Business Development Marketing Programs
Resume:
RESUME'
Harold (Dan) Lemke
Cold Spring, Minnesota 56320
Email: *******@*****.***
Vision Group®
-Cofounder and President
Sold consulting services to medium sized software, hardware, SAAS clients o Consulting practice engaged with over 24 clients o Have trained over 2000 sales, marketing, and, executives in sales and consulting techniques o Helped organizations develop processes which enable them to go public
Most successful client was sold for over $2.1 Billion o Developed forecasting models for over 15 organizations throughout the US
Teach workshops that help sales, marketing, and management how to win in difficult and complex sales. o Specialize in selling large opportunities >$250,000 Lawson Software
-Region Manager - Central U.S.
Achieved fiscal quotas (104%) for the region.
Actively grew this region by >50% year over year through increased marketing and focus on larger sales opportunities.
Responsibilities include P&L, forecast accuracy management, Revenue attainment goals, regional marketing programs, and development of sales personnel in the “Solution Selling®/CustomerCentric Selling™ model. Tandem Computers, Incorporated
-Director Business Development & Cross Industry Marketing
Management of business development for Americas Sales Initiative Group
Director of Cross Industry marketing programs.
Directed Sales personnel in the Telco, Finance, Commercial and Cross Industry markets for Tandem Computers. o Achieved greater than 100% of quota over 3 years.
Won Sales person of the year with over 130% of quota Control Data Systems
-General Manager Product Marketing and Product Management
Management & budget responsibility for Product Marketing/Management, Solutions Marketing, Marketing Research/Analysis, Marketing Programs Development.
Directed 17 people for Electronic Commerce products management and solutions creation in Control Data's Systems Integration business.
Directed marketing programs for Products which included X.400, X.500, SMTP, E-mail Integration, Intranet and Internet related solutions for the fortune 500, governments, and worldwide Telco organizations. Oracle - Application Division
Regional Vice President - Application Sales –
o Responsible for 9 sales executives in 8 midwestern states. o Sales operation exceeded software goal of $20 million annually with a focus in the fortune 250. o The sales operations were responsible for selling enterprise level financial, distribution, and manufacturing software solutions.
o Responsible for the implementation of a sales process called SCOOP (based on The Complex Sale). Tandem Computers, Incorporated
-Area Marketing/Sales Manager-TeleCommunications Division
Managed 3 teams of Sales/Marketing Initiative Managers and their staffs who provided solutions sales expertise and sales
/marketing programs for the Tandem end user sales organization in the Americas (Canada, Latin America and the U.S.).
These teams assisted in the sale of software & hardware solutions for: o Unix systems, Tandem proprietary systems, Atalla security systems, Internet servers and firewalls. Software solutions include billing systems for Telco’s, Acquisition and Collection systems for Wireless companies, and Electronic Commerce network solutions for Telco’s.
-Worldwide Marketing Manager -Business Development
Developed programs for the sale of EDI, E-mail, X.400, Internet and integrated network messaging products and services for Tandem throughout the world.
Special focus on Latin America, Asia/Pacific and Eastern Europe.
Responsible for Corporate Strategy, speaking at industry events, development of marketing/sales initiatives, market segment analysis, development of service providers market.
Target quota of $100 Million for the Electronic Commerce division. Quotas were exceeded in 1994 and 1995 with growth rates of greater than 30% annually.
-Business Development Executive
Management of 6 sales teams (12 people), and the management of solution partners. Target revenue of $20 Million. Growth rates of greater than 50% achieved.
-Senior Account Manager
Responsible for one of Tandem's top 25 strategic customers. Responsibilities included management of 3 systems analysts, a national services coordinator, and an engineering maintenance service for this nationally known retail customer.
Throughout this period $28M in net new business orders was achieved.
*Special Recognition --
*1 of 18 sales people worldwide selected to the Presidents Council
*Achieved annual quota/plans 8 out of 9 years.
*Awarded Tandems division award for excellence
-AT&T
District Sales/Marketing Manager
o Direct management responsibility of 4 first line managers & 40 sales and sales support personnel I n Minnesota, Wisconsin, Iowa, Nebraska, North and South Dakota. o Sales for this group was in excess of $70 Million. responsible for an EDS systems integration initiative (2 EDS Senior consultants reporting to me).
-McCormick and Dodge Corporation
Area Representative Opened and managed a new sales office for M&D. Responsible for sales of financial software in Minnesota, Wisconsin, Nebraska and parts of Illinois.
-Xerox (Computer Services Division)
Installation Consultant of Online Real Time Manufacturing/Distribution software
Customer Service Manager – 6 Account Managers, and, 13 consultants o *Branch Manager New Sales (Branch of the year)
o *Sales/Marketing Manager (New Sales)
o *Account Representative (Existing Mfg/Dist. Accounts) o *Manufacturing - Billable Business and Systems Consultant o *Special Recognition -- Achieved Annual Goal 6 years consecutively o *ICP Million Dollar Software Sales Award
-Cargill, Incorporated - Chemical Products Division
Office/Operations Manager -- Responsible for office automation, traffic management, manufacturing plant production scheduling, branch accounting and customer service. Responsibilities included the management and direction of 13 personnel.
Sales Representative -- Responsible for the sales and marketing programs for the
"Chemical Products Division" in the Chicago area.
Education
B.S. Management University of Utah Cum Laude)
B.S. Finance University of Utah (Cum Laude)
Post Graduate study for MBA University of Utah (Magna Cum Laude) US Air Force Honorable Discharge
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