Director of Operations

Bruce R. Walker

Summary

Sales Operations Professional with significant experience including:

Team Building & Leadership

Strategic Planning

Forecast & Pipeline Management

Outside & Inside Sales

Cross-functional Management

Backlog & Revenue Reports

Pre & Post Sales Support

Compensation Plans

CRM Implementation

Sales Process & Procedures

Sales Training

Project Management

Background

Principal

Walker Resource Group, Groton, MA

2003-current

Walker Resource Group invests in residential real estate and originates mortgage loans. We purchase, rehabilitate and sell single-family dwellings and originate mortgages for single and multi-family properties.

Sales Director

Refresh Software, North Chelmsford, MA

2001-2003

Refresh Software is a start-up offering a website Content Management System.

·Increased efficiency of sales and marketing and reduced sales expenses by 83%

·Restructured sales organization covering North America and United Kingdom to allow cost effective winning and managing of needed reference accounts

·Implemented salesforce.com Customer Relationship Management (CRM) software

·Created reporting system for CEO and senior management to run Pipeline Report and Forecasts in real-time allowing proactive management of sales activities

Strategic Account Manager

Sterling Commerce, Nashua, NH

2000-2001

Sterling Commerce is a provider of eCommerce and eBusiness Integration software.

·Produced 129% of assigned quota, attended President’s Club

·Closed $1.4M license deal for BellSouth with favorable terms for Sterling and customer

·Negotiated multi-year services agreement with Staples and with Business Depot, Staples’ Canadian operation

District Manager, Northeast

Oberon Software Inc, Cambridge, MA

1998-2000

Oberon Software was a start-up Enterprise Application Integration software company.

·Analyzed and identified highest probability potential users of the company’s broad potential offering

·Implemented sales activities with users of Manugistics or J.D. Edwards only

·Closed major accounts such as Praxair, Johnson & Johnson and Sigma-Aldrich

·Recognized as the company’s number two product revenue producer

Eastern Region Manager

Bright Tiger Technologies, Acton, MA

1997-1998

BTT was a start-up Internet company with a product referred to as a Web Site Resource Manager.

·Strategized and targeted prospects with high name recognition to serve as reference accounts

·Trained and lead systems engineer and inside sales person

·Sourced and signed twelve alpha and beta test accounts nationwide, including GTE, UUNet and Compaq in pre-revenue stage through product introduction

·Closed Digex, a major ISP and web site hosting industry’s premier Windows NT vendor as initial reseller

·Signed Staples as first corporate site licensee for use in Internet e-commerce and intranet applications

·Recognized as the company’s number one product revenue producer

Director of Sales & Marketing

Sourcecraft, Inc., Burlington, MA

1995-1997

Sourcecraft was a VC funded start-up business in the development phase of a software development tool.

·Recruited and hired Marketing Manager, Manager of Customer Service, Inside Sales Reps and a Systems Engineer

·Repositioned company product strategy and redirected product development from Windows Client/Server C++ development tools to Java tools for Internet and Intranet applications

·Closed agreements and managed relationships with key prospects including major end users, such as Nippon Steel, Coopers & Lybrand and Xerox

Sun Microsystems, Lincoln, MA

1989-1995

National Account Executive, General Electric

National Account Executive, Computervision

National Account Executive, Dun & Bradstreet Software

·Increased revenue 484% at GE from $19M to $92M in four years

·Grew Sun installed base to 16,000 systems with 70% of UNIX workstation market share at GE

·Built and lead teams responsible for Sun’s worldwide sales operations at each of these customers,

·Personally handled corporate relationship and executive contact with CEOs, CIOs, CFOs and their immediate subordinates

·Arranged and attended meeting with GE’s Jack Welch and Sun’s Scott McNealy

·Planned and implemented strategy to make Sun an approved vendor with Dun & Bradstreet resulting in major win over HP at the L.A. Times

·Solved cross-functional issues to win major contract at GE Aerospace

·Established Sun as GE’s Strategic UNIX Workstation Vendor with their Corporate Information Technology group

·Attended Sunrise in four of five years eligible for exceeding 100% of assigned goals

MASSCOMP, Westford, MA

1983-1989

Director of Major Accounts

Manager of Major Opportunities

District Manager

·Closed major opportunities and major accounts for domestic, European and Japanese sales during period of growth from $2.4 million to $75 million

·Negotiated $3M software license with Allen Bradley, solving a revenue/profit shortfall in company’s early history

·Directed cross-functional resources to win five-year, $20M contract with the National Security Agency

·Handled cross-functional issues as liaison to marketing, finance, legal, manufacturing, development and other departments to solve prospect and customer requirements to close major deals

·Supervised VAR and major account group of twelve business and technical people

·Attended President’s Club in all five years eligible for exceeding 100% of sales goals

Additional experience

Data General - Branch Manager, General Electric National Account Manager and Sales Representative

Nixdorf Computer Systems - Sales Representative, Programmer Analyst and Programmer

Education

Bachelor of Science, Management - Rensselaer Polytechnic Institute, Troy, NY

Additional management training and development courses including Solution Selling, Finance for Non-Financial Managers, Managing for Excellence and Effective Negotiating

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