Sales Representative
Resume:
Ralph Kompare
Highland, MD 20777
Mobile: 410-***-****
Email:
*********@*****.***
PROFESSIONAL PROFILE
Proven ability in building, developing and managing sales organizations, selling large complex enterprise
software solutions, consulting and integration services to government and commercial marketplace. An
experienced technology sales and marketing executive that has the ability to execute a wide range of strategies
designed to establish market presence and increase revenue and profitability.
EXPERIENCE
Thunderhead.com
Global provider of customer experience and enterprise engagement solutions for government agencies and
businesses.
Public Sector Alliance Director 2013 to Present
• Responsible for developing Alliance Sales business plan for both Federal and State government
• Identify and formulate strategic partnerships with Tier I, Tier 2, and socio-economic small
businesses for teaming opportunities
• Create Go-to-Market sales campaigns with strategic partners and execute strategy including solution and
account alignment, joint marketing and opportunity capture
• Responsible for end to end sales process from identification and qualification to sales execution and
delivery
• Forecast and manage sales opportunity pipeline for partner sales pursuits
• In less than three months, signed three partners and won two competitive bids
R&K Solutions, Inc.
28 year old engineering services company providing facilities and property management solutions to government
and commercial marketplace
Vice President of Sales 2011 to 2013
• Developed strategic sales business plan to launch new GIS mapping solution into commercial
marketplace that resulted in over 50 engagements in organizations such as, Cleveland Clinic, REI,
BC/BS FL, Carilion Clinic and University of Alabama.
• Identified and formulated partnerships with over 20 government contractors that resulted in several
teaming opportunities in DHS, NAVFAC, DLA and INSCOM
• Fulfilled goal to grow net new business to multi-million dollar generation point, promoting sales team
achievement despite company’s new market penetration
• Created a FISMA-compliant, DIACAP-compliant and FedRAMP ready cloud offering to leverage
solutions across Federal government.
• Directed development of new website with design focus on user-friendly navigation and content focus
on engaging commercial and government audiences, and increased visits by 27%, page-views by 23%
and visit duration by 17%
K2 Consulting
Principal 2009 to 2011
Founder and owner of sales consulting and marketing practice which focused on providing business
planning, marketing strategy, pricing, compensation plans, sales metrics, sales selection and sales
training
Engagements included:
• Expert witness for international law firm to provide advisement on marketing, sales, software
licensing models and intellectual property
• Created net new opportunities for IT consulting company to provide Microsoft.NET and SharePoint
custom application development and systems integration to Healthcare insurance companies, Third Party Administrators
(TPAs) and Federal government agencies such as, CMS, NIH, HRSA and VA
• Established over 15 partnerships with system integrators and socially and economically
disadvantaged SMB companies focusing on HHS and MHS for government contractor
• Developed sales strategy and compensation plan for private educational organization
Group 1 Software/Pitney Bowes
Leading supplier of Enterprise Data Management, Data Integration, Electronic Document Management and
Business Intelligence software solutions to Fortune 500 companies and Federal government
National Director of Sales 1998 to 2008
• Managed national sales team with overall revenue goal of 15M
• Continually average over 90% in net new business and rank in top 5% of sales percentile
• Developed channel and strategic alliances with IBM, CSC, EDS, Capgemini, ACS, SAIC and
Accenture to support planned growth
• Three direct reports nominated as “Best Sales Performers” in company
• Earned the PB1 125% Award for Outstanding Performance
Lee Hecht Harrison
International consulting firm providing management services to Fortune 500 companies
Vice President of Business Development 1997 to 1998
• Developed 21 new major accounts and successfully negotiated national agreements
• Increased market share by 76% and positioned company as premier leader in region
DataFlow Companies, Division of Companion Technologies, Inc.
Regional software application organization marketing to healthcare organizations
Director of Sales 1994 to 1997
• Manage business operations of Mid-Atlantic Region including sales, software support, maintenance
and administration
• Increased total revenue of region 53% in three year period, including a 38% increase in maintenance
revenue
• Provided leadership and direction to rebuild sales team and drive sales and service revenue to become
a recognized leader in marketplace
Sentient Systems Inc.
Regional software application organization marketing to healthcare organizations and government
Vice President Sales & Marketing 1988 to 1993
• Responsible for total sales and marketing of systems sales and consulting services of physicians,
clinics, hospitals, and government institutions
• Increased sales revenue from 500K to over 15M in four year period and grew systems sales base from
20 units to over 500 plus units
• Established and directed telemarketing center that generated leads resulting in 48% of sales revenue
• Developed brand strategy, marketing collateral and advertising campaign
• Managed consulting sales division that increased net revenue by 32% in first year
Baron Data, Division of Convergent Technologies, Inc.
National software application organization marketing to legal vertical
National Director of Sales 1982 to 1988
• Responsible for over $30M in annual sales revenue of turnkey computer systems to legal marketplace
• Managed a direct sales and support organization in the United States and Canada of 25 sales
representatives, three regional managers, eight training specialists and two support personnel
• Developed well defined marketing plan that increased sales revenue 44% over a two year period
• Created sales incentive programs and established quotas that resulted in 1.2M in annual sales per
sales representative
EDUCATION
Northern Illinois University - Bachelor of Science in Marketing DeKalb, Illinois
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