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Sales Manager

Baltimore, MD
September 26, 2019

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Columbia, MD *****


Performance-Driven, Business Development and Relationship Manager who has Attained Notable Success Demonstrated Ability to Source & Close Deals in any environment with First-Class Territory Growth Management Experience & Expertise in Selling Complex Software Solutions Strategic Targeting and Prospecting Systems SaaS Leadership Needs Assessment and Product Education Customized Presentations Consultative Selling Excellent Communication Organizational Problem Solving Skills New Business Development Client/Relationship Management Complex e-Discovery Litigation Management and Software Solution SaaS Collaborative Software Systems and Work Flows Customer Retention Market Penetration Strategic Account Development - Market Positioning Product Education Marketing Sales Portfolio Management Training Complex Sales Cycle Management SELECTED ACHIEVEMENTS

(2017) Exceeded sales goals by 104% by utilizing effective territory growth management skills

(2015) Met $1MM annual quota objective by establishing key relationships with decision makers and partners

(2013) Expanded business by 167% through a combination of multi-channel communication approach

(2007-2009) Maintained & exceeded monthly sales quota goals of $75K a month, consistently brought in revenues of


Top Performer Northeast Region, Northeast Region Sales Person of the Year, Top Office Performer EXPERIENCE

ARC Technology Solutions - A unit of ARC Document Solutions 2016 to Present A global document technology solutions company, that provides construction and architect companies with an information management solution for the building lifecycle.

Regional Sales Manager

Increase revenue in a multi-state territory through strategic new business and retention sales activity

Established key relationships with construction and architect companies to sell IT software solutions

Collaborate with marketing and operations teams for best practices and strategies to grow territory

Utilize CRM tools to maintain a high level of sales activity through various prospecting strategies

Leverage industry expertise to create customized solutions that could be easily incorporated into the client’s business model

Develop value-based presentations to enhance the promotion of the software solution Integreon Managed Solutions Inc. 2014-2016

A worldwide provider of integrated legal research and business support solutions to corporations and firms for litigation preparedness, consulting, data analytics and forensic consulting. Director of Business Development

Promoted the growth of the entire company by involvement in outsourcing opportunity projects with high potential of strategic and revenue value

Negotiated contracts and pricing that met both the customer and Integreon’s objectives

Developed new business through research, prospecting and working with other business development team members, project managers and the IT Department

Collaborated with Delivery Team, Marketing, Projects Set-up, Legal, Finance and IT/Facilities Teams to gather and present key client deliverables

Scoped, organized, and coordinated project and RFP bids throughout the process to meet the monthly objectives

Responsible for developing and presenting customer facing collateral in pursuit of contract awards Page 2

Ricoh USA, INC. 2013-2014

A multi-billion dollar global company with state of the art products service solutions in the business equipment market. Account Manager

Directed growth in a geographical territory that drove new business and grew current accounts

Presented to various business sections specific solutions that included document management software, cloud-based solutions, IT services, e-Discovery, facility management and hardware

Meet weekly/monthly goals and objective for presentations and RFP’s

Facilitate and manage contract negotiations on each deal

Execute on core strategies and drive sales

Livia Legal, North America 2010-2013

A service provider automating the legal industry offering cloud-based systems to help law firm manage their practices. Director of Business Development

Won deals by selling law practice management software with cloud base solutions from startups to medium-sized law firms throughout the United States

Conducted targeted lead generation opportunities with Legal Professional Associations

Implemented growth initiatives to increase revenue opportunities

Leveraged all internal resources to achieve sales growth Esquire Solutions 2006-2010

A national provider of court reporting services and technology that helps insurance companies, corporate legal departments and law firms. Account Manager

Prospected and won a major account with The City Of Baltimore Department as a client; generating millions of dollars in revenue

Managed a large portfolio of clients’ accounts, selling and marketing a suite of litigation support solutions to attorneys and law firms.

Presented and closed deals $4MM of annual revenue with services: court reporting, e-Discovery, SaaS, facility management, software document management, and litigation support

Directed involvement with large electronic discovery computer forensic cases; including participation in discovery process

Conducted “Lunch and Learns at client locations on variety of topics such as forensic evidence, electronic discovery education, and CLE courses

Loislaw 2004-2006

An organization providing a legal research platform for smarter legal research tools and libraries. Account Executive

Sold legal research software and internet services to attorneys state-wide

Provided training to attorneys and their staff on the best utilization for the array of products and services

Created standardized proposals and other project-related documentation Education & Credentials

Bachelor of Science - Business Marketing - Morgan State University Technology - Cloud Software, Legal Software, Microsoft Suite Applications, Salesforce, SAP, CRM Tools Professional Organizations - Maryland State Bar Association, Washington D.C. Bar Association, Maryland Paralegal

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