex service environment.

Increased service revenue by 4.5 million dollars in two years.

FIRST INSIGHT CORPORATION (2009-2010), PITTSBURGH, PENNSYLVANIA

SENIOR ACCOUNT MANAGER

Sold Enterprise software to major retailers that provided predictive analytics technology to make more accurate

buying and pricing decisions for new products.

Sold three new major retail accounts.

(2004-2009), PITTSBURGH, PENNSYLVANIA

.

PEREGRINE (2000-2004), PITTSBURGH PENNSYLVANIA

MAJOR ACCOUNT MANAGER

Sold Enterprise software solutions that enabled organizations to evolve their IT Service and Asset Management practices to reduce costs, improve IT productivity and service levels, mitigate risk by managing portfolios of IT assets and streamlining service management operations.

Sold 8 new accounts including 3 million and 6 million dollar revenue levels.

IBM (1995-2000), PITTSBURGH, PENNSYLVANIA

SOFTWARE ACCOUNT MANAGER

Focus included some of the largest IBM customers in Pittsburgh including Bayer, US Steel, PPG and Highmark.

Managed the complete sales process for all IBM software for Fortune 500 companies in Pittsburgh.

Coordinated technical resources, customer presentations, product demonstrations, proof-to-concept projects, resource action plans and final software negotiations.

Spoke technically to multiple levels of management to understand the clients’ critical business priorities supporting

IT challenges.

Closed the largest software Tivoli deal in North America by leveraging the value of the world-wide solution.

Sold entire software portfolios to increase overall customer spend with IBM.

BUSINESS OBJECTS (1992-1995), NEW YORK, NEW YORK

EASTERN REGIONAL SALES MANAGER

Selected from over several hundred candidates by Bernard Liautaud and Denis Payre to open the Eastern United

States territory.

Opened the Eastern United States territory for a new software product company in the business intelligence field.

Selected and hired technical pre-sales support and sales account managers in addition to meeting my own personal quota.

Sold 32 new accounts with a combination of BI, database access and development tools.

Performed over quota every year for 3 years.

Helped account managers sell an additional 75 new accounts.

Made eligible and participated in the IPO as a reward for success.

ORACLE (1988-1992), PITTSBURGH, PENNSYLVANIA

AREA SALES MANAGER, ORACLE

Opened the Oracle office in Pittsburgh area.

Developed a sales plan for Pittsburgh and Columbus.

Selected and hired pre-sales support engineers and account managers.

Sold Oracle DB, Oracle development toolsets and Oracle Financials.

Sold several multi-million dollar software deals, Professional Services deals.

Performed against quota all years for 4 years.

Education

B.A. Geneva College,

M.A. Westminster College

Various skill improvement courses which include:

Solution Selling by Sales Performance International

Siebel Training

Sandler Sales Training

Miller-Heiman Strategic Sales Skills

Referrals

Available upon request

Contact this candidate