Account Executive - HR software

Dalton Hughes

** ******* **** *******, ** *****

201-***-**** ******.******@*****.***

PROFESSIONAL EXPERIENCE:

National Account Manager (July 2007 – Feb 2009)

Mimeo.com, New York, NY

• Identified and heavily prospected accounts that are well profiled for the Mimeo Print Management solution.

• Presented the Mimeo solution value proposition to all levels within an organization; the end-user, Director level and C-level executives, at companies in all levels of revenue. Getting endorsement and buy-in, depending on how the Mimeo solution could help in areas of HR, Training and Development, Sales/Marketing, RFPs/Proposal Development and Executive level support.

• Worked with department leaders within an organization and along with my Product Specialist, did thorough needs analysis, understanding their pains and friction points in their current process, building a ROI model in order to build a case for the client to see a quantifiable value and end result in order to make investment in the Mimeo solution.

• Successfully managed current book of clients, providing strategic consultative support, understanding each client, able to introduce them to solutions that benefit their objectives for improved efficiency, cost savings and speed to market.

• Demonstrated ability to meet targets, consistently met activity call volume and meeting requirements and creatively overcame objections and barriers to the sale, to meet monthly and quarterly sales objectives.

Business Development Manager – Inside Sales (November 2006 – July 2007)

StructuredWeb.com, Secaucus, NJ

• Focused on targeting owners and sales management for the Office Equipment industry, made high volume of calls, plus email marketing to scheduling phone meetings.

• During phone presentation, positioned the benefits of StructuredWeb’s integrated Website solution and Sales CRM for the prospect. Successfully during meetings, able to assertively qualify the prospective client, determined pain points, timeline and budget.

• Proactively managed multiple opportunities and prospects during the sales funnel, moving them successfully to sales close with confident, professional persistence and by understanding the needs of the client.

• After initial training successfully exceeded my monthly and quarterly quotas, qualifying for commissions, plus additional monthly and quarterly bonuses.

• Joined company management at office equipment tradeshows, promoting the products and StructuredWeb, networking with others in the industry while generating new leads for company.

Account Manager – Inside Sales (November 2004 – November 2006)

Thomas Industrial Network (ThomasNet.com), New York, NY

• Strong consultative sales approach – ability to educate while leading the client through the sales process. Success through thorough product and industry knowledge and assertive negotiation and closing skills.

• Successfully generate new sales revenue with do-diligent/professional phone skills, researching prospects through Internet, direct mail and client referrals in assigned territory.

• Analyze and present important program metrics and results, while tracking this progress towards forecasts, which can facilitate up-sell and/or cross-sell opportunities.

• Awarded MVP at sales orientation training, one of 10 top sales people chosen to attend prestigious ThomasNet.com graduate school, promoted to account manager in first year, in 2006 surpassed both new business and total net revenue account goals set by corporate. Carried over $240K account base.

Account Executive – Outside Sales (October 2003–October 2004)

Inter-Tel Technologies, Inc., Kenilworth, NJ

• Used strong analytical skills, was able to sell complex software based products and services.

• Developed strong executive selling skills, negotiation skills and closing skills.

• Successfully hunt, prospect and generate lead opportunities via telemarketing, canvassing territory, networking, direct mail and industry trade shows. Spoke to Business Owners and C-level decision makers.

• Completed Inter-Tel University; 3-week company training program focused on selling skills and product knowledge.

Account Executive - Inside Sales (2000-2002)

Micromuse Inc., New York, NY

• Developed new sales opportunities in the Northeastern U.S. and Eastern Canada, the region with the highest overall quarterly sales revenues. Canvassed region with prospecting cold calls. Determined decision makers and qualified sales opportunities in order to elevate sales success and to shorten the sales cycle. Spoke to Director-level and C-level decision makers. Educated prospects on the complete suite of high-end network software products.

• Managed daily account activity for 12 account managers including price quotes, product demonstrations, client questions and add-on business. Trained team members and channel partners in product knowledge, policy and procedures.

Client Services Manager - Inside Sales (1996-1999)

Crime Prevention, Inc. Charlotte, NC

Generated leads and then managed and maintained the daily activities of Raleigh and Greensboro sales consultants. Communicated current and critical information maximizing sales and revenues for the consultants and company.

Worked with managers and staff to assure that all tardy payments were made and accounts made current.

Initiated resolutions of billing grievances and answered product questions for the over 15,000-client account base.

EDUCATION:

Master’s of Arts - Communications, Fall 2003; Syracuse University - S.I. Newhouse School of Public Communications, Syracuse, NY

Bachelor’s of Arts – Psychology and Business minor, 1995; Le Moyne College, Syracuse, NY

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