Senior Sales Executive

John Zacharia

New York, NY • ****.********@*****.*** • 917-***-**** C • 212-***-**** H

Executive Sales Leadership Profile

Top-performing, entrepreneurial sales executive with extensive record of surpass goals for industry-leading technology companies. Expertly skilled in promoting complex solutions, products and services across government, enterprise, and consumer channels. Persuasive communication talents and database of Fortune 500 IT industry contacts for building lucrative alliances. Combine customer-focused management style with analytic mindset to swiftly overcome challenges and meet project deadlines.

Sales and Marketing Expertise

Marketing, Business Development & Sales Strategies

Market/Competitor Research & Analysis

Sales Campaign Design & Deployment

Fortune 100 Account Acquisition & Development

Needs Identification/Consultative & Solutions Selling

C-level Executive Presentations & Demonstrations

M2M, Mobility, Cloud, & Internet of Things (IoT) Solutions

Enterprise & Consumer Channel Management

Indirect Dealer Channel Relations

Sophisticated Contract Negotiations

Forecasting/Budget & Expense Control

Team/Project/Program Management & Training

Performance Metrics

Professional Experience:

Condusiv Technology – New York, NY

Regional Vice President, – 2015- Present

Responsible managing the North and Central teams selling Condusiv Technologies software products and solutions. Condusiv Technologies is the world leader in software-only storage performance solutions for virtual and physical server environments, enabling systems to process more data in less time for faster application performance. V-locity® I/O reduction software accelerates applications in virtual environments by 50-300% and has 90% footprint in fortune 1000 and government agencies.

Research all large IT sites in the assigned territory and identify the key decision makers responsible for purchase decisions.

Leverage existing relationships and develop new relationships within the territory to establish awareness of the benefits that can be achieved through the utilization of Condusiv Technologies’ products.

Manage the sales life-cycle with the objective of positioning products within the target accounts.

Partner with the Major Account Manager on established accounts to ensure their complete satisfaction with the objective of up-selling or expanding product placement and/or services.

Travel within the assigned territory and develop relationships with Channel Partners. Liaise with the Channel Reps to source opportunities and increase sales volume.

Develop a deep understanding of Condusiv’s products and the competitive landscape to converse with IT managers, System Administrators, CTO's and CIO's.

Key Clients:

BlackBerry Ltd. – New York, NY

Regional Sales Manager - Northeast, 2010 to 2014

Sell complex enterprise mobility software, hardware and professional services across multiple channels to Fortune 500 enterprise accounts and government agencies. Adopt account portfolio sales strategy leveraging carrier partners Verizon and AT&T. Engage and manage internal and external resources to develop, deploy, new product introductions, national sales programs, and key projects. Negotiate contract terms and administer agreements.

Built and maintained positive, trust-based relationships at all levels of an account, including senior C-Level executives globally. Develop account strategy with technical sales and product teams to understand customer’s strategic initiatives, and drive customer adoption.

Responsible for leading the Enterprise, Retail and Indirect sales efforts, sales strategies, marketing, and program development for Verizon Wireless in the Northeast.

Articulate the BlackBerry value proposition to sell software, Mobile device management and data solutions the Northeast Region Verizon Sales Teams and strategic enterprise accounts.

Developed and execute strategic programs to promote Hardware and Software sales in Retail, National Retail, Small & Medium business, Enterprise customers, state and local government.

Developed and execute Northeast regional level marketing programs

Fostered a cooperative and proactive engagement model between cross-functional teams and C-Level customer executives; supported sales management in securing and dispatching internal assistance and resources to the team.

Informed leadership team of latest projections while facilitating timely delivery fulfillment by accurately forecasting sales and regularly updating Salesforce.com.

Attained #1 national territory team ranking in 2013 and 2012 by consistently outperforming sales targets; delivered 110% of 2013 plan; 160% in 2012; and 200% in 2011.

Some Key Clients: AT&T, Verizon Wireless, Sullivan and Cromwell, Baker Mackenzie, Nomura Securities, Coach, Polo Ralph Lauren, Con Edison, Henry Schein, Starwood Group, Corning, The City of New York, United Nations, HIDTA, CV Starr, Bank of Tokyo, Morgan Stanley, SAC Capital,

Triple Play Wireless – New York, NY

Business Development, 2009 to 2010

Build, lead and grew a book of business selling AT&T and Verizon Enterprise Services such as managed services, third-party applications integrations, professional services, mobile device management, mobile application platforms, bring-your-own-device solutions, machine-to-machine (M2M) communications, mobile security, and sales support services across various enterprise channels and verticals.

Functioned in a value added reseller (VAR) role for Blackberry, Samsung, Apple, Airwatch, and MobileIron. AT&T, Verizon Enterprise Services.

Architected network infrastructures; provided help desk support, upgraded client middleware; installed systems; and conducted trainings as proactive member of the IT Specialist Team.

Enlightened strategic planning and decision-making by researching and analyzing intelligence on new promotional opportunities, potential wireless application partners, as well as competitors.

Compiled and analyzed relevant market information and trends to determine most prominent areas of opportunity.

Managed complete and complex sales-cycles presenting to C-level executives the value of our product

IncentOne – Lyndhurst, NJ

Director Business Development (50% travel), 2008

Deployed and guided national team of relationship managers and sales executives in winning business and activating large-scale implementations for global industry leaders, such as General Motors (GM), ADP, Blackstone, Disney, and Blue Cross Blue Shield. Routinely gained access to high-level Fortune 100 executives through application of sound sales techniques. Administered $1M+ in new monthly pipeline revenue through Salesforce.

Spearheaded team in surpassing 2008 new business acquisition and account retention plan by 25%+.

Boosted brand awareness by attending and presenting at national trade seminars and industry conferences.

Formulated and launched strategic national territory expansion and client engagement plan to propel $20M+ in motivation and loyalty solution sales for leading provider of healthcare industry incentive programs.

AT&T – New York, NY.

Sales Manager Corporate Account Executive III & II (70% travel), 2004 to 2008

Devised market-specific strategies and crafted business plans to accelerate territory growth. Trained, coached, and developed of a team of new hire account executives in best account management practices and advanced selling techniques to accomplish net gains. Managed all staffing, development, retention, performance evaluation, and compensation functions. Ensured high-quality customer satisfaction and maximum client retention.

Focused on selling mobility applications and solutions including MDM, M2M, MRAS, application development, LBS, content management, EPTT, and professional services when charged with managing a portfolio of 100+ accounts throughout Northeast territory.

Developed and launched sales strategies for customers throughout the entire sales cycle – prospecting, qualifying, presenting, proposing, processing orders, system deployment, and activation support.

Requested and negotiated special pricing for clients with unique requirements; offered greatest return on investment (ROI) with each client by assertively negotiating contracts and rates.

Proficiently used a solutions selling strategy to promote sales of complex technology solutions; uncovered potential integrated opportunities by working closely with partners.

Opened up communications, identified training and professional development needs, and discovered performance enhancement potentials by regularly engaging in one-on-one sales staff review sessions.

Established reputation as a subject matter expert (SME) and served as technology resource on internal systems by maintaining broad technical and sales knowledge through continuous self-education.

Aligned expenses with budget guidelines through careful tracking and control.

Aggressively prospected and networked to penetrate key Fortune 1000 accounts and carried out tactical marketing plans to exceed revenue targets as Account Executive.

Education and Technologies

BA, Business Management Pace University – New York, NY

Technical Proficiencies: EMM, MDM, BYOD/CYOD Strategy, Internet of Things (IOT), M2M, Mobile Development Platforms, Mobile GeoMarketing, Telecom Asset and Expense Management, CRM, Social Marketing, Unified Communications, Fixed & Mobile Networks, MPLS Airwatch, Mobile Iron, Good, BES 10, Excel, Powerpoint, Salesforce, Siebel CRM.

Mobile OS: iOS, Android, BlackBerry OS 7 & 10, Windows Phone, Symbian, Network & Infrastructure: GSM, CDMA, LTE, HSPA+, WLAN, Wi-Fi, In-Building Solutions

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