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Sales Manager

Location:
Saint Charles, Illinois, United States
Posted:
October 06, 2016

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Bill Noirot

St. Charles, Illinois

630-***-**** acwxz8@r.postjobfree.com

https://www.linkedin.com/in/bill-noirot-3bb5a51?trk=nav_responsive_tab_profile

SUMMARY

Top Producing Sales Management and Marketing Executive with expertise in managing strategic customers with extensive experience in direct and channel sales. A successful background in directing sales of consulting, system integration, and outsourcing services, as well as enterprise and departmental technology solutions to Fortune 500 clients. A result-driven leader focused on exemplary performance through strategic team leadership, consistently exceeding financial goals, cultivating strong, high-level client and partner relationships and a track record in substantial problem solving skills. Expert in developing direct and strategic alliance relationships that open and sustain long-term revenue streams.

BUSINESS DEVELOPMENT

ALLIANCE MANAGEMENT

COMPLEX SALES EXECUTION

MARKET PENETRATION

CHANNEL MANAGEMENT

SALES LEADERSHIP

CLIENT RELATIONSHIPS

MARKETING LEADER

EXPERIENCE

HEWLETT-PACKARD ENTERPRISE Palo Alto, CA. Technology products and services company with annual revenues exceeding $50B.

Alliance Manager – Service Provider Segment 2013- present

Team responsible for building Joint Go-to-Market program around sales, marketing, and business development to drive incremental revenue through and with selected Service Provider partners, essentially building a new route to market for HPE. Built joint go to market solutions around partner’s Managed Services offerings based on IaaS, SaaS and PaaS services platforms.

Built and managed partner relationships with CenturyLink, Verizon Enterprise Solutions, TierPoint, Intralinks, and Symmetry

Achieved overall revenue growth of 278% over first three years of the program

Exceeded co-selling and sell-to revenue targets each year of assignment

Alliance Business Manager – Accenture 2010-2013

Managed alliance business relationship with Accenture in the US for HPE. Acted as ‘alliance advocate’ with HPE’s US field sales organization and partner’s business development and client teams with goal to aggressively increase HPE product revenue and margins across all Business Units. Key joint clients included Bank of America, Wells Fargo, State Farm Insurance, and American Express.

Resell and influenced HPE revenue over $200M in year one of assignment exceeding revenue goals each year

Collaborated with the global team to develop and launch Center of Excellence (COE) go to market strategy to adapt to new Accenture partner engagement model, expanding incremental opportunities by 40% around joint assets including key HPE Business Units while improving program margins by 30%

EMC CORPORATION, Hopkinton, MA. Diversified leader in products, services and solutions for information management and computer storage. Annual revenue exceeds $15B with global customers including over 90% of Global 2000.

Global Alliance Manager 2004-2010

Responsible for global alliances with Global System Integrator partners including Accenture, Cap Gemini and TCS for EMC’s Intelligent Information Group (Documentum Content Management software). Developed go to market and launch plans for multiple joint market offerings targeting specific vertical market segments, horizontal solutions and strategy to address Business Process Outsourcing market.

Increased pipeline by over 150% in first six months in position

Partner-influenced and resell license revenue grew 123% in year one and 58% in year two

Reached annual revenue and growth goals consistently resulting in $22M+ license revenue influenced and resold by Accenture in 3rd year

Consistently achieved revenue and MBO targets during tenure. Average deal size approximately $1M license revenue

UNDERWRITERS LABORATORIES INC., Northbrook, Illinois. Global leader in product safety testing and consulting with $600M annual revenues.

Director, Marketing and Strategic Accounts 2001-2003

Developed and implemented marketing strategy, go-to-market business plan and partner alliance program for North America division ($350M business unit).

Led staff of 13 marketing analysts and direct marketing resources, directing deployment of $2M marketing budget including market analysis, advertising, service line launches and trade show support

Held responsibility for design and implementation of strategic account development program, targeting 35 key customer accounts in North America region achieving 109% of $16M goal

COMMERCE ONE, INC., Pleasanton, California. Developer of software and professional consulting services solutions with focus on market specific exchanges and auctions. Global revenues exceeded $2B in 2001.

Vice President, Business Development and Global Services, Midwest Region 2000-2001

Responsible for software and consulting services sales for all market segments in the Midwest United States. Developed and implemented sales plan for multinational clients including Ford Motor Company, GM and BP PLC.

Directed sales team responsible for over $50M in professional services orders, revenue and profit, and regional software license goals, achieving all metrics in three of four quarters

Drove development of strategic plan to integrate and competitively position consulting and product deployment services capabilities for business unit

Led business development sales team, creating targeted account sales strategies with focus on Fortune 500 accounts

Effectively managed sales funnel and revenue forecasting process

APPNET, INC. (acquired by Commerce One in September, 2000), Bethesda, Maryland. Professional services consultancy with focus on eCommerce strategy, web development and system integration.

Vice President, Sales and Business Development, Midwest Region 1999-2000

Managed sales and marketing activities for Midwest region of Internet focused consultancy.

Built and launched go-to-market strategy to support End to End market approach, built sales organization including sales, marketing, and pre-sales teams to support strategy

Won $8M engagement with division of BP PLC

Team generated over $45M in incremental professional services revenue in 2000

Responsible for building partner alliances with SAP, MCI, and others

Developed successful sales strategies to target Fortune 500 accounts including Ford, General Motors and Chrysler

UNISYS CORPORATION, Blue Bell, PA. Worldwide technology products and services company with expertise in consulting, system and network integration and server solutions. Company revenues ranged from $1B to $10B during tenure.

Area Manager – Illinois 1998-1999

Held accountability for directing and managing sales staff covering all commercial and public sector accounts in Illinois. Sample clients included United Airlines, City of Chicago, Staples, Exelon and the Illinois Tollway Authority

Total annual team revenues averaged $18M, achieving revenue goals both years of assignment

Developed new client relationships achieving revenue and margin goals in six of eight quarters

Responsible for developing alliances with system integrators and technology partners

Leveraged local partnership with EMC leading to $3M incremental storage revenue over two years

Effectively managed expense budget and order/revenue forecasting

ADDITIONAL EXPERIENCE

UNISYS CORPORATION, Regional Director, Channel Sales and Marketing, Eastern Region, Berkley Heights, NJ. Managed team of 30 sales, pre-sales, and marketing professionals responsible for all channel partner sales in the Eastern region of US. Achieved revenue goals both years, ($28M/108%, $32M/107%). Forecasted revenue and profit for region operation. Participated in corporate task force that developed go-to-market strategy for integrating sales and consulting teams.

District Manager, Mid-Atlantic District, Pittsburgh, PA. Directed sales, professional services, and pre-sales technical support teams, with average annual revenue goal of $20M. Consistently achieved annual order, revenue, and expense goals. District Manager of the Year in two of three years. Branch Manager, Chicago/South Branch, Lombard, Illinois. Led sales activities in sales branch with focus on sales of ERP application solutions. Managed staff and exceeded all revenue targets each year. Received Branch Manager of the Year Award.

Account Manager, Major Accounts, Chicago, Illinois. Held responsibility for managing client relationships with major accounts in Chicago area, including American Hospital Supply (Baxter Labs), Sears, Allstate, and Hewitt Associates. Won new name clients throughout assignment through sales of proprietary ERP systems.

EDUCATION Illinois State University, Bachelor of Science, Business Administration, Management and Marketing

University of Illinois, Industrial Engineering Major



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