Sales Management

David Ferguson

*********@*****.***

Channel Sales Leadership

SKILLS AND EXPERTISE

• Channel Sales and Sales Management • Marketing

• Sales and Sales Management • Cloud Computing

• Start-ups • BIG Data

• Enterprise Software • SaaS

• Business Intelligence • Leadership and management

• International sales • Strategy and execution

EXECUTIVE PROFILE

Over 20 years experience in developing and managing business relationships and meeting and

exceeding objectives.

Extensive software and technology services experience

Strong business intelligence and BIG Data sector experience

Early stage/start-up experience

Extensive experience in Sales, Sales Management, and Channel Sales

International Sales and Channel Experience –EMEA, ASIA/PAC, Latin America

Customer focused with ability to qualify and manage expectations to meet client’s needs as well as

corporate and personal objectives.

Experience in multiple verticals

Experience managing relationships with OEMs, Solution Providers, VARs, Consulting Firms, Direct

Customers, and Systems Integrators.

PROFESSIONAL EXPERIENCE

iDashboards, Inc. Business Intelligence Software Vendor –Troy, MI

Director of Channel and Global Sales 2005 to 2013

As part of the Senior Management Team, reporting to the President, I was able to help grow iDashboards

from early stage Software Company to a leading provider of Dashboard Software globally. As the 2 nd

employee I was fortunate to be involved in all areas of the company including management, strategy,

marketing, and sales. Responsibilities included growing channel revenue domestically and internationally as

well as direct sales outside the US and Canada.

• Built and managed Channel Program and International Sales from ground up

• Individually and managed team in recruiting, enabling, and managing partnerships

• Began as individual contributor then moved into management

• Progressively grew revenue 30-50% annually

• Consistently hit and surpassed revenue targets

• Created process and procedures, training, marketing, and partner recruitment model and

management program

• Daily management of up to 8 direct reports and multiple indirect reports

• Experience in managing multiple partner types –OEMs, Solution Providers, Consulting Firms,

Systems Integrators, and VARs

• Led marketing and lead generation activities for channel organization

• Closed multiple six figure direct sales

• Closed $2.5 million OEM partnership and negotiated and closed multiple six figure OEM partnerships

• Created Metrics Drive Sales Model for sales team

• Experience with all types of partnership structures including SaaS and On-premise.

• Established partnerships in over 20 countries in Latin America, EMEA, and Asia/Pac

• Notable partnerships included –GE Healthcare, Fiserv, SunGard, NTT Data, Hitachi, MasterCard,

and Ingram Micro.

• Sold directly to international companies including Aramco, TIGO, Petrobras, UN, NHS, and Foxconn.

• Involved in multiple speaking engagements and thought leadership opportunities

• Developed and led BIG DATA initiative with key partner NTT Data

AutoWeb Communications Data Exchange Software Company-Rochester Hills, MI

Sales Executive 2004 to 2005

Reporting to the VP of Sales, responsibilities included managing, growing, and penetrating 50 named

accounts within the Top 150 Tier One Automotive Suppliers. Our products include Data Exchange

Applications/Platform, Procurement and Collaboration Software, and Translations Services.

• Developed an $800,000+ pipeline.

• Closed our company's largest translation deal-$200,000

• Opened new opportunities with TRW, Magna, Hi-Lex, American Axle, Remy International, Venture

Industries, Gestamp NA, Hutchinson, Permacel, Valeo, Autoliv, and more.

Accel-Members Financial Management Managed Services -Farmington Hills, MI

Sales Manager 2003 to 2004

Start-up division of Geenpath Financial focused on managed services for Credit Unions. Responsibilities

include new business development nationally through direct sales and strategic alliances. My focus was on

Credit Union with Assets in excess of $500 Million. Accel provides an outsourced financial counseling

partnership to credit unions. Target C-level, board of directors, and VP level.

• Signed agreements with 15 new clients

• 150% of objective

• Major wins with SECU, Teachers FCU, Members First, Langley FCU, and Three Rivers FCU.

• Developed $3 million pipeline

• Developed relationships with multiple strategic partners

Feron, Inc. Executive Search Firm-Troy, MI

President 1999 to 2003

Started and managed company. Involved in all facets of company including sales, marketing and operations.

Prospected and managed relationships with technology and telecom software companies as well as

Michigan based companies in various industries.

• Clients included Aprisma, Intelliden, Cabletron, Netcracker, Ai Metrix, Net Qos, Sybase, Siebel,

Intelligroup, Seranova, DMC, Lear, IBI, Data Connection, Metaswitch, and more .

Data Communications Corporation Sales Executive 1998 to 1999

Spartan Tube and Steel- Account Executive 1997 to 1998

Contractors Steel Account Executive 1995 to 1997

Powers Distributing, Inc. Warehouse Manager 1994 to 1995

Computer Mail Services, Inc. Sales and Marketing Executive 1993 to 1994

EDUCATION

Western Michigan University

BBA- Major: Marketing- June 1993

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