Resume of Enterprise Software Sales Executive

Title
Enterprise Software Sales Executive

Primary Skills
Senior Software Solutions Sales Consultant with 20 years of selling experience in Enterprise Software Solutions

Location
US-IL-Saint Charles

Posted
Jul-22-08


EXECUTIVE SUMMARY:

Senior Software Solutions Sales Consultant with twenty years of successful consultative selling experience in Enterprise Software Solutions

* Proven solutions-based consultative sales skills at C-level with Midwest Fortune 500 companies

* Expert in pioneering and implementing strategic enterprise-class software solutions that leverage existing IT infrastructure and distributed business processes

* Extensive consulting background in Financial Services, Banking, Insurance, Manufacturing, Retail, Distribution, CPG, Utilities, Healthcare Services, and Telecommunications




PROFESSIONAL HISTORY:


VERICEPT CORPORATION Chicago, IL JUL '07 to Present
Midwest Region Sales Manager
New business development with Fortune 500 companies selling data loss prevention security solutions
to C-level executives for software start-up company

* Major wins: MoneyGram International, Resurrection Healthcare, Target, and Integrys Energy
* Upsold new products and services to Walgreens, Sara Lee, Xcel Energy, and McDonalds
* Successfully created and executed a Midwest strategic marketing plan that resulted in C-level
lead generation and new sales
* Developed and managed strategic account plans for salvaging critical F500 customer accounts
* Lead regional partnership team sales efforts on targeted prospect accounts


IRON MOUNTAIN, INC. Chicago, IL OCT '04 to JUL '07
Strategic Account Sales Executive
New business development and global strategic account management of 41 Midwest F500 named accounts
selling storage and information protection managed services to C-Level executives for the global leader in
records management

* Major wins: C N A Financial, Ford, DaimlerChrysler, State Farm, Zurich Financial Services, Sara Lee, Fiserv Inc., Eli Lilly, Abbott Labs, Caterpillar, and Farmers Group Insurance
* Exceeded $1.2MM monthly recurring revenue sales quota by 120%
* Managed strategic global sales and account services teams for F500 customers
* Sold and implemented a 280-site global compliance project for Ford Motor Company
* Created and successfully executed a national sales program for Fiserv surpassing revenue goal by 150%
* Chairman's award for innovative contributions to pioneering new company e-records management technology












HEWLETT-PACKARD Chicago, IL FEB '98 to OCT. '04
Bluestone Software
Enterprise Software Sales Executive
New business development with Fortune 500 companies selling software licensing and services at the C-Level
for a leading Java application server and network management tools provider

* Exceeded $2.2M sales quota by 108% in 2002 and $2.0M sales quota by 111% in 2001
* Major wins: State Farm, ADM, BCBS of IL, Rockwell, Sears, UBS, Motorola, Hewitt, and HSBC
* Sold and deployed global e-business platform solution for UBS with one year ROI
* Designed and sold integration platform for WW Grainger's e-procurement B2B exchange
* Sold and implemented a process manager workflow engine to State Farm Fire & Casualty Company
* Developed and sold a global supply chain management portal solution for Archer Daniels Midland
* Created and sold a web-based portal solution for Quintiles reducing drug research cycle times by 50%
* #1 Midwest Individual Contributor for three consecutive years


EXPERIAN Chicago, IL MAY '95 to FEB '98
Business Development Director
New business development with Fortune 500 companies selling information services at the C-Level in new
vertical markets such as insurance, retail, direct marketing, and consumer packaged goods

* Exceeded $3.5M sales quota by 115% in annual list services and modeling revenue in 1997
* Major wins: AC Nielsen, Bradford Exchange, IRI, Signature Group, Lands End, and Kraft Foods
* Created and marketed new 11M SMB private ownership wealth database resulting in $1.2M revenue
* Pioneered new CPG marketing information solution in collaboration with IRI utilizing "smart coupons"
* Developed and sold The Bradford Exchange a custom risk model that reduced their mail fraud by 60%
* Initiated and led special projects team that created and deployed Experian's first sales portal solution


RR DONNELLEY & SONS COMPANY Chicago, IL APR '80 to MAY '95
Midwest Sales Manager
New business development selling high-volume catalog and commercial printing services to strategic accounts
in the Midwest for global leader in the printing industry

* #1 Individual Contributor in the Midwest for five consecutive years consistently exceeding sales quotas
* Major wins: Cabela's, Bass Pro Shops, Lands End, Sears, Kmart, Montgomery Wards, and JC Penny
* Pioneered new catalog personalization concept for Lands' End resulting in 2% increase in response rates
* Developed a co-mingled 3rd class mailing solution for catalog clients resulting in 35% postage reduction
* Created a paper procurement cooperative for mid-sized catalog companies resulting in millions in savings




EDUCATION:

DUKE UNIVERSITY Durham, NC. 1975 - 1979

Cum Laude Graduate Honors with B.A. in History, minor in Business

Certifications
See above


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