Seasoned Sales / Business development Professional

ALAN SPEER

** ***** ******* **** • Yardley, Pa **067 •

******@*******.*** • 215-***-****, 215-***-**** Cell

SUMMARY

Strategic Sales / Market Expansion / Relationship Management

A seasoned Sales/ Business Development Executive with extensive knowledge and expertise in Sales, Alliances, and Channel Development in the Information Technology Industry. Excellent communications and relationship building skills, strong track record of 24 consecutive years of Quota achievement. Exceptional mentor and coach. Tenacious in building new business, securing customer loyalty, and forging strong executive relationships.

Key Strengths and Experience:

• Significant Revenue Enhancement • Excellent Critical thinking Skills • 24 years of quota achievement

• New Account and Market Development • Ability to find common ground • Organizational Leadership

• Enthusiastic Team Player • High-Impact Sales Presentations • Reseller/VAR Networks

Professional Experience

Channel Director- Genesys BPO Accenture

July 2008- Present

Responsible for developing, leading and managing all sales and business development activities related to the Accenture BPO Contact Center Space.

Global Partner Sales Director

SAP-AG 1999-May 2008

Accountable for executing the global SAP/Accenture alliance, a$ 4.B practice. Managed the overall partner relationship and led the worldwide partner strategies, field engagement, deal execution, sales, technology approaches, new software solutions, professional service strategies/programs and partner marketing resulting in innovative go-to-market programs with new incremental revenue growth. Diamond Circle recipient for outstanding achievement. Prior to Accenture had Global responsibility for CGEY, CSC, and EDS.

Selected Achievements:

• Generated over $ 900M of new incremental software license revenue over a five year period.

• Initiated CEO-CEO relationship that resulted in SAP’s largest ever joint development/go-to-market with a partner. Financial Services initiative that has resulted in $ 100 Million of software License Revenue over the past two years with a forecast of $ 300 Million over the next two years.

• Five straight years of 30% incremental revenue growth.

• Developed and implemented several joint market offerings that drove over $ 80 Million in licenses over the past five years.

• Established executive CRM relationship which drove investment in SAP CRM which helped Accenture grow their SAP CRM practice from $ 100 Million in 2002 to $ 600 Million in FY 2007.

• Convinced Accenture to establish a NetWeaver Practice and Innovation center in Walldrof Germany. This was a first for Accenture.

• Drove and brought too fruition several composite applications leveraging Accenture’s Global enterprise integration group, including Sap’s first partner Xapp XEIP.

Sales Manager/Sales Executive, 1998-1999

QAD Corporation– Carpinteria, CA

QAD is a leading provider of enterprise resource planning software in the manufacturing sector.

Responsible for new account development in the Northeast and Mid-Atlantic region for the Industrial and Electronic Manufacturing Business Unit.

Global Account Director, Sales Manager, Sales Executive, Senior Sales Rep, 1982- 1998

Digital Equipment Corporation- Maynard, MA.

15 Straight years of Quota Achievement

Digital Equipment Corporation was the world’s second largest computer manufacture until their purchase by Compaq in 1998.

Global Account Manager- 1996-1998 - reported to SVP of Channels and was responsible for revenue growth and team that sold to one of Digital’s largest Distributors, driving over $200 Million in annual revenues.

Selected Achievements:

• Developed business plan to take regionally focused distributor National.

• Created and implemented several sales programs to drive business at 24% growth rate in declining market.

• Part of management team that developed and implemented Digital’s $ 2 Billion North American Channel/Reseller Program.

Global Account Director- 1988-1996 Telecommunications- Reported to VP of Telecommunications. Led sales team responsible for selling into AT&T, Bellcore, and other Northeast based Telco’s.

Selected Achievements:

• Eight consecutive years of exceeding Quota, during downward market cycle for Digital

• Opened several new markets in Telecom for Digital, first ever demand print system sold to Bellcore, creating $30Milllion yearly for these systems in Telecommunications. Established first custom Billing system for Digital at AT&T.

• Maintained positive work environment for team during consistent re-structuring effort by Digital.

Sales Manager- 1985-1988

 Led team that was responsible for opening new Technical and Commercial Oem’s for Digital, our group grew revenue at 57% CAGR over three years.

EDUCATION & TRAINING

Bachelor of Science (BS) Finance, – Clark University, MA, Magna cum Laude

Numerous Professional Sale developments Programs- Starting in the 80’s with Digital’s two year sales development process.

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