Sales Manager
Resume:
Robert C. Padilla
*** *. ****** ******, #** Los Angeles, CA 90036
*******************@*****.***
www.linkedin.com/pub/bob-padilla/0/159/390/
Strengths and Achievements
Sales Management and Leadership
. Fourteen (14) years of Sales Management experience in IT Sales in
Southern California including Leadership Experience with the following
firms:
o Digital Equipment Corporation (Sales Manager, 1992-1995)
o NG Squared Consulting (Director of Sales, 2002-2006)
o Clifton Consulting Group (President and Director of Sales, 2007-
2013)
o Surrex Project Solutions, (Vice President of Sales, 2013-
Present)
. Extensive Strategic experience (14 years) in helping a company
establish a direction and identity for its sales organization and in
forming new consulting practices to expand the business.
. Extensive Sales Counseling experience (14 years) in helping sales
executives arrive at solid strategies for penetrating difficult
accounts and expanding their revenue base.
. Executive P/L experience as President and Director of Sales of my own
company for 11 years.
. Outstanding hiring skills and a capacity to attract the finest sales
talent to his sales teams (14 years of hiring experience).
. Experience as a Sales trainer (1 years) with Digital Equipment
Corporation and a strong commitment to using contemporary sales skills
(SPIN Selling, the New Strategic Selling, Aclivus, the Versatile Sales
Person, others).
. Numerous publications including a white paper on the Selling of IT
Consulting Services (available upon request).
Experience in IT Sales
. Twenty-four (24) years of Sales and Sales Management experience with
the following firms:
o IBM (Sales Executive/Glendale, CA)
o Digital Equipment Corporation (Sales Executive and Sales
Manager/Culver City, CA)
o Sterling Software (Sales Executive/Woodland Hills, CA)
o NG Squared Consulting (President and Director of Sales/Los
Angeles)
o Clifton Consulting Group (President and Director of Sales/Los
Angeles and Tucson)
o Surrex Project Solutions (Vice President of Sales/El Segundo,
CA)
. As a Sales Executive, successfully engineered the single largest sale
to the entertainment industry in DEC History (a $4.2 Million sale to
Screen Actors Guild in Los Angeles).
. As a Sales Executive, sold successfully to such firms as Sony
Pictures, Warner Bros., Paramount Pictures, Princess Cruises,
Wellpoint, Director's Guild of America, 20th Century Fox, Healthnet,
Dole Foods, Nestle, Avnet, Mattel, American Honda, Port of Long Beach,
and many others.
. Significant experience in selling to the Media and Entertainment
industry (15+ years).
. Achieved DEC 100 (recognition for 100% of annual sales) 9 consecutive
years (including three times as a Sales Manager).
. Achieved 100% of Sales 4 years with Sterling Software and one year
with IBM.
Knowledge of IT and Project Management Consulting
. A thorough knowledge of Project Management, especially as it pertains
to complex IT projects (including a white paper on Why Certain IT
Projects tend to Spiral Out-of-Control).
. An extensive knowledge of the major issues confronting IT today-ERP
Implementations, Analytics, In Memory Computing, Software as a Service
(SaaS), and Cloud Computing (including an article published in PM
Magazine on "Migrating to the Cloud," March 2013).
. An extensive knowledge of ERP systems in general including those from
SAP (SAP ECC), Microsoft (Microsoft Dynamics and AX), Oracle (Oracle
Financials, JD Edwards, Peoplesoft, Siebel), Lawson, and others.
. An extensive knowledge of other IT issues-Mobility, Data Warehousing,
Business Intelligence, Networking, the Advantages of the Cloud, ITIL,
ISO 9000 Compliance, Business Process Improvement, etc.
. A knowledge of various application languages and platforms--.NET,
Java, Node.js, PHP, C, C++, HTML, XML, VB, others.
Professional Experience
10/2013 to Present SURREX PROJECT SOLUTIONS, Los Angeles, CA, Vice
President in charge of Sales and Project Management
As the Vice President in charge of Surrex Project Solutions, I manage
18 individuals-3 Sales Executives, 1 Administrative Assistant, 11 IT
Consultants, and 3 Practice Directors (two of whom I hired in my first
4 months on the job). Surrex is an IT Project Management firm that
specializes in implementing SAP technologies, especially the
following:
. SAP ECC (SAP's ERP Solution)
. HANA (In Memory Computing and Analytics from SAP)
. SuccessFactors (SAP's cloud-based Human Capital Management Solution)
. All SAP Cloud Solutions
Achievements:
. I immediately established two (2) new practices for the company, one
focusing on SAP ERP implementations and the other on HANA, SAP's In
Memory Computing technology.
. After 6 weeks on the job, I developed a comprehensive Strategic Plan,
ensuring that Surrex would be fully and consistently aligned with the
major SAP technologies while outlining growth targets and strategies
for achieving those targets.
. In my 4th month on the job, I led the company to its highest revenue
month and quarter in 5 years
. I immediately established key partnerships with important SAP re-
sellers, namely itelligence (SAP's largest re-seller), Aptelis, En
Pointe Technologies, Datacom (Australia), SAP itself, and others, all
in the first 3 months.
. I led the company to immediate significant wins at Direct TV, Port of
Long Beach, San Francisco 49ers, the National Football League,
NBC/Universal, Avnet, Aegerion Pharmaceuticals, Golden State Foods,
Blue Cross of Idaho, Mongo DB, Terumo, and others.
. In my 5th month on the job, I led a webinar on the business benefits
of HANA after hiring a Practice Director of SAP HANA Solutions for
Surrex.
. I established an internal lead generation program for Surrex
consultants (primarily those involved with SuccessFactors) who would
uncover opportunities for HANA and SAP ECC implementations in their
accounts.
. I conducted training on the advantages of Cloud Computing and Project
Management (How to Keep Projects from Spiraling Out-of-Control) as
well as Sales Training on Social Styles and the advantages of
Versatility in the Sales Process.
. I revised the Sales Forecasting template to make it more of a tool for
Sales Executives to track their progress in penetrating major
accounts.
1/2007 to 7/2013 CLIFTON CONSULTING GROUP
Tucson, Arizona and Los Angeles, CA, President, Founder, and
Director of Sales
Clifton Consulting Group was an IT and Management consulting firm
that specialized in the following areas:
. Cloud Computing (migrating companies to the Cloud)
. ERP Implementations (SAP, Oracle Financials, Lawson, JD Edwards,
Microsoft Dynamics)
. Business Process Management
. IT Project Management
. Application Development (.NET, Java, php, C, C++, HTML, XML, others,
primarily utilizing the Agile methodology)
As the President of Clifton Consulting Group, I was
responsible for the following:
. founding the company
. establishing its strategic direction
. developing sales opportunities
. training sales reps
. developing all marketing collateral
. establishing sales alliances
. managing accounting functions, and
. ensuring that all projects are adequately staffed.
Major clients included the American Board of Radiology
(Business Process Management and Application Development),
Community Development Financial Institution (Disaster Recovery
and Strategic CIO Services), Orange Unified School District
(migrating to a Cloud Computing environment), MOC Products
(Cloud Computing Consulting and an ERP Implementation), and others.
Clifton Consulting Group had 20 IT contract consultants and 4 Sales
Executives in Los Angeles, Phoenix, and Tucson. I sold the firm to a
larger consultancy in July, 2013.
2/02-10/06 NG SQUARED CONSULTING GROUP, Los Angeles, CA
President and Director of Sales
Established a new west coast IT consulting company aimed at providing
IT consulting services to mid-tier and Fortune 500 companies.
Sold Integration, ERP Services, and major IT consulting projects to
companies in Southern California (Directors' Guild of America, Warner
Bros., Paramount Pictures, Sony Pictures Entertainment, Wellpoint,
21st Century Insurance, American Honda, Farmer Johns, Screen Actors
Guild); I managed a team of 13 Project Management consultants and 3
sales representatives.
Reason for Leaving: Sold the business and returned to Arizona for
family reasons.
6/00-12/01 IBM CORPORATION, Glendale, CA
E Business Solutions Consultant
Responsible for selling and implementing ERP implementations to
companies in Arizona and California. Participated in multi-million
dollar sales at McKesson (SAP R/3), Avnet Inc. (SAP R/3 and i2 Supply
Chain), and Asics Shoes (Warehouse Management). Was named to the IBM
100% Club for the year 2000.
Reason for Leaving: My entire team was laid off as a result of the
economic downturn in late-2001. I then started up NG Squared
Consulting in Beverly Hills, CA.
7/95-5/00 STERLING SOFTWARE, Woodland Hills, CA
Senior Sales Representative
Responsible for selling software solutions (particularly, Data Base
tools and business intelligence software) to major firms in Los
Angeles and Phoenix.
Reason for Leaving: Sterling Software was acquired by Computer
Associates in April, 2000. Layoffs ensued. I then joined IBM.
7/86-6/95 DIGITAL EQUIPMENT CORPORATION, Culver City, CA
Senior Sales Rep/Sales Manager
. For 6 years I was responsible as a Sales Executive for selling
hardware and services to a wide variety of industries in Los Angeles
(health care, entertainment, distribution). For 3 years I served as a
Sales Manager in the Culver City office in the Los Angeles area
managing 8-12 sales reps. My major wins as a sales executive included
the following:
- Screen Actors Guild ($4.2 Mill) - Hanna-Barbera ($1.2 Mill)
- LA Daily News ($800K) - Barry's Jewelers ($600K)
- Korn/Ferry Int'l. ($600K) - Creative Artists Agency
($400K)
- Sony Pictures ($400K) - Warner Bros. ($400K)
The Screen Actors Guild win was the single largest sale to the
entertainment industry in DEC history. It involved the selling
of hardware, project management services, and ERP software
appropriate to associations (labor unions). I was then promoted
to Sales Manager. In 1994, my sales team was voted the
outstanding sales team on the west coast.
Reason for Leaving: DEC was acquired by Compaq Computer in June
1995. Layoffs ensued. I then joined Sterling Software.
Education UNIVERSITY OF EDINBURGH, Postgraduate Research
UNIVERSITY OF MICHIGAN, M.A.
UNIVERSITY OF ARIZONA, B.A., Phi Beta Kappa, Magna Cum Laude
Personal Avid tennis player; mountain climber; classical/jazz pianist;
active in community affairs; published poet; fluently bi-
lingual.
Publications "Migrating to the Cloud," Public Management Magazine,
Washington, D.C., March, 2013; "How to select the Superintendent
of a School District," Guest Editorial, Arizona Daily Star,
April 12, 2013; numerous white papers, all available upon
request (and available on my LinkedIn Profile).
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