Manager Sales

RON CLAYTOR

**** ***** *****, ****** ****, MO ***18

816-***-**** ***.*******@*****.***

ENTERPRISE SALES PROFESSIONAL

ENTERPRISE SOLUTIONS SALES MANAGEMENT

Proven successful senior sales professional with history of finding, qualifying, closing, maintaining and growing

enterprise accounts. Consistent record of quota-beating sales, pipeline creation and growth, and large

territory and/or named account management and expansion. Major focus on Security for the past ten years, as

the integrity of the data and the systems that support the enterprise are vital to the success of that enterprise.

Security focus includes five years with Symantec selling security solutions and servi ces exclusively; two years

with Mimosa selling E-mail archiving where security and traceability and logging were key aspects of the

solution; and three years with Salient selling ap plication development tools and services – where AppScan

security module was a vital component of effective software development.

Sales New Business Development Needs Assessment Security Focus Account Acquisition Account

Management Client Relations Cold Calling Referrals/Prospecting Relationship Development Sales

Forecasting Territory Development Channel Leverage & Development Sales Management Presentations

Contract Negotiations Requirement Identification IBM WebSphere Sales Certified IBM Rational Sales

Certified Certified Scrum Master Certified Product Owner Certified Scaled Agile Framework Agilist

PROFESSIONAL EXPERIENCE

Salient Commercial Solutions, Kansas City, MO 2011 – Aug 2013

Federal Services organization headquartered in Fairfax, VA with a long standing list of clients and continued

growth. I was in the Commercial Technology Services Division focused in providing enhanced software

development capabilities to organizations through consulting services, software tools, and agile software

development services. Salient has over 1100 employees and revenues of $ 250M.

Account Executive/Business Development Manager

New account expansion role. Worked with organizations to enhance their software development results

through improved processes, automated tools, and security. Responsible for our IBM Rational relationship.

Rational tools include Collaborative Life Cycle Management, AppScan Security scanning, and Requirements

Testing verification. My certifications in SAFe, Scrum Master, and Product Owner were essential in helping

clients understand the areas where dramatic improvements could be made in their software development

results.

Transitioned into relationship manager with IBM.

Responsible for back office support functions to be completed.

Focus on selling successful software development results (Processes, Services & Tools)

97 % of Quota in 2012.

MIMOSA SYSTEMS, Kansas City, MO 2008 – 2010

Venture capital-funded company established in 2004 to provide software solutions for email archivin g focused on

meeting legal requirements for data archiving and on data classification and ease of retrieval. Mimosa ha d about

300 employees and revenues of $25M. Mimosa Systems was sold to Iron Mountain in February, 2010.

Regional Sales Manager, Heartland Region

Hired to open central US territory – Missouri, Kansas, Iowa, Nebraska, Minnesota and the Dakotas . We

targeted organizations with over 1,500 email accounts. Actively engaged in entire sales cycle from prospecting

and cold calling to qualifying, needs analysis, solution identification, presentations, and negotiations through

closing. Specialized in clear, persuasive needs analysis and solution presentations with focus on e-Discovery,

content management, email security and operational efficiencies.

RON CLAYTOR ***.*******@*****.*** PAGE TWO

Successfully opened heartland market in face of faltering economy and established competition. Partnered

with Microsoft, Dell, Regional resellers and data storage company sales teams to effectively engage prospects

and expand territory coverage through leverage of multiple sales teams .

Worked with Legal, HR, IT, Risk Management, Records Management, Security and business units to develop

effective new procedures for storing, culling and quickly retrieving data.

Closed eight net-new large accounts in territory in first year.

85 % of quote in first full quote year.

QUEST SOFTWARE, Kansas City, MO 2007 – 2008

Software Company offering data, application, and Windows management software used by larger US companies.

Quest had about 3,400 employees and revenues of about $735M. Quest Software has been sold to Dell.

Named Account Manager

Sold key Quest enterprise application management solutions, Active Directory – access and identity

management tools, and Windows tools to targeted large accounts including Monsanto, Express Scripts,

Sisters of Mercy, Hallmark Cards, EMBARQ and Spirit AeroSystems throughout Missouri & Kansas. Worked

with clients directly and with reseller partners to rapidly expand client base in territ ory.

Sold 98% of $1.192M six-month quota despite slowing economy.

Successfully closed four, new major accounts in four months .

Established record of successfully expanding existing accounts for significant revenue

increase.

SYMANTEC, Kansas City, MO 2002 – 2007

Leading international software company offering systems security, data storage and systems management to

clients in 40 countries. Symantec had 2007 revenues of $5.2B and over 17,500 employees.

Various Roles Including Territory Manager, Named Accou nt Manager & National Accounts Manager

Sold a large array of enterprise security tools and solutions along with data availability and data protection

solutions. Solutions included threat & vulnerability tools and services ; and risk and policy governance tools.

Clients included Sprint, DST Systems, Mutual of Omaha, First National Bank of Omaha, H&R Bloc k,

MasterCard, and Hallmark Cards.

In 2006 achieved 110% of $20M quota for Sprint account.

In 2005 made 134% of $4,9M quota for named accounts in KS, MO, and NE.

Averaged 107% of quota between 2002 and 2007.

COMPUTER ASSOCIATES INTERNATIONAL, INC. 1996 – 2001

International IT management Software Company with clients in most countries throughout the world. CA had

2009 revenues of $4.3B and well over 13,000 employees.

Various Roles Including Territory Manager, Named Account Manager National Accounts Manager for DST

Systems, Hallmark Cards, & UtiliCorp.

Hired to grow company’s sales of enterprise systems ma nagement, information management and

applications development products to non-MVS/mainframe operating system clients and to help company

break away from dependence on MVS/mainframe market. Promoted to Divisional National Accounts Manager

in 1999 and National Account Manager for DST Systems in 2001.

Quickly promoted from Territory Manager to Divisional National Accounts Manager to

National Accounts Manager for DST Systems, closing a $82 Million dollar transaction.

Achieved three Quota Club trips.

Achieved as much as 200% of annual quota.

EDUCATION

Bachelor’s Degree in Business Administration, University of Missouri - Columbia, MO

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