Executive Sales Leader

DOUGLAS P. SURETTE

*** ******** ***** **, ***** Palm Beach, FL 33411

M: 561-***-****, R: 561-***-****

Email: *********@**.***

EXECUTIVE SALES LEADER

Executive B-B technology sales leader, with a superior track record of leading sales and marketing teams to exceed business objectives, growing top-line and bottom-line results through the development and execution of winning client acquisition, retention and growth plans.

Passionate strategic/consultative selling expert, skilled in the art and science of complex professional solutions selling processes. Listens to the voice of the customer, uses outstanding presentation and executive relationship management skills to sell the business value of technology solutions that solve problems and deliver ROI.

Dynamic sales team mentor and coach, expert communicator, proficient in the recruitment, selection, training, development and retention of top performing talents.

CORE COMPETENCIES

Sales Excellence: Organic Business Development, Strategic /Consultative Selling, Large Accounts Management

Sales Leadership: National/Regional Sales Management, Sales Team Training/Coaching/Mentoring

Marketing Excellence: Go-to-Market Strategy, Product Positioning, Marketing Communications

Operational Excellence: Sales Processes, P&L Management, Forecasting & Analysis, CRM Systems, Accountability

Communications: Proposals/Presentations, Complex Deal Structure/Contracts, Value Propositions & ROI

Information Technology: Hardware, Software, SaaS, LAN/WAN, Professional Services, Outsourcing Services

PROFESSIONAL ACCOMPLISHMENTS

2007 – 2008 VICE PRESIDENT, SALES OPERATIONS & DEALER PROGRAMS

Vertical Communications, Cambridge, MA

Responsibilities: Led HQ Sales Support Team for $80M telecommunications product and software OEM, transformed business by creating innovative sales programs that drove double-digit new product growth of VOIP hardware and software solutions, through direct and indirect channels, to SMB and national accounts, while concurrently reducing operating expenses and driving operating efficiencies.

Accomplishments:

Solved complex legacy go-to-market challenges, consolidated and re-designed four dealer partner programs into one, resulting in expected 2009 operating cost savings of $500,000 and 10-20% large dealer growth ($ 10-20 Million/yr.) via new product solutions emphasis.

Designed new incentive compensation program that drove sales team to grow new product sales by 50%.

Created new dealer financing program that produced over $1Million in new revenues in the first year.

Designed new consultative solutions sales training program that drew rave reviews (quote: “best sales training I’ve ever attended”) and resulted in instant verifiable new sales growth when trainees returned to the field.

2002 – 2007 VICE PRESIDENT, SALES AND MARKETING

Azonix/Dynalco Controls, Div of Crane Co, Ft. Lauderdale, FL

Responsibilities: Led WW direct and indirect sales and marketing teams for $25Million sister companies Azonix and Dynalco. Drove multi-million dollar organic new business growth initiative, selling custom hardware, software and outsourced services solutions to the world’s largest oil and natural gas companies, delivering leading-edge technology solutions, driving operational efficiency and saving millions of dollars per year in reliability and maintenance expenses.

Accomplishments:

Consistently grew new business revenues and increased gross and net profits 15% year over year for a flat business.

Re-engineered company sales and marketing go-to-market strategy, successfully introduced four new solution sets in three different markets in one 12-month period, resulting in over $1 Million in organic new business growth, quadrupling the company market opportunity by over $50 Million and growing a historically flat business 15% Y-Y.

Recovered lost major accounts and market share with major accounts customer satisfaction and recovery plan representing 90% of annual revenues, recovered largest lost account resulting in new revenues of $1Million vs. zero the prior year, grew revenues and OP 25% year-over-year, effectively reversing the business from losses to profits.

Promoted twice, (4) years awarded “Crane Co Top 150”, designating highest rated employees within (23) Crane Co companies worldwide.

2000-2002 REGION VICE PRESIDENT – DISTRIBUTED ENTERPRISE SOLUTIONS

Computer Associates, Framingham, MA

Led highly successful new business development team, closed enterprise network management, security and storage applications licenses to Fortune 1000 accounts, overcoming significant business and market challenges to lead new sales team to exceed software license revenue objectives of $2.5 million per year.

Accomplishments:

Recovered key account Putnam Investments, closed new $1.5million software license, and recovered cancelled services/support contract with Putnam worth $800k.

Top 10 US Sales Manager Q1-Q3 in 2001.

1990 – 2000 DIRECTOR, US SALES OPERATIONS, SALES MANAGER

Inacom/Vanstar/ComputerLand Corporation, Atlanta, GA

Led HQ sales operations and sales support functions, managed and supported 400+ field sales personnel for the largest ($6 Billion) Technology Integrator in North America, selling IT HW, SW and services solutions to Fortune 2000 companies. Progressive growth in management responsibilities, multiple promotions, seven years Chairman’s Club awarded for top 10% of performers in NA.

Accomplishments:

Saved over $10 million in annual expenses by effectively managing field support, training, forecasting, revenue reconciliation, incentive compensation, CRM systems, sales and marketing functions/events, Chairman’s Club and recognition programs.

Implemented new major account profitability enhancement programs, sales training and CRM programs, services sales models, and sophisticated incentive programs that drove dramatic growth while increasing gross margins by $60 Million per year.

Led highly successful new business development attack plans, developed innovative sales and marketing proposals based on ROI and Lifecycle Cost, resulting in consistent over-achievement of sales objectives.

Led sales team liaison to all HQ staff functions, including HR, Finance, Services, and Support.

1984 – 1990 NATIONAL ACCOUNTS MANAGER, TECHNOLOGY SOLUTIONS

BusinessLand Inc, Boston, MA

Business development and national accounts manager for national IT HW, SW, services integrator, opened new Boston market and closed/managed $10 million dollar technology solutions contracts with Fortune 500 companies Liberty Mutual Insurance and The Gillette Company.

Six years exceeded 150% of sales objectives.

Five years elected to President’s Club indicating top 10% of US sales performers.

TRAINING AND CERTIFICATIONS

Sales: Miller Heiman Strategic Selling, Sandler Sales System, Selling to VITO

CRM: Seibel Systems, Salesforce.Com

EDUCATION

BA, Journalism/English/Marketing, University of Massachusetts, Amherst, MA, 3.4 GPA

Contact this candidate