Sales Executive Resume

Title
Sales Executive

Primary Skills
with more than 20 years of experience driving revenue growth for world-class companies including Fortune 500 leader IBM.

Location
US-MA-Framingham (will consider relocating)

Posted
Jan-09-09


SALES * SALES MANAGEMENT * DIRECT & CHANNEL SALES

Insightful professional with more than 20 years of experience driving revenue growth for world-class companies including Fortune 500 leader IBM. Cultivate excellent relationships with key clients, identifying client business drivers and delivering superior value. Successfully grow account revenue, generating record-setting account sales and uncovering critical channel partners including Computer Sciences Corporation (CSC), BearingPoint, EDS and others. Created innovative sales and marketing programs with vast experience across technical OSS and BSS solutions and hardware/software systems. Possess savvy business abilities honed through MBA completion. Versatile skill set includes solution sales strategies, strategic alliances, product delivery, and cross-functional team leadership. Widely recognized as a dedicated leader, active listener, dynamic speaker, and proven team player who consistently exceeds sales objectives and exhibits extraordinary interpersonal skills.


Strategic Account Management * New Business Development * Channel Partners * Solution Sales
Fortune 500 Relations * Team Building * Cross-Functional Team Leadership * Marketing Strategies
Record-Setting Sales Growth * Relationship Building * Client Satisfaction * Hardware/Software Sales


PROFESSIONAL EXPERIENCE

AUSPICE CORPORATION, Waltham, Massachusetts * 1999 to 2008
Provider of service assurance products to leading broadband companies.

VP, Strategic Accounts (2006 to 2008)
Director, Sales (2004 to 2006)
Director, Channel Sales (2002 to 2004)
Northeast Sales Executive (1999 to 2002)
Jumpstarted revenue growth as 1st firm sales executive, creating account strategies, pricing model, marketing materials, brand message, and sales compensation plans. Built relationships with Fortune 500 clients, proactively managing revenue commitments. Coached sales team on successful sales strategies. Fostered Multi-Service Operator (MSO) relationships and strategic alliances for expanded revenue sources. Led product delivery and planning, collaborating with cross-functional team.

Proven Sales Growth:
* Boosted corporate revenue, securing AT&T Broadband/Comcast as largest client in company's history and growing by 250% in less than 8 years from $5 million to $17.5 million.
* Generated #1 sales results with largest quota on team and delivering 90% of corporate revenue.
* Propelled professional services engineering revenue by 150% in 1 year, growing to $2.5 million.

Strategic Business Development:
* Identified and landed only corporate channel partner, expanding product awareness through relationship with Fortune 500 leader Computer Sciences Corporation (CSC).
* Seamlessly transformed corporate focus from proprietary development platform to product suite.
* Instrumental to corporate growth via innovative sales strategies and service engagements.
* Structured 1st multi-year agreement with leading client, generating $13 million in revenue.

Demonstrated Sales Leadership:
* Lifted team capabilities, coaching 4 new sales representatives on MSO-targeted sales prospects including Cox Communications, Comcast, Bresnan Communications, and Cablevision.
* Led team through corporate transition, growing team to 8 and subsequently decreasing to 2.
ROBERT M. MCKINNON
Page 2 * rm114aae@westpost.net


BOSTON FINANCIAL SERVICES, Boston, Massachusetts * 1994 to 1999
Privately-held tax preparation company delivering professional and portable service.

Sales Executive
Co-founded Boston-area tax and financial services company, leading 4 tax consultants and serving more than 600 clients. Directed operations, providing first-class customer service while concurrently setting sales quotas and proactively managing territory.
* Established strategic business plan and secured Angel Funding and bank of line credit.
* Built successful and highly-regarded financial services company, selling firm for a profit in 1998.

ADDITIONAL EXPERIENCE

IBM, Waltham, Massachusetts
Fortune 500 international hardware manufacturer and technology leader

Senior Sales Engineer
Spearheaded IBM hardware, software, and solutions sales growth, fostering relationships with 15 area clients. Collaborated with clients to quickly resolve technical issues, revamping systems and upgrading hardware with new technology. Demonstrated new devices via presentations and equipment trials. Created comprehensive technical Request for Proposal (RFP) responses, developing customized client solutions. Deployed key hardware, software, and technical support for MVS/VSE S/36 and S/38 operations systems and 3090/4381, S36/38, and AS400 hardware.
* Won numerous awards for sales success including Top Performer and Club status for exceeding sales targets and earning Local Minority Achievers' Award as top corporate minority role model.
* Created winning account strategies for $4 million sales quota, delivering branch and sales team support for medium accounts including city/state municipalities and Boston School System.


Note: Experience includes Application Programmer role with FIDELITY GROUP. Details on request.


FORMAL EDUCATION

Master of Business Administration, MIS/IT
Suffolk University, Boston, Massachusetts

Bachelor of Science, Business Administration
Finance and Accounting Emphasis
Suffolk University, Boston, Massachusetts

Associate of Applied Science, Computer Science
Massasoit College, Brockton, Massachusetts

Certifications
See above


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