Manager Sales

ELIZABETH SHELTON, MBA

** ******* ******, *******, ** M1L 3P5 416-***-**** **********@*****.***

SUMMARY

A proven sales leader with education, financial, marketing, legal, telecommunications, Information technology, and business acumen that is adaptable and successful in any environment with a proven track record of successfully growing revenue at TD Bank, Microsoft and ORION. Proven people developer managing diverse teams and skill levels. A proven fundraiser for many different types of charities.

EXPERIENCE

April 2012- March 2015

Director of Business Development and Strategic Alliances, ORION (Ontario Research and Innovation Optical Network)

Responsible for team of Senior Sales people, Partner Manager, Community Development Manager and Advanced Computing Director (Research) which included monitoring sales pipeline (Salesforce), working with Director of Marketing on events and marketing materials.

Created targeted list for new clients. Created potential new markets (Reselling Internet, Municipalities). Worked with Legal on creating new contracts.

Worked with senior executives on contracts. Also responsible for client relations and ensuring satisfaction with offerings.

Negotiated first contract for ORION to purchase (rather than lease) fiber, this was done with York Region. (Understanding all intricacies of Public – NFP contract).

Responsible for over 10% sales growth per year in a company that previously tracked single digit growth. ORION grew from $4m to $5.25m in 2 years.

Created Partner Strategy and Implementation Plan.

Negotiated all contracts with clients and vendors. Vendor contracts were created from scratch. Created process for evaluating potential partners.

Negotiated first peering contract with Microsoft that was not with a country. This required using knowledge, influence, and business plan for Microsoft to even consider.

January 2013- August 2013

Interim Director of Marketing and Communications, ORION (did both roles at the same time)

-Created Social Media Plan

-Set up Saleforce for organization – for everyone to use. Managed training.

-Redesigned website with creative team

-Created new marketing pieces to assist sales team to direct sales opportunities

-Led annual events, which included 200+ attendees. Created agenda and invited/coordinated speakers. Created compelling agenda at little cost.

May 2007 – October 2009

Assistant Director of Client Services, Ryerson University

Managed 4 teams of 47 Full Time staff and 174 Part Time Staff

Completed division transformation to modernize 4 departments – included writing job descriptions, job evaluations as per Collective Agreement, liaison with OPSEU (union) for changes

Managed Help Desk for Students, Faculty and staff – transformed to be more user friendly by increasing support hours and improving client experience

Managed Instructional Design team – Created Digital strategy for elearning

Managed all software acquisitions; including creating first Campus Agreement with Adobe which was 25% savings for the University. (Contract negotiation)

Managed Presentation Technology. Moved University from 25% coverage of PT in each classroom to 100% in 1 year at a savings of 50% over previous costs. The projected plan would have taken almost 5 years to complete and would have led to ongoing refreshes.

Streamlined RFP process for IT with at least $1 Million in annual savings. Superior knowledge in Public Sector Procurement

2003 – 2005

Partners in Learning Manager, Microsoft Canada

Responsible for creating Philanthropic position – created Strategic Plan for 2005 to 2010 for this position.

Signed first MOU with Manitoba, First Nations and New Brunswick regarding software donations and teacher training. These MOU’s created significant positive press and metrics. I worked with Legal and Corporate Communications on the announcements as well as negotiating the contracts with each province/entity as well as validating donation value.

Contract negotiation, Creating Press Releases and Events with Premiers

Part of world-wide team to implement globally which included travel to Europe and Asia.

2003

Corporate Affairs Manager, Microsoft Canada

Company Spokesperson, media trained including crisis management.

Responsible for Media strategy.

Managed Bill Gates visit to Toronto including meeting with Prime Minister Chretien. Responsible for briefing notes for Gates and PM as well as coordinating security details.

Keynote speaker at external conferences across Canada.

Responsible for managing Executives non-sales time – evaluating events and sponsorships and messaging for events and press events – making business cases for appropriate investments – cash and human capital.

Managed team that was responsible for Canada-wide coverage, ensuring local coverage for local events.

2002 – 2003

Government and Healthcare Marketing Manager, Microsoft Canada

Responsible for Marketing, Communications, Events to Municipal, Provincial, Federal governments (Canada) as well as Healthcare across Canada.

Decision maker for strategic investments.

Responsible for creating Canadian marketing leveraging US marketing materials.

2001 – 2002

Education Marketing Manager, Microsoft Canada

Responsible for Marketing, Communications, Events to K12 and Higher Ed across Canada

Responsible for supporting Sales Team achieve 10% annual growth. Each year targets were exceeded.

1999 – 2000

Skills 2000 Manager, Microsoft Canada

Responsible for transformational change leveraging Certification

Led Training Partner Channel to capitalize on skills gap and get thousands of people Microsoft certified

Responsible for Microsoft Certification to be accepted by the Industry as a Gold standard and equal to formal Higher Education diplomas

1997 – 1999

Sales Manager, Corporate Credit TD Bank

Responsible for selling 3rd Party Loan Paper – this included: finding potential Corporate clients (cold and warm calling).

Created business case for potential sales, risk and opportunity for recommendation by Credit Risk group.

Managing Portfolio Risk not to exceed 5%, working with Credit Risk to evaluate potential Corporate Clients. My portfolio never exceeded 3% loss – best of department.

Negotiation of contracts between Corporate Client and TD – portfolio size $300 million.

Responsible for Large Portfolio of diverse industries – sectors included Education, Furniture, Manufacturing, HVAC etc. which required research into understanding the sector as well as risks and opportunities

Worked with marketing team on first “Top Up” strategy for RRSP top up – which has been replicated annually.

1995 – 1997

Auditor, Corporate Audit TD Bank

Responsible for auditing corporate departments with a specialty in IT audits and Insurance

Reviewed Security of IT in each department looking for weaknesses and making recommendations to resolve

Learned Compliance issues for Banking as well good audit practice

1993 – 1995

Senior Business Analyst, IT Operations TD Bank

Responsible for creating Specs for first GUI branch banking system

Presentation to Board of Directors for approval of project

Project Managed outside consultants for coding and testing

Reviewed

1991 – 1993

Business Analyst, IT Operations TD Bank

Responsible for first LAN/WAN operations

Presentation to Executive and Board of Directors for approval of project

Wrote Business Specifications of Branch Teller Duties

1989 – 1991

Operations Analyst, Visa Operations TD Bank

Part of project team that created new Line of Credit product – evaluated customer needs and

User Testing and Coordination with Developers for changes

EDUCATION

2008-2010

MBA, Information Technology, Ted Rogers School of Management, Ryerson University

1992

Bachelor of Arts, University of Waterloo

VOLUNTEER AND FUNDRAISING EXPERIENCE

2015 -

Sancta Maria House Board Member and Fundraising Chair.

Working on strategy for finding new sources of funds – evaluating Foundations, reviewing past donors and creating ideas for new donors

1999 -

Clairlea/Warden Woods Resident’s Association – Treasurer

Responsible for raising funds for “Neighbours Night Out”, consulting with stakeholders on local issues.

Work with local politicians on issues as they arise – coordinate with all 3 levels of government

Created strategies for more parental engagement

2003-2010

School Council Chair/Fundraiser – raised over $20,000 per year for an inner city school.

Created alliances with local businesses to support fundraising activities.

Created metrics for local businesses to understand the value for their brand.

Mentored other school councils on fundraising initiatives – challenges and opportunities.

Worked with local politicians on school related matters

2003-2010

Board Member – Taylor-Massey Project – raise awareness of the importance of the Taylor-Massey creek to Toronto

Worked on City-wide initiatives related to water and flood plain management – worked with city councilors and bureaucrats on local changes and development

2003-2006

Board Member and Finance Chair for Highway Gospel Church – responsible for fixing a financial crisis through good money management and additional revenue sources (Government funding of programs for children)

Created new partnerships with local businesses to help support programs through donations or in-kind offerings

Created new programs eg Kids Camp and Summer Camp leveraging federal funds to support local community

2000-2003

Computers For Schools – fundraising and board member

Developed new sources of revenue – Industry Canada, local partnerships

Developed stakeholder engagement strategy for donors.

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