SALES AND BUSINESS DEVELOPER
Experienced Sales and Business Development professional specializing in sales of Information Technology solutions; Software as a Service (SaaS), Internet of Things (IoT), Platform as a Service (PaaS), Software Licenses, IT and eCommerce Services. Successfully initiated and cultivated relationships with C-Level Executives. Spearheaded the introduction of new technology products and services into multiple vertical markets. Increased sales revenue and market share for Start-up and established Companies. Positioned to benefit a Company that wants to introduce new technologies or expand into new markets.
Cold call expert, sales strategy planning, face to face meetings, presentations, demonstrations, telesales, consultative sales, solution sales, RFI, and RFP response skills, forecasting, margin analysis, pricing, proposal development, web meetings, sales training, CRM, Salesforce.com, experienced in territory and time management, new technology products and services introductions into markets.
TECHNOLOGY SOLUTION EXPERTISE
Software as a Service (SaaS), Platform as a Service (PaaS), Internet of Things (IoT), Licensed Software, Software Systems, Cloud Computing, eCommerce, Smart Cities, Share Economy Technologies, Cold Chain, Intelligent Track and Trace, Digital Customer Experience, Smart Lighting, Smart Video, Predictive Maintenance, Condition Based Maintenance, CBM, Machine Learning, Artificial Intelligence (AI), M2M, Smart Grid technologies, Smart Home technologies, Information Technology consulting services, Systems Integration, Network services, Telecom services, Data solutions.
Echidna, Inc. February 2019 – July 2019
Sales and Business Development of Systems and Software Integration, Digital Customer Experience (DCX) and custom development services for e-Commerce software platforms. Echidna serves Companies of all types and industries with B2B, B2C, B2B2C online stores and marketplaces.
Individual contributor opened new accounts / prospects.
Led creation of sales and marketing strategies.
Developed channel partnerships with Oracle, Magento, Kibo software partners and their Reps.
Formed relationships with Technology Solution partners.
Verizon Emerging Technologies January 2017 - December 2017
IoT Sales / Business Development Specialist
Opened Eastern and Mid-Atlantic territory sales for IoT Platform as a Service (PaaS) solutions: Verizon Grid Wide Advanced Meter Infrastructure (AMI) PaaS, Intelligent Video PaaS, Smart City solutions, Smart Lighting, utility Distribution Monitoring / Control to Government and Investor Owned electric, water and gas utilities.
Successfully penetrated new utility accounts and developed relationships with C-Level executives. City, Town, Borough, Municipal Managers and their Board members.
Maintained 20 % in excess of 3 million dollar pipeline quota.
Sold AMI pilot project to the largest water utility in the United States.
Sold AMI electric trial to a Borough in Pennsylvania.
Consistently exceeded activity metrics of cold calls, customer meetings, technical presentations and demonstrations resulting in RFP, trial and pilot opportunities.
Contributed subject matter expertise in support of RFI/RFP/RFQ responses.
Collaborated with regional Verizon field teams and solution partners to develop revenue opportunities and advance PaaS sales.
Provided ongoing training to Verizon field teams and market feedback /intelligence to management and product teams.
EC Infosystems / Jasmine Universe July 2009 – January 2017
Manager Business Development
Sales and Business Development of SaaS solutions to Retail Energy Marketers (ESCOs). Introduced Jasmine IoT Energy Management System into the Electric Utility industry.
Consistent sales goal achievement of new Retail Energy Marketer (ESCO) customer acquisitions and switching of existing ESCOs from competitors for sales of Software as a Service (SaaS) Billing/CIS system and EDI file transfer processing services.
Closed sales for Wolters Kluwer CCH Tax Module add-on to Billing/CIS SaaS system.
Obtained New York State Minority Business Enterprise (MBE) certification to secure business with New York State and New York Power Authority (NYPA).
Created new customer market by converting Oil Companies into ESCOs resulting in additional sales of ECI’s SaaS Billing/CIS system and EDI services.
Spearheaded introduction of Jasmine IoT Home Area Network (HAN) and Small Business Area Network (SBAN) energy management system into the Electric Smart Grid market.
Successfully opened accounts and developed relationships with C-Level Executives of Utilities, Cooperatives, Municipalities, and Cities resulting in RFP and engagement opportunities.
Formed Solution Partner relationships to architect end to end solutions for the Jasmine Universe IoT system.
Obtained and maintained deep knowledge of Smart Grid, and IoT technologies and their interaction with Utility OSS, Business Systems and Utility Business Processes.
Provided IoT sales training and support to India office’s sales team.
ServiceSPAN May 2007 - February 2009
Director of Sales
Developed sales for new Business Process Automation software product ServiceSPAN brought to market that reduced operational costs for Tier 1 Telecommunications Carriers. Covered and managed a national sales territory.
Created sales strategy, sales process, and cold call scripts which expanded business to Cable, CLEC, Satellite TV, and Wireless Communications companies which were new markets for the Company.
Expanded market penetration into new business verticals including Health Care, Claims Processing, and Laboratory Companies. Resulting in additional revenue opportunities for software licensing, systems integration and software development services.
Signed a one hundred thousand pilot deal with a Laboratory Company; ServiceSPAN’s first customer outside of the Telecom industry.
Business Development / Sales Manager February 2005 - May 2007
Sales Manager and individual contributor responsible for a personal quota and managed the activities of three sales people. Penetrated into C Level Executives and Information Systems Directors to initiate and develop relationships for new account sales of Information Technology Consulting Services. Services include; application development, programming, ERP, database, web development and networking. Led the introduction of a new line of Security Software products to the financial services market, in partnership with Zecurion.
Consistent personal sales quota achievement.
Expanded BAO Group’s sales concentration from Metro-New York to a nationwide sales territory increasing the Company's revenues 40%.
Developed target lists of companies to call on in the new sales territories.
Initiated and developed Partner relationships which grew IT Services and Product sales.
Hire/train/manage sales professionals.
Created sales training program that reduced sales salary costs by 50%.
Friendly Advanced Software Technology Inc. (FAST, Inc.) January 1998- December 2004
Senior Sales Executive
Penetrated accounts in a variety of vertical industries to initiate and develop relationships Business Owners, C-Level Executives and Information Technology (IT) Directors across a nationwide territory which generated new business sales for IT Consulting Services, and Project Development Services. Services include; application development, programming, ERP, database, web development and networking.
Consistent sales results in excess of 100% of quota
Part of initial sales team that increased revenues from 5 million to 15 million dollars in one year prompting a successful sale of the Company.
Successfully won RFP's to gain contracts with GE, Hartford Insurance, International Truck & Engine and Allied World Wide, which generated revenues of $976,000.
Increased billing in a major Utility Company from $130K to over 1.7 million annually.
Trained all new sales hires in the FAST sales process, also mentored junior sales representatives doubling their monthly sales revenue / profit results.
Brought constant flow of new customers to the company including Alcon Labs, Rexel Southern, Bairnco, Fleming Foods, MSC Industrial Supply, International Paper, Sysco Foods, Vickers, Las Vegas Water District, Swiss Colony, Sacramento Transit, Kohler Co, Springs Industries and many others.
Clarion University of Pennsylvania-Clarion, PA
BFA Degree: Major, Fine Arts and Communications; Minor, Accounting