Manager Sales

James R. Mineweaser

Doylestown, Pa. ***** 267-***-****

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

OBJECTIVE

Customer Success Executive with exceptional problem solving, interpersonal

and communication skills seeking to become a contributor for a software

organization that can utilize and expand upon my many years of superior

customer relationship experiences and competencies for Top-Tier customers.

I maintain a high degree of flexibility to act as an individual

contributor, as well as an excellent team player to achieve 100% customer

satisfaction.

SUMMARY

Highly energetic Customer Success Executive consistently ranked as a top

performer in sustaining revenue growth for a global technology and services

organization. Expertise includes; building strong customer relationships up

to C-level executives, building customer references, escalating and

managing critical support issues to resolution, and analyzing and securing

customer portfolio for top-tier companies such as (Comcast, ADP,

Broadridge, AIG, Siemens, Sungard, Vanguard, UPS and Prudential).

Experienced negotiator of multi-year, multi-million dollar contracts

(ranging from $2M to $7M) including new product revenue.

. Ability to work closely with Sales team regarding customers' needs,

fulfilling expectations set in the sales cycle, and maintaining close

customer relationships

. Coordinate with Technical Support Services, Professional Services, and

Education Services to meet all customers' needs.

. Provide feedback to Product Management and Engineering regarding

customers' current and future requirements across all CA Solutions

(Security, Infrastructure Mgt, Application Delivery, Automation, Service

Management, etc.) and environments (Cloud, SAS, Distributed, MF,

Mobility, Virtual).

PROFESSIONAL EXPERIENCE

Beta Pharm, Inc January 2014 - June

2014

Pharmaceutical Company (26 employees)

Regulatory Affairs/Business Development Manager

Responsible for establishing relationships with country personnel

(Australia, New Zealand, Malaysia, Indonesia, Peru, Canada, etc

regulatory bodies and internal resources\departments to expedite the

product registration process for "icotinib HCL - treatment for Non-small

Cell Lung Cancer". I worked closely with the Research & Development team to

understand their new compounds and remain updated with new regulations for

drug development projects in order to assist in the development of

departmental strategies. I was also responsible for marketing and promoting

pharmaceutical drugs and medical devices, while following global protocols.

Worked on the development team to enhance the original design of a Fine

Needle Aspiration device. Contracted manufacturers to build a prototype for

demonstration purposes at the American Society of Clinical Oncology "ASCO"

conference in Chicago (2014).

CA Technologies

1982 - 2013

CA: Software Development Company (13,600 employees)

Principal Customer Success Executive

2011-2013

(Previously - Support Availability Manager)

Responsible for proactively managing a set of assigned large enterprise

customers and ensuring they are successful in using CA Technology

solutions. Responsibilities include:

. Managing enterprise accounts (Comcast, Sungard, Vanguard, Siemens Medical

Solutions) to ensure successful usage of CA Technology solutions and post-

sale implementations

. Understanding customer requirements, identifying challenges and

developing a strategic plan for a successful outcome.

. Positively impact the customer's real and perceived value of the

solutions and relationship with CA Technologies by gaining and leveraging

account intelligence and best practices in solution design and deployment

and through the execution of account planning and value programs.

. Instrumental in saving a $1M product and Services engagement at Comcast

by managing and escalating technical issues to resolution, leading to $7M

in additional revenue.

. Facilitated a successful Cloud project at Siemens Medical Solutions,

which greatly reduced their time to provision hardware, configure systems

and deploy applications to their clients.

. Developed trusted and influential relationships with technical decision-

making and decision-influencing customer contacts.

. Coordinate regularly scheduled status meetings with customer senior

management to review support issues and ensure project implementations

are on track.

.

Sr. Client Relationship Manager 1999-

2011

(Customer Success Manager, Customer Advocate, Customer Relationship

Manager)

Responsible for ensuring maximum availability of installed CA products by

providing support operation management across one or more customers.

Responsibilities include:

. Managing enterprise accounts (ADP, Broadridge "previously ADP

Financial", AIG, Prudential, UPS) to ensure successful usage of CA

Technology solutions and post-sale implementations

. Developed a Trusted Technical Advisor status by engaging in proactive

post sales engagements through building in-depth technical understanding

of the business value of the CA product portfolio, upgrade strategy,

change control policies, expand current usage and expedite resolution of

support cases.

. Raise Customer Satisfaction levels with post sales activity by ensuring

all CA groups fully understand the Customer's environment and situation

as and when required.

. Instrumental in turning around the relationship with UPS. Built

relationships with all levels at UPS and was able to get (VP IS) to

attend CAWorld and meet with Charles Wang (CA CEO) to discuss the

relationship moving forward.

. Increased revenue for CA by managing AIG's global rollout of CA Solutions

to their subsidiaries.

. Identified opportunities at ADP and ADP Financial to replace (their

homegrown and competitive help desk solutions) with CA Service Desk, and

supported the project to completion.

Sales Executive 1997 -

1999

Responsible for sales and management of top accounts in the NY, NJ, and PA

region, including external partners. Expanded and maintained CA customer

base. Recognized as a top contributor and received the "Outstanding Sales

Performance Award in 1997".

Client Relationship Manager 1992 - 1997

Responsible for ensuring maximum availability of installed CA products by

providing support operation management across one or more customers.

Responsibilities include:

. Management of top-tier accounts (Bear Stearns, Beneficial, Bellcore,

Johnson & Johnson)

. Negotiated a $7M multi-year agreement with Bear Stearns which included

additional new product and protected CA installed products from being

replaced.

. Negotiated a $5M multi-year agreement with Beneficial which included

additional new product and protected CA installed products from being

replaced.

. Negotiated a $2M multi-year agreement with Bellcore which included

additional new product and protected CA installed products from being

replaced.

Received the following awards:

. Superior Contribution Towards Sales Goals Award, 1994, 1995, 1996

. Customer Service Representative Award, 1996

Tradeshow & Event Coordinator 1988-1992

Responsibility included:

. Management of User Groups (ADR, Cullinet, Uccel, CAWorld) and CIO

conferences.

. Management of 100+ tradeshows per year. Handled logistics for

electrical requirements, floor plans, met with product development to

determine product signage and hardware requirements, site

inspections, set-up and teardown.

.

Computer Skills

Proficient in SalesForce, MS Excel, MS Word, MS Power Point

Training

. D'Innocenzo - Cullen & Associates - Professional Sales & Leadership

Development

. Target Account Selling - (TAS Training)

. Sanders Communications, Inc - Dynamic Presentation Skills

. DISC Personality Training

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