JOHN RICHARDSON

Dallas, TX 317-***-**** ad1m0m@r.postjobfree.com

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CONSULTATIVE SALES LEADER

Top performing sales professional with 20+ years of proven experience in consultative sales, business development and account management. Integrate technology and business solutions to capitalize on client needs, as well as opportunities. Position the company to generate maximum revenue for short-term and long-term strategic sales plans, building and nurturing relationships with Fortune 1000 decision-makers. Strong ability to pass certifications and understanding the technology.

CORE COMPETENCIES

● Consultative Sales Approach ● Integrating Technology & Business ● Sales Team Development

● PMI Member ● Project Management ● Team Leadership & Management

● Account / Relationship Growth ● Sales & New Business Development ● Coaching / Training / Mentoring

● IBM Cognos Analytics Certified ● IBM Rational Certified ● SAP User Group (ASUG)

● Catia User ● Solidworks User ● Cloud enablement

PROFESSIONAL EXPERIENCE

Microsoft– Dallas, TX 11/2017-Present

Sales Engineer

Microsoft is a worldwide respected company trading at the highest levels ever due in part to success in Office 365 Online, Xbox, and Azure Cloud solutions. Worked to increase cloud consumption within a set of accounts, manage escalations, True Ups and Renewals. Average contract renewal contract was between 150k-1M. Achieved 188% of Microsoft Dynamics due in part to history of selling Salesforce and SAP in the past. Certifications for Microsoft Modern Workplace MW900 and Azure AZ900. Met quota for 2019 Fiscal at 114% of Quota. Notable customers include Rockport, Dunkin Donuts, and Cenlar. Carried a 27 Million quota with all 5 years at or above 90% of quota with 3 years over 100% Miracle Software Systems – Indianapolis, IN 1/2016 -10/2017 Business Development Manager

Miracle Software Systems, Inc. is a Global Systems Integrator and a private minority firm headquartered in Novi, MI. Founded in 1994, Miracle has helped large and mid-sized companies transform their IT and improve business value for their initiatives. Miracle stands tall with over 2000 employees working in 8 countries, with Global Development Centers in the USA, Canada, and India. Over the past 2 decades, our teams have become the experts in delivering innovative, optimal, customized solutions in Connectivity and Middleware needed for integrating critical applications, data and processes. We are, and continue to be, the leader in the niche spaces of Business Integration, BPM, B2B/EDI and EAI/SOA. Our proven methodologies, certified experts, and industry experience make us the best choice for your IT initiatives. With a vision to be the best, Miracle has formed strategic alliances with software giants such as IBM, SAP, Oracle, Amazon and many more. Notable customers include Adesa, Eli Lilly, and Roche.

Carried a 4 Million quota.

John Richardson 317-***-**** ad1m0m@r.postjobfree.com Marketpath – Indianapolis, IN 5/2015 -1/2016

Business Development Manager

Business Development Manager responsible for market development of cloud based Content Management Solutions (CSM hosted in the cloud) for web marketing. One of the founders of the Keystone High Tech Business Networking Group.

CAPGEMINI – Indianapolis, IN 11/2012 - 8/2014

Business Development Manager/ Sales Engineer

Drove new business within the hardware and software resale practice, focusing on the HTEC Sector, including communications, Media/Entertainment, Hospitality, and Hitech. Built and secured client relationships with T-Mobile, AT&T, Verizon, Royal Caribbean, Disney, Comcast, TWC, Cox, Windstream, Charter, Google, Intel, Nvidia, Warner, Fox, ESPN, Lionsgate, Sony, Paramount, Cisco, Rogers, and Sasktel, among others.

● Achieved industry certifications and allowed vendor margins to increase from 10% to more than 25%.

● Maintained an active involvement in numerous disruptive technologies, including Cloud, SAS, Testing, BIM, Mobility, Analytics, and Big Data.

● Project Management of hardware and software deployments.

● Coordinated efforts on behalf of Capgemini with regard to application management hosted in India as well as domestic applications that had to run in the US.

● Worked with our outsourcing team in India to manage application development and deployment of new projects.

Notable customers include AT&T, T-Mobile, Disney World, and Windstream. AUTONOMY (An HP Company) – Indianapolis, IN 2/2012 – 9/2012 Sales Engineer

Developed partner relations and end-user presentations for the meaning-based computing software, overseeing all Connected and LiveVault sales in Indiana.

● Collaborate cross-functionally with all Indiana HP teams to introduce Autonomy IDOL, a very powerful tool with versatility in the marketplace.

Notable customers include Eli Lilly, HP, Roche, Simon Properties Belltech Logic, Indianapolis, IN 6/10-/2012

Business Development Manager Public Sector

Accountable for K-12 education accounts, Public Sector and Higher Education for the State of Indiana. Certified multi-vendor certifications to be able to configure and sell HP, IBM, Dell, EMC, Cisco, Adobe and Microsoft. Certified EMC and Dell Engineer.

● Billed more than $15,000+ in service revenue monthly with product revenue positioned to generate $3M in sales in the first 12 months.

● Maintained an active role in the industry, including participating in the Annual HECC and ICE Conferences. Notable customers include Indianapolis Public Schools, Eli Lilly, and Roche. John Richardson 317-***-**** ad1m0m@r.postjobfree.com IBM – Indianapolis, IN 11/2007 – 6/2010

Business Development Manager/ Sales Engineer Midwest and Great Lakes Built and maintained relationships with most IBM teams, as well as with the majority of IBM business partners in Indiana, Michigan, Ohio, Kentucky and West Virginia. Created marketing plans for all partners, including but not limited to forecasts, marketing events, web, email, and direct mailings.

● Boosted sales of IBM’s DS 3000, 5000, XIV, nSeries and Protec Tier storage solutions immediately upon joining the organization by delivering numerous presentations to partner and end-customer organizations.

● Successfully configured multi-million dollar solutions for customers, including complex solutions that were outside of direct product sales responsibility.

● Achieved a more than $8M quota marketing to 100+ business partners.

● Took the lead in developing multiple RIO, TCO, NPV models to help customers enhance decision-making, utilizing VMware Capacity Planner, CDAT, Disk Magic, and the Alinean Assessment tools.

● Delivered results for Rolls Royce, Interactive Intelligence, Notre Dame, Indiana University, Purdue University and Memorial Hospital, among others.

Notable customers include all IBM resellers in MI, IN, WI, OH NOVUS CONSULTING GROUP – Manassas, VA 3/2006 – 11/2007 Consultant/ Sales Engineer Super Enterprise

Developed relationships with IBM teams and customers to create key strategies that included Disaster Recovery Assessments, Business Continuance Assessments, Storage Reclamation Studies, Storage Simplification, Interactive Studies, Transformational Outsourcing, Service Engagement and Project Management.

● Accountable for developing the multi-million dollar relationship with IBM Global Services in Denver.

● Routinely dealt with 10TB customers, often Fortune 1000 companies, engaging in both short-term and long-term service contracts to provide engineers to customers.

● Established Novus for sale to IBM, working on the Wall Street Storage Initiative; a $10M deal that ultimately facilitated the sale of Novus to IBM.

Notable customers include Suntrust Bank, Disney World, and Dept of the Navy ARROW – Indianapolis, IN 11/2004 – 3/2006

Sales Representative/ Sales Engineer

Effectively supported multiple business partners with both sales and technical support, including sales, order entries, special bids, bid certifications and configuration of pSeries, iSeries, xSeries and TotalStorage Solutions.

● Achieved greater than 90% of an aggressive quota for FY2005, nearly approaching the $12M threshold.

● Acquired more certifications than any other individual in the company, leveraging a deep understanding of technology and a background in relationship management.\

● Solutions configuration performed daily was 5-1o configurations. Across all IBM hardware, i, p, x, Tape, RAID, …. Earlier career success as a top performer consistently exceeded all performance goals and objectives, leading to numerous roles of increasing responsibility and scope. Key titles included Account Manager for Open Storage Solutions, Major Accounts Representative for IBM, and Client for Sirrius Computer Solutions. John Richardson 317-***-**** ad1m0m@r.postjobfree.com EDUCATION & CERTIFICATION

Master of Business Administration (MBA), University of Indianapolis Bachelor of Science (BS), Indiana University

Signature Selling Method, pSeries Sales Certified, iSeries Sales Certified, xSeries Sales Certified, Linux Certified, CDAT

(Consolidation Data Analysis Tool) SCON, and TotalStorage Sales Certified, Tivoli, Maximo, Catia, Solidworks, VMware Capacity Planner, Dell Storage Sales Certified, Dell Certified Storage Engineer, EMC Certified Storage Engineer, Cisco Sales Expert, Cisco Data Center Specialist, Oracle Linux Server, Oracle Unix Server, Oracle Exadata Certified. High Performance Mindset, Challenger Certification, Azure Fundamentals Microsoft Certified, Modern Workplace Microsoft 365 Certified, Dynamics Microsoft Certified.

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