Director of Sales

Area of Focus: Sales Management

Qualifications Profile

Strategic, results-driven, and performance-focused professional with extensive experience in all facets of sales, including

territory management and industry networking initiatives. Knowledgeable of Software as a Service (SaaS), budgeting, profit and loss,

and contract management. Effective at leading teams, driving profit, resolving conflict, developing products, and accomplishing

goals. Equipped with excellent communication skills necessary in cultivating positive relationships with individuals of various

levels and backgrounds.

Areas of Expertise

Business and Account Development Sales and Negotiations Strategic Planning and Implementation Lead Generation

Quota Achievement Strategies Process Improvement Customer and Vendor Relations Marketing and Branding

Professional Experience

Confidential, Plano, TX

Confidential 2013–Present

Report to the president, while taking charge of the development and execution of yearly sales strategy for a national Software as a

Service (SaaS) company to deliver big data analytics and assist the companies handle their return on investment (ROI).

Supervise four quota-carrying sales executives, with a combined target of more than $18M yearly.

Establish annual and quarterly financial targets, as well as render forecasts by region and territory.

Direct team to increase team activity and sales meeting effectiveness for five product offerings.

Draft quarterly evaluations, as well as track product growth and market trends.

Notable Accomplishments:

Led the implementation of new sales forecasting, sales processes, and procedures through Salesforce customer relationship management

(CRM) software.

Increased sales and revenue, from $14M to $18M for three consecutive years.

Introduced processes and procedures on the underdeveloped skills within the team.

Improved client retention rates by 20% through the provision of customized training and customer satisfaction surveys.

Received the New Business Award in 2014 and 2015.

Reading Plus Taylor Associates, Winooski, VT

Director of Sales and Strategic Accounts 2012

Worked under the management of vice president of sales and marketing and held responsibility in driving the company’s sales

initiatives and consultative professional services.

Executed solution-based strategies throughout North America while leading the business development and sales efforts in 25K

enrollment institutions.

Keenly tracked the results from the initiative by quantifying the successes in collaboration with decision makers.

Cultivated long-term partnerships with CORE K12, ALAS, national academic partnerships and consultants toward nationwide visibility.

Interfaced with administrative personnel located in Baltimore, Los Angeles, Los Angeles County Office of Education (LACOE), San

Francisco, Stockton, and Tucson.

Notable Accomplishments:

Accumulated a total of $300K in revenue and led the company with $1.1M pipeline in less than three months.

Devised and instituted strategic account plans and territory actions used by all of the divisions to boost accountability.

Rendered expert management to additional representatives across multiple verticals which resulted to 35 leads, worth $2.2M in

potential revenue and establishment of direct sales force.

Drove efforts in increasing profitability by building nationwide partnerships with 41 third-party resellers; as well as enhancing

visibility through customized salesforce.com.

Reduced downtime by introducing efficient sales processes, in-depth forecasting, and meeting quotas.

Desire2Learn, Kitchner Waterloo, Canada

Director of K12 Sales North America 2011

Administered the North American sales operations of all outside and inside sales activities, along with the execution of strategies

for the overall company development.

Oversaw the hiring of all sales personnel, as well as the external and internal sales operations from market penetration to the

implementation of the Learning Management System (LMS) solution set.

Collaborated with the senior director of vertical sales regarding financial and sales accountability.

Provided keen oversight to strategic initiatives in multi-channels in collaboration with alliance partners to guarantee successful

sales operations and penetrate newly discovered buying patterns and funding.

Formed the entire Sales Division by hiring sales consultants, regional account representatives, and regional account managers.

Led the National Field Sales Team to fulfill and surpass sales targets, while driving efficiency.

Ensured consistent sales performance by monitoring the divisional and sales representative funnels.

Secured partnerships with numerous channel partners, such as Dell, Microsoft, and IBM on requests for proposal (RFPs) for

penetration in North America.

Discussed with consultants, in charge of creating sales leads and handling relationships at the decision-making level.

Created key performance metrics, such as the monthly, quarterly, and yearly field sales forecasts.

Collaborated with alliance partners to manage go-to market and sales initiatives.

Supervised a multimillion-dollar pipeline throughout several verticals with a total of $10M.

Notable Accomplishments:

Restructured end-to-end sales process to improve consistency and quality of sales activities.

Introduced a sales toolbox, which consisted of software demonstrations, proposal templates, and presentations.

Developed the branding and identity of the solution set in collaboration with the chief marketing officer.

Ignite Learning, Austin, TX

Director of Sales and Strategic Partnerships 2010

Set strategic direction to new business development, territory management, and account development for a multimillion-dollar

provider of SaaS solutions marketed to middle school, with a goal to lead a West Coast Strategic Account Team.

Partnered with over 100 representatives working on various industry partners, including Logical Choice, Promethean Planet, and

Troxell Communications.

Facilitated 12 seminars with hardware partners which resulted to over 250 qualified leads and worth $2.5M in new business.

Coordinated top-level meetings with major school districts throughout Cleveland, Long Beach, Los Angeles, Louisville, Seattle, and

Washington DC.

Worked in close coordination with consultants in establishing sales leads as well as sales processes, staging percentages, and

closing questions.

Notable Accomplishment:

Achieved and surpassed sales quotas by creating territory and account plans.

Learning A-Z (a division of Voyager Expanded Learning), Tucson, AZ

Director of Sales 2007–2010

Displayed competency in conducting market research, consumer needs analysis, and lead generation campaigns.

Provided sales direction to a professional development manager, customer service manager, as well as nine trainers and nine customer

service representatives in administering a $3M operating budget.

Notable Accomplishments:

Spearheaded the development of a team of 2 managers and 21 sales representatives in all sales, customer service, and training

functions within the Canada and the United States in support of $16.5M educational resource provider.

Earned distinction as Sales Leader of the Year among eight divisional managers in 2007, 2008, and 2009.

Structured a low-average year with 3 record-setting quarters in 2009 and 2010.

Effectively developed sales and training teams to address market demands and competition, while maintaining optimal knowledge of

products, services and sales techniques.

Steered efforts in the execution of marketing initiative which generated more than 65,000 leads during a teacher appreciation

campaign; thus attaining over $600K in new business.

Pioneered the development of two new packages by examining critical software solutions in coordination with the Development Team

which doubled classroom participation to 250,000 within three years.

Exemplified strong leadership skill in consistently boosting sales and marketing revenue from $7.8M to $16.4M for three straight

years.

Successfully won major sales growth within Cleveland, Irving, Jefferson County, Los Angeles, Milwaukee, New York City, and Omaha

regions.

Voyager Expanded Learning, Dallas, TX

Regional Director - Sales 2003–2007

Closely monitored activities of a portfolio of more than 150 accounts through Saleslogix and other CRM applications.

Served as the team leader and manager in charge of facilitating team trainings and pipeline overviews; creating yearly budgets and

strategic sales strategies; and promoting team moral.

Notable Accomplishments:

Initiated a positive team selling strategy, focusing on lead prospecting, account development, maximum closing rates, and

consultative sales in the Southwest US area.

Played a key role in improving the sales of a non-producing territory from $300K to $6M in a span of 18 months.

Received promotion to team leader, in charge of six sales representatives with a quota.

Earned recognition by leading the entire company in overall new business generation for two years by yielding 878% in territory

sales in less than 1 year.

Outperformed sales quotas by up to 278% in competitive markets; and achieved the highest renewal average of 92% against 19 managers.

Ranked 1st and 2nd in yearly and quarterly awards for 4 consecutive years.

Obtained the nine Regional Director of the Quarter awards and two Regional Director of the Year awards.

Significantly contributed in leading three “Reading First” campaigns, which resulted to more than $10M in revenue in 40 new school

districts with an effective team model.

Successfully met quota through the implementation of educational solutions across senior management, which included teams of

administrators, English Language Learner (ELL) directors, associate superintendents, curriculum directors, technology directors,

assistant superintendents, and special education directors.

Accomplished major penetration in Arizona, California, Colorado, Oklahoma, and Texas.

Acquired a reputation as the Top Producing Team of the Year in 2004 and 2005.

Earlier Career

Hencie Consulting, Dallas, TX

Account Executive

Allied Consulting Services, Dallas, TX

Senior Recruiter Consultant

Education

Coursework in Business Administration

Texas Tech University, Lubbock, TX

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