Sales Manager

GUY DILZ

**** ********* ******, ********, **** **212 614-***-**** +

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

SENIOR-LEVEL SALES LEADER

President's Circle Member ? Secured Largest Sales in Companies' History

? #2 Companywide with MCI

Closed $75M+ in Annual Sales ? Catapulted Revenue by 2,000% ? Never

Missed a Sales Target

S

ales hunter and farmer driven to capture unprecedented revenue, margin, and

profit gains through sales force leadership, turnaround management, key

client acquisition, and fueling high-ROI consultative transactions. Team

with clients to assess needs, working with C-level management to implement

long-term business solutions that secure repeat business and brand loyalty.

Formulate growth strategies for startup and turnaround ventures, defining

the vision, mission, and goals, and leading cross-functional teams in their

achievement. Player and coach who recruits, mentors, and motivates

management and sales teams to embrace accountability and over-quota

expectations.

Fiscal Leadership & Accountability ... Strategy & Goal Setting ...

Competitive Intelligence ... Market Development

High-Profile Contract Negotiations ... Branding & Product Management ...

Startup Planning & Operations

Venture Capital Acquisition ... Tracking & Trending ... Business Modeling

PROFESSIONAL EXPERIENCE

Netwrix Corporation - Columbus, Ohio + 2014 - Present

Regional Sales Manager - Enterprise Software Sales

The Regional Manager leads a team of Account Managers that cover commercial

and Public Sector accounts in North America. This team is responsible for

selling software solutions and services that address customer needs of

varying complexity. This is a team quota-carrying position that was

eliminated due to focus on SMB market and inside sales model.

OfficeMax - Columbus, Ohio + 2012-2014

Sr. Director, Technology Sales

Established the high-performance team critical to halting declining sales

trends and, with 5 fewer FTE resources, not only thwarted average annual

losses of 5%, but increased sales $15M to $158M.

Develop and execute the go-to-market and operational strategies to achieve

business objectives, leading a team of 40 inside and outside sales

professionals in turning around the department and capturing key commercial

business. Rebranded the Technology Sales organization to position OfficeMax

for top-of-mind presence when it came to commercial technology solutions

and services. Deliver high-impact sales presentations and drive complex

deals with major accounts.

< Increased margin by 100 basis points, in part by installing a bid desk

to oversee construction of complex deals, ensuring consistency in

pricing, and creating a formal system to assemble profitable

transactions.

< Reengineered the sales organization to create first-time territories,

mining customer database to define the most efficient, effective, and

fair geographic regions. Supported reps in territory expansion and

account targeting.

ADT Security Services / Tyco - Columbus, Ohio + 2010-2012

Group Director, Business Development

Grew partner revenue to $58M, propelled Cisco partnership 200% and earned

Silver Partner status within just 18 months, and awarded the Club

Excellence honor for ranking in the top 5% enterprise-wide.

Defined the strategic direction and execution of new business partner

development and client retention strategies in ADT's $2.2B Commercial

Physical Security Division. Led business development staff to ensure

financial targets were obtained. Created revenue targets, managed budgets,

and spearheaded contract negotiations and renewals. Created team spirit

across all internal business partners-Information Technology, Operations,

Human Resources, and Finance-to exceed revenue targets and client

expectations. Held full P&L accountability.

< Developed a 30-partner strategic alliance ecosystem, prioritizing top

revenue opportunities and maximizing sales strategies. Built a 5-person

team responsible for partner selection, field training, and market

execution.

Estate Information Services - Columbus, Ohio + 2006-2010

Vice President, Business Development

Doubled sales and tripled key client capture-from 2 to 7 of the top 10

target accounts-generating $60M in 2009 with projected sales of $80M in

2010 and completion of a 5- to 7-year growth plan in just 3 years.

Spearheaded vision setting, strategic planning, product development, and

diversification initiatives as the key sales hunter and farmer for this

probate debt recovery business. Presented recovery solutions to key

decision makers of Fortune 100 organizations, pitching empathic outsourced

collection and estate locator services to lenders attempting to maximize

recovery while maintaining relationships with current and potential

clients. Outlined plans to penetrate alternate industries to expand product

reach and market share. Defined revenue targets, created and managed

budgets, held P&L accountability, and led the Business Development Team in

goal attainment.

GUY DILZ

614-***-**** + *****@********.**.***

Estate Information Services - Continued

< Productized offerings to create a tiered business outsourcing solution,

securing major national accounts-and 35% growth in 2009-including

Chase, Citibank, American Express, Bank of America, Bear Stearns, and

Sallie Mae.

< Reduced organizational exposure by creating a lower-risk client

portfolio; transitioned company from receiving 80% of all business from

one client to 95% from 7 clients.

< Segmented product offerings to allow for ease of entry into high-

profile accounts, while providing an opportunity to cultivate business

over time to maximize product penetration and exclusivity.

< Cultivated a team-centric environment across all functional groups, re-

engaging staff by serving as the only non-family member of the family-

owned business, and increasing transparency and performance

accountability.

N-1 Technologies - Columbus, Ohio + 2004-2006

Director, Territory Management

Captured $14M in sales in 2005 and 2006, delivered 133% of quota; ranked as

Top Producer while providing clients with cost-effective IT infrastructure

and equipment lifecycle management solutions.

Penetrated an 8-state Midwest territory, generating $6M in sales in the

first full year of operation and $8M in 2006, holding P&L responsibility

for the region and delivering high-technology ROI for Fortune 1000 clients.

Played a key role in the development, startup, and management of the

organization, working with a former peer group to offer consultative IT

acquisition solutions to extend the reach of clients' technology budgets.

< Presented consultative proposals outlining high return on IT asset

investments, resulting in capture of clients including Limited Brands,

Abercrombie & Fitch, Bob Evans, Cole National, Buckeye Distributing,

and Too, Inc.

Zonetrader.com / DoveBid - Columbus, Ohio + 2000-2004

Director of Supplier Sales, Midwest Region

Generated $12M in annual sales and raised $70M in venture capital, after

capitalizing on an opportunity to provide technology asset lifecycle

management solutions to optimize license compliance and utilization.

Developed a manufacturing asset management business, with a proprietary e-

commerce site, to facilitate data tracking and global asset disposal

services. Created and executed logistical processes for Zonetrader's

Surplus Asset Management suite of products and services, working with a 4-

person team to fuel penetration of a 9-state region.

< Established a solid base of 20+ clients-e.g. P&G, Dana, Cummins, Eli

Lilly, Avrin Meritor-and grew sales to average $12M annually from

startup, surpassing quotas by an average of 25% annually.

< Closed the first deal in company history and paved the way for

exponential growth and new business acquisition; coordinated a global-

40+ countries-webcast for the disposal of Enron's assets.

Comdisco, Inc. - Columbus, Ohio + 1996-2000

Regional Marketing Manager

Closed up to $70M in annual sales with a 4-year average of $30M per year,

resulting in two-time receipt of the Comdisco Excellence Award for over-

quota performance (117%+) and territory expansion.

Orchestrated cost-effective lead generation in a saturated industry,

recommending and selling comprehensive IT infrastructure management

solutions-equipment leasing, remarketing, reconditioning, asset management,

business continuity, and technology and network services-to Fortune 1000

clients.

< Captured and cultivated $12M to $70M in annual sales with the support

of just 2 inside sales representatives, penetrating a new geographic

territory to expand reach and market share.

Early experience:

Senior Strategic Account Manager + MCI Telecommunications Corporation,

Columbus, Ohio (1991-1996)

< Catapulted revenue from $100K/month to $2M/month. Secured an average of

212% of quota-3-time Top Performer honor-and named to the President's

Circle-as #2 companywide-for capturing $21M in new business.

EDUCATION

Miami University - Oxford, Ohio

B.S. in Marketing

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