Business Development Sales Executive

TEREK GREEN

***** ***** ****** *****

Charlotte NC 28278

Cell: 770-***-****

Email:*********@*****.***

SALES EXECUTIVE

SOFTWARE & IT MANAGEMENT TECHNOLOGIES

Key Account Management * Start Up Business Development * Program & Product Development

Consultative & Solution Sales * Marketing * Competitive Sales Execution * Partner Development

Profile 20-year Executive career reflecting extensive sales & technical management, marketing and engineering experience within Cybersecurity, Software and IT Technology Industries. Demonstrated leadership, creativity in driving improved sales execution and business optimization for sustained growth. Strategic business planning and project management skills that minimizes cycle time, improves sales and focuses on bottom line results.

PROFESSIONAL EXPERIENCE

Complete Network Inc

Sr. Business Development & Operations Executive

Aug 2023 – Jan 2024

Complete Network is a IT Network (MSP) Management Services Provider for SMB to Mid-Tier Enterprise Corporations from Help Desk thru Cybersecurity infrastructure deployments.

Key Activities:

Manage clients relationships across all market verticals within SE. Region (7 States) revenue targets $2M Net New/$ 5M Streaming

Create and manage Channels eco-system with hardware and services partners to establish critical KPI’s relative to opportunity ARR/MRR pipeline metrix and hardware procurement activity.

Collaborate with third party marketing firms to drive GTM initiatives including SEO/ Social Collaboration platforms.

Esoteric Motorsports LLC

President /CEO

Sept 2014 – Current

Esoteric Motosports is a Automotive restoration company that refurbishes Italian, German and American muscles sports cars for both resale and collection. Esoteric Motorsports has facilitated over 100 vehicles restorations including Ferrari, Maserati, Porsche, Audi, Mercedes, BMW and vintage Corvettes.

Leia Inc

VP/ Head of Business Development

Nov 2021 – Dec 2022

Leia Inc is a 3D Technology Display Company started in 2014 as a previous subsidiary of HP Labs in Menlo Park CA. Leia’s Inc has 500+ patents in Lightfield technology which provides an unparalleled XR/VR experience of immersive 3D without goggles or headsets.

Key Activities:

Drive $15M Global OEM strategy with both Display Manufacturers and B2b Enterprise Targets within DOD/BioMed/Automotive/Aviation/Adaptive Manufacturing/Retail and Construction.

Joint Collaboration with Internal Product Dev Teams (LumePad & Substrate) to develop outbound technical enablement for integration of display manufacturing tolerances.

Manage Business Development resources in conjunction with CRM infrastructure to maximize marketing /sales efficiencies.

Conduct QBR’s to provide matrix of revenue generation and market penetration.

Bandura Cyber

VP / Global Head of SLED & Enterprise Sales

Feb 2020 – Nov 2021

Bandura Cyber is an industry innovator within Threat Intelligence Gateway (TIG) sector providing automated aggregation of TI indicators to mitigate malicious Domain and IP’s risk across all market verticals including SLED and Government Agencies.

Key Activities:

Drive Sales execution strategies to support both pipeline targets and $4M revenue forecast

for US and International Regions

Exceeded pipeline targets by 110% and net new revenue by 115%within first 6 months

Collaborate with Marketing and Customer Success teams to automate tracking of GTM initiatives and SaaS utilization targets

Facilitated weekly demo/presentation sessions to SLED & Enterprise prospects on Cybersecurity best practices and risk mitigation

Haystax Corporation

Director Cybersecurity Software Sales

Nov 2018 – Feb 2020

Haystax is a Cybersecurity Software industry leader in AI for Behavioral Analytics and Security to support risk mitigation and Insider Threat Initiatives for Enterprise and Federal Agencies.

Key Activities:

Coverage of Enterprise Accounts across all market verticles within a 13 State (SE Region)

Within 6 Months identified $5.5M in pipeline to support 2020 SW and Services sales revenue objectives

Positioning Best Practices in automated information security processes and emerging technologies

Develop and manage Partner ecosystem to include major SI’s that support Civilian / DOD Agencies

Position Behavioral Analytics Cybersecurity strategies to mitigate risk of IP property thief or Insider Threat.

Collaborate with SVP of Product Develop to validate Technology Roadmap and Time to Value initiatives.

GTL – ViaPath

Sr. Sales Executive -NE. Region

Feb 2017 – Oct 2018

GTL is a technology leader of Telecom

Key Activities:

Execution of $2M Quota with 2017 revenue generation of $2.8M (180% FYP)

Coverage of 20 Strategic Public & Government Sectors Accounts within a 4 State region (New Hampshire/Connecticut/Mass/Pennsylvania

Managed Executive Relationships with key stakeholders to provide consultative assessment of ITSM infrastructure: Data Analytics, Wireless platforms, Phone services, Media Servers and Payment Services.

Coordinate Development Field Engineering and Implementation Resources to support enablement and

MicroPact Inc / Tyler Technologies

Sr. Software Sales Executive

Nov 2014 - Jan 2017

MicroPact is a leader in (BPM) Business Process Management & Case Management Software sector transforming large corporation and government agencies business operations with its unified open architecture and data first business process modeling approach. Micropact has over 25 solution offerings within ITSM, Mobile and Analytics capabilities supporting Human Capital Mgmt, Healthcare, Public Safety & Compliance market verticals.

Key Activities:

Consultative selling to Fortune 2000 strategic accounts to achieve or exceed assigned $ 1M revenue objectives for BPM & Case Management solutions. (Hunter role)

Built Government (DOD, DOJ, IRS & Commercial Account Channel Partner Program recruiting 18 partners within 6 months to help facilitate account penetration and technology adoption MicroPact entellitrac technology.

Achieved 101% of Software Services Revenue Quota in 2015

Facilitates entire Business Development Lifecycle in Government & Commercial Accounts, from Long Term Positioning, through Opportunity Assessment, Capture Planning, and Proposal Development—activities including prospecting, coordinating meetings, providing presentations, software demonstrations, solution selling, proposal contribution, and contract negotiations with C Level Executives.

Avatar Interactive Logistics 2010 – 2014

COO & Business Development Chief Executive

Avatar Interactive Logistics (Start Up) SaaS Company that enables clients the ability to utilized POS business services. Avatar provides a queuing and scheduling system utilizing both the IPad and Internet Protocol TV (IPTV) technologies.

Key Achievements:

Program management of 40 India based Java, Android and Apple OS development engineers to meet deployment targets, project milestones and operational budgets.

Develop & Implement GTM sales and marketing strategies to improve pending nationwide product launch objectives.

Establish strategic planning, operational processes and resource allocation to exceed customer service/account goals.

Collaborate with CEO/CFO to provide thought leadership on creation of financial documents and expense analyst.

Set goals which are aggressive, achievable and tied to long-term goals for company viability.

Ensure activities comply with organizational requirements for quality management and legal stipulations.

IBM Software Group 2006-2010

Director -WW Sales Program

Execute direct and channel competitive sales enablement programs for IBM Tivoli software group supporting 36 regions globally with primary focus on displacement of IBM Tier I competitors - Oracle, Microsoft, Tibco & SAP. Led a 10-person team that coordinated sales execution strategies and technical resource allocation. Exceeded displacement targets by 130% and generated $26M annually for FY 2009 & 2010.

Key Achievements:

Surpassed personal quota, generating more than 140% of license sales goals and 175% of service sales goals attainment for two year period.

Transformed an under-producing sales enablement team by implementing SSM methodology and increased account penetration by 57% with no additional staff resources.

Establish alliances with 15 major integration partners in multiple unworked territories, surpassing all sales goals in spite of challenges associated with a new product release with no reference customers.

Advanced Top Gun Instructor presenting to IBM Exec on competitive strategies in 50+ accounts in 2010

IBM Software Group 2003 - 2006

Sr. Software Sales Competitive Marketing Executive

Facilitated and lead Lotus and WebSphere software sales strategy support for the Americas with the primary objective of competitive displacement. Exceeded quarterly account penetration target by 30% on average and collaborated with regional marketing & sales team to create technical content to support GTM enablement for key accounts.

Key Achievements:

Engaged in over 300 SW competitive transactions resulting in average increase of 47% in win revenue for 2004 - 2006 ($53M vs. $37M Target)

Formulated Hardware & Software business development team to collaborate on IBM Power 7 Server SW/HW bundling strategies within Enterprise accounts

Authored 17 Articles for Internal IBM Distribution on Strategy & Tactics (TCO/TCA - analysis)

IBM Software Group

Director SE Regional WebSphere Sales 2000 - 2003

Management Responsibility for 8 State region that generated $9M initially rose 200% to over $21M within 3 years. Led a 7 person software sales team generating 30% YtY Growth. Growth was obtained in a Nexgen account segment with no previous IBM software penetration.

Key Achievements:

Ranked # 2 in the US within WebSphere SMB Sales Regions for 2001-2003

30% Year on Year Growth ($9.2M vs. $7.2M – 1st year baseline)

Exceeded quarterly forecast commitments and consistently ranked #1 or #2 in WebSphere Americas SMB Territory

Worked extensively with Business Partner to create an extended team to drive additional market share ( Marketing campaigns, Shared resource allocation programs).

Coordinated with Channels organization to develop competency based resource tool for IBM teams to identify Best in Class partners by skills/SW platform competency.

IBM Global Services

Systems Integration Manager 1999- 2000

Spearheaded technology discussions with IBM Research Labs (Watson/Almaden) to review Hardware & Software emerging growth technology and implement potential routes to market.

Key Achievements:

Build cross functional teams between Almaden Research & Watson Research in support of SEO technology deployment initiatives and create a conduit to market for these technologies.

Project Management responsibility for WebGenie project which was chosen to be showcased at the 2000 shareholder meetings & IBM Global Services Technology Expo in Austin.

Drafted Business Case & ROI documentation, presented and was awarded $250K by IGS Corp VP’s ranked second out of 15 business case submissions

CWConcepts, Inc., Atlanta, Georgia 1994-1999

President/Founder

World-wide distributor of (OEM) chrome plated automobile wheels annual gross sales $450,000. Designed and implemented EPA certified hex-valiant chrome manufacturing facility. Sold Company in 1999

Motorola Land Mobile Product Sector, Ft. Lauderdale, Florida 1992-1994

Technical Resource Manager

Led 8 Technical contract agencies with budget of $4M/yr to help facilitated marketing, engineering and critical path design reviews on Nextel program. Develop marketing segmentation strategy for Lithium-ion/polymer battery technology ( Energy Division).

Motorola Semiconductor Product Sector, Raleigh, NC 1989-1992

SE Regional Sales Manager

Established implementation team covering six states which included product development, engineering, marketing, customer service and sales personnel. Managed projects for several new distributed control platform technologies. Increase book/bill ratios by 23% in 1yr - exceeded quota 28% during first year. Establishing joint partnerships with emerging growth companies.

Motorola Government Electronics Group, Scottsdale, Az 1986-1989

Strategic Electronics Division Digital - IC Design Engineer

Conducted RF Telemetry wave modeling for long-short range transmissions and development of Rad hardened Gate Arrays

EDUCATION

Morgan State University, Baltimore, MD, B.S. Electrical Engineering

Northwestern University, Kellogg School of Business, Executive MBA Program

George Washington University, Master’s Certification in Project Management

AFFILIATIONS & AWARDS

ViaPath Sales 100% Club

Previous Member of IBM Technical Leadership Council

Previous Board Member S&D Black Technical Leadership Council

Previous Board Member of SECME (STEM Academy @ Georgia Tech}

IBM VP Innovation Award

IBM Ovation Technical Leadership Award

IBM Sales 100% Club 8 Consecutive years

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