Daniel C. Hart Director of Business Development & Sr. Account Manager

adl1kt@r.postjobfree.com LinkedIn 508-***-**** Grafton, MA

Pragmatic and enterprising professional with success driving revenue and strategy, growing client relationships, and creating go to marketing campaigns for information technology client solutions. Customer-focused salesman with the demonstrated leadership, negotiation and business acumen, and creative problem-solving skills requisite in the implementation of successful sales strategy. Skilled at building and cultivating lasting partnerships and loyal teams, ensuring both financial and professional growth. Areas of Expertise include:

Business Development

Market Analysis & Reporting

Forecasting & Prospecting

Sales & Marketing Campaigns

Contract Negotiations

Strategic Planning

Channel Sales Strategies

Operational Management

Government Contracts

Professional Experience

TECH HYDRAULICS/GORILLA HAMMERS Randolph, MA October 2020 to present

Heavy construction equipment manufacturer

Director of Business Development (October to Present)

Hired to build an outbound sales team with ambitious agenda to double sales in 3 years. Responsible for generating sales leads and expanding the customer base of the organization with construction contractors, equipment dealers, rental companies, and exporters. Administrative responsibility to setup, launch, and maintain Salesforce. Make 50 outbound calls per day to gain interest, schedule Zoom or onsite meetings, provide quotes, and build rapport.

SEACHANGE INTERNATIONAL Waltham, MA 2017 to October 2020

Software enterprise solutions

Senior Account Manager (2019 to Present)

Hunted into a portfolio of North American accounts to deliver enterprise software solutions for companies that utilize streaming video technology that make use of predictive analytics, machine learning, and business intelligence tools. Expanded client relationships and strategies with customers that engendered corporate confidence and trust. Worked with C-level executives, Directors of Engineering, Finance, Marketing, and Legal teams to implement technology. Coordinated with Sales Operations to deliver enterprise solutions to the customer. Planed sales strategies and goals that recognized growth opportunities and drove revenue. Made cold calls on a daily basis to gain interest and setup Zoom discovery calls. Ability to entertain clients over diner and sporting events to build trust and close deals. Worked booth at numerous trade shows.

Key Accomplishments:

Generated $7M in revenue with milestone-based contracts.

Top sales representative for 2019.

Sales Operations & Business Development manager (2017 to 2019)

Built global sales pipelines for the field sales team by finding and qualifying fresh opportunities that grew new and existing relationships, building trust and faith in the ability of the company to provide effective advertising solutions. Created department sales strategies to increase sales productivity by simplifying processes, discerning opportunity, and implementing sales automation tools. Effectively utilized enablement software such as Salesforce. Mentored individual salespeople on global inside sales team to increase deal closing rate. Oversaw all software maintenance agreement (SMA) renewals and reporting. Collaborated with marketing team on trade show presence.

Key Accomplishments:

Met the team quota goal of $2M by expanding client base into untapped markets.

Delivered 40 new customer meetings and webinars per quarter, team best.

JUNIPER NETWORKS Westford, MA 2013 to 2017

High-performance network solutions corporation, a leader in networking technology, acquired BTI Systems in 2016, leading to a promotion.

Business Development & Channel Partners Manager (2016 to 2017)

Identified sales leads, pitched cloud data center products and services to potential clients in banking, financial, and telecommunications industries. Cultivated positive working relationships with existing and prospective clients. Led collaborative product and marketing campaigns, ensuring market readiness for sales teams and channel partners around the globe. Teamed with channel partners to sell more Juniper (formerly BTI) products and services. Provided technical training and product presentations for customers, sales teams, and channel partners on router, switching, packet-optical, software OS, cybersecurity, and cloud-based delivery platforms.

Key Accomplishments:

Led team to meet the $25M quota in 2017.

Business Development Manager (2013 to 2016) BTI Systems

Initiated global customer leads while improving current client relationships for BTI’s optical cloud connect routing platforms by targeting cable service, big tech server, cloud service, colocation, and hosting providers such as Google, Apple, and Microsoft. Built existing account footprint and upsold additional products in cooperation with Account Managers, exceeding quota and revenue goals. Attended tradeshows and set up meetings with C-Suite executives, engineers, and network architects.

Key Accomplishments:

Secured 40 qualified meetings per quarter, building a $15M book of business.

Recognized by CEO as top revenue generator in 2015.

DELL, INC. Grafton, MA 2012 to 2013

Multinational computer technology company is the third largest PC vendor in the world.

Senior Account Manager

Drove sales and profitability objectives by developing new client relationships for all strategic accounts in healthcare, medical, government, financial, education, and commercial institutions. Determined marketplace opportunities and prospective clients, wrote proposals, negotiated contracts, and worked with Dell Channel Partners for the entire Dell product line including hardware, software, and consulting services. Managed and mentored account managers, demonstrating advanced sales, market research, and business skills.

Key Accomplishments:

Exceeded 2012 third-quarter sales by 115%, equaling $4.1M in revenue.

CA TECHNOLOGIES Framingham, MA 2011 to 2012

Later acquired by Broadcom Inc, this multinational SaaS software company specializing in agile management, dev/ops, and IT operations management was ranked one of the largest independent software corporations in the world.

Senior Account Manager

Composed sales plans and strategies to reach and exceed account goals. Maintained existing account relationships and expanded client base in the medical, healthcare, IT, and on-demand enterprise solutions sectors. Elevated relationships with C-level executives, IT managers, and network engineers.

Key Accomplishments:

Generated $650K in new revenue in the first 9 months with zero initial revenue pipeline.

Doubled pipeline sales in the first year.

ORACLE AMERICA Burlington, MA 2009 to 2011

#1 database company in the world delivering cloud and enterprise solutions.

Senior Account Manager, Core Software Technologies Group

Developed strong relationships with national billion-dollar accounts in pharmaceutical, healthcare, medical, commercial, financial, education (K–12 & University), and state & federal government markets. Identified novel opportunities within the accounts to sell additional software licenses and manage SMAs. Sold multiple enterprise software and hardware solutions by maintaining 150 weekly calls with 2+ hours of talk time each day.

Key Accomplishments:

Hit 105% of the annual $2.1M quota in fiscal year 2011.

Education & Training

Bachelor of Science in Electrical Engineering Technology

UNIVERSITY OF MASSACHUSETTS Dartmouth, MA

Professional Development

Zig Zigler • Brian Tracey • Basho Strategies • Spin and Sandler

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