Sales Account Executive

ROBERT H. MELTON

**** ****** **. **** *****, NC 27265 T: 336-***-****; M: 336-***-**** *******@**.***

SENIOR ACCOUNT EXECUTIVE

Technology Account Management / New Business Development / Delivering Results

Results-driven management professional with extensive experience managing key accounts, marketing and sales operations, and new business development for the IT industry – generating significant revenue growth. Successful building and leading high-powered sales teams to aggressively penetrate and expand into key technology markets. Proven track record conceptualizing and implementing sales strategies and new product launches to increase market share and brand awareness. Excel at leveraging key account relationships and solution selling approaches to identify and attract new revenue opportunities. Rainmaker with proven ability to overcome sales objectives and create win-win solutions to position firms as market leaders.

CORE LEADERSHIP COMPETENCIES

Strategic Sales Planning & Execution New Product Introductions

New Business Development M&S Operations Management

Key Account / Territory Management Sales Team Leadership & Collaboration

Go-To-Market Growth Strategies Solution Selling Approaches

PROFESSIONAL EXPERIENCE

HATCH EARLY CHILDHOOD – Winston Salem, NC 2009- Present

Account Executive

Established accounts by using multiple marketing paths (cold calling, email, Webex Presentations). Responsible for each stage of Sales Process from Lead generation to closing. Territory includes Illinois and Upstate NY areas.

Selected Achievements

• Generated over $1,000,000 in sales growth in each year of client sales, selling Early education hardware and software to School Boards all the way to Executive Director.

• Member of Million Dollar Status for two years running •

TECHEXCEL – Chapel Hill, NC 2008 – 2009

Regional Account Manager

Managed regional accounts for a global provider of integrated office, helpdesk, and project tracking applications with annual revenues exceeding $15 million. Created and delivered sales presentations for all levels of management. Accountable for entire sales cycle that included lead generation, new business development, and account / territory management.

Selected Achievements

• Generated more than $900,000 in sales growth by developing and implementing client sales strategies to market and sell ITSM and ALM software to both small and large customers for a large Northwestern territory.

• Consistently met and/or exceeded revenue targets by leveraging sales tactics to identify and capture leads and business opportunities.

DUN & BRADSTREET – Greensboro, NC 2004-2008

Sales Manager

Promoted to lead sales operations for a telecenter supporting a global provider of company credit reports and profiles, risk evaluation reports, and lead generation tools. Oversaw strategic sales planning & execution, HR functions, sales performance, new business & market development, and account management. Ranked as a “Top Sales Performer” out of 170 sales people (2005)

Selected Achievements

• Led up to a 20-member sales team responsible for marketing and promoting various innovative risk management and sales reporting technology products across a diverse customer base.

• Achieved 115% of sales goals by utilizing solution-based selling approaches to aggressively market and promote web-based solutions supporting all types of businesses.

• Outperformed sales quota by 142% by devising and executing go-to-market strategies to target and penetrate key territories.

VERTICALNET – Horsham, PA 2000 – 2003

Account Executive

Oversaw key accounts for nationwide provider of supply chain software solutions with accountability for proposal generation, marketing strategy & analysis, sales negotiations, and technical sales presentations. Co-designed and tested marketing demographics and scenarios. Built and maintained solid client relationships vital to remaining market competitive.

Selected Achievements

• Boosted sales by leading efforts to market and sell B2B procurement systems to both midsize and Fortune 1000 companies.

• Delivered strong revenue growth by leveraging solution-based selling strategies to prospect and secure viable sales leads.

HUGHES ESYSTEMS – Graham, NC 1996 – 2000

Director, Marketing & Sales

Directed all marketing and sales activities supporting web-based initiatives. Oversaw strategic sales planning efforts, new business development, marketing & sales campaigns, sales process improvements, and competitive product positioning. Tracked and managed marketing and sales budget.

Selected Achievements

• Increased profitability to the firm by designing and implementing a process supporting the development and launch of web-based technology products.

• Led a 15-member marketing and sales team to competitively position firm from being a non-existent player in the market to #7 in market growth across the Piedmont in one year.

• Crafted and rolled out marketing campaigns to increase brand exposure / awareness for various local clients. (Volvo, Labcorp, Alamance Regional Medical Center, etc)

EDUCATION / CERTIFICATIONS

• Bachelor of Arts in Communications, University of North Carolina at Chapel Hill, Chapel Hill, NC

• Certification: Microsoft Certified Systems Engineer + Internet

TECHNOLOGY PROFICIENCIES

• Software / Other Tools: All Basic Web Services, MySQL, SQL Server, Acrobat Pro 9, Dreamweaver, Flash, Photoshop, MS Office Suite Tools, XML, CSS, Javascript, SQL Server, ISS 4.0 and Higher, Visio, Publisher, FrontPage, MS Project, Goldmine, Act!, Business Objects, HTML Operating Systems: Windows, MacOS, Linux Networking Protocols: TCP/IP

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