Director of Sales
Resume:
Gary White
***** *** ***** *****, *****, Florida 33774
************@*****.***
DIRECTOR OF SALES ACCOUNT EXECUTIVE
Qualifications Profile
Growth-driven, versatile, and dynamic professional, offering wide-ranging experience in business development, sales, marketing, and
product deployment within the packaged software and private data industries. Equipped with keen business instincts and well-earned
reputation in broadening account base and marketing channels for SFA tools, CRM, and database solutions. Analytical and hands-on
leader, adept at assessing market conditions, measuring feasibility of marketing and campaigns, and revitalizing struggling fiscal
and operational performance. Out-of-the-box thinker and developer of sales strategies with expertise in managing major accounts and
securing partnerships with C-level management of mid- to enterprise-sized companies. Armed with comprehensive multicultural awareness
of the U.S. and international markets, spanning South America, Latin America, Asia Pacific, and Canada.
Areas of Expertise
Customer Relationship Management Business-to-Business Sales Planning and Decision-Making
Problem Resolution Communication and Interpersonal Skills Public Relations Campaign Management
Database Marketing Marketing Automation Analytics and Hosted Services Social and Analytical Solutions
Professional Experience
Gary White CRM Services - Largo, FL
Owner 2012–Present
Closely coordinate with all customers to perform consultative selling of CRM services, which involve answering inquiries and
attending to all concerns
Cultivate and maintain profitable and long-term working relationships with Fortune 500 companies to prospect and secure leads as well
as deliver CRM consulting and database marketing services
Serve as sales manager, accountable for supervising and coaching the pipeline, as well as organizing all sales data
Consistently brought forth 30% growth to the business year over year
Played an integral role in augmenting qualified leads by 12% for major Fortune 100 in the B2B vertical
Harte-Hanks - Largo, FL
Vice President, Database Marketing Solutions 2005–2012
Rendered hands-on oversight for all direct sales and sales support (SME) activities for Global CRM solutions including hosted
marketing database environments
Actively participated in all facets of the sales process, from prospecting to closing, while efficiently supervising a team of
subject matter experts (SMEs)
Formulated strategic and workable territory plans as well as up-sell, cross-sell, and whites-space analysis, in close collaboration
with sales representatives
Established and sustained constant communication with business units regarding development of solutions-based business requirements
utilizing the best of breed applications, as well as with all business verticals that included Financial Services, Retail, Consumer
Goods, Telecommunications, Travel/Leisure, Not-for-Profit, Catalog, Media, Utilities, Pharma/Health Care, and Technology
Earned recognition for solely securing significant revenues from CRM and OMNI channel solutions or services, including more than $15M
in 2008, $17M in 2009, $12M in 2010, $18M in 2011, and $22M in 2012 over the next 36 months
Successfully positioned the CRM/DB solutions within highly competitive markets through cooperation with the sales teams in driving
the following initiatives:
Preparation of detailed competitive landscape, encompassing Acxiom, Merkle, Experian, Epsilon, and Target Base
Creation of comprehensive business cases outlining return of investment (ROI) proof
Automation of the sales force through SF.com, Siebel, Pivotal, and SugarCRM
Optimization of marketing services, social media (OMNI Channels), Email, and global and domestic data quality
Transformation of the marketing process through Eloqua, Marketo, Aprimo, IBM Unica, Infor Epiphany, SAS, Aprimo, and Oracle, Alterian
Expert utilization of MRM (Aprimo, Unica, and Oracle); predictive analytics (SAS & SPSS); and descriptive analytics (Cognos, Business
Objects, Microstrategy, SAS, Oracle, and Tableau)
Siebel Systems, Inc. - City, State
Solutions Expert (Director) Lead Solution Specialist II Regional Manager Product Specialist 2001–2005
Provided expert oversight and support to the overall sales activities for Siebel marketing and analytics ensemble product suite
across the U.S., South America, Latin America, APAC, and Canada
Maintained active engagement in developing sales campaign, conducting predictive and descriptive analytics, coordinating events,
monitoring workflow, and implementing loyalty and e-marketing capabilities.
Efficiently monitored and guided a group of five marketing specialists and a team of pre-sales consultants, which involved
facilitating staffing, training, and coaching; structuring competitive analyses; and relaying feedbacks and recommendations to the
sales force
Ensured the provision of the best business value for all solutions by strategically coordinating with the Sales Team and the sales
management in formulating sales strategies for key client opportunities
Proactively represented the sales organization on the Product Strategy Team accountable for conceptualizing all product vision
Capitalized on solid communication skills in delivering presentation on product updates to the analyst community, as well as
recommending competitive advantages and strategic positioning and presentation to the international operations
Meticulously prepared comprehensive and detailed request for proposal and request for information (RFP/RFI) repository across
industries
Keenly reviewed and analyzed customer and industry feedback, which guaranteed effectiveness in creating a set of marketing dashboards
Enabled clear communication and presentation of Siebel’s BI and Campaign Management value proposition to key clients by creating and
utilizing sales and pre-sales training for BI and Campaign Management internal and external teams
Significantly contributed in producing customized solutions, which were deployed to core industries including financial services,
retail, telecommunications, travel/leisure, not-for-profit, catalog, media, and utilities and technology
Streamlined the sales processes through formulation of best practices including discovery process documents, differentiating features
and benefits documents, and other tools for the sales force
Strategically spearheaded assigned team, which resulted to attainment of more than $50M for 2004 and $60M in 2005; consequently
meeting sales quota year over year
Earlier Career
Siebel Systems, Inc. - City, State
Senior Product Specialist 2000–2001
PricewaterhouseCoopers - City, State
Consultant, Global Relationship Marketing Practice of PricewaterhouseCoopers 1998–2000
Paradigm Communication (Ovation) - Tampa, FL
Operations Manager 1997–1998
Times Publishing Company - St. Petersburg, FL
Marketing Coordinator/Manager 1993–1997
Education
Coursework in Accounting and Computer Science
Kent State University, Warren, OH
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