Sales Manager
Resume:
G DEAN OSWALD
**** ** ****** ******, ********, OR 97062
********@******.***
QUALIFICATION SUMMARY
An Executive with 28 years of expertise in identifying and capturing new business opportunities and building high- profit, high-growth organizations. Strong interpersonal and communication skills, coupled with vision, business acumen, passion, work ethic, and astute negotiation abilities. Possesses extensive experience in all facets of sales methodology, market segmentation, and multi-practice leadership. Expertly poised to deliver powerful business strategies, laying the cornerstones for future enterprise growth and enhancing the profitability of business and departments. Areas of expertise and professional qualities include:
• Passionate Leader with High
Employee Retention
• Inspirational / Entrepreneurial
Leadership
• Sales Methodology / CRM
Expertise
• Organization Development • Accomplished Public Speaker • Fierce Competitor
• Results Driven • Mentoring / Coaching • Strategic Business Planning
• Skilled Multi-Practice /
Business Unit Leader
• Effective Communicator &
Collaborator
• Strong Executive Level
Partnerships
• Software & Infrastructure as a
Service (SaaS, IaaS)
• Ecosystem / Channel
Development
• Systems Integration
PROFESSIONAL BACKGROUND
Vice President – Partner Strategy 2015 to 2016
HealthSparq (A Cambia Company) Software as a Service, Healthcare, Portland, Oregon Executive leader responsible for developing the partner (channel) strategy to accelerate the growth of HealthSparq’s employer solution and suite of services. Responsibilities included: Building the organization structure, developing the channel strategy, identifying and engaging with potential partners, creating strategic partner-centric messaging, developing the go-to marketing strategy and driving sales through the insurance plans’ sales team.
• Developed the partner strategy by leveraging past channel experiences, soliciting insights from complimentary industries and engaging with key individuals with target partners.
• Identified and hired key employees that possess partner / channel experience. Developed the team to work with the largest client that had a strained relationship with HealthSparq. The strategy and team created a strong business alliance with this partner and, as a result, significantly increased engagement rates and pipeline.
• Created strategic go-to-market messaging for the employer suite of services. The content was utilized in marketing collateral and company presentations. Streamlined the marketing message to focus on the core values that HealthSparq brings to the healthcare industry.
• Developed the sales, order and provisioning process for Telehealth engagements through a partner. Automated the process by leveraging Salesforce.com and delivered internal and partner training to ensure the process was adhered to.
• Secured the largest employer opportunity through the partner program. This opportunity doubled the size of covered lives and laid the foundation for larger and more strategic opportunities.
• Increased pipeline accuracy and reporting to provide better guidance for strategic business decisions. Leveraged the new pipeline criteria to remove aging opportunities, focus the team on well qualified engagements and drive partner discipline.
G. Dean Oswald Page 2 of 4
Vice President - Sales 2011 to 2014
EasyStreet Online Services, An Infrastructure as a Service and Data Center Company, Beaverton, Oregon Sales Executive responsible for accelerated growth of EasyStreet’s enterprise business segment. Accountable for attracting and retaining a highly skilled sales force, developing and deploying the Go to Market Strategy and the creation of new services / solutions that differentiated EasyStreet from competitors on a local and national basis.
• Inherited a declining business and executed a plan that grew total revenue 43% ($7.3M to $10.5M) within the first year. This was accomplished by realigning the sales force, changing the compensation plan and a focus on a more profitable business segment. Moreover, the average days to close decreased to 59 days, which equated to a 32-day decrease.
• Grew one-time and professional services revenue from $100K to $440K in 2012 and achieved a run rate of
$600K in 2013 and $800K in 2014.
• Grew EasyStreet’s Cloud solutions 89% in 2012 ($1.8M to $3.44M) and an additional 81% in 2013
($6.223M).
• Developed and launched the Compliance Cloud solution for HIPAA and PCI. Compliance solutions are now the largest segment of EasyStreet’s business.
• Developed the business partnership ecosystem and channel strategy. Positioned the company to grow without having to hire additional sales resources.
• Engineered and deployed the Salesforce.com CRM Tool. Leveraged the CRM tool for financial forecasts and yearly business plans. Deployed an automated configuration tool via Salesfroce.com that decreased quoting errors and enhanced profitability of each client engagement.
• Drove 2012 Q4 sales to a record enhancing the overall valuation of EasyStreet to 11.5 X EBITA.
• Successfully merged two disparate sales organizations during the acquisition of Infinity Internet. Vice President Sales, General Manager, Pacific Northwest 2005 to 2010 MSI Systems Integrators, Portland, Oregon
Executive leader for the Pacific Northwest geography with responsibility for all employees, sales and profitability, and identifying and developing strategic business relationships. Accountable for growing a multi-practice business in an investment territory and leading a solution oriented sales team. Responsible for building the MSI brand in the Pacific Northwest as well as developing and maintaining key executive level relationships. The local team consisted of client executives, sales specialists, systems engineers, technology enablement manager, engineering managers, technical architects and office administration personnel.
• Successfully grew revenue 380% ($8M to $32M) and profits 575% within the first three years through team optimization, market segmentation, adoption of a proven sales methodology, strategic business partnerships, visionary leadership, stretch goals, weekly inspection, accountability and continuous coaching and mentorship.
• Spearheaded and successfully implemented both the CRM and sales methodology for the entire enterprise. Significantly improved the overall forecasting accuracy and success rate for large-complex sales engagements.
• Accelerated the acceptance and respect for the MSI brand in the Pacific Northwest through community engagements, development and implementation of the MSI Client Golf Tournament, strategic seminars, business partner engagements, market segmentation, and account planning.
• Thrived at recruiting and retaining employees. Local employee base grew from 9 to 36 and achieved high associate satisfaction scores from the 2010 "Best Places to Work" survey.
• Instrumental with the development of the company-wide compensation plans. Strategically aligned the compensation system in support of business objectives and motivation for the sales team.
• Directed the team through the economic recession and secured a positive contribution to the company's bottom line.
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• Established and cultivated strategic C-level relationships.
• Facilitated and developed go-to-market strategies with strategic business partners, including IBM, HP, Cisco, VMware, Citrix, Microsoft, Novel, NetApp, Red Hat, and Tripwire. Regional Manager 2002 to 2005
Cisco Systems, Portland, OR
Leadership of sales and engineering team for Pacific Northwest Enterprise accounts located in Oregon, Washington, and Idaho. Responsible for maximizing corporate revenue, providing quality customer service, and optimizing personnel performance. Assessed weekly detailed forecasts with immediate team and Cisco executives. Built and maintained key C-level executive relationships and business partners. Engaged in two Tiger Team initiatives for the development of new markets and sales excellence.
• Successfully led a team of account managers, engineers and engineering manager that consisted of 16 employees and responsible for $70M+ in revenue.
• Exceeded corporate goals and revenue objectives in FY 2003 (101%), FY 2004 (103%), and FY 2005
(102%), with 30% year-over-year growth.
• Recipient of two Best Practices awards in FY 2004 for market development and sales excellence.
• Intimately involved with significant wins at Weyerhaeuser ($40M over three years), Amazon.com ($30M over three years), Costco ($20M over two years), and Albertsons ($12M over two years). Sales Specialist 2001 to 2002
Cisco Systems, Portland, OR
Led the IP convergence growth strategies for the Intermountain and Oregon regions. Developed IP telephony opportunities and supported local account teams with sales strategies, competitive tactics, pricing and configurations, customer presentations, as well as closing strategic engagements. Facilitated ongoing knowledge transfer sessions with account teams and partners. Provided keynote presentations for all converged seminars in the Northwest.
• Exceeded corporate goals with an attainment of 123% in FY 2002.
• Secured the State of Alaska Converged Infrastructure opportunity, obtaining $30M revenue over a two-year period and 21,000 handsets. Responsible for opportunity development, profitability and leading an engagement team that consisted of 21 associates.
• Developed and implemented a boot-camp education campaign for the US theater. Responsible for the creation, content development, organization and delivery over a nine-month timeframe. Revenues from this business unit now exceed $1.0B.
Regional Manager 2000 to 2002
Cisco Systems, Portland, OR
Recruited and mentored high-powered sales executives. Fostered an environment where associates can develop and grow professionally. Established stretch goals and provided support in strategy development and execution. Developed and sustained relationships with key decision makers. Responsible for market share growth, sound business fundamentals, and associate excellence. Facilitated weekly pipeline / forecast reviews with immediate team and Cisco executives.
• Successfully led a team of 20 associates with revenues exceeding $60M.
• Exceeded corporate goals in FY 2000 with an attainment of 150%.
• Boosted revenue by 335% during the first half of FY 2001.
• Developed and executed strategic presentations for a global service provider engagement including executive visits to Japan. Cisco became the sole provider for the Japan build out. G. Dean Oswald Page 4 of 4
EDUCATION
Bachelor of Arts, Business Administration, Computer Information Systems 1987 Boise State University, Boise, Idaho
Associate of Arts, Computer Science 1985
College of Southern Idaho, Twin Falls, Idaho
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