Sales Manager

Scott E. Fellows

*** ******** *****

West Chester, PA 19380

Cell 484-***-****

**********@*****.***

SUMMARY OF QUALIFICATIONS

Successful enterprise software sales experience in highly competitive and technical markets. Expert in presenting complex information at the executive level and selling premium-priced solutions based on value proposition. Primary client contact is at the VP / CIO / Director level. Excellent organizational, leadership and team building skills. Consistent record of increasing levels of sales revenue, profitability, and responsibility.

PROFESSIONAL EXPERIENCE

NuCore Nutrition, LLC June 2009 to Present

President

-Start-up company selling OneSource, a milk based nutritional drink to the Northeast and Mid-Atlantic.

-Responsible for all aspects of business: sales, marketing, distribution, purchasing, administration, and accounting

-Initial focus on niche retailers and distributors. Heavy emphasis on targeted shows and marketing events.

-Sale of business pending to manufacturer.

Tectura May, 2008 to June 2009

Senior Account Representative

-Sold for reseller of Dynamics ERP/CRM solutions

-Manage medium to large accounts in Mid-Atlantic territory

-$3MM Quota, creating a 3X pipeline

-Closed 4 new deals in first 6 months.

SAP Americas, Inc. July 2006 to April 2008

Enterprise Senior Account Executive

--Sold complete suite of SAP solutions and services primarily to the Life Sciences/Pharma vertical.

--Managed large accounts: GSK (R&D) and Novartis (Consumer R&D and Pharma IT).

--Closed multiple 6 and 7 figure transactions. $5MM Quota, maintain 3x pipeline

--Managed extensive pre-sales support organization.

North Plains Systems, Inc. February 2005 to November 2005

Senior Account Manager

--Sold Digital Asset Management software and services primarily to the Entertainment, Advertising, and Consumer industries.

--Heavy prospecting, qualifying, RFP preparation, demonstrations, contract negotiations and closing.

--Closed over $.5M in new license and services revenue and developed a pipeline in excess of $3.5M in less than nine months.

--Company eliminated entire sales and marketing organization.

Future Information Research Management April 2001- January 2005

Senior Account Manager

--Consistent quota achiever through the sales of products and services related to web-based survey and feedback application. Sold CRM integration, HR and Marketing Research applications into primarily Pharma, Consumer and Insurance verticals.

--Established U.S. Sales presence in the Mid-Atlantic region for Oslo, Norway based company.

--Initiated partnership program, originated RFP response template.

--Developed and implemented product/marketing strategies

PLATINUM technology, inc./Computer Associates, Inc. April 1996 - March 2001

Account Manager

--Consistent quota achiever in sales of products and services related to Systems Infrastructure, Database Management systems, Application Life Cycle and Decision Support. Initiatives included: CRM, D/W, ERP and Intra/Internet Development.

--Closed several million dollar transactions, from $1mm to $2.3mm.

--Consistent increases in quota and account responsibility.

--Negotiated complex enterprise level contracts

--Completed Solution Selling and TAS sales courses

CINCOM Systems Inc. September 1989 - April 1996

Account Executive

--Consistent quota achiever in sales of products and services related to SUPRA database (relational and SQL), application development tools (4GL), MRPII, OO development tools, and ORDBMS. .

--Negotiated complex multi-year contracts

--Completed Miller/Heinman Strategic Selling courses

Triad Systems Corporation May 1986 - August 1989 Marketing Representative

--Consistent quota achiever in sales of products and services related to turnkey inventory control, POS and financial systems to retail marketplace. Increased install base 200%.

--Responsible for all phases of sales cycle, including demonstrations and contract negotiations.

Motorola/Four-Phase Systems January 1982 - May 1986

Marketing Representative

--Consistent quota achiever in sales of products and services related to mini-computers used for data entry and word processing. Awarded bonuses, trips, and prizes for quota attainment.

--Completed 9-month technical and sales training program.

EDUCATION

Indiana University of Pennsylvania, Indiana, Pennsylvania

Bachelor of Science, Business Administration, May, 1981

Major: Marketing; Minor: Economics

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