JOHN D. SCHLABACH
Chapel Hill, North Carolina
Phone: 919-***-**** email@example.com http://www.linkedin.com/in/johnschlabach
BUSINESS AND SALES DEVELOPMENT PROFESSIONAL
Business Development • Smart+Connected Solutions • Emerging Technologies
• Developed, implemented, and executed successful global/theater programs and strategies
• Recognized by peer group as catalyst for team building, development and execution
• Created new go to market strategies; opened new technology markets
• Industry expertise in Connected Real Estate, Public Safety, Professional Services, Public Sector
• Consistently exceeded sales and profitability quotas:
• Cisco Sales Achiever (over 100% goal) 2009 and 2010
• Led national team every year at Panasonic, surpassing quota every year
• Exceeded plan five straight years at Attachmate
Top performing sales and business development leader with extensive experience driving sales and marketing strategies. Proven ability to get results, drive revenue, expand market share and increase customer retention / satisfaction. Adept at balancing short-term demands with long-term goals in fast-paced technology environments.
Broad Project and Program Management Experience
Strong, Sustainable Revenue and Profit Contribution
Outstanding Communication and Presentation Skills
C-Level Executive Relationship Management
Proven Leadership and Management Skills
Team Building and Collaboration
Excellent Negotiation Skills
Partner Development and Enablement
Channels Business Development
CISCO SYSTEMS, San Jose, CA 2008 - 2012
Sales Business Development Manager, Program Manager (APC Services), Sr. Consultant (MaaS)
Built go-to-market channel strategy for Smart Connected Real Estate practice. Leveraged strong leadership skills to work collaboratively across Cisco Sales, Marketing, Business Units, and Channels organizations and externally with both influence and technology partners to deliver complete Smart Connected Real Estate solutions. Drove training, marketing, proposal development, partner-to-partner introductions and teaming for field sales and partners.
Successfully managed global projects and programs to exceed targets and create value
Created and developed strategic opportunities for Smart Connected Real Estate; mentored coalitions of Cisco sales team, business units and partners for pursuit
Recruited new non-traditional industry partners and developed vertical awareness in traditional Cisco partners; established broad partner base of more than 125 cross-industry partners in Real Estate consulting, technology, and channels
Formulated joint value proposition, go-to-market, and business plans with new partners adding $8 million pipeline quarter over quarter for three years
Devised new Preferred Partner Program to drive new opportunities/pipeline and to increase partner teaming with leaders in Real Estate management and Building Automation Control
Built customer- and partner-facing webinar series for thought leadership, industry events
PANASONIC COMPUTER SOLUTIONS COMPANY, Secaucus, NJ 2005 - 2008
Area Sales Manager, Professional Services
Strong success in public sector service sales to Federal, State and Local, and Public Safety accounts across the US. Emphasis on business development and coordinating new service opportunities. Closed $13.5 million in new business in FY06. Architected new strategic service strategy; executed partnership engagement to implement systematic field engagement.
Led team in sales every year achieving over 100% of goal every year
Utilized knowledge of channel drivers to develop and enable partner community which resulted in 50 percent increase in service revenues year over year
Partnered with Area Sales Managers (ASM) and key channel partners to create custom solutions for specific opportunities and unique vertical market segments
Successfully negotiated contracts/agreements with clients/partners/VARs/3rd Party suppliers to increase ‘value range’ for Panasonic customers and partners
Worked in a heavily matrixed environment engineering, 3rd party service providers, Area Sales Managers, channel marketing, and support to create go-to-market strategies.
PROSYS INFORMATION SYSTEMS OF NC / 2001 - 2006
COMPUTER SERVICE PARTNERS, Raleigh, NC
Senior Account Executive
Led Prosys to rank 1st in Panasonic sales nationally. Specialized in consultation and sales of ruggedized mobility solutions in voice, video and data convergence for the commercial and public safety market. Cisco go-to partner for advanced technology and mobility solutions and exclusive Panasonic partner for NC State Contract.
OTHER RELEVANT EXPERIENCE
COGNOS CORPORATION, Ottawa, Canada
Senior Account Executive
Managed and developed territory, selling complex Business Intelligence software and service solutions to Fortune 100 clients in North Carolina with major wins at Sara Lee Hosiery and AT&T.
ATTACHMATE CORPORATION, Bellevue, Washington
Senior Account Executive
Exceeded plan five straight years. Successfully sold to and managed an active and constantly changing territory and exceeded company objectives for product and consulting sales.
B.S., Physical Education and Health - EMU, Harrisonburg, VA
TRAINING / TRADE ASSOCIATIONS
Project Management, Communicating With Confidence, Sales Master, Project/Visio (learning)
Gartner SYMPOSIUM, Ecobuild, AIA, Realcomm