Sales Executive

W ILLIAM D . R OBINSON

**** ************ ******** ***** *******, GA 30040 770-***-**** ********@*****.***

SUMMARY OF QUALIFICATIONS

Leverage extensive background in software sales and development, sales force management, project

management, and services engagement management to optimize revenue, gross margins, and service quality

for major enterprise partners and customers.

Accomplished sales executive with 20+ years of experience developing and executing forward -thinking sales

and operational strategies that have consistently increased sales, profitability, and market visiblity despite

negative industry trends. Demonstrated expertise to cultivate B2B relationships wi thin the emerging

technologies, telecom, and data services industries while leading diverse sales teams to penetrate new markets.

Highly customer-centric with excellent relationship building skills as evidenced by consistently achieving

new business development objectives. Expertise in launching successful partner programs, developing strategic

alliances and capitalizing on new market opportunities. Successful in identifying, planning, negotiating, and

cultivating partnerships that dramatically increased market penetration and multi-channel product sales.

New Market Development Sales Force Development Technology Evaluation

Strategic Market Planning Key Account Expansion Contract Negotiations

Sales Cycle Management Competitive Analysis Budget Development

Territory Management Solution Implementation Market Penetration

Technology Deployment Sales Forecasting Team Leadership

PROFESSIONAL EXPERIENCE

INTEGRATED TECHNOLOGIES CORP, Atlanta, GA Dec. 2014 - Present

Senior Sales Executive for North America

Responsible for opening new accounts in the United States and USVI. Responsible for new market entry and all

associated sales development tasks. Integration Technologies Corp. (INTECH) is an established integration and

consulting firm that designs, implements, and maintains networks, systems and business applications for

companies throughout the United States, Puerto Rico, the Caribbean and Latin America. We are one of the

largest IT Professional Services company in the Southeast and Caribbean islands, with excellent customer

satisfaction and retention.

INFOSYSTEMS, INC, Atlanta, GA 2010 – Dec. 2014

Senior Enterprise Solutions Specialist

Charged with driving sales growth in Florida, Puerto Rico, Georgia and Alabama, overseeing demand

generation, lead development, and all aspects of the sales cycle through closing . Identify opportunities that will

support deployment of IBM’s hardware and software services, propose and negotiate solutions to secure new

sales, develop and manage client relationships for key accounts, and up -sell accounts to increase overall market

share. Maintain control of all planning, budgeting, and expense priorities to optimize growth and profitability.

Key Contributions:

Generated more than $400,000 in gross margin for the first year in hardware and software. Generated

revenue attainment goals each and ever year and brought new accounts to the firm

Focused on selling VMware, Storage and Server Solutions as well as business continuity and disaster

recovery solutions, which included IBM hardware, VMware software, veeam software and Infosystems

services..

(CONTINUED)

W I L LI AM D . R O B I N SO N – P AG E T W O

H 770-***-**** ********@*****.***

JESKELL, INC., Atlanta, GA 2009 – 2010

Senior Territory Sales Executive

Managed Alabama, Florida, and Puerto Rican territories to engage end -user customers and vendors to increase

collaboration, customer penetration, and market share. Sold the entire IBM hardware product line, including the

mainframe as well as all of the pillars of software . Collaborated with sales managers, vendors, and internal

resources to ensure open communications and delivery of the contracted solutions to our customer.

Key Contributions:

Closed $3.5 million dollars in the last four months of 2009 to earn Rookie of the Year honors; sold three

of IBM’s newest storage offering in Florida and Puerto Rico for the XIV storage product.

Transitioned 95% of the book of business from previous company, demonstrating an exceptional ability

to cultivate client loyalty and consistently deliver on service level agreements.

LEVY, RAY, AND SHOUP, INC., Atlanta, GA 2007 – 2009

ISYS INTEGRATED SYSTEMS, Atlanta, GA 2003 – 2007

Senior Territory Executive and Business Development Manager

Charged with building a team of sales and technical professionals in North and South Carolina and Puerto Rico .

Educated and built strategic relationships with sales reps, delivering formal and in formal training sessions to

ensure reps had the knowledge and tools to effectively serve the customer base .

Key Contributions:

Grew $1+ million in revenue per year over several years to $3.5 million, maximizing service satisfaction

and generating referral and repeat business to consistently identify new revenue opportunities.

Top producer for the Southeast regional team, exceeding all productivity goals from a quota standpoint

and creating functional and self-motivated teams

Closed two major contracts in Puerto Rico: a major Server Consolidation and Virtualization project for

the second largest telco firm and a disaster recovery solution for the Water Authority of Puerto Rico .

Displacing all SUN equipment with IBM power machines at a major insurance company in Puerto Rico.

IBM, West Palm Beach, FL 1996 – 2000

Global Program Manager for WW Competitive Sales Team

Championed IBM-focused competitive programs to partners and the greater IBM communit y throughout the

America’s, EMEA, and AP Competitive Sales Organizations. Built and managed business development

programs with IBM channel partners. Designed and implemented competitive campaigns to increase market

share.

Key Contributions:

Expanded a lucrative division while increasing market share in information technologies; consistently

exceeded 100% of revenue goals and incrementally grow IBM’s business at the expense of competition.

Played a key role on the team that achieved over $50 0 million in new customer revenue from the IBM

DEC Winback program and the Sunset Competitive programs.

Launched a competitive rebate program for the Healthcare Solution Providers to promote Non-IBM

partners and those partners with better relationships with DEC to grow their IBM business.

Additional Career Experience:

Sales Manager – International Consulting Group, Inc., Miami, FL (2000-2003)

President and CEO – MAS, Inc., West Palm Beach, FL (1989-1996) Software Development and Sales, Providing

Services to broad range of customers.

(CONTINUED)

W I L LI AM D . R O B I N SO N – P AG E T H R E E

H 770-***-**** ********@*****.***

ACADEMIC BACKGROUND PROFESSIONAL DEVELOPMENT

AND

Bachelor of Science in Marketing

THE UNIVERSITY OF ALABAMA – Tuscaloosa, AL

IBM pSeries Sales Certification IBM iSeries Sales Certification Veeam Backup & Replication

IBM Storage SAN and NAS Certification EMC Sales Scale Out NAS Pure Systems Sales

IBM Dynamic Datacenter Infrastructure Leader Tivoli Storage Solution Professional v1

IBM Information Management Solution Professional v2 IBM Certified Specialist - Midrange Storage Technical

Support V3 VMWare Professional Certification IBM Signature Selling Methodology (SSM)

Volunteer Activities

Western Communities Youth Football Program January 1997 – August 2007

Served as President and Treasurer over a 10 plus year period. During that time we grew our not for profit

youth program from 200 to 1200 participants.

Village of Wellington Parks and Recreation Advisory Committee 1999 - 2007

Advised the Village Council on policy and procedures, as well as recommendations to expenditures for the

Village Parks and Recreation facilities.

Contact this candidate