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Sales Manager

Location:
Haverhill, Massachusetts, United States
Posted:
January 16, 2017

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Mark ***-***-D. **** Sutton

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

Haverhill MA 01832

acyazd@r.postjobfree.com

Collaborative and influential sales executive with over 14 years of experience selling margin enhancing technology, principally Enterprise Resource Planning (ERP) software, ERP implementation services, add-on software and custom solutions, including financial and logistics solutions to manufacturers and distributors.

EMPLOYMENT HISTORY

ProfitKey International, LLC Salem, NH 01/2015–10/2016 Business Development Manager

ProfitKey has been providing small to medium sized, to-order / mixed mode manufacturers with highly capable, easy to use Enterprise Resource Planning (ERP) tools for over 30 years. My responsibilities were to introduce the ProfitKey value proposition to leads that are generated by inquiries submitted through the ProfitKey web site, tele-marketing, and web based lead-gen relationships, work to fully understanding the prospect’s problems and the solutions they envision to those problems, show them how ProfitKey matches up with their vision, and coordinate the software evaluation and selection process to a close. In this position I have revisited the teachings found in Michael Bosworth’s “Solution Selling: Creating Buyers in Difficult Selling Markets” and been introduced to Miller/Heiman’s “The New Strategic Selling”, which I have completely adopted as “the Bible” related to managing the complex sale.

Typical sale size (software plus implementation services) is $30k - $60k and scale up to $150k, with sales cycles that can last from 3 months to 2 years or more. PiF Technologies Hooksett, NH 05/2014–10/2014

Document Management Consultant

PiF Technologies are Document Management specialists and the largest VAR in the DocStar Partner Channel. I was hired for my experience in the manufacturing sector. Responsibilities included prospecting for manufacturing opportunities and demonstrating the DocStar DMS as needed across many verticals (manufacturing, education, healthcare, government, etc.)

Key Achievements included positioning the company and the sales team to close the biggest deal of the 2015 FY (Details provided upon request).

Velocity Development Group, LLC Amesbury, MA 12/2002–04/2014 Partner, VP Business Development

As a founding Partner of this professional services firm that specializes in ERP (VDG is a Certified Epicor Partner and VAR) my responsibilities included the development of marketing materials and 2 P a g e

marketing strategy, team leadership, organization design & development, and client relationship management.

As the Sales Lead, my responsibilities were: Managing the relationship with the Epicor Software Corporation, lead generation activities, nurturing prospects, managing all aspects of the sales cycle, communicating the Epicor ERP value proposition and the product’s merits and differentiators to both CxO level selection decision makers and less sophisticated selection decision influencers, developing proposals, and contract negotiation. Typical sale size (software plus implementation services) was $125k to $250k, and scaled up to $500K, with sales cycles that can last from 3 months to 2 years or more.

Key Achievements include growing the VDG client base to over 40 within the first 3 years in business.

The Copley Consulting Group Andover, MA 08/2000-11/2002 Director, Business Intelligence Solutions

In this role, my main responsibilities were demonstrating the accounting functionality of the SyteLine ERP system, providing SyteLine financial accounting implementation support and training services, and upselling / selling Cognos Business Intelligence products. Using a consultative approach, I called upon my background in IT, Operations, and Accounting to identify my prospect’s needs and lead them to a solution. EDUCATION

Salem State College Coursework in Accounting, Marketing Berklee College of Music Coursework in Arranging & Composition Committed to ongoing education, I have participated in the following technology sales training programs:

Value Forward Selling, present by Paul DiModica and hosted by Progress Software

Heavy Hitter Sales Psychology, Presented by Steve Martin and hosted by Epicor Software

Corporate Visions, presented by a Progress employee hosted by Progress Software

Sales Benchmark Index, presented by Dan Perry and hosted by Epicor Software OTHER EXPERIENCE

Musician/ Record-Demo Producer

As a musician I recorded for MCA Records and a number of independent labels. As a Producer and Project Manager I coordinated recording sessions, manufacturing, sales & marketing, publicity, photo shoots, and video production. This experience gave me the skills to deliver presentations that result in sales. Performing honed my public speaking skills and the ability to present to large groups, as well as relate to decision makers and decision influencers one-on-one.



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