Sales Representative Account Executive

Richard Iadone

*** ********* **** **** 860-***-****

Mansfield, Connecticut 06268 *********@*****.***

Summary of Qualifications

Results-oriented Hunter experienced in successfully negotiating with “C” level Management, exceeding sales quotas from 115% to 130%. Professional Salesperson with an extensive background in the following broad-based competencies:

Over Achieving Quota

Closing Net New Business

Self-Motivated

Top revenue Builder

Consultative Selling

Team Player

Demonstrated ability to achieve sustainable revenue through new client sales. Seasoned negotiator with excellent communication skills, solid track record of consistently exceeding corporate goals through strategic planning and strong closing skills.

Professional Experience

Burr-Wolf, Inc. / Southern Capital Partners, L.L.C. Northeast Region

January 2002 to August 2011 Returned November 2013 to Present

(Left company in August of 2011 to join Forrester Research, Inc. Returned to Burr-Wolf, Inc. in November of 2013)

Software Division Acquired by Southern Capital Partners, L.L.C. November 2006- Company Currently Closing.

Account Executive

Chosen to generate sales of Software and Consulting Services to Businesses throughout the Northeast. Selling Web-Based Enterprise Efficiency Management Software, ERP, BPM, Planning, Business Intelligence, Spend Analytics and Knowledge Management. Data Mart/Data Warehouse Integration and EAI Consulting Services.

Generating own sales leads. Conducting activities from Prospecting to Discovery Session to Qualification to Contract Negotiation and Project hand-off for successful completion of Software and Consulting Services Sales Cycle.

Achieved 115% of $850k SaaS Annual Software License Quota for Seven Years.

Closing an average of 2-3 Accounts per month to Exceed Quota.

Exceeded Consulting Quota of $1.5 Million a year by 112% for Six Years.

Built Sales Pipeline of $10 Million potential Sales across all Verticals of accounts from Small

Mid-Size Businesses to Fortune Size Companies.

Spearhead Software and Consulting Sales to SMB thru Fortune Size Businesses in the Northeast.

Furthered Sales and SVP/“C” Level Relationships at Aetna, Beiersdorf, Inc., CVS/Caremark, Cigna Healthcare, Citizens Financial, Companion Healthcare, Inc., DAI/Subway, Eastern Mountain Sports, Fidelity Investments, John Hancock, Hubbell Inc., Liberty Mutual, Inc., MicroCal, Inc., NStar, New Holland Rika Denshi America, Stanley Black & Decker, TD Bank, Talbots, Inc., The Hartford Financial Services Group, Inc., Yale-New Haven Hospital, United Technologies Corporation, UNFI, Inc.

Forrester Research, Inc., Boston, MA 2011 – October 2013

Strategic Research, Advisory Services, Consulting and ROI Software.

Account Executive Product Mix Changed, Returned to selling Software full-time at Burr-Wolf, Inc. /SCPLLC.

Recruited and hired to sell Enterprise Wide Software, Subscriptions and Services to All Verticals throughout territory. Hunter, Self-generated leads and closed business for Solutions and Consulting Services. Responsible for coordinating all activities from Prospecting to Validation, Analyst Discussions to Contract Red-lining for successful completion of Sales Cycle.

True Hunter, Achieved over 115% of Monthly Sales Quota Four Times.

Top Sales Rep on team of Nine Account Executives Two Times in 2012.

Sold to SVP/“C” Level Decision Makers for Final Budget Approval and Purchase Decision.

Built Sales Pipeline over $3.5 Million of potential Sales across all Business Verticals.

Established Sales and SVP/“C” Level Relationships at Marathon Oil Co., Genesco, Inc., BC/BS, Dillard’s, Inc., Alfa Mutual Ins. Co., Ford, Inc, Nissan- USA, Bridgestone America, Cracker Barrel Restaurants, Protective Life Ins. Co., Tyson Foods, Inc., BancorpSouth, Inc., Tractor Supply Inc., and ACH Food Companies, Inc.

Richard Iadone

833 Mansfield City Road Page 2-860-***-****

Mansfield, Connecticut 06268 *********@*****.***

Professional Experience Continued:

Janna Systems, Inc. / Siebel Systems, Inc. Boston, MA 1999 - 2001

e-CRM Web, WAN and WAP Solutions Acquired by Siebel Systems, Inc.

Account Executive, Sales Representative

Self-Generated New Business, while establishing relationships with “C” Level Decision Makers. Sold eCRM, Wireless Application Protocol, Call Center Software and J2EE/XML Based Data Access Solutions.

Exceeded Annual Software License Quota of $4.0 Million by 135%.

Sold $1.5 Million eCRM Software System to CUNA Mutual Insurance Group.

Established Partnership with Deloitte Consulting for Implementation Services throughout North America.

PeopleSoft, Inc. Waltham, MA 1997 - 1999

Financial, SCM, Manufacturing, P/R, HRMS and BI Software

Business Unit Closed, Left company to sell eCRM Software.

Regional Sales Representative

Tasked with Selling First Generation Distribution/Manufacturing Software to Northeast Accounts.

Exceeded $4.0 Million Quota by 115%, Self-Generated Majority of Sales.

Sold ERP/SCM Software to Fortune Size Companies such as ITT, LVMH and others.

Chosen to develop Implementation Practices at KPMG, Ernst and Young, Accenture, Price Waterhouse Coopers, and Deloitte Consulting for Pre and Post Sale Application Software Consulting.

Macola Software, Inc. Westport Ct /Andover, MA 1993 - 1997

Accounting, Distribution, Manufacturing-MRP/ERP, Data Collection, Project Management, Payroll/HR,

Shipping, Quality Control, Guided Selling/Configuration, E.I.S, S.F.A. Software and Services

VAR Channel was Dissolved, Company Acquired by Exact Software, Inc.

Sales Representative

Worked in the VAR Channel for Flaum Consultants Westport CT and The Kent Group Andover, MA.

Self-Generated New Business across Verticals by Selling Accounting, CPG, Manufacturing and Distribution.

Exceeded quarterly sales target of $250k by 120% Nine out of Ten sales quarters.

Achieved Presidents Council by selling over 125 modules, 90 self-generated.

Sold $5 Million SCM Software System to Chapin and Bangs Steel Service House.

Replaced SAP at The Barden Corporation with Discrete Manufacturing Solution.

Sold Accounting Systems to Fox Television for National Franchisee Use.

Education and Professional Training

University of Hartford, Western Connecticut State University- Bachelor of Arts - Marketing

Professional Selling Skills-Version II (PSSII), Controlling the Complex Sale

The New Strategic Selling-Miller Heiman

Salesforce.com. Siebel Systems, Avaya Cloud Office

Ongoing:

Dale Carnegie Course- Elected Class President

A.P.I.C.S. - Certified in Principals of Materials Management

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