Partner Sales Manager

THOMAS R. CARLEY

**** ***** **. **** **. Denver, CO 80210 303-***-**** or 303-***-****

e-mail: *********@*****.***

CAREER ASPIRATION:

Seeking a direct, channel, OEM sales or sales management position within a company producing and delivering the highest quality products and services to the marketplace. I have excelled at both direct and indirect sales and marketing positions within professional environments ranging from small, family-owned companies to Fortune 50 corporations.

EXPERIENCE:

August 2008-Present: Sun Microsystems, Inc. Broomfield, CO.,

Partner Sales Organization - Sun Services Sales Manager

-Managing a team of nine Sun Services sales professionals covering the two Channel Development Providers (CDP's), the ACR's and the Top 40 partners in the U.S.A.

-Annualized quota of $465M in billings and $234M in revenue consisting of managed, support, education and consulting services.

-Focused on selling entire Sun Services portfolio to/through the three-tier distribution model, Sun to CDP to Partner to end user.

-Executed against a book of over 16,000 renewals, with attention to point of sale business, warranty exit business, multi-vendor support (non-Sun systems) and pure win back business from competitors in the marketplace.

-Presented at annual CDP conferences covering a range of topics from Sun strategies and top initiatives to

-Managed all H.R requirements for the sales team, performance evaluations, mapping and monitoring, sales training, forecasting back up to management

November 2006 – August 2008: Sun Microsystems, Inc. Broomfield, CO.,

Enterprise/Sun Services: Government, Education, Healthcare, Sales Manager - Services Sales

-Managed a team of eight Sun Services quota bearing sales reps covering the U.S.A. Annualized quota of $165M in bookings and $134M in revenue consisting of managed, support, education and consulting services.

-Achieved 106% of quota in FY'07 and 103% in FY'08, $172M and $139M in total.

-Focused on selling Sun Services to the Education (K-12, Universities), State and Local Government (non-Fed.) customers and prospects within the U.S.A. Growth targets included smart-sourcing solutions, or selective-sourcing sales efforts to our customers where a portion (selective) of their I.T. operations are sourced to Sun versus entire operation (wholesale out-source).

-Managed all H.R requirements for the sales team, performance evaluations, mapping and monitoring, sales training, forecasting back up to management

-Successfully completed Mid Range Planning exercise for FY '08-09 coverage model to achieve $191M in sales for my area.

-Promoted in August 2008 to Sales Manager of the Channel Development Provider team and the IBM Global Services team, current goal is $761M with a team of seven sales people.

July 1997 – November 2006: Sun Microsystems, Inc. Broomfield, CO.,

Enterprise/Sun Services: Services Sales Representative

-Primarily responsible for the sales of Sun Microsystems Support Services (service, education & consulting) to end-users, directly and via Sun's channel/distribution partners. Last four fiscal years I was focused solely on Qwest Communications, Inc. and Avaya Communications, Inc. OEM business.

-Negotiated a 24 month, $9.21 million nation-wide services agreement with IBM Global Services in support of the Sun infrastructure and installed base at Qwest Communications, Inc.

-Named “Channel Rep of the Year” in year three as a Channel Sales Development Rep., 2001.

-Assisted and trained Colorado-based Sun channel partners to increase their corporate base-line revenues by "solution selling", including more high revenue, high margin Sun services and consulting within their overall sales efforts.

-Surpassed my support services quota every year for seven straight years (FY 1998-2004). Quota achievement ranged from 107% to 201% during this period with an annual average quota of $10.1M. My sales accounted for, on average, 32%, of the total revenues in the account.

-Delivered customer presentations covering Sun Enterprise Services to customers ranging from Colleges and Universities, Corporations, Non-profit organizations and to local, state and Federal government entities.

Feb. 1992 – June 1997: National Geographic / Trails Illustrated Maps, Evergreen, CO. National Sales Manager

Responsible for all new product sales and promotion, new retail account generation and current account expansion, Internet marketing, print advertising, designing, writing press releases and newsletters for customer distribution.

Increased sales an average of 13.5%, per year over three years, from $1,077,043 to $1,395,345 within an international base of 2200 retail and OEM accounts.

Managed a staff of four people to handle all inside sales, invoicing, order entry, shipping, phone reception and customer service. Supervised custom and premium map projects for the company.

Managed the design, layout and printing of all company publications. Represented National Geographic Trails Illustrated at consumer and retail trade shows, averaging 6-8 shows per year.

June 1987 – April 1991:

Control Data Corp. / Bell Atlantic Business Systems Services, Englewood, CO.

Sales Representative / Senior Sales Representative

Increased computer mainframe service account base 122% over previous fiscal year (1990), selling against IBM and Digital Equipment Corp.

Formed strategic alliances with Exabyte Corp., Spyder Systems and Network Systems Corp., to ensure quality, multi-vendor computer service to my customers.

Negotiated several large contracts in multi-buyer situations, from purchasing to CFO level within commercial business, government and educational institutions. Expanded monthly billing account revenues by $1.1 million. Surpassed annual quota objectives in 1988 and 1989.

EDUCATION:

University of Illinois, 9/83 - 5/87, Bachelor of Arts, Economics

* President, V.P., Sec. Rush Chair: Beta Theta Pi Fraternity * Asst. Chairman: Inter-Fraternity Council

* Star Course team manager, Stage and Production

PERSONAL:

Experience with StarOffice, MS Office, Power Point, ACT productivity tools.

Extensive Sun-sponsored sales training, Solution Selling, Executive Focused Selling, Knowledge Advantage and Siebel CRM training.

Board member of the Rocky Mountain Chapter of the Amyotrophic Lateral Sclerosis Association (ALSA, aka Lou Gehrig's Disease). Currently President of the Board for the Association.

Working knowledge of the Spanish language.

Enjoy traveling extensively with my wife.

Contact this candidate