VP Sales - Hi-Tech/Software
Resume:
JASON R. FIALA
**** ****** ****, ********, ********** 94044
*****.*****@*****.***
http://www.linkedin.com/in/jasonfiala
~SENIOR SALES AND BUSINESS DEVELOPMENT EXECUTIVE~
Operational Leadership, Business Development, Product Growth, and Innovation
Remarkably astute, tenacious, and performance-driven senior executive powered with exemplary closing strategies and solution-selling tactics honed through more than 17 years of sales and territory management experience. Show paramount efforts in creating effective strategies and plans to increase sales and exceed target goals. Possess stellar reputation in building and maintaining strategic partnerships within major accounts and prospective clients by addressing their diverse needs and presenting innovative solutions. Hands-on manager who is adept at training and developing cross-functional teams to foster team unity toward fulfillment of solid bottom-line results. Proven effectiveness to multitask in fast-paced and quota-driven environment with dedication to superior service. Willing to travel extensively.
CORE STRENGTHS
- Territory and Key Account Management
- Outstanding Customer Service and Relations
- Sales Plan Development
- Competitive Market Research and Analysis
- Marketing Campaigns and Promotions
- Leadership, Training, and Team Building
- Extensive Product Knowledge and Introduction
- Problem Resolution and Decision Making
- Presentation, Negotiation, and Closing Skills
- Articulate Oral and Written Communication
EMPLOYMENT HISTORY
BRIDGE APPLICATIONS ~ PACIFICA, CA: 2010–PRESENT
SENIOR MANAGING PARTNER 2010–PRESENT
Direct and coordinate daily operational aspects of consulting with SaaS companies to develop customer opportunities, generate new business opportunities, and build alliances and partnerships. Lead all efforts to improve sales processes and to assist in reselling respective applications into key enterprise accounts. Conduct comprehensive market research to various consulting companies on implementation of workforce management solutions for project and program management. Evaluate financial statements and reports to measure goal achievement as well as to determine areas needing cost reduction and improvement. Convene with start-up companies to determine their diverse needs in software technologies.
Notable Achievements:
- Conceptualized innovative strategy and offerings for workforce management and business intelligence
- Implemented sales and distribution strategies with CEOs and sales VPs at SaaS-based start-up companies
SUN MICROSYSTEMS, INC. (ORACLE CORPORATION) ~ MENLO PARK, CA: 2003–2010
DIRECTOR, GLOBAL PARTNER SALES 2007–2010
Presided over a team of global sales managers responsible for relationships with Sun's global strategic software partnerships, including Amdocs, IBM Software, Oracle, SAP, SAS, and Symantec. Spearheaded and mentored 13 direct reports with 55 indirect sales people reporting into 16 geographic regions globally. Delivered informative presentations pertaining to Sun’s corporate programs to end-user customer groups. Regularly interacted with clients to provide prompt response to inquiries as well as to address and resolve complaints under time constraints.
Notable Achievements:
- Generated $161M in direct revenue and more than $1.1B in influence revenue by creating 12 sales programs across 16 global geographies
- Elevated revenue by employing the Sun sales ISV strategy globally while optimizing marketing and technology investments for various programs and tactical deal engagements
- Greatly surpassed FY08 goals achieving 115% of plan by leveraging strong partner relationships with customers
- Implemented an ROI metrics program for key joint product offering; modified joint partner reference program to improve effectiveness
PARTNER EXECUTIVE, ORACLE RELATIONSHIP 2006–2007
Applied dynamic leadership talents to global sales team and formulated global account strategy focused on sales driven business plan leading 35 people across HQ in various departments. Expertly managed the joint account plan with Oracle across sales, marketing, engineering, software, and systems to achieve revenue targets. Defined market opportunity as well as estimated costs, budget requirements, and timelines to gain buy-in of key stakeholders for both Sun and Oracle. Evaluated Oracle and Sun's 16 geographic regions and Oracle's four regions on how individual programs were working and gaining input on adaptations needed for global programs or regions’ specific needs.
Notable Achievements:
- Supervised sales team to exceed FY07 plan, attaining 133% of goal and driving $790M in revenue for Sun, leveraging the joint engineering, marketing, and sales efforts between Oracle and Sun
- Created an effective sales plan to resell greater than $15M in Oracle technologies for Sun’s FY07 and rebuild key field relationships
REGIONAL SALES MANAGER 2003–2006
Merged two underperforming sales teams of 22 people across North America to develop their competencies and achieve their maximum level of performance. Streamlined team members' roles and responsibilities, changed staffing, and championed stronger account planning for accounts, such as i2, IBM SW, Oracle, PeopleSoft, SAS, SAP, Sybase, and Symantec. Communicated with global partner executives on the status of alliance program roll-out across the US. Facilitated training with product managers and corporate program owners on how to best leverage programs to win more revenue in the territory.
Notable Achievements:
- Consistently attained revenue goals of FY04 and FY05 by more than 100% of $25M and over 200% of initial goal in FY06
FY06: Attained 107% of Goal - 200% of initial goal - goal increase two times - mid-year and end of year
FY05: Attained 107% of Goal - 113% of initial goal - goal increase mid-year
FY04: Attained 112% of Goal - 145% of initial goal - goal increase mid-year
- Supervised alliance sales team generating more than $200M in joint pipeline and over $100M in Sun revenue with key partner initiatives, including BEA, SAS, and Symantec
SIEBEL SYSTEMS, INC. (ORACLE CORPORATION) ~ SAN MATEO, CA: 2000–2003
SENIOR MANAGER, CUSTOMER SOLUTIONS 2002–2003
Provided expert oversight to business development team to gain entrance to green-field Fortune 200 accounts. Instrumental in creating Business Value Proposition for C-Level executives to gain initial meetings. Determined and targeted transportation, financial services, and telecommunications with multi-week consulting engagements.
Notable Achievements:
- Served as a significant contributor in developing eight new accounts that generated $63M in new business
- Commended by four customers who were struggling with current implementations, thus adding $22M in additional revenue and three reference accounts
- Oversaw solution team responsible for creating value propositions and unsolicited proposals to gain access to C-Level executives at target accounts
- Played a vital role in coordinating customer engagements for Return-on-Investment or Total-Cost-of-Ownership analysis to justify multi-million dollar CRM projects
- Designed and employed key performance indicators / metrics to be utilized by customers in CRM implementations to achieve desired business goals
GROUP MANAGER 2001–2002
Displayed unsurpassed expertise in managing a team of product specialists with 10 direct reports responsible for field readiness and evangelization of the Siebel Sales Enterprise and Siebel Mid-Market Product Suite. Planned and coordinated product release roll-out with key partners, such as IBM and Microsoft to expand sales channels. Compiled market requirements across the US to determine new features and next release requirements.
Notable Achievements:
- Produced $25M pipeline utilizing a Sales Leadership Series in 18 cities across the US in collaboration with sales VPs and COOs of target accounts
- Forged an industry-focused team leading to 87% increase in pipeline within four months for financial services, communications, and life sciences verticals
- Formulated a tactical support structure for competitive deals that increased win rate against key competitors by 120% for a period of six months
- Interviewed enterprise sales customers and thought leaders in universities and management consulting companies to develop the content for a speaking series "Best Practices for Sales Leadership" such as:
Increasing Visibility Into The Sales Pipeline
Sales Management Effectiveness
Increasing Sales Representatives Effectiveness
Increasing Motivation/Focus of Sales Force
Mobile Sales–Access Anytime/Anywhere
SENIOR PRODUCT SPECIALIST 2000–2001
Regarded for significant skills in launching the new product suite in Western U.S. targeting mid-market customers. Facilitated training to sales teams on selling business value, specifically financial services, brokerages, insurance, and healthcare. Carried out comprehensive training for sales consultants to deliver industry specific demos. Orchestrated quarterly campaigns and seminars leveraging partner organizations for pipeline development to 3X quota. Vigorously interfaced with a group of professional services customers to define requirements for a new product module and launch the capabilities over two quarters. Built and cultivated long-term quality relationships with SIs and VARs.
Notable Achievements:
- Ranked #1 or #2 revenue attainment rankings on the Mid-Market team by displaying exemplary sales performance
- Honored as “Mid Market Employee of the Year” in 2001 and received the “Siebel Star Award” in the same year through demonstration of high-degree of personal commitment and dedication
- Implemented territory plan for direct and indirect sales organizations delivering $10M per quarter for assigned territory
- Diversified the Western US sales channels and worked closely with key customers
PRIOR WORK EXPERIENCE
CYRUS INTERSOFT, INC., MINNEAPOLIS, MN: 1999–2000
Director, Strategic Alliances
PEOPLESOFT CORPORATION (ORACLE CORPORATION), PLEASANTON, CA: 1998
Business Development, Software Alliances Intern
DANA CORPORATION, TOLEDO, OH / BRAZIL, ARGENTINA: 1998
Market Strategy Analyst Intern
BUSINESS SUPPORT GROUP OF MICHIGAN, INC., KALAMAZOO, MI: 1993–1997
Account Executive: 1995–1997 / IBM Sales Agent: 1993–1994
EDUCATION
MASTER OF BUSINESS ADMINISTRATION, Corporate Strategy and Marketing
- University of Michigan, School of Business Administration, Ann Arbor, MI: 1999
Team Leader, Advanced Leadership Development Program
BACHELOR OF SCIENCE IN MATHEMATICS
- University of Michigan, College of Literature, Science, and the Arts, Ann Arbor, MI: 1993
PROFESSIONAL TRAINING
Target Account Selling
Enterprise Selling Process
CHAMPS Planning Process for teams
Knowledge Advantage Certified
Solution Selling
Selling Business Value
Sun's Leadership Connections
Management Excellence–Leading Top Talent
Managed Service Sales
ACTIVITIES
Aircraft Owners and Pilots Association, Angel Flight West - Pilot
Commercial Instrument Pilot, Multi and Single Engine Aircraft
Experimental Aircraft Association
Triathlons, Hiking, Downhill Skiing, Travel
Berkeley Water Ski Club, SSI Advanced Open Water SCUBA
University of Michigan, Alumni Association
TECHNICAL PROFICIENCY
OFFICE: MS Office, Star Office, Open Office, Google Docs
CRM: Siebel, Salesforce.com, Pivotal, SalesLogix
COLLABORATION: Box.net, Google Docs, Sharepoint
PROJECT MANAGEMENT: Clarizen, MS Project
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