Sales, Sales Effectiveness, Change Management
Resume:
DAVID J. ETHIER
415-***-**** (office) San Francisco, CA 94121
415-***-**** (cell) *******@*********.***
SUMMARY
Over twenty years direct sales/account management experience with Fortune 500 clientele, targeted on the use of sales
methodologies, change management methodologies and psychometrics to facilitate the execution of strategic plans and
impact the bottom line. Over fifteen years of change management consulting, program design and delivery. Over ten
years of consulting, sales and delivery of implementation services as a sales effectiveness, engagement manager
working with major corporate clients in the technology industry.
ACCOMPLISHMENTS
THE INITIATIVES: I. Hewlett-Packard’s VP of Sales’ ‘shoring up’ of disparate variations of sales methodologies
and forecasting approaches across multiple global regions to establish standardized practices.
II. Microsoft’s corporate goal to achieve $9B in server revenue in a 5 year period with sales force trained to deliver
desktop applications.
THE SOLUTION: Siebel Systems, Inc. (Sales Effectiveness division), San Mateo, CA
Siebel Systems was a leading provider of customer relationship management (CRM) solutions and software
applications. Siebel Sales Effectiveness, part of the global services division, provided sales methodologies, process
design and consulting expertise.
MY CONTRIBUTION: As the Global Engagement Manager, I led implementation of sales methodologies to 15,000
Hewlett-Packard sales people and 5,000 of Microsoft’s, respectively. Responsibilities included the selling, delivery
and post-project analysis of an ‘Implementation Architecture’, based on best practices in change management to
provide ‘stickiness’, thereby delivering $1M to $2M in implementation services revenue for Siebel, and resulting in
significant ROI for the clients: HP identified $45B in potential revenue and recognized $85M in fiscal 2003 and 2004;
Microsoft achieved their goal and delivered $9.5B in server revenue in 2005. In addition, they also recognized an
additional $3B in potential business opportunities. Based on their investments in Siebel’s Sales Effectiveness division,
HP recognized an ROI of 5.5:1 for every dollar spent with Siebel. Microsoft’s ROI was 30:1.
THE INITIATIVE: Develop revenue through new logos in ODR Inc.’s least revenue generating region, the West.
ODR Inc. (now ‘Conner Partners’) is a change management research and consulting firm that has been in business for
4 decades and based in Atlanta, GA.
THE SOLUTION: Focus on business development across a variety of industries, leveraging my background in I/O
psychology, my certification in change management and experience selling across all industries in the Western U.S.
and Canada.
MY CONTRIBUTION: Significantly increased sales ($0 to $1M+ in 2.5 years) and clientele through marketing,
sales presentations, securing, managing and expanding accounts. Change management skills included strategic
planning with senior management, design of training programs and the utilization of assessments, tools and techniques
to implement and sustain major change initiatives.
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THE INITIATIVE: Hewlett-Packard’s VP of Training and Development eliminated all travel related expenses for
HP’s employees to attend training programs, therefore, they had to come up with alternative means of delivery and
eschew traditional classroom settings.
THE SOLUTION: Core-Competence Solutions, Inc.: Los Gatos, CA/Munich, Germany
Core Competence Solutions is a global provider of ‘Adventure-based Learning’. ABL is a SaaS, game-based approach
to training and development simulations, underpinned by the psychological & cognitive factors of change
management.
MY CONTRIBUTION: Opened and sold into the Hewlett-Packard account, managed the project, designed the idea
and wrote the dialogue and training for ‘data center transformation’ as part of a global training initiative for HP’s
Enterprise Business sales team. The resulting HP ’Sales Fitness Center’ won Brandon Hall’s Excellence in Learning
silver medal for Best Use of Web 2.0 Tools for Learning, 2010.
EMPLOYMENT HISTORY
INDEPENDENT CONTRACTOR: San Francisco, CA (2008-Present)
I have worked with: CORE-COMPETENCE SOLUTIONS (see above)
PROOFPOINT SYSTEMS, INC. (Los Altos, CA). Proofpoint is a performance improvement,
cloud-based technology company. My role: Business Development with a new healthcare
application.
3G SELLING (Santa Rosa, CA). 3G is a unique approach to live, virtual training experiences.
My role: Training delivery to 100+ of HP’s top 1,600 Account General Managers.
SALES PERFORMANCE INTERNATIONAL (Charlotte, NC). SPI is a global sales
performance improvement company. My role: Business Development and Change
Management consulting.
BAY GROUP INTERNATIONAL: Larkspur, CA (2007-2008). BGI enables sales professionals to shape and sell
value at the point of customer interface.
My role: Opened a new account for a division of a F20 client in the health care industry and extended work with a F10
petroleum client’s sales managers, valued at over $200K.
THE TAS GROUP: Seattle, WA/Dublin, Ireland (2006-2007). TTG provides and delivers enterprise sales
methodologies through a cloud-based technology platform, ‘Dealmaker’.
My role: Opened the account and sold sales methodologies and implementation services (change management) to a
new customer, Constellation Energy: $350K. Provided mentoring to new Partners (Account Executives), being
positioned as a subject matter expert to develop new business and close opportunities. Developed expertise with
channels and alliances practices and helped secure a new technology customer. Also had account management
responsibilities and assigned as an Engagement Manager to the company’s largest account, Sun Microsystems, Inc.
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SIEBEL SYSTEMS, INC./ORACLE: Silicon Valley, CA (2001-2006)
My role: In addition to the above, listed under ‘Accomplishments’, overall, during my tenure I annually achieved over
200% of my quota. In addition, I designed, sold and delivered change management programs to Microsoft’s LATAM
division’s sales reps. and sales managers. Contributed to the design of Microsoft’s global ‘sales process map’ and HP’s
‘Management Alignment’ workshops, delivered to 600+ HP sales managers, world-wide.
Assisted Siebel’s Customer Strategy Team’s assessment of Dow Chemical’s CRM implementation, and Siebel’s
Implementation Effectivness Team’s assessment of Symantec’s user adoption strategy. Delivered call center software,
end-user training to Boeing’s Commercial Aviation Services division. Designed and delivered change management
consulting for CRM implementation to a $5B pharmaceutical company. Delivered sales process mapping and redesign
to a $14B home construction company.
THE RICHARDSON COMPANY: Philadelphia, PA (1999-2001). TRC designs and delivers customized,
consultative sales programs, across a variety of methods, in the classroom and through the web.
My role: Delivered $400K in revenue in an undeveloped Western region in 1 year.
ODR INC.: Atlanta, GA (1994-1999). See above under ‘Accomplishments’.
ACUMEN INTERNATIONAL: San Rafael, CA (1992-1994). AI was an I/O psychology company that designed and
validated 360 degree assessments for business applications.
My role: Business Development, established a new account with a major Japanese auto manufacturer.
LONDON HOUSE: Rosemont, IL (1998-1991). LH was a Macmillan/McGraw-Hill company that designed,
validated and marketed psychological assessments and psychometrics for businesses.
My role: Awarded “District Manager of the Year” first, full year in the field. Secured new accounts in the previously
untapped defense contracting industry. Re-established a dormant retail account into one of the top-five revenue
producers in the company. Delivered over 40% of new business secured by the entire company in first half of 1991.
Annually achieved over 100% of quota and was a member of the ‘Presidents Club.’
EDUCATION
Carnegie-Mellon University. Pittsburgh, PA. Bachelor of Science, Psychology.
MEMBERSHIP/CERTIFICATIONS
Big Brothers/Big Sisters of San Francisco and the Peninsula
Carnegie-Mellon Bay Area Alumni
Lifetime Instructor: Dale Carnegie Sales Course
Certified Independent Partner: SalesGenomix
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