Software Sales Executive

Ed Thomas

***** ******** ** *******, ** ***** Phone: 317-***-**** E-Mail: ************@***.***

Summary

Seeking to immediately and positively impact a growing, best-of-breed company by leveraging my 22 years of high-level sales experience. I bring a unique background and will continue to utilize my leadership, communication, entrepreneurial, negotiation, and consultative selling skills to surpass sales quotas and achieve high levels of customer satisfaction for my managed region.

Experience

Software Sales Executive, CCH, a Wolters Kluwer business July, 2010 – January, 2012

* Surpassed specific product sales goals around positioning CCH’s Suite of Tax, Audit, and Workflow Products and Services – both on-premise and SaaS based.

* Turned around a troubled territory through the development of trusted relationships and delivery of value-added services produced by consulting with clients to resolve business issues and create firm efficiencies.

* Compete daily in fast-paced environment with high level of sales activity, including pipeline development, and product demonstrations.

Software Sales Executive, IBM July, 2007 – April, 2010

* Surpassed sales quotas ($2.5m average) through positioning cross-brand System z (mainframe) software and services solutions.

* Led complex sales cycles through teaming with Distributed Software, Hardware, and Professional Services colleagues.

* Aligned with major clients to execute Business Value Assessments to accelerate sales cycles and demonstrate short-term Return on Investment.

* Cross-brand solution expertise, including Storage, Information Management, Middleware, Security, and Enterprise Management.

Business Manager, CA April, 2004 – July, 2007

* Surpassed sales quota ($45m average) each year through negotiating and executing complex Enterprise License Agreements with enterprise clients.

* Successfully teamed with sales and services executives to position new enterprise solutions to assist in increasing client spend year over year.

* Utilized consultative selling and negotiation approaches to build trusted relationships from the IT Committee/Champion level to C-Level Executives.

Software Sales Executive, CA July, 2001 – April, 2004

* Surpassed sales quotas ($2.5m average) through positioning System z (mainframe) software and services solutions, including Enterprise Management, Security, Storage Management, and Business Service Optimization.

* Executed complex sales cycles in enterprise accounts from qualification, business unit alignment, solution development, and delivery.

* Turned around troubled client relationships by gaining an understanding of clients’ issues and working together to develop IT and Business solutions to meet immediate and long-term needs.

Software Sales Executive, EMC December, 1999 – July, 2001

* Surpassed sales quotas ($750k average) through positioning cross-platform storage hardware, software, and services to mid-sized businesses and institutions.

* Initiated business development by identifying technology start-up companies and matching them up with EMC’s venture capital partners.

Financial Consultant, McDonald Investments June, 1996 – December, 1999

* Utilized networking with CPA’s, Estate Attorneys, and existing clients to build client assets to over $100m. Over this period, grew firm commissions from $500,00 to over $1m.

* Developed and implemented a plan to move revenue sources from 25% fee-based/75% transaction-based to 60% fee-based/40% transaction-based.

* Responsible for all areas of client portfolio management, including research, reporting, marketing, investment decisions, and securities trading.

* Primary clientele were high net-worth individuals, small business owners, and mid-sized institutions.

Financial Consultant, Merrill Lynch January, 1991 – June, 1996

* Completed 24 month Professional Development Program in just 20 months. This led to a mentor-based partnership, with a focus on attaining and serving high net worth individuals and retirees in the Merrill Lynch Private Client Group.

* Finished in top 125 of 13,000 Financial Consultants in brining in new accounts and financial plan sales.

* Utilized cold calling and networking to focus on new client attainment, asset gathering, financial planning, and professional money management.

Education

Purdue University, West Lafayette, IN September, 1986 – May, 1990

Earned Bachelor’s Degree, with a major in History, and a minor in Economics. Was a member of Purdue Foundation Student Board, participated in intramural athletics, and held numerous offices in Alpha Sigma Phi Fraternity, including President.

Skills

Proficient in: Microsoft Office – Sage Sales Logix – Siebel CRM – Salesforce.com

Completed: Northeastern University Xcellerate Sales Program – Target Account Selling (TAS) – Richardson Strategic Account Selling – Richardson Negotiation Skills – World Negotiation Forum

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Ed Thomas

11890 Monarchy LN Fishers, IN 46037 Phone: 317-***-**** E-Mail: ************@***.***

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