Douglas Edwards

Potomac Advisors

**** ***** ***** **, ***** Mount, NC 27803

919-***-****

advo0w@r.postjobfree.com

SUMMARY

Business Development professional with extensive pricing and sales experience to large businesses and local, state and Federal government clients. 20 years of experience as senior BD executive. MBA and extensive management experience, supervising large teams and regional markets.

QUALIFICATIONS and SKILLS

Pricing Volume Manager

Business Development specialty include venture backed technologies, data management and data security

Managing sales teams with selection of hires, training, and performance advisement

Over 16 years of experience in fortune 200 to startup sales teams

Channel management and development including large integrators and OEMs

Solution Selling skilled

PROFESSIONAL EXPERIENCE

Potomac Advisors, Consultant

Create pricing and growth strategies for proposal services company in Mid-Atlantic. Developed pricing models for bids to major systems integrators and management consulting firms. Execute pricing strategy to reflect best value to the customer and price-to-win considerations. Developed enterprise solutions for fortune 500 and government organizations.

Rogue Wave Software, Regional Sales Manager

Led revenue and strategic relationships for Rogue Wave in the Southeastern region. Duties included managing and leading sales team to exceed revenue goals and objectives during the quota year.

Sold largest North American contract for enterprise wide deployment of Rogue Wave with FedEx (3.5mm) Saved over 40mm in cost reduction and reduced FTE per division by 300 employees over a three year time period.

Successfully re-negotiated our strategic relationship with BellSouth and Cingular for over @$1.1mm in annual recognized revenue (top 6 account in the company). Completely redesigned enterprise contract pricing models for volume usage and better cost structures.

Worked with Accenture to price and sell solutions to telecommunications clients globally.

Managed and developed a strategic relationship with CSC to design and build out SOA pricing solutions for their need based clientele. US Navy Hospitals, US Dept of Energy, Hilton Hotels, HCA and Convergys.

LANDesk Software, Regional Territory Manager

Develop and execute revenue opportunities for LANDesk Software in North Carolina, South Carolina, and the Virginias. Build effective relationships with VARs, OEM partners (IBM, Lenovo, and Dell) and channel partner management of opportunities. Highlighted achievements:

Constructed a strategic relationship to build an embedded solution for Wachovia, Virginia Beach Schools Systems, City of Richmond, and Virginia Community Colleges

Presented winning proposals and enterprise engagements to the following clients:

●Dept of Homeland Security

●U.S. Postal Service

●U.S. Navy

●Raytheon

●Virginia Beach Public Schools

●DHHS-NC

●Horry County Schools

●City of Richmond (VA) Public Schools

●Wake County (NC) Government

●Virginia Commonwealth University

NAI Solutions, Regional Sales Director

Develop and implement pricing and revenue strategies to build enterprise solutions for ITIL consulting for the Southeast and Mid-Atlantic region. Create and present solutions to Fortune 1000 to mid-tier organizations to lower their total cost of ownership and improve internal return on investment in IT systems. Work with partners such as Novell, Symantec, LANDesk, Microsoft, and Checkpoint to develop solutions and pricing schedules for IT and Security options. Highlighted successes:

Transformed a 336% IRR with automating systems management for Altoona Bon Secours Healthcare

Six figure implementations with Martin-Marietta, Sealed Air, Howard University, Cobb, Horry and Wake County (North Carolina) Governments

25% increase in new sales initiatives

Motricity (originally Pinpoint Networks), Director of Sales

Developed and managed sales force to initiate and close revenue opportunities with a run rate exceeding 1.5 million, dollars in the first six months of revenue.

Helped co-founders in developing a successful employment culture while directly recruited over 30% of the current work force. Mentored employees in becoming effective and cohesive to create a successful start up environment creating scalable value in Pinpoint over a short period of time.

Recruited entire sales and business development team. Develop and manage sales force to initiate and close revenue opportunities with a run rate exceeding 1.5 million, dollars in the first six months of revenue. Acquired reference relationships for Pinpoint such as Golf.com, Totalsports.net, American Kennel Club, Quokka.com, Andromeda and Terra Lycos. Develop the strategic sales strategy that has led to over 6 million in venture capital funding to date and a multi million-dollar company valuation.

Engage Technologies, National Accounts Sales Manager

Development of strategic business alliances to promote revenue growth in the newly acquire start-up venture capital backed software firm.

Worked closely with the President /CEO and Vice President of Sales to develop reference accounts.

Development of over 40% of all revenue contracts totaling 6.8 million in annual sales for 1997 thru 1998. Achievements include the first international contract signed with BBC Worldwide and six-figure reseller contract in ICL Interactive Corporation to distribute AD Manager across Europe.

Established Accipiter’s strategic account structure to continue to focus on attracting top 500 websites as company position for IPO or Acquisition/Merger. Co-developed sales channel and channel partner program for Accipiter’s Ad Bureau software across North America as well as Europe.

Selected accounts developed, Ad Age, Bank Rate Monitor Lycos, Microsoft, Nando.Net, Bellsouth, iGov, CNet, Navisite, Ingram Micro, Bertelsmann Media, KOZ, Geocites, CNN, Emap, Sony, Zdnet, Telescan, Tripod, Southern Living, Mindspring, Earthlink, and VBN.

MERANT SOFTWARE, National Account Manager

Managed all major account opportunities in the Central Southeast Region Management responsibilities included strategic development of enterprise-wide license opportunities in Intersolv’s elite accounts. Maintained strategic channel alliances for the region.

Managed the Central Southeast Region’s sales team ($5.5 million annually).

Accounts include Ameritech, Chrysler, Ford, General Motors, First Chicago, Bank of America, Nortel, John Deere, American Express, Kemper Securities, State Farm, & Winston Strawn PC.

Landed largest services contract for the Data Direct Division (1.8 million) with Chrysler. Two-time Achievement Club Award recipient. Top ten in division (second in gross revenue above quota 1996).

Increased revenue by 28% of previous year. Followed twelve other employees (including my boss) to start Accipiter.

EDUCATION

Campbell University, MBA

University of North Carolina at Chapel Hill, BSBA

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