Sales Executive or VP or Alliances Director Resume

Title
Sales Executive or VP or Alliances Director

Primary Skills
Seeking senior level sales executive (individual contributor) or VP/Regional Sales Director Position in enteprise sof...

Location
US-GA-Roswell (will consider relocating)

Posted
Jan-20-09

Bruce Adam Weiss
9295 Stonemist Trace
Roswell, Georgia 30076
(770) 594-5848 / bw11804f@westpost.net



INTRODUCTION

Bruce is a seasoned sales professional with twenty-two years of design, marketing, and sales of software, systems integration, managed services and infrastructure solutions on an international, domestic, and regional accounts level. Bruce translates technology solutions into value-added business propositions at the C-level. He is well received as both a team leader & member capable of transcending organization boundaries both internally, and in a customer facing environment. An extensive technical background (including an engineering degree) enables him to better understand clients' business drivers, and deliver a strategic methodology for addressing their ROI requirements.

SUMMARY OF QUALIFICATIONS

- Eighteen years of direct strategic sales (quota carrying) positioning high technology solutions
- Eighteen years channel management, partnership development & vendor relationship experience
- Thirteen years of positioning professional and managed services soluitons
- Ten years of software sales experience across multiple vertical industries (High Tech, FS, Retail)
- Eight years of sales & performance management, coaching, and development experience-
- Consistent above quota ($3-11 Million) performance in Fortune 500 sales since 1990
- Extensive experience positioning solutions & their respective value propositions at the C-level
- Demonstrated leadership ability with proven account and project management experience
- Comprehensive teamwork, customer service and relationship management skills
- Strong technical presentation skills / consultative sales approach


PROFESSIONAL EXPERIENCE

Strategic Sales Director
Microsoft - FAST Search Division
June 2007 to Present

Currently serve as strategic accounts director leveraging relationships, sales expertise and technical knowledge to develop new business opportunities. Focus of position is on regional and global large Fortune 500 Accounts including those in the Financial, Telecom / media, eCommerce, and Retail Markets. Responsibilities include: position Microsoft Search Solutions from opportunity inception to closure with on-going account management in the development of strategic account plans for Tier 1 customer base. Work with marketing and product management to create campaigns to address my respective customer base. Act as a member of virtual teams, taskforces and deal teams to increase strategic account penetration across Microsoft and FAST customer base.



Americas Business Development Director
Accenture - Information Management Services (AIMS) Division
December 2004 to June 2007

Drove and managed Accenture's information management and BI software sales initiatives across multiple vertical markets including Communications, Technology, Retail and Financial Services. Led virtual teams in positioning focus areas including Business Intelligence, Data Management & Architecture and Enterprise Content Management/Portal Engagements.

*Led and directed sales efforts / positioning strategies for new client target acquisition
*Ensured successful scoping of project, program and/or services offerings
*Developed strategies geared toward growing IM business with existing clients

Developed integrated sales campaigns and managed relationships with IM / BI Vendor Partners' combined offerings. Managed day-to-day relationships w/ key clients, BI software alliances, and partners in the negotiation and mediation of joint contractual arrangements. Promoted global marketing activities, acting as point contact to explain / guide inquires about all aspects of offerings and IM alliance vendor offerings.


National Account Director
Cabletron Systems
Atlanta, Georgia - April 1997 to December 2004

Positioned and closed networking software sales, including infrastructure & professional services solutions. Led both tactical and strategic sales efforts in positioning networking software & managed service solutions for various service provider & Fortune 500 accounts. Created consistent revenue growth and on-going account development. Managed, Supervised and provided strategic sales direction to account team members and channel management of various client offerings.


National & Regional Account Director
US West
Atlanta, Georgia - March 1995 to March 1997

Sales Director for major accounts (both local and national) managed services division. Established the Atlanta Sales Office as part of US West's first Out-of-Region expansion effort. Implemented strategic sales initiatives, marketing efforts, and regional operational aspects (budgeting, hiring, and territory/staff management). Key deliverables included software integration, managed services and IT outsourcing solutions. Directly represented (resale, design, & integration) all of US West Channel Partner's products to the national market across multiple vertical industries.



Data & IT Services Sales Manager
BellSouth Business Systems
Atlanta, Georgia - July 1990 to May 1994

Provided district level sales representation/management of BellSouth's services offerings for Atlanta's Commercial, Government, Education, and Medical Marketing Districts. Managed and coached twenty account teams (approximately 40 individuals) in strategic positioning /account planning to ensure revenue generation of channel partner's data/IT software and hardware product solutions. Coached, trained and developed sales force on creating solution integration strategies and managed services' revenue growth. Interacted extensively with product management and marketing in meeting customers' emerging technologies needs.

EDUCATION

Bachelor of Science in Communication
Ohio University, Athens, Ohio
Major: Telecommunication Systems Engineering - Major G.P.A.: 3.6
Areas of Concentration: Marketing/Business/English


PROFESSIONAL RECOGNITION - (above 100% quota attainment)

Cabletron Sales Leaders Club 1998, 2000, 2001
US West President's Club 1995-1996
BellSouth Business Systems Achiever's Club 1991-1993


PROFESSIONAL TRAINING

- Microsoft Acadamy
- FAST Search University
- Accenture Learning Institute (Informtion Mgt)
- Customer Centric Selling
- The Data Warehousing Institute
- Miller Heinman & Holden Power Based Selling - Strategic Selling Classes
- Numerous educational seminars by TRA, BCR, ARG, Cabletron Systems, and BellSouth
- Graduate of BellSouth's DataLeap Program: Hill Associates' 18 week data training program








References & Significant Sales/Achievements Available Upon Request

Certifications
See above


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