Sales Software

James D. Parker

**** ***** • Costa Mesa, CA ***27

• Cellular: 310-***-**** • ************@*****.***

SALES, MARKETING, AND OPERATIONS

Profile

High-energy executive sales professional with over 20 years of experience in the high-tech, government entrepreneurial/DOD, municipalities,Healthcare,telecommunications industries. Solid record of building and retaining high performance sales and marketing teams. Expert at identifying opportunities for accelerated growth. Highly motivated, excellent interpersonal and communications skills, highest ethical standards and exceptional customer focus.

Sales and General Management qualifications:

• Sales and Business Development • Outsourcing

• P & L Responsibilities • Hunter

• Strategy and Market Planning • Staff Development and Motivation

• Contract / Price Negotiation • Presentations and Training

Professional Experience

Director of Sales

Advance Business, Newport Beach, CA January, 2003 – present

Currently working with PG&E, SMUD, Southern California Edison, Anaheim Public Utilities, Riverside Public Utilities, San Diego Gas & Electric, LADWP and other municipalities. Consulting “C” level executives to penetrate the Energy Management Software market with over 2 million dollars in and over 5.5 in my pipeline. Also work with Annova Technologies (India) selling GIS data conversion along with software development along with QAREA (Ukraine) selling software development and testing technologies for Databases for MS SQL, Oracle, Interbase, SAP, Firebird, and DB2 and testing techniques where Black/White Box, Load and Stress, Performance, Usability, Security, Configuration and Installation testing.

Key Achievements:

1 Identify decision makers to explain ROI.

2 Within 5 months build pipeline to over 250 companies, both large and medium, Bechtel, ATT, Cox, Alion Science ,just to name a few with GP over 500k.

• Captured new accounts within 12 months that generate over 1.5 million dollars in revenue for QArea.

Director of Sales

OnSystems, Los Angeles, CA June, 2001 – January, 2003

Spearheaded marketing strategy from the ground up for OnSystems, the pioneer of private, secure, peer to peer (SAAS) networking software. Responsibilities included strategic sales planning, business development, sales forecasting, marketing and sales training.

Key Achievements:

3 Negotiated exclusive distribution agreement with Ingram Micro within 6 months of the initial contact. Forecasted to generate over $15M in revenue.

4 Structured reseller agreements with SoftChoice, InSight, and MicroWareHouse.

5 Orchestrated and delivered on-site training for Ingram Micro’s 500 inside sales people and for over 1000 SoftChoice sales representatives.

6 Personally managed hi-profile business development relationship with Ambassador of Home Land Security.

Sales Director

Advanced Consulting, Scottsdale, AZ. July, 1995 – June 2001

Provided expertise in analysis and redesign of Technology and Telecom clients’ existing sales and marketing strategies. Introduced innovative concepts to drive revenue growth at start-up and small to medium-sized companies. Provided guidance during implementation period. Focused on enhancing competitive market position and increasing profitability.

Developed “C” level relationships, delivered winning sales proposals, negotiated and closed deals, forged key client relationships, and built hi - performance sales teams. Addressed connectivity and access requirements of large data processing organizations for performance, functionality and real-world applications.

Key Achievements:

7 Successfully rebuilt and revitalized existing sale forces through the redesign of sales processes, strategy and incentive programs. Increased sales productivity and profitability by 300%.

8 Established accounts with Motorola, AT&T and Nextel increasing sales 25-40% after setting up their call centers.

9 Recruited, hired, trained and managed over 500 outbound sales associates.

10 Products sold included software for Mainframe, Midrange (Neon Systems), UNIX, Storage, Data Warehousing, E-Commerce, Internet and Intranet.

Executive Vice President of Sales

Integrated Corporation, San Francisco, CA. October, 1992 – July, 1995

Created an outbound call center of 120 to sell subscriptions to wireless communications partnerships and custom software deployment. Established independent satellite sales offices/venture capitalists/stock brokers from coast to coast.

Key Achievements:

1 Managed call center that generated more than $9 million in venture capital sales within 90 days to purchase wireless rights.

2 Sold total LAN/WAN system solutions employing Novell and Microsoft Windows.

3 Established a national sales organization to market company’s custom IBM AS/400 utility software delivering over $20M in revenue per year.

Vice President - Sales

Document Conversion Services, Irvine, CA. February, 1988 - October, 1992

Founded and raised $3M in venture capital for Document Conversion Services. Directed the design and development of software to digitize tabletop sized drawings to AutoCAD.

Key Achievements:

1 Conceptualized market, performed due-diligence and invested $750,000 of own money to start company.

2 Identified strategic opportunities resulting in acquisitions growing company to over $50M.

3 Highest security clearance level and key government relationships enabled the closure of multi-million dollar contracts with Fortune 500 companies and the U.S. government including Hughes and their subsidiaries and DOD.

4 Negotiated profitable sale of DOD contracts to USA Scan.

5 Designed and established best of class call center of 25 sales professionals

Senior Account Executive

Peregrine Systems, Irvine, CA. August, 1984 - February, 1988

Responsible for recruiting and closing major accounts including Bell South Telecommunications, Polaroid, Proctor and Gamble, First Union, and Reliance etc. Delivered software solutions specific to each vertical market. Designed Level 1 – 3 support criteria and maintained 30 minute response time, 24 x 7.

Key Achievements:

1 Established call center processes, systems and procedures. Recruited, managed and motivated initial call center team of 60 part time sales associates, expanding to a top-notch sales force of 120. Achieved $15+M in revenue of one product over a 12 month period.

2 Generated sales in excess of $5 million in network management, financial management, and change management software.

3 Acknowledged as most successful sales executive in company’s history.

Education

1 Indiana University, Business and Psychology Majors, 1972 – 1976.

References

2 Excellent references will be furnished upon request.

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