Resume of Senior Account Manager

Title
Senior Account Manager

Primary Skills
Technical Solutions Selling

Location
US-PA-Blue Bell

Posted
Mar-30-08

SENIOR SALES EXECUTIVE
Offering a tradition of performance excellence in the sale of System and Database Solutions,
CRM, Data ware house/Business Intelligence and Enterprise Applications

Top-performing sales leader with a history of delivering multimillion dollar increases for both new and existing territories/markets. Expertise includes solution selling, focused market penetration, sales plan development and relationship building. Ability to build territories from the ground up. Moving fluidly from idea and strategy, to implementation and follow-up through close. Proactive leader, sound negotiator, influential communicator and proven team builder; possess hunter mentality with ability to identify opportunities, penetrate new markets and secure profitable and trusting business relationships that consistently yield high returns. Respected for wide range of industry knowledge. Ability to build high-performance transactions in relentless pursuit of corporate objectives.
Specialized industry experience includes Extensive qualifications and sale of business solutions for Life Science (Pharma), Insurance and Telecommunication verticals. Delivering Data Warehousing, HPC, Business Intelligence, Database Management, Regulatory Compliance, Security, Business Process Management and Application Portfolio Management.

SALES QUALIFICATIONS

* Strategic Sales Planning
* Solution Selling (R) Coach
* Extensive Professional Network
* Life Science domain expertise
* Insurance domain expertise * Over Quota Achievement
* Relationship Management
* Consultative V.I.T.O. Sales
* Strong Hunter Personality
* New Account Penetration * Executive Presences
* New Product Introduction
* Large & Complex Sales Cycles
* Take Charge Attitude
* Collaborative Team Player

ACHIEVEMENT SUMMARY

Attunity Inc.
($15M (WMS) Workplace Management and data access Software Company)
Senior Sales Executive (11/04-Present)
Contributed to penetrating, and the market growth of the Life Sciences vertical. Enabling IT-optimized business. Includes facilitating the business-focused IT strategy, enabling seamless collaboration with customers and vendors, empowering a proactive response to performance data, equipping companies for optimal business execution through their current and future IT infrastructure.

* Signed- 3 of the top 5 Life Sciences companies to contract.
* Executed direction needed to penetrate the Life Sciences vertical and helped define value proposition while rolling out solution to potential customers.
* Led negotiations for $2.5M+ licenses agreements with large Pharmaceutical company.
* Also focused on geographic Fortune 1500 customers in the NY, NJ, PA and DE region.

Troux Technologies
($5M IT Resource Planning (ITRP) Software Company)
Sales Director (8/2003 to 7/04)
Hired to focus on accounts from Virginia through NYC. Providing and delivering Software solutions that enable companies to align business and financial goals with their IT infrastructure. Areas of focus are: Financial Planning, Enterprise Architecture Management, Change Planning, Security & Information Privacy, Regulatory Compliance, Business Continuity Planning, Outsourcing Management and Application Portfolio Management.

* Built a significant pipeline and strong relationships with companies such as: ACE, GSK, MERCK, Marriott International, Comcast, and Pfizer. Dow Jones, MBNA and Met Life.
* Agreements with: GlaxoSmithKline, ACE Insurance, MERCK, Aventis and Met Life.
* Designed and executed the direction needed to penetrate the Pharmaceutical market and helped define value proposition while rolling out solution to potential customers.

Jeeves Solutions
($100M CRM/BI/Knowledge Management/Connected Self Service)

DIRECTOR OF SALES (1/2002 to 7/2003)
Charged with opening, building, and expanding the pharmaceutical vertical while managing team of five. Created and implemented vertical strategies. Established sales plans/goals. Provided leadership and mentoring to team. Personally focused efforts on account penetration of the Pharmaceutical and Healthcare vertical. Managed pipeline activity of Sales Reps for the Financial, Government and Insurance verticals including companies maintaining a large web presence. Territory- NYC through Virginia. Utilized extensive relationships in the region, CxO event coordination, mailings, webinars, intensive cold-calling campaigns and vertical market vendor relations.

* Built pipeline of $8M within first six months by using an effective combination of new product introduction, focused customer management and targeted market penetration.
* Developed sales strategies targeting national accounts such as CIGNA, Highmark, Blue Cross of PA, Johnson & Johnson, Pharmacia, GSK, DuPont and MERCK.
* Successfully penetrated major accounts and secured over (143% quota) first year, (160% quota) second year.
* Led negotiations for $900K+ licenses agreement with large Pharmaceutical Company. Surpassing initial contract of $100K by promoting/delivering value proposition that outlined need for more than one technology within multiple business units (R&D, Marketing, Product Management and Procurement).

Informix Software Corporation
($1B Software Company providing media asset management, Financial Planning, ETL, BI, Data warehousing and leading database technology solutions. Also a reseller of A.T.G. solutions)

SENIOR ACCOUNT EXECUTIVE (4/2000 to 1/2002)
Recruited to rebuild company and open new territory selling to Fortune 500 companies in PA, DE and NJ. Primarily companies in the pharmaceutical, Insurance and financial verticals. Was solely responsible for creating all sales, marketing and account development; cultivated relationships with key decision makers through a variety of market penetration and relationship building techniques.

* Successfully gained significant market share within new territory by achieving 200% of $1.5M quota.
* Employed pure solution-selling approach and utilized professional networking base to penetrate challenging accounts.
* Captured competitive market advantage, outselling key competitors by providing "end-to-end" customer solutions with high attention to value added solutions that met or exceeded business requirements.
* Landed $1.2M deal with Cigna despite position as new player and competition from Oracle by gaining customer confidence and following through on promises.

MicroStrategy, Inc.
($1B Data warehousing/ Decision/ Support/ Business Intelligence Organization)

ACCOUNT EXECUTIVE (EMERGING MARKETS) (3/1999 to 4/2000)
Directed all account management activities in accounts with annual revenues of $1B or less. Created entire scope of account penetration strategies, coordinated CxO events and oversaw resource management.

* Delivered $3.2M in sales in less than six months (160% of quota) through an effective mix of direct selling and capitalizing on strategic relationships with SI partners, resellers and hardware vendors.
* Formulated sales and account penetration strategies to gain entry in accounts under the IdeaLabs (VC) umbrella. eToys, FreePC, Buy.com...
* Landed three of the company's first licenses agreements in the dotcom vertical.

Platinum Technology
($1B Software company with over 280 "best of breed" software product solutions)
SENIOR ACCOUNT MANAGER (1/1997 to 3/1999)

Challenged to increase sales, revenue and market share through the sale of over 180 software products including those in database/systems management, application life cycle, data warehousing, decision support and security.

* Exceeded sales quota by 237% (total $3.7M) in the second year. First year, over 113%. Focused primarily on Pharmaceutical and Healthcare verticals. Customers included University of Penn, Mercy Health, Rohm&Haas, ACE Insurance, Mayo Clinic, GSK, Abbott Labs, Catholic Healthcare, CIGNA and Vanguard.
* Personally opened healthcare/pharmaceutical vertical market from conception to rollout; established overall business plan, determined products and solutions offered and outlined potential benefits for Life Sciences.

Dynamic Information Systems Corporation
MAJOR ACCOUNT MANAGER (2/1995 to 1/1997)

Responsible for direct selling information access software and consulting solutions to organizations with large database implementations. Specific emphasis on: Client Server, Data Warehousing, Decision Support and OLAP applications. Focus on Oracle, Sybase and Informix database applications for HP3000 operating environment. Harvard Pilgrim, Highmark.

* Achieved 118% of sales quota, $1.4M total sales.

Computech Corporation
REGIONAL SALES MANAGER (4/1991 to 2/1995)

Duties included personally re-selling Mid-range servers and consulting services. Responsible for expanding Fortune 2000 markets in the Eastern PA, New Jersey and Delaware. Also responsible for, training and managing sales team of seven to nine Account Associates while maintaining personal sales quota of $4,500,000. Met and exceeded Team quota of $25,000,000. 60% increase in productivity of region over a two year period

* Met and exceed team quota of $25M and delivered 60% increase in regional productivity. Directed the efforts of seven-nine account managers engaged in reselling mid-range servers (HP3000, and IBM AS400) and consulting services.

TSG Technologies
DISTRICT SALES MANAGER (4/1987 to 4/1991)
Training and managing a direct sales team for marketing and distribution of end-user computer systems and peripherals. Maintained personal sales quota and helped improve workflow, efficiency, accuracy and customer service throughout daily sales operations.
* Increased team sales (8 Account Representatives) by 145% ($11,200,000) within first 5 quarters.


EDUCATION

Adult MBA Program, Wharton School of Business, University of Pennsylvania (in progress), Philadelphia, PA
International Business - Information Technologies, Temple University, Philadelphia, PA

Additional Education & Training

* Advanced Solution Selling (R) for Coaches 1-4 (Sales Development Institute )
* Advanced Sales Presentations (Decker)
* Spin Selling (R) (Huthwaite Group)
* The Art of Negotiation (Bay Group)
* Effective Speaking (Decker)
* Conceptual Selling Skills (Decker)
* Sandler Sales Training (Sandler Institute)
* Solution Selling (R) (Sales Development Institute)
* Personal Power (Anthony Robins Fire Walk)
* Strategic Selling (R)

Certifications
See above


You must be logged in and have a current resume access subscription. Login or Register »

View all resumes in US-PA-Blue Bell »
View all resumes in US-PA »

View other Senior Account Manager resumes