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Sales Executive

Portsmouth, NH
September 30, 2020

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Ed DelValle

*** *********** ** • Portsmouth, NH *3801 • 603-***-**** c

Marketing & Sales Professional, Information Technology

Strategic Planning / Customer Needs Analysis / Client Negotiations

Hardware & Software Expertise / Customer Solution Centric Approach / Team Leadership

Accomplished, analytical IT sales and marketing professional with comprehensive experience driving strategic customer negotiations, performing needs analysis, and team management to realize substantial sales growth throughout career and demonstrated productivity. Expertise in introduction of new products to marketplace. Effectively collaborate and build relationships across functions to align marketing strategy with team goals to achieve results. Proven success both in direct client relationships as well as indirect channel sales approach to assist in building overall sales funnel and heightened awareness of manufacturer’s product lines.

Superior team leadership, analytical, and planning talents; history of success interacting with legal, contract management, and internal customer teams as well as distribution partners. Comfortable dealing with all C levels of management within corporate environments. . Excellent problem-solving, communication, and interpersonal skills. Proficient in Microsoft Office Suite,, Outlook, and Lotus Notes.

Sales & Marketing Strengths:

Strategic Planning and Implementation

Contract Development / Negotiations

Recruiting and Staffing Initiatives

Sales Training and Development

Comprehensive Project Management

Report / Presentation Generation

Customer Consultations

Process Improvement / Compliance

Professional Experience

Marketstar/HPI – New England

IPG Specialist, March 2016-Present

Hired to perform sales trainings for sales teams as well as assist in closing sales opportunities with customers in small business as well as large corporate and enterprise businesses. Also organize sales promotions and activities to help drive sales for HP printing products and solutions.

Closed numerous sales deals which included document work flow solutions as well as secure print solutions. Organized the coordination between partner tech team and the HP tech support team to work with the customer to understand and then put a plan in place to roll out the solution.

Closed numerous deals on HP secure print solution to position print security as a key to total IT security.

Canon Solutions Americas – Boston, Massachusetts

Marketing Representative, 2016

Sales for copiers, printers and software solutions.

Selected Contributions:

Successfully sold into numerous SMB, education and government accounts

Successfully sold Canon products against the HP printing products. Because of my numerous years with HP I was able to help properly understand HP’s products and solutions.

Hewlett-Packard Company – New England

Imaging and Printing Group Specialist, August 1988 – April 2014

Hired to work with channel partners to sell our printing products successfully into end user accounts in SMB, Corporate and enterprise accounts. Trained hundreds of sales reps on hardware and software solutions. Trained on how to positioned the technology so they could successfully sell our products and software solutions.

Went on numerous end user sales calls as the HP sales expert and closed end users deals by positioning the HP products and solutions as well as the technology. Ran end user seminars to bring together customers to see the HP printing solutions and close deals. Closed millions of dollars in sales.

Worked with numerous channel partners regionally and nationally as well as internationally. Put together strategic business plans with partner’s executive management as well as HP executive management to jointly roll out a successful joint plans to achieve the selling goals for both HP and the partner in order to win the business for HP.

Trained hundreds of sales reps on our printing products and software solutions. Positioned the HP products to the reps to help them understand how to successfully sell into accounts and position our products against our competitor’s.

Worked on startup businesses, within HP. Helped build the first managed print services team where we rolled out a print practice to our partners to help them position and sell our products in a new way giving them different tools to be successful. Won numerous deals with the partners using this program.

As a result of the work I did with these businesses they are now a major focus for both growth and profitability for HP now.

Built a sales team to position and sell our first generation multifunction printers (MFP). We introduced a new line of copier products (MFP) to go after a new market for HP in order to compete and grow sales in a new print category.

This business has now grown into a multimillion dollar business based in part on my ability to demonstrate the growth opportunity with sales through my partner base of accounts.

Built an SMB vertical solution practice for legal and real estate markets that included both hardware and software to build a turnkey solution for end users. This practice grew into very large business where HP built solutions for large and enterprise accounts.

Because of my success rolling out the solutions to both end user and partners it grew to a major focus for more verticals into the enterprise space for manufacturing, healthcare and education.

Sold millions of dollars of HP printing products and software solutions including of the biggest secure print deals in 2014 to a large banking institution for $15M.

Education & Credentials

Bachelor of Arts in Sociology University of New Hampshire – Durham, NH

Certificates included - Print Security, Color specialist, MPS certified

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