JOHN D. SCHLABACH

Chapel Hill, North Carolina

Phone: 919-***-**** ced997@r.postjobfree.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

QUALIFICATIONS SUMMARY

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.

Strategic Alliances

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

PROFESSIONAL EXPERIENCE

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.

EDUCATION

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

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