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Sales Representative Manager

Location:
Asbury Park, NJ
Posted:
May 01, 2023

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Resume:

Ira Horowitz

Ocean, New Jersey

732-***-****

adwubm@r.postjobfree.com

Executive Summary

Buѕinеѕѕ and Technology Leadership Business Development and Marketing Professional Top performing sales and marketing executive with successful 25-year career of diverse growth experiences. Broad involvement in worldwide deals, systems and culturally diverse business situations. Provide leadership, coaching and mentoring in various sized businesses from small to enterprise roles. Beyond execution, develop processes, cross functional collaboration and implement systems that drive value to teams helping to automate work, provide actionable insights, and drive larger deals more efficiently. Developed mutually beneficial relationships with clients to guarantee their satisfaction, and leverage that into testimonials and references to drive new business.

• Successful track record of achieving company goals through persistent effort, strong follow-through, and development of trusting, long-term relationships with key stakeholders, both internally and externally.

• Proven team builder and motivator:

o Took MaXware, a startup, to funding and acquisition (SAP). o Built 3 successful teams at IBM in each management role. o Built Business Development team from ground up at Trianz.

• A leader that believes in being out in front and spending as much time as possible with clients, developing and progressing key deals, and becoming an executive sponsor to clients.

• A faithful and constant pioneer with an enterprising spirit. SKILLS

• Operations Management • Rеvеnuе Grоwth • Buѕinеѕѕ Drivеrѕ & Tесhnоlоgу Alignmеnt

• Glоbаl Sеrviсе Delivery • Leadership & Supervision • Budgеt Dеvеlорmеnt & Cost Cоntrоl

• Internal IT Proficiencies • Cross Functional Collaboration • Vеndоr Mаnаgеmеnt

• Quota Management • Customer relation management • Requirements Definition EXPERIENCE MHT, Staten Island NY

8/20 – present

Hired as Chief Revenue Officer to design and execute a sales and marketing strategy. Elevated to COO and eventually CEO based on performance, understanding and leadership of the business. MHT is a 10-year-old local manufacturing firm that developed a technology product to bring to market in the smart building space. The company was acquired by a group of investors who brought me aboard with the promise of capitalizing the business and pushing hard into the space. Investors do not want to dilute or make big additional investments into the company. Growing concern about the company’s long-term viability and lack of follow through on their commitment to capitalize.

• Developed and deployed a complete partner plan

• Generated 14M in pipeline in 5 months with new partnerships

• In addition to running the business, closed $3.5M in business on my own in 2021

• Developed and deploying a multi-prong go to market involving sales, manufacturing and tech partners Cobalt Iron, Lawrence KS

11/19 – 8/20

Hired to help the CRO bring in a new sales team and establish sales process, review pricing and approach to the market. Review presentations to get broader market access with the companies SaaS Data protection solution.

• Define territories, design go to market strategy and put execution plan in place

• Set quotas, define KPI’s and help develop the key leading indicators that will drive the outputs the company is searching for

Trianz, Santa Clara, CA

VP, New Client Relationships and Alliances

09/12 – 11/19

Oversee building team of hunters to acquire new logos and manage alliance partnerships.

• Recruited and hired sales team for organization that operated sales based on word of mouth since 2001.

• Led team in goal setting and self-built set of weekly metrics for accountability.

• Continuously worked with and updated CEO, CFO and Board of Directors on progress, strategy and success of new team.

• Deep involvement with almost every new client and negotiated NDA’s, MSA’s and SOW’s assisting finance team in red-line review process.

Select Achievements:

• Joined firm with $25M in revenue; will cross $100M this year.

• Built new team from zero to 10.

• Facilitated winning IBM Security Partner of the year 2017.

• Launched key relationships across vendors such as AWS, Microsoft Azure, Snowflake, ServiceNow and others.

• Signed 3 year $30M contract with new client in 2017.

• Winner of internal 2017-2018 Excellence award.

IBM, Armonk, NY 04/05 - 8/12

Business Unit Executive - East Region, IBM Security Systems 01/12 – 08/12

Managed $50M+ East Region for IBM’s newly formed brand IBM Security Systems.

• Managed 5 Sales Managers, 2 Technical Managers and reported to above region sales leadership team.

• Coached and evaluated managers on all areas of sales process including prospecting, deal progression, forecasting, closing and talent development.

• Spent time in field attending various team meetings and interacting with key clients to support deals and be an executive sponsor with specified clients.

• Leveraged analytics with managers to identify problems and help create/execute correction plans. Select Achievement:

• Hired 4 sales managers and 70+ sellers in 60 days for new brand launch.

• Made Q1 2012 in first quarter with new brand.

• Reached 90% of 1st half while building out team and getting traction as a new brand. IBM, Armonk, NY

Business Unit Executive - East Region, Tivoli Software 07/10 – 12/11

Manage $250M East Region for one of IBM’s software brands.

• Managed 9 Sales Managers, 6 Technical Managers and above region sales leadership team of 6. Select Achievements:

• Achieved 104% 2H 2010, 101% full year.

• Revamped review process to be more productive. Brought resources to reviews allowing sellers to review individual deals at a deeper level.

• Achieved 129% attendee target for large customer conference in Las Vegas with just short of 700 attendees.

• Launched new teaming initiative across various areas of business to get our collective teams (sales, marketing, enablement, etc.) all driving the same messaging.

• Hired 4 new sales and 2 technical managers to backfill open vacancies left by promotions and other personnel losses.

IBM, Armonk, NY

Software Group Sales Manager, Tivoli Software

01/07 – 06/10

Oversaw all duties related to managing team of software sellers.

• Coached and rated sellers on all aspects of sales process including prospecting, deal progression, forecasting and Closing.

• Worked in field weekly with sellers to coach and manage based on experience and leading from in front.

• Created weekly reporting mechanisms that were used not only to get information, but also provide sellers with insights that would allow them to forecast their current and future quarter outlook more accurately. Select Achievements:

• Taking this position in early 2007, first responsibility was to fill 5 openings on a team of 9 sellers: o Leveraged word of mouth and corporate recruiters to find viable candidates, coordinate interviews, evaluate talent, hire and on-board to fill team vacancies.

• Delivered quotas averaging $30M over last 3 years.

• Won VP award for first half of 2008, given not just for quota attainment but going above and beyond every day responsibilities.

• Finished 2009 at 110% of full year.

• Finished 1H 2010 at 120%.

IBM, Armonk, NY

Software Group Sales, Tivoli Software

04/05 – 01/07

As a rep on quota, was responsible for day to day activities for sales process including, but not limited to, prospecting, presentations, negotiating, deal progression, deal closing, marketing and revenue delivery.

• Worked closely with account teams to develop key relationships within established customers.

• Put together marketing campaigns key to assigned account base and geography for identifying new opportunities.

• Developed key business value of IBM software solutions with customers as it pertains to the impact on their business using customer’s specific data to articulate pain associated with doing nothing (Value Selling & ROI).

• Used differentiated approach to RFP’s to separate solutions and put IBM in best position to win. Select Achievements:

• Achieved in 2009 – 93% Full Year – 104% Second half (2 – 6 months plans at IBM)

• Achieved 2007 and 2008 VP Award

• Achieved 2007 Q3 Shining Star award and 2007 Pinnacle Award MaXware Inc., Freehold, NJ

Managing Director

11/04 – 04/05

Oversaw day to day activities of running subsidiary office of global ISV.

• Worked closely with management team at global HQ in Norway for close coordination of efforts.

• Directed immediate hiring of 3 additional staff members (to the 5 on staff) considered essential to growing North American operations.

• Crafted and gave key presentations alongside management to potential investors.

• Participated in acquisition discussions with potential suitor. MaXware Inc., Freehold, NJ

Director of Marketing

11/03 – 11/04

Directed overall management and coordination of marketing functions for software manufacturer and developer with annual sales ranging up to $10M.

• Worked closely with outside marketing firm to develop and produce brochures, white papers, website materials and other marketing documents; collaborated with public relations firm to coordinate media and analyst outreach; met with media to provide company updates and press releases.

• Identified and capitalized on public speaking and promotional opportunities for executive personnel.

• Coordinated feedback from existing customers and partners to implement product enhancements.

• Helped management team to build business case for courting the venture capital community. MaXware Inc., Freehold, NJ

Business Development Manager

09/00 – 10/03

Headed management, development and profitability of accounts throughout North America for software manufacturer and distributor. Introduced Meta Directory and Virtual Directory products, and provisioning solutions to global 2000 accounts, government agencies, channel partners and OEM accounts.

• Prospected new clients, converted competitor accounts, and serviced existing clientele; accounts included Pharmacia, Nike, Tiffany & Co., Cooper Industries, and Canada Customs & Revenue; annual personal sales ranged up to $5M.

• Traveled nationally to conduct high-level sales presentations for customers and partners; conducted detailed analysis of client needs and developed effective solutions; planned and delivered customized presentations and collaborated with account team to formulate comprehensive solution strategies.

• Evaluated clients’ existing systems and processes to identify deficiencies and recommend corrective action and designed solutions to maximize clients’ ROI.

• Established and maintained reseller channel; developed and maintained strong long-term relationships with consultants, systems integrators and agents, and collaborated with resellers to develop and implement integrated marketing plans.

Amquest Inc., Atlanta, GA

Sales Representative

03/00 – 04/00

Recruited to generate sales in company’s startup server hosting division. Marketed company product line to C-Level personnel in Fortune 2000 companies throughout United States. Developed and executed aggressive marketing campaigns to increase brand awareness.

CJS, Neptune, NJ

Sales Representative

1995 – 2000

Planned, coordinated and performed diverse sales and marketing functions for outdoor advertising company. Prospected new clients and managed existing accounts. Played key role in increasing sales volume through acquisition of national accounts.

EDUCATION Currently pursuing MBA (completed 21 credits; GPA: 3.8) Monmouth University, West Long Branch, NJ

Bachelor of Arts in Communications

1995

University of Pittsburgh, Pittsburgh, PA

President, Resident Student Association; President, Phi Gamma Delta



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