JACK H. SCHWINN

732-***-**** · ad2j14@r.postjobfree.com

https://www.linkedin.com/in/jackschwinn/

ENTERPRISE SALES: Technology Sales & Services Management

Dynamic, innovative and highly effective sales executive with a career history of leading organizations to dramatic gains in international and domestic sales, client base expansion, customer retention and revenue generation. Seasoned enterprise sales and professional services expert who has successfully sold a diverse range of enterprise software for over 20 years including data management, operating systems, business application software, SaaS (cloud applications), productivity software, collaboration software, communication software, integration and middleware, databases and developer tools. Communications specialist with the unique ability to match technology solutions to business needs, garnering myriads of satisfied clients and closed deals. True sales leader who brings peers and team members to levels of achievement far beyond original expectations, yielding continuing business growth and strong profitability.

Enterprise Sales · Technology Sales · Business Application Software · SaaS · International Accounts

Proficiency in Salesforce · Client Acquisition · Customer Retention • IaaS · Business Development

High Technology · Financial Services · Healthcare · Direct Sales · Cloud Computing • Account/Territory Management · Sales Cycle Management · Analysis · Forecasting · Revenue Generation • Business Process Outsourcing · Change Management · Software Development Services •

• Storage • Professional Services · Training · Mentoring · Cybersecurity · Methodology · Discipline · Cybersecurity

PROFESSIONAL EXPERIENCE

CONTINUITY SOFTWARE, Tel Aviv, Israel · January 2022 – May 2024

Sales Director, North America: Continuity is the leading provider of storage security -- helping enterprises protect their data from ransomware by securing their storage and backup systems. I am responsible for driving North American revenue and have exceeded the quota target of $6.5M in 2022 and am at 130% attainment YTD as of Q3 FY 2023 (quota $8M).

Continuity’s StorageGuard complements existing solutions, by adding a layer of security that prevents attackers from penetrating enterprise storage systems and reaching enormous volumes of critical data.

Among Continuity’s customers are the world’s largest financial services firms and Fortune 500

enterprises. My responsibilities include building both the North American sales organization and driving the North American business for Continuity.

COMMVAULT, Tinton Falls, New Jersey · July 2011 – December 2021

Commvault integrates with leading hardware providers (i.e. IBM, NetApp, HP, Hitachi) and leading software providers (i.e SAP, Oracle, Microsoft) to provide a comprehensive and holistic solution for data management and protection.

Director of Sales: Have held a variety of sales leadership positions including building an enterprise sales team as well as building out the Canadian sales organization as the company has increased its revenue growth over the past six years. Currently, am managing a sales team responsible for driving revenue, prospecting, building pipeline, lead follow up and increasing customer satisfaction primarily in the Northeast and Mid-Atlantic regions. Expanded and further developed the partner ecosystem. The team has exceeded attainment in seven of the past nine years.

·Have grown the Northeast enterprise segment from $12M to $49M over the past eight years

·Attainment of 105%, 110% and 95% over the past three years

·Closed the largest enterprise deal in 2020 ($3.7M)

HANU SOFTWARE SOLUTIONS, Princeton, New Jersey · October 2010 – July 2011

Hanu provides high-quality, high-value software development and business process outsourcing services to independent software vendors (ISV’s) and enterprise customers.

Vice President, Software Services Division: Provided sales leadership to an organization responsible for driving new business. Responsible for US revenue attainment, new business development, customer retention and customer satisfaction. Oversaw all segments of sales responsibility including sales, staffing, partnerships and strategy. Built, mentored and developed highly skilled and top-achieving sales teams incorporating solution selling and formal sales disciplines.

INFRAGISTICS, East Windsor, New Jersey · February 2005 - October 2010

Market leader in sales of .NET developer tools to Microsoft Visual Studio users (250 employees, $28M company).

Vice President, Global Sales: Maintained accountability for our largest international customers while fostering continual client satisfaction and business growth. I managed three sales managers who were responsible for insides sales, customer service and lead generation. Implemented a solution sales methodology, strategic selling processes and formal pipeline management. Mentored and helped develop highly-skilled and top- achieving inside sales teams to support global customers.

·Boosted global sales by 200% in 1.5 years (from $3M to $6M)

·Closed multiyear agreements with global banking leaders Credit Suisse ($1.5M), Morgan Stanley ($1M) and Barclays Bank ($1.2M), representing largest accounts in company history.

·Garnered revenue achievements of 111% (2006), 138% (2007), 108% (2008), and 102% (2009).

·Developed key strategic partnerships and customer relationships with leading firms including Morgan Stanley, Microsoft, Avanade, Exxon, Intel and Thomson Reuters among others.

MICROSOFT CORPORATION, New York, New York · June 2000- January 2005

Account Executive: Responsible for selling Microsoft’s entire technology portfolio in order to enable clients to integrate their infrastructure with Microsoft technologies. Provided full range of account management services for assigned enterprise accounts. Sold business solutions including content management, CRM, operations management and collaboration. Executed licensing and professional services contracts, and drove services engagements. Developed strategic account plans, generated and maintained pipelines, built executive relationships and negotiated contracts. Managed a virtual team of technical subject matter experts. Expanded accounts in financial services, manufacturing and retail industries. Garnered strong customer satisfaction as well as continually rising sales achievements.

·Grew service revenues by 500% year over year.

·Exceeded licensing revenue quota for four consecutive years.

·Boosted annuity contracts by 36% and support contracts by 32%.

·Awarded for outstanding contributions to Microsoft in 2001 and 2003.

WAYSIDE TECHNOLOGY (Formerly PROGRAMMER’S PARADISE), Shrewsbury, New Jersey · October 1987- December 1999

An integrated technology firm that provided technology solutions to corporate, government and educational organizations. Annual sales in excess of $146M.

Director of Corporate Sales: Provided complete management for both the US field and inside sales organization. Built an efficient, client-focused customer facing sales organization. Managed personnel, sales cycle, sales budgets, subject matter experts, training, and more. Utilized sales and sales management prowess toward enabling rapid client expansion. Provided sales analysis, strategic planning and company sales direction. Enabled rapid and continuing business growth and strong profitability.

·Grew corporate sales by $29M within 2 year period.

·Raised North American revenue figures by 200% in 24 months.

·Built highly professional, achievement oriented sales organization from the ground up.

·Managed all aspects of Microsoft’s Large Account Reseller channel program.

·Awarded Gold Presidents Club for top achievements in 1990, 1991, 1992 and 1993.

·Recognized as Top Salesman of the Year 3 consecutive years.

EDUCATION

Bachelor of Arts in Political Science

Muhlenberg College

Training

Microsoft Industry Solutions University: Media & Entertainment; Insurance & Banking; Financial Services

The Executive Conversation, Inc.: The Executive Conversation

Sales Performance International: Microsoft Solution Selling

Siebel: Microsoft Territory Planning

OnTarget, Inc.: Target Account Selling

FGI, Inc. (Lee Van Vechton): Blackbelt 1: Advanced Course for Sales Management

Direct Marketing Association: Inbound/Outbound Telemarketing

American Management Association: Selling to Fortune 500s; Managing Chaos

The IDK Group: Sales Management Workshop

Padgett Thompson: How to Supervise Better

Awards/Achievements

2014, 2015, 2016 – President’s Club, CommVault

2003 - Outstanding Contributor, 1st Qtr., Microsoft Corporation, NY/NJ District

2001 - Outstanding Contributor, 4th Qtr., Microsoft Corporation, New Jersey District

1990, 1991, 1992, 1993 - Programmer’s Paradise Gold President’s Club

1991, 1992, 1993 - Programmer’s Paradise Top Gun Award “Top Salesman of the Year”

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