Sales Manager

JOHN J. CATONA Strategic Visionary & Record-Setting Sales Strategist

Charlotte, NC 704-***-**** aca8ud@r.postjobfree.com

Sales & Marketing Executive

Increasing Sales & Market Share* Driving Profitable Growth *A self-

sufficient, independent, take charge person who enjoys working at a fast,

time sensitive pace* Exceeding Assigned Goals * Social Media & Database

Management Industry, Proven strengths in directing all aspects of the sales

process. The key measures of my success are software quota busting

achievement, market share acquisition, 4-5x pipeline volume, and over 95%

forecast accuracy * Organized planner with exceptional capability in

managing multiple, concurrently running tasks. Cool under pressure .an

action and results-oriented approach which balance a "take charge" attitude

with teamwork and collaboration. An ability to work with prospects to

develop strong business solution cases coupled with solid closing skills to

get the job done. Trustworthily, highly respected, and interface

positively and professionally at the "C" level * Strong presentation skills

with a proven track record of presenting in front of large groups of

people. .Demonstrable success in meeting and exceeding a $3.5M-$9M quota

and have achieved premium sales "club" recognition for the last 10 years.

Qualifications Summary

Big Data, BPM, ERP, ECM & Solution Selling Professional * Multi-Software

Distribution Channel Development & Sales * Market Analysis * Productivity &

Efficiency Improvements * Negotiations * Sales Team Motivation, Development

& Leadership

Career Highlights

. Increased sales from zero to over $3.5MM within 1 year for IBM

. Increase and expanded market share by 255% within 5 months at Tallega

. Drove sales from $5MM to $18MM+ in 5years for Canon

. Delivered above quota revenue of $7.7MM for FileNet from 2003-2007

Consistently Top 5% in Sales Production ( Repeatedly Boosted Revenues

up to 40%

Promoted to Senior Level Six Times ( Multimillion-Dollar Quotas

Exceeded YOY since 2003 Maintained High Account Retention Levels of 85+%

( Set Minolta Company Sales Record at 285% of quota for the year

SALES Recognized as customer-focused yet tenaciously bottom line-driven

in pursuance of new business, having secured multimillion-dollar software

deals with major brands from Bank of America to Lowe's. Expertise in

identifying profitable opportunities in new business segments, opening new

markets, and launching new products. Strong track record increasing

existent accounts by as much as 30%.

LEADERSHIP Proven record leading successful growth and turnaround

endeavors, and achieving short- and long-term organizational objectives.

Diverse, multi-disciplinary communicator with ability to discuss complex

concepts in understandable terms. Wharton School of Business graduate with

broad knowledge of SOA/EOA standards, Big Data & BI tools, Database

Management, ERP, BPM principles, and enterprise-level document management.

PROFESSIONAL EXPERIENCE

Director ICMPgroup January 2013 - Present

(IBM Premier Business Partner)

Orchestrated initiatives for software/service sales associated with IBM

Collaboration Solutions, business analytics, enterprise content management,

and commerce and sector coverage. Coordinated marketing and field outreach

endeavors at local and region-wide levels.

. Built pipeline from zero to $3.5MM and expanded market share by 225%

within seven months of entering position.

ICS Team Leader, IBM Oct. 2010 - Dec-2012

Developed brand- and product-specific solutions for clients in support of

business strategies. Managed software/service revenues associated with IBM

Collaboration Solutions in the U.S. Mid-Atlantic region.

. Took an existing territory that had been vacant for 6 months with zero

pipeline and grew it to over $3MM and the number one territory in the

Mid-Atlantic region in one year

. Finished 138% of assigned quota

. Served as key contributor to software sales deals including a $16MM

deal with Lowe's and $22MM deal with Premier Healthcare Company.

Vice President of Sales, Tallega Software Dec. 2007 - Oct. 2010

(IBM Premier Business Partner)

Piloted offshore development services to established and emerging

technology companies in web application, BPM, and client-server markets in

the Southeast U.S. region. Resold FileNet, IBM/Tivoli, Filebound, and S4i

software. Headed up business development and national sales initiatives,

including field sales and operations. Served as contributing member of the

Executive Leadership Team, reporting directly to the CEO.

. Expanded market share by 134% by communicating the company's ability

expedite application deployment, increase innovation, and reduce costs

while increasing business agility.

. Helped to boost sales to vertical markets (e.g. financial services,

insurance, retail, and healthcare) by leveraging strategic VARs and

System Integrators.

Eastern U.S. Regional Manager, FileNet/IBM MQ Aug. 2003- Nov.

2007

Led sales of ERP, document management, BPO, workflow, and CM solutions in

26 Eastern U.S. states and four Canadian provinces. Assumed additional

responsibility of project management as well as solution integration and

support. Managed 11-member team of account executives, project managers,

and sales support engineers. Developed $19.7MM revenue pipeline and

expanded existing business by 40%. Oversaw MQ Software brand operations in

the U.S. Mid-Atlantic region, including management of business transaction

assurance, data center automation, SOA, EAI, ESM, and middleware solutions.

Executed software sales of $2.9MM with Wachovia (now Wells Fargo) and

$2.5MM with Bank of America.

. Delivered above-quota results of 122% ($7.7MM).

. Honored with "Region of the Year Award" (2005 -2007).

. Built a revenue pipeline of $4.7MM+ and generated new business revenues

of $2.65MM.

Regional Manager, Gauss Interprise, Inc. Feb. 1999 -

Aug. 2003

(Formerly Magellan Software)

Directly sold document imaging, content management, and workflow software

solutions to Fortune 1000 accounts in the Southeast U.S. Led entire sales

cycle management process from initial client consultation and needs

assessment, through price and service negotiations and final closing.

. Recognized as company's top Sales Rep, earning invitation to

President's Club each year.

. Built a revenue pipeline of $5MM+ and expanded existing business by

60%.

. Attained "Top Producing Manager" status by achieving personal/team

sales (totaling an annual average of $6.5MM - 25% of organization's

revenue).

. Maintained below budget operation at 72%.

Minolta Business Systems

Feb. 1997 - Feb. 1999

Document Imaging Division Manager

Marketed and sold document imaging solutions, high-speed OCR/OMR scanners,

high speed networks, printers, and other solutions. Managed 16-member team

challenged with the sale of document management, COLD/ERM, and workflow

automation systems sold direct and through resellers.

. Delivered record-setting sales year - the best in company history - at

285% of quota.

. Increased revenue by an average of 30% for two consecutive years.

General Manager, Canon Business Machines U.S. Feb. 1992 - Feb. 1997

Led entire Copier/Digital Division including full charge P&L, achieving

first year sales growth of $5MM.

. Turned around company from 68% of quota to #1 Canon Dealer in the

Western Region (121%).

. Achieved profit margins of 48% and boosted service revenues by ~200%.

To $18MM

Early Related Experience: 12 years of sales experience with IBM 1980 - 1992

PROFESSIONAL DEVELOPMENT

University of Pennsylvania, Wharton School of Business

MBA, Business University of Miami, School of Business

BA, Business Administration University of California, Los Angeles

Membership: American Management Association (AMA)

CDIA+ Certified Document Imaging Architect

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AIIM Member since 1992

Hobbies: Golf and Field trial with my 2 Labradors

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