Executive Sales Professional

JOHN SOTIRIOU

** ***** **** * Amherst, NH ***** * 603-***-***** ************@*****.***

http://www.linkedin.com/in/johnsotiriou

SALES * ACCOUNT MANAGEMENT * NEW BUSINESS DEVELOPMENT

High-energy Sales and Key Account Manager with proven success driving revenue/business growth in challenging sales environments. Demonstrated success introducing new products, building business in unproven or unexplored territories/market segments, and revitalizing business relationships with low-performing accounts. Equally successful contributing in Fortune 500 environments and start-ups in diverse environments. Exhibit strong character, integrity, and work ethic in all business dealings, engaging a consultative approach in understanding customer needs and aligning company products/services. Leverage interpersonal skills to gain client trust, build strong relationships, and develop long-term customer loyalty. Creative problem-solver and solutions developer.

CORE COMPETENCIES

* Account Planning/Forecasting

* Competitive Product Positioning

* Leads Prospecting/Development

* Reseller/Partner Networking

* New Business Development

* Distributor Training

* Revenue Optimization

* Territory Turnaround

* Contract Negotiation

PROFESSIONAL EXPERIENCE

Homisco, Inc. – Melrose, MA 2009-Present

Vice President of Business Development

Homisco Inc. is a global provider of software solutions, system integration and Software as a Service (SaaS) for markets that include education, financial, government, healthcare, hospitality, legal, retail, wireline and wireless carriers.

* Increased revenues from $7.5M to $10M in one year.

* Augmented existing sales channels by mobilizing enterprise and small business resellers

* Maintained the carrier relationship throughout the Northeast

* Delivered product training to all sales channels

* Direct sales to local and national enterprise customers.

DARBY CORPORATE SOLUTIONS – Jericho, NY, 2007-2008

Regional Sales Manager

Responsible for the sale and business development of the company’s GPS solutions through wireless carriers and resellers.

* Augmented existing sales channels by mobilizing enterprise and small business resellers

* Maintained the carrier relationship throughout the Northeast

* Delivered product training to all sales channels

* Direct sales to local and national fleet services

GENERAL DYNAMICS WIRELESS SERVICES – Needham, MA, 2006-2007

Senior Account Manager

Recruited by the Executive Vice President to take over management of the $40 million Sprint account—previously maintained by the engineering team with no marked revenue/business growth to show for it—and to revitalize revenue growth within key accounts. Exceeded company expectations and quota forecasts by leveraging communication and interpersonal skills to develop and maintain relationships with key decision-makers. Following a company-wide restructuring and reorganization, reassigned to the Cingular account to duplicate relationship management success and increase revenues.

* Cultivated a $2+ million sales pipeline in the domestic commercial carrier account portfolio, forging solid relationships with Cingular/AT&T Wireless, Sprint, and Verizon.

* Played integral role in managing the bid response for a $500 million, three-year contract with Cingular.

* Identified and capitalized on revenue and business growth opportunities in the emerging technologies marketplace (WiMax), but quickly recognized the lack of significant and sustained ROI potential

PSNI Software – Hollis, NH, 2002-2006

Business Development Manager

Devised strategies to penetrate new territories and position flagship product for increased exposure to target customer segment – large school districts across the globe. Developed a distribution channel comprised of worldwide resellers and sales partners, directing the design and execution of sales and marketing as well as distributor training programs to enhance sales effectiveness and increase revenues.

* Delivered a 300% sales gain in the first year, tripling revenues to $3 million within three years.

* Increased total revenue 30+% by recommending the addition of billing solutions to the company’s existing service offering.

TRANSCEPT, INC. – Manchester, NH, 1999-2001

Director of Sales

Managed business relationships between the company and its customers during the beta phase of development of a new product that had initially been tailored for the government segment and was subsequently targeted for commercial release to Tier 1 telecommunications providers. Traveled extensively throughout the U.S. to call on major PCS TDMA and CDMA providers (AT&T, Sprint, their affiliates, and other PCS/cellular service companies), engaging a highly consultative sales approach in conferring with potential customers to ascertain equipment, supply, and service needs.

* Supported product deployment in five major AT&T markets, securing commitment for $5+ million in sales.

* Planned sales and service programs successful in promoting new markets, improving competitive position, and providing fast, efficient customer service.

* Triaged customer complaints regarding the significant performance issues of the beta product, maintaining relationships through attentive service and problem-solving ability.

* Formed strong, sustainable relationships with cross-disciplinary, senior-level decision makers and other influential personnel throughout customer organizations, from CEOs to network engineers. Leveraged these relationships in later years to develop new or incremental business.

TALLY SYSTEMS CORPORATION (now NOVELL) – Hanover, NH, 1997-1999

National Account Manager

Identified, qualified, and closed sales of enterprise-wide messaging management software products to Fortune 100 and Forbes 400 named accounts, including Pepsi-Cola, Hewlett Packard, AMEX, Caterpillar, and the Los Angeles Times. Served as the principal liaison in all facets of pre-sales, contract negotiation, implementation, and post-sale service/support. Delivered on-site presentations to prospects throughout the U.S. and Canada. Left the company after two years when it became clear that R&D efforts had stalled and new software product was shelved due to lack of interest by prospective customers. Company was acquired by Novell in March 2005.

SUBSCRIBER COMPUTING, INC. – Irvine, CA, 1994-1997

Sales Manager, Major Accounts

Directed design and presentation of customer care and billing software solutions for wireless services providers. Learned all aspects of billing and customer service requirements for the paging industry. Prospected new business-to-business clients, overcame objections, and met/exceeded objectives, forging relationships with companies including AT&T, Cingular, Sprint, and Edge Wireless.

* Delivered $1.25 million in annual sales, meeting quota despite tumultuous market conditions and competition from in-house software developers at Tier 1 carriers.

MOBILEMEDIA PAGING SERVICES – Ridgefield Park, NJ / Hartford, CT / Brighton, MA, 1987-1995

National Accounts Sales Manager, 1994-1995; Branch Manager (Hartford), 1992-1994

Sales Manager (Brighton), 1991-1992; Corporate Account Executive (Brighton), 1987-1991

EDUCATION: University of Massachusetts Lowell

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