Sales Manager

Patricia C. Jean

*** ***** *** ***** *********, GA 30188 305-***-**** ************@*****.***

ENTERPRISE SALES PROFESSIONAL SE REGION

Profile:

Results driven, MBA sales professional and business development leader with 9 years of

experience, exceeding annual goals with documented success. Experience managing large

portfolios of Fortune 500 accounts/ clients in many business verticals : Health, Financial,

Education and Government. Ability to conduct accurate needs analysis, strategic strategy into

long-term complex multi- million dollar engagements in to the public and private sector

respectively.

Leadership & Organizational Expertise Sales & Marketing Expertise

Business & Market Development Experience of 1M+ in annual quota

Strategic Planning & Development Wide range of vertical contacts

Team Building & Performance Improvement Primary “C” level engagement

Client Relationship Management & Retention Enterprise IaaS, PaaS, SaaS sales

Education:

Masters of Business Administration (MBA), Nathan Bisk School of Management,

Florida Institute of Technology top 5% Fall 2011

Bachelor of Science, Management of Information Systems,

University of Alabama Huntsville Spring 2004

Dean’s List Academic Achievement recipient

Experience:

Director, Business Development & Strategy Manager – Govalytics May 2014- Present

Govaltyics a software lead generation tool (SaaS) where client base includes Commercial and

Public Sector (Federal and State/local) markets. My primary role is for developing, implementing

and managing a sales strategy to achieve aggressive sales goals.

Responsibilities:

Responsible for the management and growth of companywide related revenue for

Govalytics – Accounts in the southeast markets (North Carolina, South Carolina,

Georgia, and Florida)

Develop and maintain regional relationships with industry partners (Onvia, Eloqua

(Oracle), IBM, etc.)

Partnership/Business Development with System Integrators, Business Partners, and

Consultants

Dotted-Line Management of 6 additional associates (Channel Account Managers, System

Engineers, Application Specialists, Inside Sales

Developed new sales/ marketing materials and distributed company wide as best

practices for new hires

Lead internal teams cross functionally to pursue key prospects

Patricia Jean 305-***-**** Page 2

Enterprise Account Director– EarthLink Jan 2013- May 2014

Cloud Computing Account Director, primary focus is on business development, by leveraging the

EarthLink Business full suite of IT and Managed Services solutions, including cloud services,

hosted virtual services, security, colocation, disaster recovery solutions and wide area networks

(MPLS and high bandwidth access and transport) to National Accounts throughout U.S. Primary

focus on public and private sector:

Accomplishments:

Quota: 2013 goal $1.98 M in Committed Contract Value, attained $2.6M (131%)

Develop and conducted capabilities presentations, executive summaries, value

propositions, Initial Scope Assessments, Statement of Works, Financial Analysis, Contract

Negotiations to Enterprise Accounts

Added 100 new accounts to portfolio with first 60 days

Landed largest IT Services account for Vulnerability assessment testing for state of NC;

resulting in 82% of quota in less than 6 months

Created marketing collateral to launch new VoIP campaign

Dual role as Account Director and interim branch manager of the executive branch

managing 5 Account Executives

National Market Account Manager – Sprint Corporation June 2011 –Jan 2013

As a Strategic National Accts Manager I was responsible for maintaining a portfolio of strategic

accounts in identification, analysis, implementation and marketing activities for new strategic

opportunities for Sprint and existing strategic Sprint partners. The role also entails analyzing

market segments, determining potential Sprint Nextel Corporation and Sprint Wireless integration

points and partner in initial fact-finding meetings with companies for potential partnership

evaluation, and also:

Accomplishments:

Earned 152% of quota via pivotal technical solutions and key relationships:

Mercedes Benz, Health South, Toyota, Saks, Home Depot, Regions Bank

Increased account portfolio of Sprint National Accounts by 106 % with 1 st year

Recognized by executive management for building excellent relationships with top

accounts and industry partners for positioning solutions and growing current base accounts;

exceeding quarterly goals by 100%

Given public recognition in companywide newsletter for launching new technology at

Alabama A&M University.

Sold biggest strategy deal to Huntsville Utilities with annual spend over $1M 3 year

contract

Patricia Jean 305-***-**** Page 3

Oct 2009 – Jun 2011 – Senior Sales Technical Consultant – Brink’s Inc. (Promotion) Oct

2008 – October 2009 – Business Development Manager – Brink’s Inc.

Hired as a Business Development Manager; quickly promoted to Sales Consultant after

exceeding plan by 180% (2009). Managed full sales lifecycle from pre-proposal through final

implementation; responsible for the successful delivery of the functional and technical

components of all performance optimization solutions. Primary services sold were Brinks tools,

SaaS (Software as a Service), to top tier Financial Institutions domestically.

Accomplishments:

Identified new market segments and consistently expanding current customer base

resulting in over $5 million in assigned territory; Florida, Alabama, Louisiana, Mississippi Georgia

and Tennessee

Worked cross functionally with route supervisor to ensure timely and accurate deliveries

from Federal Reserve to servicing Financial Institutions

Exceeded annual plan of $1M by 42% (2010)

Participated in cross-functioning project teams and committees while positioning and

implementing new training modules/ applications

Partnered with banks to facilitate strategic cash management needs with Fortune 500

corporations including Yum Brand, McDonalds, Aldi Foods, Southern Family Markets and Burger

King

Provided expert planning, analysis and advice on program alternatives, strategies and

costs to top tier financial institutions: Bank of America, Regions Bank, BBVA Compass, and

Capital One

June 2003- 2008 – Principal Owner, Developer, and Sales – Alternative Financial Solutions

Software Description: The Cash Mate software enables AFS to automate their required posting

process and easily manage their client’s information. This tool would facilitate the users to quickly

search the employees’ database based on search criteria, add/delete customers, and reassign

customers / employees’ to various divisions within a program, post new requirements on website.

Played a key role in the design, development and implementation of Cash Mate

Experience with development of Web-based business applications, using XML, ASP, and

VBScript.

Used Microsoft's Visual C++ environment to compile and execute C/C++ written programs

for maximum control and efficiency

Provided management and work direction to Information Technology resources including

project and technical leads, and contract developers

Created Visual Basics (VB) functions to communicate between GUI controls and VB

classes

Involved in GUI design and development

Conceived all marketing strategies for product launch i.e. marketing collateral

Staffed, trained and supervised independent contractors to guarantee delivery

Planned and participated in related tradeshows to showcase CM software

Patricia Jean 305-***-**** Page 4

Professional Sales Awards (documented):

Sales Rep of the year 2007 * Business Development and Innovations 2008 * Most Strategic

Products Sold 2008 *“Brightest Star” Business Development Executive 2009 *Excellence Awards

2009* Top Ten Sales Rep 2010 *Region of the year 2010 * Best Dressed Business Development

Executive 2010 * Rookie of the year 2011 * Sales Excellence 2012*

Trips to: Tucson, AZ, Las Vegas, NV, Tampa Bay, FL, Disney World.

Sales/Consulting Training:

Solution Sales- Action Selling

Miller-Hieman

Dale Carnegie- Leadership Training

Challenger Consultative Strategy

Tom Szant Presentation/ Proposal Generation

SPIN Selling

Technical: Operating Systems: UNIX, LINUX, MSDOS, Windows 98/2000/NT/XP •

Languages: C, C++, COBAL, Visual Basic, VB.NET JAVA, PHP, Delphi • Databases: Oracle,

MYSQL, MS Access • Internet Protocols: TCP/IP CRM: Salesforce, SalesLogix, InSightly

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