Sales Manager

BRUCE RUTTY

Fishkill, New York

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

845-***-**** (home)

917-***-**** (cell)

Business Development Director with demonstrated abilities as a leader in

establishing and growing long term relationships with C-Level decision

makers. Skilled in identifying enterprise sales opportunities, handling

negotiations and maximizing up-selling and cross-selling opportunities.

Currently, Director of Business Development with responsibility for new

business at a leading Cybersecurity Consulting firm.

PROFESSIONAL EXPERIENCE:

JANUS Associates, Stamford, CT - Currently

Cybersecurity, Risk/Vulnerability Assessment, Threat Analysis, LMS and

Privacy Assessment services leader offering critical infrastructure

security support and awareness training to clients in key industries

including; Utilities, Energy, Financial Services, Retail, Education,

Healthcare, Non Profit and Public Sector.

Key responsibilities include:

Establish and grow relationships at the VP and Director Level within

Information Security, Risk Assessment, Privacy, Training and Compliance

groups of large and midsize companies to increase usage of JANUS's

information security solutions.

Develop detailed proposals and presentations to drive engagement and

partnership decisions for Technology and Compliance projects including

business Risk Assessment prioritized within the scope of each business unit

needs.

Conduct webinars to demonstrate areas of possible vulnerabilities within

client's network and remediation advice and knowledge transfer that enables

clients to monitor and address vulnerabilities.

Key wins includes: McGraw Hill, Fulton Financial, Clarity Software, SUNY,

Crius Energy and University of Wisconsin.

BNA, New York, NY

Business Development Manager 2008 - 2010

Bureau of National affairs is an online publisher of B2B data for use in

Legal, Healthcare, Environmental, Consulting and Financial verticals to

identify industry trends and facilitate discussion among thought leaders in

government and business

Key responsibilities included:

Prospect for new customers in Healthcare, Consulting and Financial

verticals and expand relationships with existing customers

Develop in-depth analysis of sales and marketing objective for each major

account, revenue potential and current budget breakdown

Lead on new Healthcare conference offerings, identify areas of potential

revenue growth and create strategic solutions to penetrate major accounts

Key client wins includes: Siemens Healthcare, Roche Diagnostics, McKesson,

Mitem, Psyche Systems and ARUP (Revenue - $900,000)

INTERAKT, New York, NY

Business Development Manager, 2007- 2008

Interakt builds and maintain IT infrastructure projects for companies in

Real Estate, Entertainment, Publishing and Manufacturing using an offshore

model to reduce project cost

Key responsibilities included:

Prospect for new business within fortune 1000 companies and build

relationships with key sales, marketing and technology leaders to identify

requirements, develop technical strategies and manage their expectations

Perform in-depth technical presentations for customers and prospects and

work closely with business units on product planning and enhancements

Conduct on-site or remote demonstration and technical training workshops

for end users and internal Technology teams

Evaluate customers and territory for growth opportunities; work with

consulting delivery team to uncover target accounts business issues and

identify digital, training and e-learning needs including virtual and in

person sessions with Acrobat and Connect Pro product suite

Key customer wins include: HBO, Computer Associates, Citigroup and NYC

Economic Development Corporation (Revenue - $1.5million)

MCGRAW-HILL, New York, NY 2005 - 2007

Major Accounts Sales Manager

McGraw Hill is a worldwide publisher of business intelligence data that

enables businesses to make more informed decisions

Key responsibilities include:

Selling online data usage subscriptions to Sales and Marketing leaders in

Construction, Utilities, and Financial and Educational verticals using a

consultative sales approach to uncover to maximize enterprise sales

opportunities within key accounts.

Develop aggressive customer loyalty and referral programs to incentivize

existing customers through maintenance contracts and 24 hour online

technical support

Focus on up-selling customized database maintenance agreements, including

support and maintenance services to major financial institutions to support

business decisions.

Developed and managed a robust pipeline of opportunities that incorporated

depth and breadth of customer's organization.

Key Customers wins includes: Turner Construction, United Technology,

Autodesk and Bovis (Revenue - $1.6 million)

INFOGROUP/ IDEXEC, New York, NY 2001- 2004

National Accounts Sales Manager

IDEXEC provides Executive Contacts, Compensation, Board of Directors and

Financial data for key verticals including; Legal, Consulting, Retail and

Financial

Key responsibilities include:

Executive level prospecting for new online data usage subscription

agreements using SPIN selling techniques to build long term profitable

relationships with steak holders and user groups.

Managed the resolution of strategic data content issue relating to Real-

Time and Reference data feeds. Identified and facilitated new sales

opportunities in Healthcare and Consulting prospects

Managed work flow and online group training issues for Executive contact

database including managing on-site workshops

Key customers wins Included: Dow Jones, Autodesk, and Standard & Poor's

Federal Express and Spherion (Revenue - $1.6million)

EXPERIAN, New York, NY 1999 -2001

Business Development Manager

Experience provides businesses and consumers with credit and direct

marketing data to guide business decisions

Key responsibilities include:

Identified new business opportunities through prospecting and referrals and

network within established accounts to sell Credit, Lifestyle and Analytic

services to Financial, Publishing and Entertainment services providers.

Developed successful Work flow, Data Mining and Analytical solutions that

enable customers in Construction vertical to reduce projects management

cost by streamlining projects reporting and vendor management process.

Implemented a customer win back program targeting financial and

transportation verticals resulting in key account win at TIAA-CREF

resulting in 200k data processing wins.

Key client wins include: NASCAR, TIAA-CREF, Web MD, Madison Square Garden

and Rochester Institute of Technology.

HUMANSCALE, New York, NY 1994-1999

Strategic Accounts Manager

Humanscale manufacturers and install ergonomic and computer safety products

in key industries including; Legal, Transportation and Customer Service

Key responsibilities include:

Manage sales process for ergonomics and computer safety products within

VARS, government and key accounts markets

Establish and grow relationships with leaders in Facilities management

trades and space planning groups to secure referrals on new project

requirement

Expanded client revenue base of 550K by over 200K in 1994 by building

strong client relationships and identifying new opportunities at UNICEF,

Hughes Hubbard & Reed and The New York Times.

Cold-called and prospected new business opportunities and uncovered new

revenue opportunities with existing client base.

Key Clients wins includes: United Nations, Columbia Presbyterian Hospital,

Dow Jones and New York City Fire Department (Revenue - $1.8million)

Motorola, Glen Rock, New Jersey 1989-1994

Motorola is a worldwide manufacturer of Telecommunications and navigational

systems for businesses and consumers

Prospect for new clients of cellular products and services via networking,

referrals and telemarketing to build robust pipeline of prospects for

Motorola's suite of telecommunications solutions to C-Level executives at

fortune 1000 companies in Metro New York.

Manage repairs, training and delivery issues related to VIP products and

survey customer based to gain insight from new products launch and

competitive landscape

Top sales performer for VIP Cellular direct sales team with over $600,000

in new business in 1992.

Key client's wins included: Pepsi Co, Philips Electronics, Interpublic

Group, St Vincent's hospital and MasterCard (Revenue - over $1million)

EDUCATION:

HUNTER COLLEGE, New York, NY

Business Administration

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