Sales Manager
Resume:
Bradley P. Gragert
***** ******** ****, **** **. 97702
acfhub@r.postjobfree.com
SENIOR SALES EXECUTIVE
IT / High-tech Software and Services Sectors
CAREER SUMMARY
Senior Sales and Operations Leader with vast experience in the high tech
industry. Proven and highly versatile leader with exceptional success in
direct sales, alliance & partner development, and international market
development, Significant background in hardware, software, and IT
services. Expert at building organizational strength and accelerating
business growth and profitability through formal training and mentorship to
produce superior results. Unique ability to fix operations that are
hopelessly broken with the highest possible degree of integrity and
transparency. Operating style attributes include the ability to
consistently exceed expectations while performing as an extraordinary
manager of people and processes.
EXECUTIVE PROFILE
Built high performance sales teams from ground up
Customer & Account Management
Proven Leadership Capabilities
Channel & Alliance Development
Direct & Indirect Sales Management
Trainer of sales methodology
Sales management of Software Solutions
New Business Development
P&L Responsibility
New Market & Product Development
Strategic Business Planning
Mergers & Acquisitions
Brand Management
International Market Development
EXPERIENCE
Scarab Consulting- Austin, Texas
Scarab Consulting focuses on providing corporations and their law firms
with proven solutions to effectively manage Discovery.
Vice President of Client Services July
2013- Present
I am part of a senior management team that has been brought in initiate a
company turn around. As I have a very strong background in both sales and
operations in the eDiscovery industry, I am well positioned, along with the
rest of the executive team to successfully accomplish this task within the
accelerated time frame designated by the investors in Sarab Consulting.
Hewlett-Packard Company - Enterprise Services [formally EDS]
Oct 2011 - July 2013
Largest technology company in the world, serving more than 1 billion
customers in more than 170 countries on six continents.
Business Development Executive
. Responsible for driving very large $50m+ Business Process Outsourcing,
[BPO] opportunities to the "top of the funnel", with $200MQuota TOTF,
$30M Close.
o Geographic responsibility is the America(s) which include the
U.S., Canada and Latin America.
. Focused on the HighTech industry segment representing the entire HP
Enterprise Service line in year two.
. Initially focused on the Document Processing [DPS], service offering,
targeting the, Legal, Telco, Healthcare, and Pharmaceutical
industries.
. Attained 147% of quota in first year.
. Develop client relationships and interest over the span of lengthy
large deal cycles.
. Leads and manages a large and complex virtual team across the
geographic area to drive the business development activities.
Fios Inc., Portland, OR 2003 -
December 2010
$25 Million Industry leading electronic discovery provider of consulting
and data management services
Summary of Accomplishments:
. Staffed and trained a high octane national sales team that was able
to increase productivity by 50% in the first 90 days by utilizing a
laser focused approach of measuring specific activities and holding
the team accountable for attaining the goals.
. Established the highest revenue producing partnerships and alliances
in the history of the company.
. Managed complete "overhaul" of the Operations function that reduced
error rates by 2X and increase throughput by 4X. Implemented a
complete restructuring of the organization, establishing a true root
cause analysis program, and developing the quality metrics to
measure progress as well as serve as "headlights" into the fault
producing activities or processes.
Senior Vice President of Sales July 2008 - July 2010
. Responsible for all revenue generating activities within the
corporation, including direct and indirect channels and professional
services organization.
. Drove revenue from direct sales team within first 90 days from $500k
per month to $750k per month.
. Trained the entire sales force on the Holden "Powerbase" sales
methodology and managed the entire organization to this powerful sales
tool.
. Implemented the salesforce.com CRM system nation wide. This served as
our lead management and tracking tool as well as our account management
repository.
. Developed tools to maximize lead generation and lead quality improvement
that increase sales force meeting rate by 10% in first 90 days.
. Performed exhaustive market analysis which resulted in Fios embarking on
a product strategy that turned a commodity service into a high value
product offering.
. Implemented sales KPI's that focused on the most lucrative and
underserved market segments, increasing revenues by 25% YOY, in year
one.
. Signed the first global service agreement with Ajilon Legal to deliver
eDiscovery and contract legal review services for one per GB price.
. Instituted sales KPI's to objectively measure sales activity and
performance that resulted in a 50% improvement in productivity within
the first 60 days.
. Led the sales pursuit which resulted in the largest enterprise annual
eDiscovery contract in the company's history.
. Staffed critical hires in the NYC sales office from 0 to 3 headcount in
first 60 days.
. Developed comprehensive assimilation plan designed to accelerate first
pipeline entry within first 60 days of hire.
Senior Vice President Operations 2007-July 2008-July 2010-Jan 2011
Directed entire Operations Department including Project Management, ESI
Processing, Production Engineering, Quality Control and Support.
. Reduced fault rates by 50% and increased throughput by over 200% within
first 18 months.
. Built a highly functioning, cohesive team, from three previous
independent and misaligned organizations.
. Instrumental in integration of the operations function(s) into client
facing pursuit teams, yielding significant increase in pipeline and
shortened sales cycles.
. Elevated the Operation's team stature to the point that they are now
considered 'thought leaders' regarding project management and complex
solutions design, both internally and throughout the industry.
Director, West Region Sales 2005-2007
Ran sales for West Region of U.S. with $15m territory FY 2006.
. Grew territory 15% YOY 2006 to 2007 in down market.
. Developed two of the three Account Executives into Top 5 within company.
. Grew West Region by 50% YOY 2004 to 2005.
. Signed first annual contract for both Enterprise and Law Firm in company
out of West Region
. Implemented companywide forecasting and the CRM system salesforce.com.
Director, Channels and Alliances 2003 -2005
Sole responsibility for managing and establishing reseller or referral
channels and alliance relationships.
. Increased Fios from one signed reseller relationship to nine in 10
months resulting in100% YOY revenue growth from partners 2003 -
2004. Negotiated first geographically exclusive channel partner
agreements requiring significant annual revenue commitments
Covansys, Portland, OR 2000
-2003
$500 Million global consulting and IT services company specializing in
outsourcing of personnel & application maintenance and development services
Summary of Accomplishments:
. Directed global partnership efforts and created channels vision and
strategy for the entire organization establishing over 35 revenue
production partnerships and alliances resulting in 200% YOY growth,
2001 to 2002.
. In 2002 named the Number One Central US reseller of IBM's hallmark
"Websphere" product.
Vice President, Global Channels and Alliances
Responsible for leveraging Covansys and partner sales organizations to
generate an incremental $65M in revenue CY 2002 which reflected 200% YOY
growth while attaining 130% of quota
. Negotiated and drove 15 new partnership relationships from 2001-2002,
while terminating an equal number of non-productive partnerships.
. Created Covansys global channels strategy including their successful
vetting, planning and execution process that remains as a best practice
today.
. Gained mind share at the CXO level of companies such as IBM, BEA,
Oracle, Unisys, Microstrategy and Intel.
. through superb channel reseller leadership.
Vice President Sales, West Region
Drove West Region sales for the first half of 2001.
. Staffed and managed 16 direct sales professionals with $80m quota.
Exceeded quota during this period by 15%.
ABC Technologies, Inc., Beaverton, OR 1997-
2000
$35Million provider of activity-based analytic management software for
measuring and improving an organization's financial performance
Summary of Accomplishments:
. In three years grew international operations through both direct
and franchise distribution channels, to the point that this region
accounted for more business that the entire North American
Operation. Accomplished by creating franchise model which resulted
in a subsidiary like entity with no staff or capital expenditure by
ABC Technologies.
. At one point I managed both direct and indirect VAR channels for
U.S. Commercial (non-Federal), Canada, Latin America, Australia and
Asia.
Director, Americas/Pacific Operations
. Directed operations for ATI's largest geographic area with revenue quota
of over $15m and grew revenues 100% in 3 years.
. Turned ATI's least profitable and poorly managed direct operation, into
the single most profitable and well-run organization in the
International channel within first year of management.
. Established direct sales channel in Canada which grew revenues by over
200% in one year.
. Developed the strongest indirect sales channel at ABC Technologies; the
Brazilian distributor generated more in sales royalties than the rest of
indirect channels combined.
. Our Mexico distributor earned the "Distributor of the Year" award in FY
1999 in first full year of operation.
. Out of nine distributors, the top three performers of FY 1999 were in
Latin America.
Director, International Market Development
Responsible for establishment and management of all indirect
International VAR channel as well as direct responsibility for entire
European (EMEA) operation.
. In first year exceeded $4m target by over $2m.
. Established ATI operations in Mexico, Venezuela, France, Germany and
Hong Kong during 2 year period and doubled International distribution
capability.
. Created "franchise" distribution model that is unique in the high-end
software industry which maximized market exposure and minimized
corporate risk.
. Conceived idea for and executed a regional "hub and spoke" sales channel
strategy for European, Asian and Latin American operations that is still
in effect today.
. Managed all European operations which took the organization from a
historically unprofitable state to "steady state" profitability.
Sequent Computer Systems Inc., Beaverton, OR 1986-
1997
$850 Million computer company that designed and manufactured
multiprocessing computer systems including Intel based UNIX platform;
purchased by IBM in 1999
Summary of Accomplishments:
. Developed a geographic market from $0 in revenue, to a $20m run rate
over 4 year period with only three direct reports.
. Success through creative integration of regional OEM partners and local
distribution channels
Director, Latin American Operations
. Pioneered Latin American market and increased revenue from zero to a
$20m run rate in four years.
. Installed over 120 systems in the geography in less than a five year
period resulting in two of the five of Sequent's largest installations
residing in Latin America.
. Established VAR channels in Brasil, Argentina, Chile, Colombia and
Mexico establishing Sequent's highest growth geography
. Hired General Managers for Mexico, Brasil and Argentina.
. Established high-level contacts at numerous global 500 firms.
Manager, Sales Operations
Reported directly to the Senior Vice President of Worldwide Sales
managing all indirect sales functions with $1.5m budget and 22 staff
members.
. Staffed Sales Operations organization to support revenue growth in
excess of 100% per year for four consecutive years ($5m - $150m).
. Responsible for sales training, contract administration, order
administration, telemarketing, forecasting and budgeting, commission
administration and sales support.
. Supported field sales growth in excess of tenfold.
. Championed and negotiated terms for corporate agreements between Sequent
and numerous Fortune 500 companies.
Daisy Systems Corporation, Mountain View, CA 1984-
1986
$200 Million global CAE workstation company providing large scale hardware
and software solutions
Manager, Sales Administration
Tektronix, Inc., Beaverton, OR 1974 - 1984
$1 Billion supplier of printers, plotters, video equipment, oscilloscopes
and other measurement solutions to the communications, computer, and
semiconductor industries worldwide
Manager, Production Planning Printer and Plotter Division
Manager, Marketing Support
EDUCATION / AFFILIATIONS
MBA, General Management - University of Portland, 1981
BA, International Marketing - Portland State University, 1978
Certificate, International Business Studies, Portland State University,
1978
Military - MAJ Oregon Army National Guard, 1997
Latin American Business Association of Oregon
SAO - Software Association of Oregon
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