Resume of Technical Sales

Title
Technical Sales

Primary Skills
In depth knowledge of the sales process with proven ability to successfully manage the complete sales cycle

Location
US-NC-Cary

Posted
Jan-05-08


Summary
Savvy, hunting, top producing sales/business development professional with 15+ years experience in selling, developing new business/revenue and motivating top-performing teams to market ASP delivered business enterprise software solutions to high-level contacts. Strong leader, who is highly adept at creating and executing plans for vertical market growth/penetration to both private and public sector organizations including managing channel partner relationships.

Qualification Highlights
* In depth knowledge of the sales process with proven ability to successfully manage the complete sales cycle.
* Ability to build highly successful client relationships with high-level contacts in enterprise Corporate, Healthcare, Education and Government communities.
* Effectively communicate customer business needs within the organization, enabling targeted product development for efficient/profitable revenue growth.
* Successfully developed and implemented sales growth plans with high degrees of both immediate and sustained success. (Regional and National).

Skills and Knowledge
* Sales/Marketing Leadership, Business Development, Revenue Generation/Growth
* Sales Methods Best Practices, Territory/Region Management, Sales Funnel/Pipeline
* Strategic Planning/Analysis, C-Level Presentations, New Client Acquisition

Professional Achievements
Sales Prospecting Solutions and clearTXT, Inc. Raleigh, NC
DIRECTOR OF SALES, BUSINESS DEVELOPMENT (CONSULTANT) 2006 TO PRESENT
* Rapidly ramped product, market and sales strategy to generate revenue, new key account acquisition and expand brand awareness in Healthcare, Government, Higher Ed and K-12 markets.
* Generated sales/marketing growth plan for business acceleration; implemented and launched marketing strategy (included successful series of webinars & web demos).
* Managed sales staff, refined sales processes; developed balanced scorecard (key measures/-monitored results); performed direct contributing sales activities.

Fiserv/RegEd, Inc., Morrisville, NC
VICE PRESIDENT OF SALES 2005-2006
Developed newly created role managing a national sales force, sales operations, and the marketing activities for ASP-based regulatory compliance software tools and on-line education programs to the financial services and insurance industries (included large health insurers).
* Increased new sales by 100% over the previous year and grew overall revenue to $17.5 million; expanded the sales pipeline by 80%.
* Developed and managed the execution of the company's marketing plan including the successful launch of three new products. & regional sales plans.
* Directly Managed and coached individual sales team members through complex sales process; annual territory plans. Closed significant deals including Bank of America, Humana, Washington Mutual, Mass. Mutual, United Healthcare.
* Expanded the company's sales operations including processes and systems for revenue forecasting and reporting, lead tracking, sales milestone reporting, pricing, RFP responses, proposal tracking, contracting and lead generation activities.
* Member of the company's senior management team.

Silverchair Learning Systems, Charlottesville, VA
SALES, BUSINESS DEVELOPMENT, MARKETING/CO-FOUNDER 2002-2005
Founded a $3.5 million startup company to develop and market web-based regulatory compliance content & e-learning systems to senior care and home healthcare providers.
* Established national sales, account management, and client services processes to support client acquisition activities.
* Secured several strategic partner alliances that were an integral part of the company's National distribution strategy.
* Developed sales plan and presentation tools and was responsible for the growth of the client base from 0 to 100 clients.
* Developed sales pipeline of $10 million within 14 months of initial launch

Christopher N. Aiello

Professional Achievements
(continued)

HealthStream, Inc.,/SynQuest Technologies, Nashville, TN
SENIOR DIRECTOR OF SALES 2000-2002
* Sold $9 million of product and managed the business development activities for enterprise e-learning software/web based training targeting the health care industry.
* Executive team member responsible for the integration of sales and marketing groups from three acquisitions.
* Expanded government sales to $2 million, including clients such as Walter Reed Army Medical Center, TriCare/Military Health System, Navy Bureau of Medicine, NIH and Veterans Administration Health System.
* Managed sales teams and strategic relationships with large national channel partners and group purchasing organizations.
* Grew sales of the company's specialty market products including the EMS, Grants and Non-Acute businesses over 50% per year to 1.5 million in annual recurring revenue.

HealthStream/SynQuest Technologies, Raleigh, NC (acquired by HealthStream, Inc.)
VP OF SALES & MARKETING (CO-FOUNDER) 1996-2000
SynQuest pioneered enterprise wide e-learning and performance benchmarking software solutions for hospitals and health care organizations. Worked extensively with high level contacts. SynQuest was sold to HealthStream in 2000.
* Increased revenue to over $5 million and signed on 400 health care customers, developed & managed strategic alliances with national healthcare distribution groups.
* Built leading national brand recognition and developed sales force, which encompassed five regions and an inside sales group. Implemented Miller-Heiman selling techniques.
* Overall responsibility for developing ASP based e-learning management system, which incorporated an administrative and educational tracking system.
* Responsible for the initial ramp-up of sales to major Health Care Systems/IDN's across the country; grew the company's revenue an average of 75% per year.

Elm Services, Inc., Rockville, MD
NATIONAL SALES MANAGER/SALES DIRECTOR 1989-1996
Elm was the industry-leading provider of clinical and financial Oncology Decision Support/OIS and regulatory compliance software systems for the healthcare industry.
* Turned around eroding client base, retained 600 customers, and grew revenue and average of 30% per year. Sold large Providers, Health Plans & Pharma./Bio-Tech.
* Successfully introduced three new products: Disease Management Data Tool, Clinical Oncology database system, and financial oncology software package.
* Launched Premier Cancer Registry System, INSIGHT (Oncology Financial System).
* Won Sales Recognition Award for leading in new systems sales.
* Part of strategic management committee and organized regional user group meetings.

Previous Experience (Motorola, Inc., Computer Associates, Int.)
SALES REPRESENTATIVE, ACCOUNT MANAGER, SALES MANAGER
Sold automated business, data, and communication solutions to major commercial, government and health care accounts. Focused on sales to Fortune 500 companies, large Healthcare, Education and Government (Federal, State, and Local) organizations.
* Consistently surpassed quota and achieved recognition with both national and regional sales awards. Responsibilities included major account management.
* Specialized in new account acquisitions and new product sales.
* Significantly grew account base, revenue, and sales territories.
* Promoted to sales management positions overseeing outside sales personnel.

Education
Bloomsburg University
BS in Business Administration-Management and Marketing Majors

Continuing Education
* Strategic Leadership Development: Management 21-360 Leadership
* Management Skills Series
* Miller Heimann-Strategic Selling
* S.P.I.N. Sales Training Seminar
* Xerox Sales Training Course
* Dale Carnegie Sales Course/Group Leader
* Customer-Oriented Selling seminar
* IT Sales Training
* Managing for Success program
* Performance Management System
* ACT! Software for contact management
* Siebel Systems CRM
* Salesforce.com

Certifications
See above


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