Sales Account Executive

Sal Fiorellino *** Ocean Ave., Long Branch, NJ ***40

ph: 732-***-****

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

SALES ACCOUNT EXECUTIVE

Maintaining & Growing Market Share through Personal Leadership in Sales & Marketing

SUMMARY

Confident, highly energized, effective, and persuasive communicator with strong interpersonal and account management skills. Recognized for a successful track record of achieving million dollar quotas. Accustomed to adversity, resolving client issues, and practiced in the patient and consistent attainment of personal and professional goals.

A consultative solution provider who consistently earns the confidence and trust of key decision makers, through the delivery of superior service and support before, during, and after the sale. A top individual producer skilled in developing exceptional client relationships through personal example and targeted marketing. Driven to achieve goals and overcome obstacles.

EXPERIENCE

Medical Business Systems, Inc. Elmsford, NY 12/2008–Present

Regional Account Manager

Managing new business development for a healthcare IT services company offering Electronic Health Records and Practice Management software solutions, networking, managed services & disaster recovery. The software solutions are provided in two models; server based and SAAS (software as a service).

• Implemented an annual sales plan to develop new business supporting attainment of quota and market share within the acute care environment. Manage the entire sales cycle consisting of prospecting, needs analysis, onsite presentations, proposal generation, contract negotiations and ongoing support.

• Achieved 100% of Q3 & Q4 quota. Annual quota $1.1mm.

• Successfully closed $135,000 contract exceeding my monthly quota. (13 doctor practice)

Gartner, Inc. Stamford, CT 3/2007–10/2008

Senior Account Executive

Retained and grew annual contract renewals for IT research and consulting services. Focused on delivering the technology related insight necessary for clients to make appropriate business based decisions. Managed national accounts exceeding $1 billion in annual revenue; Pearson Publishing, Unilever, Dunn & Bradstreet, ISO, Quest Diagnostics, Wakefern, JM Huber, NJM Insurance. Interacted with CIO’s and Senior IT leaders to develop and implement an effective enterprise wide IT strategy that maximizes the value delivered by Gartner’s products and services.

• Applying focused and successful sales and value selling techniques, successfully achieved 120% of annual quota in first 12 months of sales activity. Annual quota $1.6mm

• Tasked by executive management to reacquire two lost key accounts, won back both accounts by selling to each individual, and identifying and addressing business issues and challenges, resulting in negotiated new service contracts with Dunn & Bradstreet and ISO.

Attachmate Corporation Seattle, WA 7/2005-1/2007

Account Executive

Sold enterprise application integration software solutions to address IT modernization and legacy integration issues. The portfolio included the following solutions: host integration, web integration, SOA, desktop integration, pc emulation, network security, configuration management and pc lifecycle management. Developed new business opportunities within Fortune 500 accounts some of which include; Merck, PSE&G, State of NJ, Merrill Lynch, Selective Insurance, Dow Jones, AT&T, Pershing, CIT Group, NJ Transit, Goldman Sachs, Gucci, etc. Utilized a consultative sales approach to identify client needs and recommend the proper solution.

• Through a focused and persistent marketing effort, effective client relationship management, and innovative selling techniques, successfully achieved 117% of $1.9mm annual quota.

• Applying effective contract negotiations, closed a record-breaking software contract worth $1.4 million with an industry leader, Tyco (ADT Security) for 10,000 desktop user licenses.

Programmers Paradise, Inc / Infragistics Shrewsbury, NJ 3/2001-7/2005

Corporate Account Executive

Sold IT software and hardware solutions including operating systems, databases, software development tools (.NET, Java, ActiveX), storage systems, and network security products targeting Fortune 500 companies. Expanded business within assigned accounts and developed new accounts within sales territory.

• Managed 30 Fortune 500 accounts including; UPS, AOL, Citigroup, Allstate, AIG, Verizon, Cendant, Benjamin Moore, Capital One, Siemens, Lockheed Martin, Cerner, Pfizer, BMW, Astra Zeneca, etc. Conducted a complex sale involving C-level executives and key decision makers within the IT department and applications development group. Met quota objectives of $1.2 million per year.

• Closed a significant contract with Fidelity Investments to develop the company’s first online

trading system called ‘Active Trader Pro’ to compete with top competitor E-Trade.

The implementation was successfully completed on time and under budget, resulting in a substantial new revenue stream for Fidelity.

• Achieved ‘Salesman of the Year’ as a result of consistently meeting annual quota, resulting in being promoted to Product Manager for a new e-business solution.

Health Care Software, Inc. Farmingdale, NJ 10/1998-2/2001

Regional Sales Executive

Sold healthcare information systems for hospitals, long-term care facilities, rehabilitation, behavioral health, mental health facilities, and large physician groups. IBM AS400 based clinical and financial software applications.

• Negotiated and closed the largest contract in the company’s 30-year history with the nation’s leading behavioral healthcare organization, ResCare (Louisville, KY), resulting in $2.1 million contract.

• Suggested and implemented a new marketing program to increase sales. The program was designed to meet the needs of smaller healthcare organizations providing a scaled down version of the software at a more affordable cost to meet their budgetary constraints. The success of the program resulted in increased bottom line revenue by 10%, facilitating the achievement of 125% of annual sales quota.

Medical Manager Corporation Fairfield, NJ 12/1995-9/1998

Systems Sales Consultant

Managed and directed the entire sales cycle from prospecting to closing the sale. Sold a fully integrated practice management system including hardware, software, and training to single physicians, physician groups, and hospitals within the NJ and NY regions.

• Generated sales with average deal size of between $50,000 - $100,000 and consistently

achieved annual quota $1.2 million.

• Suggested a new client retention program to improve the quality of service for our clients. The

program increased bottom line revenue and client retention, resulting in achieving sales bonuses by exceeding monthly and quarterly quotas.

EDUCATION

Monmouth University West Long Branch, NJ Computer Science 1984

ADDITIONAL SKILLS

CRM: Salesforce.com, ACT, Goldmine, Siebel, Lotus Notes

Sales Training: Value Selling Concepts, Strategic Selling, Basho Training

Microsoft Applications: Outlook, Excel, Powerpoint, Word, Project, Visio

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