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Sales Management

Location:
Summit, New Jersey, United States
Posted:
October 27, 2016

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PATRICK J. McCAHILL

* ******* *****

Summit, NJ *7901 acw9qk@r.postjobfree.com

908-***-**** (M) https://www.linkedin.com/in/pmccahill1

SUMMARY

Relationship management executive with financial technology, commercial, banking, and start-up experience. History of developing territories, client bases and C-level relationships in emerging financial technology, asset disposition, and enterprise software markets, channels and niches. Ability to meet sales targets and P&L objectives while customizing products to fit client needs.

EXPERIENCE

TeraExchange 12/2013 - 7/2016

Senior Vice President- Director of Global Business Development and Sales Management

Firm launched in June 2012 as financial industry’s first, multi-asset class, Swap Execution Facility, deploying central limit order book and request-for-quote trading protocols for Interest Rate, Credit Derivative, NDF Forwards and Digital Commodity contracts.

Recruited to develop Capital Markets client acquisition and retention strategies globally. Managed team of eight Client Relationship Executives resulting in:

Creation and implementation of a Solutions Selling strategy that produced 65 new clients including Goldman Sachs, JP Morgan, Citibank, BNY Mellon, Blackrock, Citadel Securities and Fidelity Investments (2014-15 volume of $3.0MM).

Introduction of the Digital Currency and Global Client Outreach initiatives leading to 15 Global Strategic Alliances with international Digital Currency exchanges in USA, EMEA and APAC with Global Alliance Bitcoin Advisors, Genesis Trading, Crypto Facilities and Circle Internet Bank ($4.0MM+ in volume).

Expansion of Global Client Outreach in Q1 2015 to 35 new international clients to trade Digital Currency derivative swaps, and incorporation of 12 Digital exchanges into the TeraBit Price Index.

Rollout and daily management of the TeraGlobal BTC Lending Program (2016 projected run rate: $11.0MM)

Wave Systems Corp. 3/2009 - 12/2013

Enterprise Software Sales Manager- Northeast Region

Wave Systems (WAVX) $40.0MM in annual revenue, provides management software for hardware-based digital security, assisting organizations in implementing state-of-the-art authentication protocols thru single sign on, Device ID and device-centric data protection.

First Account Executive hired in the newly established Northeast Region (5 states) to lead product expansion into the Financial and Healthcare. Closed Transactional and Large Complex Sales opportunities utilizing Solutions Selling methodologies:

Generated $1.45M in new volume year 1; Exceeded increasing territorial sales quotas 2009-12; Met territorial quota for 2013.-$1.55MM

Responsible for the expansion of the Mid-Atlantic Region (3 states) into the Legal and Pharmaceutical verticals generating $1.0MM in new volume 2010-11.

New originations: TD Ameritrade, PWC, Boston Medical Center, Arnold & Porter LLP, Orbital Science Corp, Horizon Blue Cross Blue Shield NJ, Baker Hostetler LLP, Armstrong Worldwide(Global), Daiichi Sankyo Inc. (Global), Foot Locker Corp, New York State OEM, Barnabas Healthcare, Boston Medical Center (DLP Suite), Perdue Pharmaceutical, BakerHostetler LLP, Peninsula Regional Medical Center

Absolute Software Inc. 6/2005 - 2/2009

Senior Account Executive- New York City-New Jersey

Absolute Software (ABT) $75.0MM in annual revenue, provides industry standard SaaS for tracking, managing and securing mobile computers and devices for better data protection, more effective IT asset management and managed computer theft recovery.

First Account Executive hired to develop the newly formed NYC Metro Region. Grew revenue from $400K to $4.5MM annually:

Expanded the NYC/NJ Region customer base from 10 to 65 primary relationships averaging 125% of annual quota becoming first member of the Million Dollar Club in 2006.

New originations: NYC Department of Education, Schering Plough, NJ, Lazard Asset Management LLC, Professional Services contract with 7 New York State Agencies.

NextUse, LLC 10/2001 - 5/2005

Senior Vice President- Business Development

Start-up electronic asset recycling company providing life cycle management and asset disposition options to business, institutional, higher education, and corporate clients. Bundled solutions eliminated data theft, property & casualty liability, insurance expense and environmental exposures and allowed clients to participate in residual revenue streams.

Conducted all sales and business development functions in the Northeast & Mid-Atlantic States including sales planning, client acquisition, account management, solutions development, negotiation & documentation, logistics management and order fulfillment.

Developed product strategies and customized responses, winning competitive bids with:

Aventis ($9B pharmaceutical company): 3-year life cycle management program

NERCOMP (800 NE colleges, universities, private high schools): exclusive life cycle management program;

Royal Bank of Scotland: exclusive life cycle management program (1,000 units pa)

Quinnipiac University: exclusive life cycle management program (2,500 units pa)

Recruited and managed network of 20 independent sales representatives, creating alliances and private label programs with existing recyclers, partners, and property & casualty insurance brokers to minimize product acquisition cost and extend market entry points.

WORK HISTORY

Danske Bank

Vice President- Chief Dealer-Foreign Exchange

Managed global trading book of pre-ECU currencies with up to $3.0B in daily exposures.

Bayersiche Vereins Bank

Vice President- Chief Dealer-Foreign Exchange

Managed global trading book of pre-ECU currencies with up to $2.0B in daily exposures.

Manufacturer Hanover Trust

Assistant Vice President- Sterling Dealer

EDUCATION

Fairfield University

Fairfield, Connecticut

Bachelor of Science, Finance



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