Sales Manager
Resume:
Marc Hershorin
Villanova, PA
***********@*******.***
PROFILE
Senior sales and account management professional with over 20 years of progressive and successful experience and expertise in Information Technology and Infrastructure Services sales and sales management to Fortune 500 and Fortune 100 companies. Proven ability to form relationships with potential customers and partners by initiating high level contacts that have resulted in increased sales, growth of the customer base and long-term relationships that generate revenue. Highly developed communication and interpersonal skills with the ability to match product/service capabilities and benefits to customer needs and generate closings through the entire project life-cycle.
PROFESSIONAL EXPERIENCE
Business & Decision June 2015 – Jan 2016
Regional Director
Leverage a unique combination of technical, functional and industry specialization, as well as partnerships with all of the key software vendors, to deliver maximum-value projects and help clients break through barriers to innovation such as Business Intelligence, Big Data and Digital Transformation.
Worked with subject matter experts within B&D and the customer to negotiate 2 consulting contracts. This has now enabled B&D to become the partner of choice for IT consulting engagements globally. Negotiating on 3 additional contracts now. One of the negotiations is for managed services. This customer is a major pharmaceutical company
Awarded contract, via RFP, to be vendor of choice for all IT initiatives for 2nd pharmaceutical company on a global basis
Hewlett Packard Nov 2012 – June 2015
Technology Services – Account Manager
Responsible for building relationships with C-Level and Business Unit executive decision makers for the purpose of promoting Technology Services such as consulting, support/maintenance, training/education, configuration, deployment, datacenter consolidation, moves/adds/changes, consulting, etc. for enterprise accounts
Constantly met or exceeded deliverables within agreed upon deadlines
Was selected as the person to coordinate and manage a team that consisted of SAP, Oracle, NetApp, HP Servers, Cisco and MS to test and execute a 10PB database storage environment. HP Technology Services was the coordinating lead as a result of my relationship with the customer. The result is that we are now in the Guinness Book of World Records.
Closed an $1.5M Third Party Maintainer Win-back opportunity with a multinational corp. that provides IT services
Closed 3 year $7M multi-vendor support contract
Worked with the HW Server Account Manager to close a $3.5M server contract that resulted in $300,000 support services
Negotiated a consolidated support contract with a value of $200,000
Helped negotiate and close $3M support contract in the UK with the UK Account Manager
Aided in the negotiations of a $7.5M HW support and Data Center management contract in EMEA
Conducted weekly cadence calls with Account Reps to understand sales stages for servers, storage, and networking
Built stronger relationships with partners
Hewlett Packard Jan 2011 – Nov 2012
Technology Services – Global Account Manager
Responsible for building relationships with C-Level and Business Unit executive decision makers for the purpose of promoting Technology Services such as consulting, support/maintenance, training/education, configuration, deployment, datacenter consolidation, moves/adds/changes, consulting, etc. on a single Financial client. Developed and provided oversight to a team of global Technology Services Account Managers supporting this customer. Out of the box thinking has enabled me to become a trusted advisor to my client. As a result, the following has occurred:
Constantly met or exceeded deliverables within agreed upon deadlines
Managed Technology Services client relationship on a global basis. Established and built relationships with from business unit personnel to corporate C-Suite Executives
Established HP as the Trusted Advisor corporate wide
$10.1M multi-vendor contract. Helped design SOW & contract. Assigned PM team
Closed a global software deal for a specific vendor that has generated over $3M in revenue
Sold an implementation project of global software application. Value was $1.2M
Win-back of a 6 year Data Center Co-lo contract (value $6.6M), in Singapore from going to a competitor
Closed & coordinated the PM of a DC move/consolidation with a value of $345,000
Helped close $3.5M server opportunity that included $300K in Technology Services in France
Win-back of a support contract from a third party maintainer with a value of $750,000
Experience in Data Center support, consolidations, assessments, moves, etc.
BMC Software June 2007– August 2009
Enterprise Sales Account Manager
Responsible for a license quota of Enterprise Software & IT Management Optimization platform tools for specific named accounts, managing a team of sales specialists and working with strategic partners for the purpose of generating revenue in named accounts from Pennsylvania to Maryland.
ITIL Certified
Key accounts include those in the Healthcare, Financial, Telecommunications, and Medical Vertical markets
Tesnet Group LLC October 2005 – June 2007
North America VP of Sales
Responsible for building the company’s revenue through partnership building, client building and Mergers/Acquisitions. Client building may be through my direct contacts, sales reps, or through partnerships developed with tools vendors. Other responsibilities include:
Defined & Executed Sales Programs & Strategies
Worked with Tesnet management to draft partnership agreements and to help management understand US rules and ways of business
Conduct quarterly meetings with partners to review performance and to address any issues
Success in identifying, hiring and developing high qualified professionals and teams
Managed over 25 Testers and Developers & Account Managers (Employees and Contractors)
Managed sales team of 10
Effectively conveyed intricate marketing and sales presentations
Successfully built and maintained key corporate, vendor, and VAR relationships
Skillfully negotiated deals and contracts with customers and vendors
P & L Responsibilities
Presented company to perspective client executives and partners
Increased number of partners from 2 to 6
Worked with a number of resellers in the US and Canada
Initiated discussions for Mergers & Acquisitions
Segue Software, Lexington, MA April 2002 – October 2005
Enterprise Sales Manager
Responsible for promoting the sales of our testing products and services using the solution selling methodology to our clients and prospects. Territory included the Mid-Atlantic region (PA-VA/DC). Established relationships with CEO, CIO, CTO, QA Directors, IT Management, and engineering staff.
Finished 2004 as the number 2 sales representative globally
Established relationship with key management personnel to gain control over specific accounts on a global basis focusing on healthcare, media, and financial vertical markets
Managed 1 major account on a national basis and 1 internationally (First Data and AOL)
Increased territory revenue by more than 40%
Telelogic NA, Mt. Arlington, NJ November 2000 - November 2001
District Sales
Responsible for the software sales and professional services quota for the territory of Pennsylvania and Upstate Western New York. Additional sales team members included one inside Sales Rep and two Senior Application Engineers.
Increased the number of new accounts brought in to the territory
Organized team that developed plans that attracted new accounts and further developed existing accounts. This effort increased business new business by 70% and grew the existing business by 35%.
Developed a project lifecycle solution that permitted clients to track requirements, design, generate code and test. Resulted in a contract valued over $1Million in product and over $2 Million in professional services.
Started user group organizations within client companies and within geographic locations to further promote technology popularity
Corporate Computer Technologies, King of Prussia, PA December 1992 – November 2000
President
Responsible for the coordination and implementation of business. Visit clients with account reps to observe and provide assistance when necessary. Maintain active client base.
Served on the Board of Directors for Business Technology Centers
Served on Governor Ridge’s Technology 21committee
Defined, planned and led the company’s sales direction
P & L Responsibilities
Established relationships with distributors, strategic partners, and resellers
Authorized reseller for Cisco, IBM, HP, Compaq, Citrix, etc.
Grew Sales Revenue to $9 Million from $10,000
Negotiated a $1 Million contact with Federal government agency.
oManaged the procurement, configuration, shipment, and installation of three LANS installed in two buildings.
oWe were the subcontractor for the design of the building computer rooms. This included the floor, security, and cabling
Developed sales practice for professional services. This included consulting, design, programming, and technical support.
Successfully managed a technical sales team of account managers and system engineers to consistently meet objectives
Company focus was on wide area network design and implementation and Electronic Computerized Classrooms
EDUCATION
Widener University, Chester, PA, B.S. Degree – Business Administration
Hahnemann Medical College and Hospital, Philadelphia, PA, Radiologic Technology
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