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Sales Director / Senior Account Manager

Rochester, New York, 14623, United States
$100,000 - 150,000
May 25, 2010

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** ******* **** **.

Mendon, NY 14506



Growth Strategies / Business Development /

Software / Strategic Alliances / CRM /

Channel Development / Market Penetration /

Account Retention / Solution Sales /

C-Level Presentations / Negotiations

As a sales manager and individual producer for

Microsoft (MS) and Apple, I drove record sales

growth, penetrating key corporate, education,

government and healthcare accounts. Selling

IS/IT solutions to customers including GE,

Xerox, Kodak, major metropolitan hospitals,

large urban school districts and Ivy League

universities, I won new accounts and closed

deals worth millions of dollars. I can deliver

significant revenue results by:

* Driving long-cycle, solution-based sales,

converting prospects to customers

* Building strong relationships with key

executives to cement new business

* Promoting the features, benefits and added

value of complex technology

* Recruiting, training, coaching and motivating

high-performance teams

The keys to my success have my ability to build

rapport with clients, learning their

organizations from the inside out, defining user

needs and then delivering scalable solutions. I

hold a BS in Biology from St. John Fisher

College. I have delivered speeches at major

industry events including MacWorld.


Delivered overnight solution to win $1M

contract. MS university medical center client

had an emergency need for upgrade to overloaded

mail/messaging system. Quickly assembled team,

working through a weekend to assess problem and

design solution. Implemented system in record

time, securing largest contract of its kind at


Achieved 95% penetration in state university

system. MS wanted to expand its presence at a

multi-campus university. Taking over this

sector, developed strong relationships with key

decision makers and partnered with 3rd-party

vendors. Made major inroads, establishing MS as

strategic supplier and boosting sales $3.5M in

three years.

Built breakout MS education application. Fourth

largest NY school district needed solution to

power educational improvements. Directed

collaboration among MS team and educators.

Created comprehensive platform that became

benchmark for K-12 clients. Helped client win

federal funding and generated $2M revenue for


Tripled revenues at Ivy-League university. MS

wanted to expand limited presence at a leading

university. Seeing decentralization as a key

issue, built consensus across diffuse management

of individual colleges to win converts. Promoted

MS as standard for university-wide applications.

Built account into one of largest all-MS

education shops.

Turned around dissatisfied Microsoft account.

Major university threatened to terminate

relationship with MS due to perceived lack of

support. Tasked with rescuing contract, took

over account. Immediately instituted regular oncampus

meetings with client executives. Built

trust by demonstrating relevance of MS

solutions, saving account.

Salvaged $40M account for Apple. Large sale to

high-tech video imaging client was threatened by

a compatibility issue. Had project engineers on

site within 24 hours to troubleshoot problem.

Developed and implemented fix to a flaw in the

processes used by client. Restored confidence,

enabling Apple to add $20M in additional sales.

Developed and promoted solution to win $14M

account. Fortune 50 firm asked Apple to compete

for enterprise computing project. Directed

development of customized applications suite.

Collaborated on presentation, focusing on userfriendliness

and value. Won largest corporate

account, establishing strategic partnership with



Strategic Account Manager, Microsoft, 2004-2010.

Directed sales strategies targeting primary,

secondary and higher education markets and

healthcare sector in New York. Built virtual

team comprising technology, product support and

licensing specialists. Drove significant revenue

and share increases, winning major new accounts.

Apple Computer, $40B leader in information

technology and systems. Beginning as an Area

Training Manager, promoted through roles of

increasing responsibility, including:

Higher Education Manager, 2000-2004. Directed

business development team and individual

producer for New England territory, managing

relationships with Harvard, Yale, MIT, UMass,

Cornell, SUNY, Syracuse and others.

Global Account/Value Added Reseller Manager,

1995-2000. Directed sales and VAR relationships

in Northeastern US with responsibility for

leading global accounts including Xerox, Kodak,

Scitex and Avid Technology. Built strong channel

distribution network, generating millions in new

revenue in digital imaging arena.

Personal: A lifelong ski instructor, I also

enjoy golf, mountain biking and hiking. I have

been active in alumni and athletic affairs at my

alma mater.

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