Award-Winning IT Services Sales Executive

Steven B. Winter

Award Winning IT Services Sales Professional

San Francisco, CA **********@*****.*** 415-***-**** www.linkedin.com/in/stevenbwinter

SKILL SET

Innovative senior account executive transforms businesses with enterprise IT solutions for B2B customers. Proven coach of complex, virtual, cross-functional teams. Grows revenue and establishes rapport with start-ups as well as heavily matrixed, Fortune 500 companies.

Integrity, planning and strategic analysis drive deals, forging collaborative alliances. Big picture view of the entire sales process from lead generation to contract closure. Grows strategic accounts while honing trusted advisor relationships with the C-Suite.

PROFESSIONAL SALES EXPERIENCE

SUPPORT FOR FAMILIES OF CHILDREN WITH DISABILITIES, San Francisco, CA 2016 - Present

Parent Mentor

Have been serving as a Parent Mentor volunteer for this non-profit by supporting parents learning how to care and advocate for their non-typical children.

EMC, San Francisco, CA 2015 - 2016

Client Solutions Director, West

Drove new services business via identification, positioning, and development of big data, IT as a Service (ITaaS), and hybrid cloud ecosystems.

Enabled positive business outcomes, versus cost-based technology plays, leveraging infrastructure transformation, application modernization, cloud and big data analytics.

ARVATO SYSTEMS NORTH AMERICA, San Francisco, CA 2014 - 2015

Senior Account Executive, West

Owned sales of SAP Hybris e-commerce systems integration services for IT arm of Arvato AG, a leading global outsourcing provider belonging to international media and services company, Bertelsmann.

Orchestrated complex, technical proposals for potential customers including Oakley, Clarks, and Vizient.

HP ENTERPRISE SERVICES, San Francisco, CA 2010 - 2012

Client Services Executive

122% of a $15M quota ($18.3M) for IT infrastructure; largest deal was $11M at major US airline.

Delivered comprehensive IT consulting services engagements valued at $18M for application management, business process outsourcing (BPO), infrastructure outsourcing, and enterprise cloud-computing services.

DUN & BRADSTREET, INC., San Francisco, CA 2005 - 2007

Principal Consultant, Sales & Marketing Solutions

107% of a $7.4M quota ($7.9M) for services and software; largest deal was $16M at Cisco.

Closed over $20M in data, analytics, and proprietary master data management (MDM) software at two national accounts (Cisco and Oracle) for this $1.7B provider of business information and insight.

START-UPS & F500

RIPFIRE, INC., San Francisco, CA

National Sales Executive

Designed, launched and implemented corporate sales strategy for 10-employee enterprise search and personalization software start-up. Knocked out industry-leading competitor (Verity) at Wal-Mart.

ENSENDA, INC., San Francisco, CA

Director, Sales, Western Region

Constructed and implemented territory sales plan for western half of US at 20-employee business process outsourcing (BPO) start-up specializing in “last mile” distribution and logistics.

IRI (INFORMATION RESOURCES, INC.), San Francisco, CA

Vice President, Technology Consulting Services, Western Region

Brought in $11M (110% of plan) in IT consulting services and business intelligence (BI) software within named accounts for $500M provider of enterprise market data, analytics and software.

XEROX BUSINESS SERVICES, San Francisco, CA

Outsourcing Sales Executive, West

Orchestrated multi-million dollar, highly complex sales cycles for BPO agreements in high-tech and legal markets for services division of Xerox. Closed new business with Bain, Intel, HP, Lam Research, and Cirrus Logic.

EDUCATION

BS, Business Administration - University of Arizona, Eller College of Management - Tucson, AZ

AWARDS

4-time Xerox "President's Club" winner for closing multiple outsourcing agreements with F500 clients including Intel, HP, Cirrus Logic and Lam Research; twice in the national "Top Ten" of over 200 peers.

SALES TRAINING

- Helping Clients Succeed - Franklin Covey

- Strategic Selling - Miller Heiman

- SPIN & Negotiation Skills - Huthwaite

- Situational Leadership - Ken Blanchard

- Presentation Skills - Communispond

- Project Management - SkillPath

- Value Driven Selling - Mohr

- Corporate Storytelling - Articulus

- Executive Relationship Building - Stinson

- M3 Learning - Miller

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