DIRECTOR OF SALES /BUSINESS DEVELOPMENT/ACCOUNT MANAGEMENT
Demonstrated background in Cloud Technology, SaaS Solutions, IT Consulting, BI, Big Data Analytics, New Business Development, Channel Sales, Relationship Building, and Sales Consulting,
Accompanied with proactive coordination, team building and problem-solving skills
Results oriented, focused, energized and performance driven sales professional with a consistent record of top performance in areas of business development, revenue growth, prospecting and account management. Working directly with top tier channel partners and software manufactures to ensure clients are always being presented with the right technology to meet their business objectives. A respected sales leader with distinguished 20+ year career leading sales operations for high growth organizations in the Cloud Solutions, Security Software, SaaS, IT Consulting Services, BI, Contract Management, Data Analytics and communications services. Possessing a solid track record of always exceeding sales revenue goals, building a pipeline of qualified opportunities, while building strong collaborative client relationships with C-Level executives. Managing client relationships to deliver end-to-end solutions across the entire IT lifecycle from assessment, design, procurement, and implementation. Focusing on solving the complex business challenges of enterprise customers and leveraging sales methodologies to effectively use references to craft a story that makes complex technologies seem simple and understandable for the customer. Experience helping companies align their vision and strategic initiatives around digital transformation that delivers top line results by working collaboratively with colleagues and clients during sales campaigns ultimately selling a vision and long-term partnership.
Top performer with cumulative 20+ years delivering revenue growth generation, account leadership, business prospecting, partnership development and market share growth solutions through relationship/ team building, efficient staff collaborations/ liaisons, exceptional leadership—working closely with C-level Executives, IT/ operations, teams, clients & other employees
Sales Management: Proven ability to generate business, prospecting, networking and developing/ maintaining strong client relationships. Adept at developing and executing strategies that increase market share and sales (by 50%); identify/ capitalize on growth opportunities through analysis, product expertise and sound business instincts. Display achievements securing a new business of $2M at Contract Logix year one and contributing to $54M in sales revenues in just 4 years at IncentOne.
Account Management: Leverages core strengths and connections to develop new accounts and provide solutions for customers; establish customer relationships across all line of business to secure strategic alliances. Ability to incorporate innovative account management techniques that result in enhanced business practices, increased productivity and profits.
Business/ Sales Development: Proven track record of meeting and exceeding sales targets/ quotas every year and generating new business.
Team Management/ Leadership: Adept in collaborating with teams in order to maintain professional standards. Great ability to provide direction, leadership, develops relationships and maintains a favorable public relation having successfully managed 11 account managers.
Client Relationship Building: Ability to provide outstanding client service experience to build loyal client base resulting in a pipeline of opportunities in excess of $13M; with ample skills to resolve complex client issues.
Consultative Solution Selling
Account Acquisition Strategies
High Value Negotiation Skills
Partner Network Management
Awards and Achievements
Received Platinum Sales Award in recognition of stellar work performance and reaching 200%+ of the annual sales quota.
Earned the President’s Club Award for 12 consecutive years for achieving 100%+ quota.
Enterprise Cloud Executive Zones LLC, Auburn, WA April 2019 – Present
Strategically penetrate into key accounts in the Northeast region to drive the adoption of cloud solutions through our partner network of Azure, AWS and Oracle. Engage our partner community to effectively manage the life cycle of the client software assets and introduce new software options. A major focus has been Microsoft Azure where I could leverage my knowledge in Microsoft Cloud programs. Engage with top level IT executives to drive assessment and migration projects by leveraging Zones services organization. I work directly with software manufacturers to ensure my clients have the right technology and pricing programs in place.
Successfully built a pipeline in excess of $8M in first six months
Closed $1.4M in new business software and professional services in first 6 months
Notable clients include Wyndham, McKinsey & Co., Giorgio Armani, PVH Corp, Lindsay Goldberg
Director Business Development Microexcel, Secaucus, NJ Apr 2017 – Mar 2019
As the key driver for the Microsoft Practice I brought new opportunities with new logos across multiple verticals that facilitated in the design of new and profitable professional service offerings around the Microsoft's cloud and suite of productivity solutions. Engage prospects to understand their business, all revenue streams and their growth strategy. By taking an analysis-driven approach to solving business problems and communicate the commitment to deadlines and budgets to my support teams that result in successful projects and long-term relationships. Assist clients build a profitable cloud practice that helps them drive business and improve the customer user experience. Primary focus included cloud services, DevOps, custom application development and IT Services. Knowledge of Microsoft Azure, Office 365, SharePoint, Power BI, Custom Application and Software Development, Enterprise Mobility, User Experience (UX), Business Intelligence /Data Analytics & IoT, Operations & Support, and Managed Services.
Successfully built a pipeline in excess of $4M in project work
Closed $850k in new business in first 8 months
Notable clients include NPD Group, Georgia Dept. Of Corrections, Eagle Home Mortgage
Director of Sales Contract Logix, Lowell, MA Oct 2014 – Apr 2017
Recruited to establish and grow new business in multiple verticals for the NY Metro and Mid-Atlantic markets targeting the Financial, Life-Sciences, Pharma and other industry verticals to position the Contract Logix as a best in class Contract Lifecycle Management solution. Perform system reviews with existing clients to recommend new technology features that can improve their current process. Leverage and nurture relationships with existing channel partners to identify new business opportunities as well as prospect and build new channel partners. Work closely with Marketing and Sales support teams to identify new sales opportunities and strategically position our solution as the perfect fit for existing and long-term objectives. Present and demonstrate an enterprise solution to CXO, CIO, CFO, VP of Sales and Legal Departments that deliver the value proposition and how to achieve the highest level of maturity in their contract management operations. Manage every stage of complex sales cycle that requires interaction and coordination with Pre-Sales Architects and Delivery teams.
Closed $800k in new business within the first 12 months.
Built a pipeline that consists of $3.8M in new business opportunities.
Notable deals with Teledyne, Pall Corp., Frontier Communications, US Bank, Dr Reddy, United Way and Mitsubishi Bank
Sold $500k in professional services to new and existing accounts and achieved 122% of quota for 2015
Billed in excess of $800k in recurring revenue
Registered CLX as a vendor with Fortune 500/1000 companies
Director of Sales Scalability Experts, Coppell, TX Aug 2011 – Sep 2014
Solutions Account Manager (Aug 2011 – Dec 2013)
Identify and pursue new sales opportunities as well as current customer up-sell potential within my assigned territory (North Carolina through New England) resulting in significant new and add on business; build productive relationships with members of the Microsoft, HP and Cisco sales teams and met customer needs/ resolved queries; sold our implementation services directly to the customer based on the recommendations presented in the initial consulting engagement
Secured top position as a high performing salesperson having exceeded my quota ($1.3M) by 20%, selling $1.5M in consulting services. By the 3rd year, sold $1.9M and exceeded my quota by 30% that accounted for 45% of the company revenue for 2013.
Successfully closed more deals with Cisco; a feat not achieved by any other sales representative.
Notable clients include KPMG, UPS, Bridgewater Associates, Prudential Securities and Ernst & Young
Sold the first data warehouse implementation project with E&Y that was $850K in new revenue and second BI Data Warehouse implementation with a major city transit system resulting in $800K in revenue.
Sold 1year server upgrade and migration project with a major hedge fund company in CT.
Regional Sales Manager Zycus, Inc., Princeton, NJ Apr 2010 – Sep 2011
Collaborate with pre-sales, marketing and business development teams to target Fortune 1000 companies in excess of $5Bn in revenue located in the Northeast and Southeast US; liaise with C-Level Sourcing Executives and identify spend analysis, eSourcing, contract management and supplier performance management opportunities; achieve gross profit improvement and secure new business resulting in significant sales growth; attain sales goals through excellent sales skills, team management, strategic planning, stakeholder negotiations and client relationship development
Developed a pipeline of qualified opportunities in excess of $13M in the first 6 months and closed new business of $1M.
Notable clients include Rite Aid, Harley Davidson, Caterpillar, and M&M Mars
Director of Business Development IncentOne, Lyndhurst, NJ Jan 2004 – Apr 2010
Acquired new corporate accounts, maintained and reactivated existing accounts; developed comprehensive account plan for designated key accounts that included account set up and ongoing customer/ client support; established and executed plans for tactical accounts that went beyond expectations in profits maintenance/ increase, account profitability and customer satisfaction
Contributed to significant business growth from 50 to 155 employees and $54M in sales revenues in just 4 years.
Acquired key accounts such as American Standard, Motorola, Fifth Third Bank, Avery Dennison, Ipsos-Direct, Autodesk and Kaiser Permanente.
Propelled sales growth to an average of $3M annually resulting in a portfolio of accounts that were billing $12M in 2008.
Acquired the first international client and liaised with IT and Operations to build a customer website in French and English as well as distribute awards in multiple currencies.
Produced $2M in 1st year sales and $5m in the 2nd year.
Sold the largest program that served over 2.3M subscribers and grew to nearly 2M the 1st year.
Product Specialist Xpedite, Inc., New York, NY Jun 2000 – Dec 2003
Developed partnerships with sales teams in 2 New York City offices to increase revenue and enhance customer service; manage the needs/ requirements of high revenue accounts through extensive follow-up procedures; developed and strengthened relationships with new and existing accounts with the new VoiceReach platform.
Generated $2M in sales by identifying and capitalizing on opportunities to market products to new industries.
Introduced technology that increased production five-fold and decreased operation costs while increasing revenue.
Secured a $350K account from a major competitor by offering better products and service.
PRIOR WORK HISTORY
Channel Sales Manager/ Channel Account Manager; Arch Communications, Inc., Fort Lee, NJ (Sept 1994 – May 2000)
Regional Credit Manager; Metromedia Paging, Inc., Ridgefield Park, NY (Oct 1990 – Aug 1994)