25 ys of goal driven experience and expertise selling enterprise software solutions using the consultative
US-NH-Nashua (will consider relocating)
* Hunter * Market development * Committed to excellence * C-level relationships * Benefit oriented presentations * Return on investment * Relationship management * Solution selling * Self-motivating
Over 25 years of goal driven experience and expertise selling enterprise software solutions using the consultative approach. Expertise in for hunting for new opportunities, identifying, qualifying and prospecting leads, which leads to the development of a strong pipeline to exceeding assigned revenue quotas. Also, have a proven track record of developing and maintaining strong client relationships.
Vantage Learning, Ewing, NJ July 2010 to Present Vantage Learning is the leading provider of online formative assessments and reporting with automated essay scoring, and formative writing tools as well as our administrative analysis/reporting tool and data management solution for the K-12 market.
Regional Sales Representative Develop territory business plan for NY, CT, MA, ME, NH, and VT to exceed annual quota of $1.7M by establish Vantage Learning's Professional Development, Accountability & Student Assessment platform as the gold standard for serves as well as formative assessment. Also, maintaining and nurturing existing relationships which leads to assuring renewing and increasing revenues within the current customer base. Focused marketing activities at the district level by call on Superintendents, Asst. Superintendents, ESL & ELL Directors, Literacy Directors, Accountability Directors, Testing & Assessment Directors, IT Directors and principals. Worked with these folks in concert to the challenges of such federal programs as Race To The Top, No Child Left Behind and School Improvement Grant. Also, trained teachers on how to use our solutions so they could achieve Average Yearly Progress goal. Key Achievements: * Developed business & marketing strategies to support exceeding $1.7M quota * Developed solutions which allow schools to meet the requirements of No Child Left Behind * Conduct webinars & face to face meetings to educate prospects on current enterprise accountability solutions. * Established new lead generation and business development programs using web based tools such as * Actively involved with educational associations within my territory * Established effective communications between prospects, clients, myself & corporate.
Unifund, LLC Nashua, NH Nov 2006 to June 2010 Unifund provides Microsoft based fund accounting and revenue management solutions for Schools, towns and municipalities in the northeast. Our solutions are based upon an in-depth business cases analysis that identifies the workflows of each department and how we can optimize their daily workflow functions which leads to them saving time and money
Sr. Account Consultant Responsible for establishing Unifund's Windows and Web browser based ERP Financial & Employee Management software solutions in the New England market. Working closely with schools and municipalities to understand their business issues and develop a comprehensive business case which is then tied to ROI. This attention to detail separated me from the competition as I'm able to show the value while the competition was just selling price. Key Achievements: * Developed and qualified a $2.5 million pipeline in the first 180 days * Made Quota Club by being 123% of quota * Developed marketing campaigns to launch web based solutions * Conduct bi-monthly Webinars to educate prospects and clients on current changes that will impact schools and or municipalities * Established new lead generation and business development programs using web based tools such as Constant Contact
Comport Consulting of Vermont, So. Burlington, VT Sept 2004 to Nov 2006
Provides high quality products and services to Information Technology users, focusing on Enterprise Data Storage Solutions, High Availability Computing, and IT Consolidation. Comport Consulting is an Elite partner of HP for High Performance Computing Solutions, Enterprise Storage & Server solutions, as well as key partner for Network Appliance. Market was business to business
Sales Manager Developed and implemented sales strategy to launch enterprise storage for HPC and business compliance /continuance solutions within a newly created territory. These solutions were based on product offering from such key business partners as HP, Network Appliance and IBM. We also marketed the email storage solution from both HP and Network Appliance. Also responsible for growing new business within existing customers and maintaining relationships at the c-level. Market place was B2B, Higher Education, Healthcare and DOD Key Achievements: * Implemented new product launch for Network Appliance Storage Solutions and Neverfail Software * Met or exceed annual quota * Increased revenues from existing customers by 30% * Personally generated and implemented strategies leading to 75% increase in new business * Established new lead generation and business development programs * Sold into such accounts Lone Pine Capital, New York Mercantile Exchange, Station Casino, DOD
Marathon Technologies Inc. Boxborough, MA 1999 to Sept. 2004 Developer and supplier of fault & disaster tolerant business continuity solutions for any windows application running on industry-standard Intel based servers. One key area of marketing was email, databases, process control apllications and the services relating to it.
North America Sales /including US Government Plan, lead and directed entire sales cycle, identify and qualify prospects, develop new business partners, channels, negotiate / close deals for Marathon product line for North America, Ireland, and Australia. Work directly at the C-level, providing technology sales presentations and in-depth product demonstrations. Build and manage relationships with VAR's, ISV, system integrators and channel partners. Managed relationship with HP as an OEM partner. Worked with partners to develop and implement strategic sales, marketing and promotional plans to drive increase revenues. Key Achievements: * Exceed corporate yearly sales quotas for the last 5 years and recognized as the top sales performer for those 5 years. * Minimum of 115% of quota yearly * Developed and implemented territory plans, motivational initiatives and sales goals to stimulate and encourage channel partners to continuously increase levels of productivity. * Increased number of new channel partners from 6 to 20 during the first 4 months of FTvirtual Server software product launch * Sold successfully into Fortune 100 accounts - ESPN, UPS, General Motors, Delphi, DOD and others
Carleton Corporation, Billerica, MA 1998 to 1999 Data Warehousing / data mining software and CRM Software
District Manager / Eastern US Responsible for the sales of integrated solution for the extraction, transformation, cleansing, matching, merging and dimensioning of data for Customer Relationship Management solution. Key Achievements * Successfully launched integrated CRM Solution * Sold into Fortune 500 companies * Managed complex sales cycles. * 125% of Sales quota
Prior work experience available upon request.
Education: B.S. Business Administration * Norwich University - Northfield, VT US Army - Advanced Officers Course
Professional Training: * Solution Selling - Michael Bosworth * Art of Selling - Tom Hopkins * Steve Brown - Selling * Selling Concepts - American Management Association * HP Certified for Enterprise Servers & Storage * HP Certified for Business Class Servers & Storage
Personal Interest & Hobbies: Golf * Biking* Skiing * Woodworking