Sales Manager

Mark Hornor

Cupertino, CA

408-***-**** cell

*******@*******.***

•ERP software and distribution channel professional with successful record of building sales channels and establishing valuable long-term business relationships. ERP/MRP experience with QAD and Ross Systems. 15 years, selling complex enterprise software solutions and services delivery across multiple vertical industries in Latin America

•10 years of business development experience working with channel partners / ISV for both products and services to the markets in Latin America.

•13 years of management experience in both the sales and professional services consulting, IT services as well as expertise in managing and mentoring field sales, software development, and implementation teams - negotiating sales contracts, offering strategic solutions, managing P&L for sales and professional services groups.

•Proficient at interaction with C-level executives of companies in Latin America, developing and presenting TCO and ROI studies and proficient in the following sales approaches: solution selling; consultative selling; and question-based selling.

•Expertise in use of technology such as CRM, BI, and Financial software as well as reporting tools to implement and streamline tactical sales operational processes.

•Exceptional executive communication, presentation, negotiation, business, analytic and conflict management skills and a top commitment to customer satisfaction.

Individual contributor; Hands-on technology expert; Leader; Detail oriented; Hunter Sales; Business development; Channel Partner and co-sale experience; Communication excellence and a passion for promoting, selling and implementing technology: Analytical; Multi-lingual.

Professional Experience

OPENERP, INC. – Sales and business channel development in Latin America for an Open Source ERP software company. 2011 - 2012

Sales Executive, Latin America.

Direct sales responsibility for OpenERP, a web-based ERP applications start-up company.

• Exceeded new customer targets by closing the companies two largest sales in Latin America in less than 6 months.

• Created the pricing models for both software licensing and Application Services Provider (ASP) models.

• Developed the sales and marketing plan, and the competitive analysis for the OpenERP business plan.

• Formulated the sales process, target markets, and sales tools for the sales and business development teams.

• Initiated, developed, and managed strategic alliance relationships with key partners.

SYNACTIVE, INC. – Interface customization solutions for SAP software. 2009 - 2010

Business Development Executive, Americas

-Developed and managed business with global partners on a revenue-relationship basis; sales planning and management of SI/ISV partners and reseller communities; acted as strategic client lead on partner accounts.

-Grew annual revenue to and beyond targets based on effective development, mentoring and monitoring of new global partners. Introduced Synactive to the various departments within global partners, gained traction, endorsement and go-to-market access for their channels.

WEBSOLUTIONS Sunnyvale, CA 2002 – 2008

Sales Manager

•U.S. territory manager selling Salesforce.com and MicroStrategy consulting and implementation services for Brazil-based WebSolutions.

Notable Accomplishments

o2004 Achieved 123% YTD Revenue Plan

o2005: Achieved 114% YTD Revenue Plan

o2006 Achieved 117% YTD Revenue Plan

o2007: Achieved 135% YTD Revenue Plan

o2008: Achieved 105% YTD Revenue Plan

ACTUATE INC. S. San Francisco, CA 2001 – 2002

Sales Manager, Latin America

•Responsible for sales in Latin America for a $120M Content Management (CRM) software vendor

•Increased sales results and client satisfaction via multi-country sales strategies and tactics

•Hiring and motivating the right sales, marketing, and project staffs

•Successful high-level contract negotiations

•The appropriate joining together of internal and external resources to win accounts

DOCUMENTUM, INC. Pleasanton, CA 1998 – 1999

Director, Latin America

•Developed and directing an international sales channel in Latin America for a $160M Knowledge Management (KM) software vendor

•Closed six and seven-figure software deals in Mexico, Brazil, Argentina, Chile and Colombia

•Executed major account and OEM programs, making Latin America Documentum’s fastest growth territory with a 100% annual sales increase

•Increased operating margin 50%, implementing local offices. Traveled extensively to build channel

•Directed territory sales and marketing strategies for Documentum’s Telecom and AEC business units

•Understanding of the major commerce platforms for both the sell-side and buy-side domains

QAD, INC. San Jose, CA 1995 – 1998

Account Manager, Latin America

•Built and managed distribution channel in Latin America for a $200 million Enterprise Resource Planning (ERP) software vendor

•Full P&L responsibility for Latin America region

•Managed highly-leveraged distribution model for the company's supply chain management tools directing sales, support, marketing and public relations activities

•Recruited and managed distributors and developed co-marketing programs with key business partners:

oIBM, SUN, HP, Unisys, Deloitte & Touche, Arthur Andersen, Coopers & Lybrand

•Redirected business unit strategy to focus on high-value vertical niche markets consulting services

ROSS SYSTEMS Redwood City, CA 1993-1994

Director, Latin America

•Conceived and implemented Latin American distribution strategy for a $100 million MRP process manufacturing software company

AUTODESK, INC. Sausalito, CA 1990 - 1993

Account Manager, Latin America

•Managed Latin American sales territory for the world's premier CAD software company

•Built Latin American sales organization composed of resellers in all major countries

•Traveled extensively to build channel relationships

•Directed territory sales and marketing strategies for Autodesk’s Manufacturing and AEC business

Summary of Skills

•Responsible for selling enterprise software to Fortune 500 clients.

•Responsibilities include client relationship management, sales and customer satisfaction.

•Effectively used account planning to manage and sell into large accounts.

•Gave face to face demonstrations to prospective clients.

•Successful in communicating with the CIO’s, COO’s and CTO’s during sales pursuits.

•Responsible for seminars and controlling evaluations.

•Consulting and implementation services for salesforce.com and MicroStrategy clients.

•Generated sales revenue above plan, revenues generated from mid-to-large size accounts.

•Directed the account management for sales, technical, service and sales support to attain revenue goals.

•Directed the activities of the account team on sales, service and technical support.

•Ensured optimum customer satisfaction with WebSolutions products and services.

•Developed strategic plans based on industry trends and customer analysis.

•Prepared weekly sales forecasts, account status reports and recommendations to enhance account growth and revenue.

•Software sales professional with successful record of enterprise sales and the establishment of valuable long-term business relationships.

•Master of Business, International Management Degree.

•Trained in Solution Selling, Strategic Selling and Question Based Selling, Channel Management Certifications, ChannelCorp.

Key Account Performance

•Key Companies initiated, negotiated and close deals with C-Level Management:

oGrupo Elektra- Mexican Retail Chain, 1000 stores - $500k

oGrupo Pao De Acucar – Brazil Largest Retail Chain - $300K

oEmbraer - Brazil's largest airplane manufacturer - $250k

oCPFL - Brazilian Electrical Supplier - $150k

oTelmex -Mexico's largest phone company - $250k

oTechint - AEC company based in Argentina - 150k

oCodelco - Chilean Copper Mining Co. - $200k

oMavesa Food Company - Venezuelan - $150k

oColombina- Columbian Candy Manufacturer - $275k

oFermanich - Fragrance Manufacturer in Brazil - $100k

oSpicer - Mexican Automotive/Transmission Co. - $300k

oVitro - Mexican Glass Company - $250k

oSchlumberge - Values and Meters Manufacturer - $300k

oTelefonica - Argentinean Telephone Company - $200k

Education

Thunderbird School of International Management Glendale, Arizona

Master of International Management (Marketing Emphasis)

Clark University Worcester, MA

Bachelor of Arts

Double major in Economics and English Languages – Fluent English, Spanish and Brazilian Portuguese.

Channel Management Certifications, ChannelCorp

Channel Management: The Business Dynamic

•Reseller Finance Channel Portfolio Management Partner Species and Transaction Economics Channel Functionality

•Partner Development Business Proposition and Performance Service, Electronic and Global Channels Vendor Alignment

•Target Markets Product Channel Readiness

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