Sales Manager

WILLARD THOMAS

**** ************ *******

San Mateo, CA 94404

Office: 650-***-****

Mobile: 650-***-****

Email: *************@*****.***

CAREER SUMMARY

Innovative, results-driven Sales & Business Development Executive

successful in positively impacting business strategy and revenue

performance. Proven leadership in senior sales and executive management

assignments. Responsible for the development and implementation of highly

successful sales & business development organizations through direct and

indirect channels, and for building senior-level North American and

International sales teams. Career encompasses key management positions at

IBM, Novell, Compuware, RSA Security, Fortress Technologies, StillSecure,

Network Intercept and Niksun.

EXPERTISE

- Strategic Planning - Enterprise Sales -

Business Development - MSSP

- Sales Overachievement - Channel Sales -

Start-up/Venture Capital - SaaS

- Sales Model & Process - OEM Sales - Forecasting

- Government

- Organization Design - Inside Sales -

Contract Negotiations - International

PROFESSIONAL EXPERIENCE

2012 to 2013

Niksun, Inc., Princeton, NJ

Vice President, Western Region

Responsible for US Western Region sales organization in the network

monitoring industry providing solutions to secure critical

infrastructure, optimize service delivery, and reduce compliance

risks.

. Finished 110% of quota

. Significant wins at Apple, Oracle, MasterCard, Riot Games, and

Green Dot.

. Hiring and rebuilding western region sales team

. Developing sales team to sell at all levels within an organization

. Developing sales team to sell multiple product solutions

2009 to 2011

Network Intercept Inc., Los Angeles, CA

Vice President, Worldwide Sales (Principal)

Responsible for Worldwide Sales operations in the cyber security

software industry including end point security, malware protection,

secure mobile, managed access control, vulnerability protection, and

web site scanning.

. Early stage start-up required prospecting, account management,

proposal development, and building pipeline

. Developed and implemented SaaS sales model

. Developed channel strategy and direct selling to enterprise

customers

. Venture capital development

. Company technology sold

2008 to 2009

StillSecure Inc., Superior, CO

Vice President, Worldwide Sales

Responsible for Worldwide Sales operations in the Network Access

Control (NAC) industry, vulnerability

management, IDS/IPS and MSSP.

. Recruited and re-built US sales organization - commercial and

Federal.

. Incorporated MSSP sales team into organization.

. Developed and implemented sales process.

. Developed and implemented value-added sales channel strategy.

. Re-vamped sales forecasting system.

. Re-built pipeline by over 400%.

. Finished 112% of quota in 2008

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2001 to 2007

Fortress Technologies, Inc. Tampa, FL

Executive Vice President, Worldwide Sales & Business Development

Responsible for the Worldwide Sales & Business Development organization in

the wireless network security industry.

. Recruited, built and managed Worldwide Sales force consisting of Account

Managers, System Engineers, Marketing Development Managers and Inside

Sales representatives.

. Developed successful sales strategy to position Fortress in the

Commercial, Federal, and International Marketplace.

. Developed and implemented international sales strategy for Asia, Europe

and the Middle-East.

. Established partnerships with key industry leaders, developed sales

channel of resellers and OEM partners to grow Fortress revenue.

. Managed $8M dollar annual expense budget.

. Built revenue from zero in 2001 to annual growth of 30-50%

. Grew revenue from zero to $35 million

. Company sold to General Dynamics

1999 to 2001

RSA SECURITY, INC. San Mateo, CA

Director, North American Sales

Responsible for Developer Sales team in US Western Region for

internet/network security company. Reported to Vice President of Sales.

. Successfully led members of sales organization, consisting of Strategic

Account Managers, Inside Sales and Telemarketing Representatives.

. Developed account strategies, training/development programs, forecasting

reports and compensation plans.

. Work directly with large OEM and Enterprise customers to sign multi-

million dollar contracts.

. Contract customers included Cisco, Intel, Sun, Symantec, and Microsoft.

. Accomplishments include 118% of quota in 1999, 130% of quota in 2000 and

team produced 73% of division revenue.

1998 to 1999

COMPUWARE CORPORATION, Farmington Hills, MI

Director, Client Server Sales

Responsible for client/server sales program and enterprise contracts to

Fortune 500 customers. Reported to Vice President of Sales.

. Successfully negotiated contracts with AIG, UNUM, and FedEx and increased

client/server sales by 50%.

1989 to 1998

NOVELL, INC. Salt Lake City, Utah

Senior Director, North American Major Account Sales

Responsible for managing and directing the North American Major Account

sales division. Reported to the VP of Sales.

. Managed the major account division that consisted of 4 Sales Directors,

Operations Director, and total organization of 50 people.

. Responsible for expense budget of $35M and grew business from $12M to

$150M. Annual quota represented 15% of company revenue target.

. Significant customers included the Fortune 500 - GM, Bank of America,

UPS, Citicorp, American Airlines, Aetna, Chevron, etc.

. Promoted to Eastern Area Director in 1993. Managed a field sales

organization of 10 people and grew revenues from $30 to $78M.

. Assumed Regional Manager Position in 1991 for Great Lakes Region and

supervised a field office of 20 people; finished over 110% of quota.

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1982 to 1989

IBM-Rolm, Santa Clara, CA

Major Account Sales Manager

Sold and managed Major Accounts in hardware technology for Fortune 500

companies. Reported to Regional Sales Director.

. Assisted Major Account Representatives in selling million dollar

contracts which included GM, Dow Chemical, and Chrysler

. Promoted to National Account Sales Manager. Team finished number 5 in

1986 and number 3 in 1987, out of 40 in field sales organization.

. Qualified for President's Club every year, including IBM Golden Circle

and awarded National Sales Person of the Year 1984.

EDUCATION

University of Michigan: B.S. in Business Administration

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