VP of Sales & Business Development

JAMES A. CARDOSI

**** *********** *****, *********, ** 32955

Email: ***@**********.***

Phone: 321-***-**** or 937-***-****

PROFESSIONAL SUMMARY

Performance driven, highly accomplished senior sales management & business development leader with an impressive record building & mentoring overachieving teams, driving organizational growth, creating profitable partnerships and exceeding revenue targets. A skilled & creative negotiator possessing a high business acumen who creates value, leads by example & makes an immediate impact.

EXECUTIVE MANAGEMENT SKILLS

Global Sales Management & Business Development – Channel Development – Reciprocal Partnerships & Strategic Alliances – High Growth Sales Strategies – Contract Negotiations – Relationship Management – Flawless Execution – Market Analysis – DRTV Digital Media – Integrated Marketing – Operational P&L – Key Market Identifiers – Cross Functional Leadership – ERP – SaaS

MANAGEMENT EXPERIENCE

Kenandy Inc., Dayton, OH February 2016 – Present

Regional VP of Sales, Business Development & Channel Partners

Lead 8-person team to strengthen C-Suite client relationships, expand network of strategic channel partners, integrators & distributors, revise go-to-market plans & refine value propositions to facilitate expansion of products & services pipeline across entire portfolio.

- Refined go-to-market strategy, supported by financial analysis’ to better allocate internal resources & increased net profits by 10%

- Developed comprehensive account discovery document to standardize client business profiles & operational process flows

- Created bundled pricing solution(s) combining multi-year agreements & implementation costs, yielding $3.3 million in new ACV

- Streamlined sales process, shortening sales cycle, resulting in a more qualified pipeline & an 20% improved win ratio - 1st year

- Lead team members focused on industrial manufacturing, materials handling, transportation, railroad & construction verticals

- Expanded marketing and sales programs in Canada by standardizing deal requirement policies & opportunity analysis strategy

Standard Register Corp., Dayton, OH November 2012 – January 2016

Vice President of Sales, Business Development & Strategic Alliances

Led 16-person team developing new, and strengthening existing, client relationships focused on needs, satisfaction & measurable deliverables while redefining product migration strategy & new sales plans that drove sustainable revenue growth nearly 20%

- Led team to 5-year, $25 million SaaS integrated marketing services & digital media contract with major professional sports org

- Interviewed, hired, trained, rewarded & disciplined staff; planned, assigned & directed work; appraised employee performances.

- Created sales vision, application & opportunity brokering partnership with Fintech customer & IBM for new health/financial ID

- Developed strategic business case & testing criteria for Automotive OEM adoption of new IML replacement part construction

- Developed & initiated business strategy designed to better evaluate resource allocation & probability of success in target markets

- Led move to new proprietary In-mold labeling & decorating automation applications with CPG & automotive manufacturers

- Altered anti-counterfeiting application & led sales team in licensing new $3 million I.D. label contract with True Temper Sports

- Authored & executed new sales process strategy that included: proper business planning, forecasts, sales goals & sales operations

Premiere Global Services, Inc., Dayton, OH June 2011 – November 2012

Senior Director of Sales, Business Development & Strategic Partners

With PGI being a global leader in unified communications & SaaS virtual meeting software, I built a 12-person team in developing unique, new applications for emerging products lines & creating new revenue streams by building a channel sales partner network.

- Created application, built vision & sold 4-year, $20 million mobile SaaS solution to largest US professional member association

- Led cross functional team responsible for analyzing resource investments, support & market potential within Service Providers

- Created market strategy & needs analysis, then led sales team in new mobile communications & collaboration services roll out

- Negotiated 2-year deal terms and led partner to new $5 million business development & tech services deal with Kroger (CBTS)

- Increased team’s B2B pipeline & closing ratios by 25% in CPG, Manufacturing, Government & Professional Services verticals

Safer Innovations Group / Path Pro Golf, Chicago, IL January 2002 – May 2011

Executive Vice President of Sales, Marketing & Business Development

Via DRTV, B2B & B2C channels, sold direct & through a network of wholesale partners & independent rep companies, products we created for the auto aftermarket vertical and for the personal training / performance markets aimed at multi-sports disciplines.

- Designed & launched new training software and CPG products raising $2 million in capital & selling $9 million in 1st 5 years

- Built & managed new, global distribution channel partnership programs and pricing models representing 65% of total revenue

- Wrote, directed & produced fully integrated DRTV & digital media campaign featuring A-list professional sports personalities

- Negotiated media & sponsorship contracts with PGA Tour, PGA Tour Champions, LPGA Tour & European Tour A-List players

- Achieved 120% of $1 million objective producing $1.2 million in 1st year sales with new US and International product launch

- Negotiated exclusive licensing partnership with PGA TOUR Academies as “Official Training/Teaching Tool of PGA TOUR”

- Hired, trained & managed over 40 independent rep companies coaching them to properly position 4 disruptive, new products

Globix Corporation, Chicago, IL December 2000 – January 2002

Vice President of Sales

Hired, trained & led 6-person sales team focused on selling managed services within the enterprise backed by 1200 peering agreements designed to maximize reliability, security & availability while providing redundant data centers for off-premise hosting.

- Achieved 116% of quota with new inside/outside sales team, in F500 Enterprise customer accounts, totaling $7.2 million 1st year

- Led team to new business development deals with Walmart, Whirlpool, Kellogg’s, USG, GM, Boeing, NICOR & State Farm

- Built team’s opportunity pipeline in 59 new - F500 accounts in just 9 months, with no prior presence in them

- Increased total pipeline by 231% to $15 million in 1st year, then achieved 119% of quota in just 1st 3 months of 2nd year

Naviant Technology Solutions, Inc., Chicago, IL March 1999 – December 2000

Regional Vice President of Sales

Led team of 30 outside reps, inside reps & sales engineers for CRM consulting & software firm with largest database of electronic households, obtained via proprietary product registrations, used to market to companies wanting to reach online consumers.

- 130% of 1st year $3.4 million quota with over $4.4 million in sales team revenue

- 116% of 2nd year $5.2 million quota with $6.0 million in sales managing Midwest & Southeast Regional Offices

- Practiced “Management by Example” personally closing four multi-year contracts exceeding $4 million in revenue

- Received Exemplar Award for leadership and earned President’s Club & Circle of Excellence distinction

Intel Corporation, Chicago, IL January 1998 – March 1999

Director, VPN National Accounts

Hired & led 6-person team that sold & deployed all EDS’s essential VPN network & managed service channel offers, while also pioneering VPNs by providing advanced broadband security technologies to the F500 Enterprise clients & Service Providers.

- Led team to $3.5 million in new hardware and software sales revenue, resulting in a 170% quota attainment over 2 years

- Recruited, hired, trained and managed 6 member EDS VPN account team; addressed complaints & resolved all staff issues

- Refined product value proposition for EDS’ proprietary VPN managed service offering

- Earned Chairman’s Club status

U.S. Robotics/3COM Corp., Chicago, IL December 1996 – January 1998

Global SPO Sales Director

US Robotics was a leader in high speed Internet access and networking equipment. My team focused on F500 Enterprise accounts to provide complex access solutions for Network Service Providers and Regional Operating Companies like Ameritech and SBC.

- Achieved 125% of quota in 1st year with $2.1 million within Service Providers & Services & Controls Centers

- Responsible for Ameritech Managed Services account team, creating/closing new opportunities totaling $8 million

- Built new opportunity pipeline of nearly $20 million in under 2 years with 5-person Service Provider/Managed Services team

- Earned Presidents Club status for being 300% quota attainment in 2nd year

Ameritech Corporation, Chicago, IL March 1990 – November 1996

National Account Manager

Ameritech provided advanced telecommunications services, including local, toll, cellular, network access, managed services, interactive services, internet access and CPE while also owning the world’s largest automated library systems (ALS).

- Ranked Number 1 National Account Director & Individual Contributor in company’s 5-state region in 1993 through 1995

- 650% of Net Incremental Billed Revenue quota with $29 million in new Channel revenue in 1996

- 415% of quota with $14 million in new GSA transaction sales revenue in 1994 through 1995

- 200% of quota with $5.4 million in new GSA life cycle revenue in 1993

- President’s Club Award Winner for outstanding contribution and achievement in 1992 through 1996

- Enterprise account responsibilities included GSA, Ace Hardware, NICOR, USG & Exelon with revenues up 19% 1990 – 1996

Education

Columbia College Chicago – Bachelors of Science, Business Administration and Management

Activities

Extensive C-Suite Relationships Networker – American Cancer Society Fundraiser – Amateur Tournament Golfer – Multiple Patents Holder – Birdies for the Brave & Wounded Warrior Project Supporter – SVCC Board Member – Chicago Inventors Club

References

Personal and Professional references, as well as, recommendation letters are available upon request

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