Account Management New Business Development Sales Hunter
Over 20 years of documented successful sales experience with extensive background. Skilled at C-level negotiations in large enterprises as well as excellent closing skills with SMB clients. Excellent listener, provide solutions that fulfill my clients business objectives and goals. Ability to adapt to the differences among clients and develop long-term relationships. Understand business needs and capacity to identify and align clients’ needs with products and services. Expertise in engaging decision makers and devising winning sales strategies and solutions. Confident, passionate, honest and trustworthy. Uncompromising ethics and transparent communications underpin business-focused value propositions that leverage competitive advantage via top quality service. Many years of professional sales training.
2014 number 1 for new sales with Convergent.
Consistently ranked in the top 5% of my sales team and consistently over achieve quota.
2013 over 200% of quota.
Largest sale $1,000,000 to Pennsylvania Higher Education Assistance Agency over incumbent (Avaya).
At Lucent won Millionaire’s Club (over 175%) 208%, Point of Prestige Award for top rep in Mid-Atlantic Region, Achiever’s Club (Over 125%) twice. Mid-year achiever’s Club twice and several other quarterly awards.
AT&T Integrated Solutions Consultant
I sell wireless technology and services in New Jersey.
ADT Commercial Account Executive
Aug 2018 – Present
Jan 2016 – Aug 2018
I sold security solutions to commercial businesses in northeastern PA.
SI Systems East Coast Sales Director
March 2015 – November 2015
Sold hardware and software solutions to warehouse and distribution customers across the East Coast.
Average sales cycle over 11 months. I had 3 sales and 5 active proposals at 8 months.
Convergent Account Manager
January 2014 – March 2015
Sold communications and IT solutions to SMB and Enterprise accounts in the Northeast.
Partnered with Cisco, Mitel, HP, Dell, EMC, VMware, Barracuda, Beatty and hosted.
Sold carrier services from AT&T, Verizon, CenturyLink, Windstream, Comcast, Frontier, XO, EarthLink, and more.
Closed 10 new customers in 1st year. Got my 1st sale my 5th week. Average sales cycle 2 months.
Windstream Account Executive III
July 2013 – Jan 2014
• Sold telecommunications solutions to enterprise accounts in the United States, focusing on Northeastern Pennsylvania.
• Solutions included Voice, Data, Cloud and managed solutions and infrastructure from Cisco, Avaya, Mitel and ShoreTel.
• 200% of quota.
Verizon wireless Business Account Executive
Oct 2012 – July 2013
Managed over 500 accounts including Carpenter Technology, Enersys, Brenntag, while calling on prospective customers.
Responsible for service & billing issues, plan changes, orders, upgrades, price plan analysis, demos, training, accessories,
Over 100% of quota.
MTM Technologies Account Manager
Jan 2012 – Oct 2012
Citrix partner in the US. Cisco Gold, NetApp, EMC, Trend Micro and Softmart.
Sold IT solutions and services and brought on 3 new accounts in 10 months. Average sales cycle is 3+ months.
100% of quota.
Avaya Territory Account Manager
July 2011 – December 2011
Average Sales Cycle is over 9 months. All sales came from the Avaya partners that I supported. Contact Center sales.
Accounts included Olympus, Armstrong, Capital Blue Cross, PSECU, East Penn Manufacturing, Enersys, Gannett Fleming, Hershey Entertainment, Reading Hospital, Phoenix Contact, Diakon, Direct Brands, Ames True Temper, and AAA.
After 45 days on quota, position was eliminated as part of layoffs to reduce debt.
Sanbor Medical Business Development Manager
May 2010 – July 2011
Sold outsourced/overseas Contract Manufacturing services to medical device companies. Average sales cycle is 1 year. Territory was California, Colorado, Utah and Texas. Established 3 new clients in addition to growing existing client base.
Clients included Pose Healthcare Products, Alcon Labs, SCOR Medical, Bio Care and Medtronic.
IntegraONE Commercial Account Manager
Sept 2008 – May 2010
Sold IT solutions & services from Cisco, HP, EMC, APC, Trend Micro, Blue Coat, SonicWALL, Digium - Astrisk, Switchvox.
Established 10 new accounts including RMS, INetU, QNB, Transcore, CyOptics, Calkins Media and RMA Group.
Number 1 in new sales for commercial accounts.
AT&T Sales Executive – Premier Client Group
Sept 2007 – Sept 2008
Sold Network, CPE, Network Integration and Consulting Services to a module of national accounts. Mostly contact centers.
Accounts included Airgas, Dollar Financial Group, East Penn Manufacturing, and Safeguard Scientifics.
Avaya Territory Services Sales Manager (Inside Sales Position)
Feb 2006 - Sept 2007
Sold support agreements (Software, Managed Services, Dedicated Technicians, Remote Monitoring to Contact Centers.
Hired in February and promoted in October. Biggest sale was D-Link.
Position was eliminated after Avaya was acquired by private equity companies Silver Lake and TPG.
United Asset Coverage Regional Account Manager
Jan 2004 -Feb 2006
Sold telecom and data service agreements to Contact Centers. 109% of quota and received 100% Award.
UAC sold their accounts to Shared Technologies and went out of business.
Intervoice Senior Account Representative
Dec 2001 -Dec 2003
Sold IVR and Hosted solutions to Contact Centers and Enterprises in Pa, Southern NJ, Delaware, and Maryland.
2002 99% of quota in new business 1st year (year after 9/11 terrorist attack).
Accounts included Carefirst BCBS, Harleysville Insurance, Penske Truck, Donegal Insurance, PSECU, Sovereign Bank.
Largest sale was P.H.E.A.A. $1 million dollar win over incumbent. Also, had $350,000 win with Equity One over incumbent.
My wife had to have spinal fusion after a very serious car accident and I had to resign because I couldn’t do overnight travel.
Syntellect Area Manager
Sept 2000 – Dec 2001
Sold IVR and Hosted to Contact Centers in Pa, Delaware, NJ, West Virginia and NY.
Accounts included Cigna, Comcast, USPS, Geisinger Health System, Time Warner and Xerox.
Sold largest hosted sale at Syntellect - $850,000. In 2001 I sold more than the rest of my team combined.
Syntellect was delisted from NASDAQ and sold to Enghouse Software. All direct sales were let go.
Lucent Technologies Account Executive II
Jan 1996 – Sept 2000
2000 - Achieved 125% of quota and qualified for Achiever’s Club for 3rd year in a row. Received Mid-year achiever’s club award and Top performer awards in PA/NJ/DE for both Units and Revenue for the 1st quarter.
1999 - Achieved 208% of quota and qualified for Millionaire’s Club (175% of quota and above qualify).
Received Mid-year achiever’s club award, Point of Prestige Award for outstanding sales performance for the entire Atlantic Region, and Top Performer awards in PA/NJ/DE for both Units and Revenue for 1st and 4th quarters.
1998 - Finished 1st year in territory at 130% of quota and qualified for Achiever’s Club. Top Producer of systems sold in PA/NJ/DE for the 4th quarter. Got my territory in September of 1997.
1996 – 1997 I was a bench player – cold calling, demos and training while shadowing other reps until I got my territory.
At the end of 1999 Lucent sold my division to Exp@nets, which went bankrupt. If that didn’t happen, I would be there 23 years.
ITHACA College Bachelor of Arts in Humanities & Sciences 4-year member of the wrestling team
LINCOLN Technical Institute Associates Degree in Computer Technologies (3.1 GPA)