Sales Manager

GLENN BURNETT

512-***-**** • Linkedin Profile • ************.**@*****.***

SENIOR SALES AND ACCOUNT MANAGER • IT FIELD SALES MANAGER

Business Solutions / CRM / High-Impact Presentations / Sales Leadership / Enterprise & Channel Sales

Over 18 successful years of sustained results and sales achievements while building strong client relationships by translating sincere belief

in product into solutions for clients’ success. Assertive drive for results combined with proven talent in building and leading top-flight

channel sales teams. Consistently hit the ground running in new roles, producing exceptional results within a short period-of-time.

Exceptional experience working with high net worth clients, implementing initiatives that improve sales revenue through a collaborative

approach and transparent cross-functional communication throughout client organizations.

SALES LEADERSHIP QUALIFICATIONS

• Rock Solid IT/Channel Sales Leadership • Effective Closer • Multi-State and New Market Penetration

• Solutions-Oriented Sales • Consultative Sales Approach • Entrepreneurial Spirit

• Key Account Management • High-Impact C-Level Presentations

• Value Prop • Skilled Negotiations • Impressive Sales Results and Profitability

• Available for Business-Related Travel • Salesforce.com • Cloud-based CRM Applications

CAREER PROGRESSION

Google (Postini, Inc.); Austin, Texas 2007-Present

SENIOR PROGRAM MANAGER, LARGE ENTERPRISE ACCOUNTS (2011-PRESENT)

• Promoted to expand channel market while managing partners and large customers, transitioning from Postini to Google Apps’ full

suite of services from cold to close; resolve escalated issues and identify key opportunities, expanding clientele at every milestone

• Lead overall strategic direction, growth of sales and new business development initiatives via pre-sales efforts, engaging Google

presentations, webinars, emails and phone calls that increase new opportunities quarter-over-quarter

• Collaboratively facilitate impressive presentations with partners to high-end clientele, including C-level Executives and IT Directors

• Boost sales achieving 120% attainment FY14, 125% FY13 and 130% FY12 with Highest Customer Renewal Attainment Rate FY14,

hitting 98% with peers hovering at 94%

• Up-sell existing accounts at every possible avenue; exceed sales goals through lead generation, referrals and effective closing

ability,

• Managed (Postini) customers through the largest Cloud Migration in history, from 2012-2015. Early outreach, updating/renegotiating

contracts, planning and running regular technical webinars.

• Mentored new Reps by sharing best practices and communicating through touch-base conversations, which has helped them grow

within Google’s culture

SENIOR SALES REP (2007-2011)

• Drove sales, specializing in cold calling, sales presentations and follow-up, creating an impressive pipeline and closing business

deemed impossible, achieving Account Manager of the Year FY2011

• Expanded, enhanced and maintained relationships; executed activity metrics utilizing relationship-building skills consistently

exceeding objectives while orchestrating partner/specialist resources engagement throughout the sales cycle

• Evangelized technologies by aligning customer business priorities to Postini’s value offerings winning Top Sales Award FY08

Sheshunoff Information Services; Austin, Texas 2005-2006

ONLINE SERVICES REP, BANKING SECURITY COMPLIANCE SERVICES

• Cultivated new business, selling online regulatory security compliance products with all types of financial institution clients, delivering

reliable and credible presentations to Presidents, Vice Presidents and Compliance Officers

• Finished 141% of plan FY06, forging alliances with over 1100 banks as well as 450 credit unions, and savings and loans nationwide

• Gathered and analyzed customer intelligence on specific business data; interpreted information, resulting in a better understanding

of customer dynamics as well as an overall appreciation for the customer and their business needs

• Attended numerous networking and industry functions, increasing company recognition and engaging business contacts

• Relayed client concerns to internal teams, and worked to define and present cost-effective solutions while setting up opportunity

assessments that met/exceeded needs within corporate guidelines

GLENN BURNETT

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Profit Fuel dba Performance Advertising; Austin, Texas 2004-2005

ADVERTISING EXECUTIVE

• Sold Yellow Pages directory, Yellowpages.com and Yahoo! search advertising, making over 150 cold calls per day

• Developed and implemented extraordinary sales and marketing plans, which resulted in annual revenue increase

• Educated customers regarding website key-wording, Search Engine Optimization (SEO), Search Engine Marketing (SEM) and other

products that provided better website placement through spider crawls

• Conducted fact-finding research that better understood clients’ goals; presented results through customer-facing venues as well as

over-the-phone and online venues

Expressiv Technologies; Austin, Texas 2001-2004

INDEPENDENT SALES CONSULTANT • ACCOUNT MANAGER

• Sold to and managed medical professional accounts for advanced voice recognition dictation software and medical transcription

solutions as well as sold HL7 integration packages for EMR software

• Served as spokesperson and captured the attention of high-profile clients as well as created compelling marketing collateral and

promotional campaigns that drove sales and company recognition

• Coordinated and conducted face-to-face and web demonstrations; provided product support and training

• Developed solid action plan strategies that supercharged under-performing accounts, accelerating sales and bottom line

performance via direct mail and fax blasts

Xerox Corporation, Omnifax Division; Austin, Texas 1997-2001

SUPPLY BUSINESS PRICING ANALYST • ADMINISTRATION SUPERVISOR

• Oversaw department that provided administrative support to the entire teleservices department

• Researched, updated and maintained contract price tables for major accounts; managed RMA process for the supply business

• Acted as liaison from supply sales to sales representatives and field technicians

• Additional project assignments, included creating an operating manual for the teleservices department and representing the

department during a software conversion

BUSINESS DEVELOPMENT SUPERVISOR

• Supervised department and grew revenue 170% within a 6-month period

• Provided tools and job support to department reps, which allowed for increased time to sell, improving bottom line performance

BUSINESS DEVELOPMENT REPRESENTATIVE

• Initiated telephone contact with lost, abandoned, inactive and new customers to develop relationships and introduce alternative

product lines

• Quickly promoted to team lead due to top performance and positive attitude

TELESERVICES REPRESENTATIVE

• Processed telephone orders and customer service calls and conducted customer outreach in the consumables supply business.

• Constantly exceeded revenue and call targets

EDUCATION: A.A. in Travel, Tourism and Travel Law, Crown Institute of Studies; Auckland, New Zealand

Waikato University, Business and Sales Management; Hamilton, New Zealand

AFFILIATIONS: VFW Men’s Auxillary

COMMUNITY: Youth Basketball Coach

TECHNOLOGY: PC and Macintosh Environments; Windows, OS X, iOS, Chromebook, Office, Google Apps, Salesforce.com

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