Sales Manager

WILLIAM KIRTZ

*** **** ****** **** ******: 413-***-****

Shutesbury, MA 01072 e mail: *********@*******.***

phone: 413-***-**** http://www.beyond.com/WilliamKirtz LinkedIn: http://lnkd.in/GBdPs7

Career Summary

hunter of partner/direct sales opportunities with twenty five years’ experience enterprise software sales.

deep understanding of software and website development, delivery, QA issue resolution, customer satisfaction.

deep solution based selling skills and new account generation.

large scale proposal generation, delivery, presentation and consummate win ratio.

compelling high level software decision makers to commit.

Professional Experience

Transperfect Translations (Translation.com), Maynard, MA April 2011 to present

Quotation Manager

Managed ten quote engineers and three writers for two years, achieved turn from 10 to 3 days within 3 months.

Won over $50M of revenue, with 40% margin on each project.

Responsible for every sale, and timely client acceptance.

GlobalVision Inc., Westborough, MA June 2006 to August 2009

New Business Development Manager

All new translation services sales: presentation, sales, project requirements and fulfillment.

Generated all proposals, presentations, contracts, and project fulfillment.

Achieved a 30% year over year increase. Sample accounts available upon request.

Compuware Corporation, Framingham, MA October 2004 to November 2005

Enterprise Account Manager

Managed all major mainframe accounts in insurance, financial services, & manufacturing markets for Northeast

Sold: mainframe application development, fault management, file/data mgmt., and QA.

Drove utilization of existing product licenses and services with engagement in client.

ABLE Innovations, Inc. Bellingham, WA April 2003 to August 2004

Localization Product BDM

Represented SaaS localization enabling localization without engineering

Uncovered all new business prospects, delivered proposals, and prototypes.

Closed all new business utilizing this new technology. Major wins included: Hologic.

Sybase, Inc. (SAP) Concord, MA January 1994 to August 2001

International Technical Product Manager: August 1998 to August 2001

Handled all international issues for PowerBuilder, PowerDesigner, the BI product: Application Server Enterprise

Tools for Portal: Address Validator, Locale Library, Cross Language Search

Internationalized Portal Search implementation, tested, and negotiated vendor OEM contract addendum.

Internationalized database full text search capability, tested, and product release.

Production plan for database release in Chinese, Japanese, French, German, Spanish, Polish and Korean.

Revised pricing and licensing requirements, and negotiated new and revised contracts with vendors.

Internationalized PowerBuilder with internal Unicode string processing.

Delivered internationalized releases for JA, KO, ZH, FR, DE, ES, IT, NO, SV, DU & DA and first supporting Unicode.

Full life cycle product management with PRD, MRD, pricing/licensing, development plan, installation, international

QA, issue review, beta test, packaging, production, support, international maintenance, and end of life for JA, ZH, KO,

FR, DE, ES, IT, NO, SV, DU, & DA.

Internationalization/ localization issues for PowerBuilder for over two years

Supported channels for all internationalization and localization issues.

Delivered seminars on Localization/Internationalization issues at international user group three years.

Worked with 23 country managers and global field sales organization.

Delivered presentations at global venues like the Unicode Consortium four times.

Channels Sales Manager January 1994 to August 1998

Recruited new and managed existing partner relations

achieved 200% quota attainment of $ 4.5M in eight months.

Recruited and developed strategic accounts:

Open Market, ATG, BroadVision, Vignette, and Sterling Commerce.

Won President's club three consecutive years.

Varnet Corporation Braintree, MA January 1988 to December 1993

Channels Sales Manager

Managed all aspects of channel marketing, sales & operations

Pricing, strategy, training and certification requirements

Inbound and outbound promotion.

Contributed $2M of profit annually.

Exceeded quota by 30%.

Education

University of Wisconsin Madison, Wisconsin M.A., Ph.D. Linguistics

Boston University Boston, Massachusetts B.A. Philosophy

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