Technical Sales Professional Resume
Title
Technical Sales Professional
Primary Skills
Highly motivated Sr. sales Account Executive
Location
US-NH-Nashua
Posted
Jan-14-09
RESUME DETAILS
Profile
Award Winning Technical Sales Professional with Proven Strategic Selling Skills
Kadient Inc. (Formerly Pragmatech Software), Nashua, NH 10/4/07-10/23/08
Strategic Accounts Manager
Kadient provides sales people with the right tools to improve performance, by arming sales teams with the content, messages, and strategies they need to win at every stage of the buying cycle. Kadient provides a SaaS offering supported by Sungard Systems.
• Focused 85% of time cold calling VP of Sales & VP of Marketing titles to win new business
• Chosen to be part of first teaming effort to focus on cross selling and up selling into large strategic accounts
• Responsible for selling over the phone and face to face to financial and high tech companies in the Northeast territory with revenues >$500M in Revenue
• Created 11 new opportunities in 1 quarter worth $650K in pipeline
Kronos Inc., Chelmsford, MA 10/9/06 -- 9/28/07
Inside Sales Representative
Kronos empowers organizations to effectively manage their workforce. Widely recognized as a market and thought leader in managing the workforce, Kronos has unrivaled reach with more than 30 million people using a Kronos solution every day.
• Consistently obtained quarterly quota; on target to hit annual quota at 107% of number
• Closed 5 “Flip” Accounts (Existing customers-upgrades) resulting in $270,000 in incremental revenue in 3 Quarters, while up selling add-on products
• Top sales rep for every quarter winning the “Making it happen” Award for most business closed
• Assisted in defining processes for pilot team, while teaming with 4 Account Executives and closing business
• Focused on Mid-Market Accounts of which 50% is hunting net new prospects, and 50% is farming existing customers, while maintaining MBOs
• Penetrated accounts at all levels including; CXOs, VP of HR, Mgr of Payroll, Plant Manager and VP of Operations
Sophos Inc., Lynnfield, MA 6/20/05 -- 9/1/06
Corporate Account Executive
Sophos is a world leader in integrated threat management solutions purpose-built for business, education, government and service providers.
• Closed new business while up selling and cross selling to existing customers in the IL territory, attaining a monthly sales quota of $45K per month (average deal $15K-$100K)
• Maintained 50 + calls a day and ~1.5 hours of phone time targeting IT level contacts
• Consistently grew revenue by adding 3 or more new customers a month
• Hit ~85% of my 1st year annual quota in 9 months
Ecora Software Inc., Portsmouth, NH 11/01/04 -- 5/27/05
Inside Sales Representative
Ecora a leader in Total Configuration Management, engineering a proactive and holistic approach to configuration management that encompasses recovery, auditing and reporting, change monitoring, patch management, and security.
• Prospected into key accounts, qualified new business, and closed sales while maintaining a $50K per month quota
• Closed $260K in first 3 months
• Closed People's Bank for $190K; one of the largest deals in Ecora history
Sendmail, Inc., Emeryville, CA 4/02/02 -- 9/30/04
Inside Sales Representative
Heidi Crannell *Page 2
Sendmail, Inc. builds powerful and secure email systems for large Enterprise and service provider customers, who depend on email to run their business.
• Qualified and generated large scale deals and passed those opportunities to a field rep
• Consistently hit 100% of quota, while channeling new opportunities to outside sales reps
• Signed up approx. 2 new customers every quarter; CRC/Esync Networks, Cablevision, Philip Morris, Blue Cross of NC, Fry Communications
• Qualified and passed 35 leads in 2002, 147 leads in 2003, many of which turned into revenue; Belize Telecom $150K, STINet $60K
• Implemented significant improvements to the inside sales/lead generation process and databases upgrades
• Tasked by VP of Sales to train all new sales employees, including Field Sales on the database and sales processes
• Assisted in building the inside sales team from 1 member to 4, while creating the strategy and direction of the inside sales team
Nortel Networks, Inc., Billerica, MA 4/24/00 -- 12/10/01
Inside Sales Representative
Nortel Networks is a global leader in networking and communications solutions and infrastructure for service providers and corporations.
• Passed qualified leads to the field while holding a quota for direct sales to service provider accounts, resulting in increased revenue each quarter
• Managed existing IOC accounts by solidifying relationships and future sales opportunities
• Achieved over 100% of quota for 4 consecutive Quarters
• Passed numerous leads which resulted in revenue; Giant Loop $25M contract, Frankfurt Electric $4M contract
• Recipient of a Nortel Sales PRIDE award 1H 2000 for outstanding effort finding new Optical sales opportunities; Recipient of 2 Top Achiever Candidate Awards (merit based sales award); Circle of Excellence Award (top 4% of quota achievement)
Cabletron Systems Inc. (Formerly Riverstone Networks, now Lucent Technologies), 6/02/97 -- 4/21/00
Inside Sales Representative
Cabletron Systems, a fortune 500 company, offers network hardware, software and consulting services, with a direct sales approach
to ISP's, CLEC's, ASP's, and ICP's.
• Managed new and existing service provider customers resulting in increased revenue each quarter
• An inaugural member of Cabletron's Service Provider Sales Team
• Aided in designing numerous new POP, web hosting, MDU, and collocation networks for various service providers
• Skilled in cold calling and setting appointments at all levels, including Director, VP, and CEO ranks
• Assisted in negotiating a contract for Ameritech's first DSL deployment, worth approx. $2.5M
• Created strategic account plans and organizational charts for National and Regional Service Provider customers such as, Verio, UUNet, PSINet, Global Crossing, and Frontier Communications
• Shared responsibility for a $10M sales quota a quarter; managed 6-10 highly visible, direct service provider accounts, resulting in $4M in direct sales a quarter
• Global Sales Development Representative of the Quarter in 1998;Global Sales Representative of the Quarter in 1999; Recipient of 4 Millennium Club Awards (merit based sales award)
Education and Credentials
Bachelor of Science (BS) Communications *Norwich University, Northfield, VT
Minor in Computer Information Systems (CIS) *Magna cum Laude 3.4 GPA
Professional Development
Miller Heiman *Account Penetration *Selling at the Executive Level *Professional Tele-selling Skills *Power Based Selling, Holden Training *Telephone Business Skills *Presentation Skills *Secretary of Toastmasters International, Inc. (2005-2006)
Award Winning Technical Sales Professional with Proven Strategic Selling Skills
Kadient Inc. (Formerly Pragmatech Software), Nashua, NH 10/4/07-10/23/08
Strategic Accounts Manager
Kadient provides sales people with the right tools to improve performance, by arming sales teams with the content, messages, and strategies they need to win at every stage of the buying cycle. Kadient provides a SaaS offering supported by Sungard Systems.
• Focused 85% of time cold calling VP of Sales & VP of Marketing titles to win new business
• Chosen to be part of first teaming effort to focus on cross selling and up selling into large strategic accounts
• Responsible for selling over the phone and face to face to financial and high tech companies in the Northeast territory with revenues >$500M in Revenue
• Created 11 new opportunities in 1 quarter worth $650K in pipeline
Kronos Inc., Chelmsford, MA 10/9/06 -- 9/28/07
Inside Sales Representative
Kronos empowers organizations to effectively manage their workforce. Widely recognized as a market and thought leader in managing the workforce, Kronos has unrivaled reach with more than 30 million people using a Kronos solution every day.
• Consistently obtained quarterly quota; on target to hit annual quota at 107% of number
• Closed 5 “Flip” Accounts (Existing customers-upgrades) resulting in $270,000 in incremental revenue in 3 Quarters, while up selling add-on products
• Top sales rep for every quarter winning the “Making it happen” Award for most business closed
• Assisted in defining processes for pilot team, while teaming with 4 Account Executives and closing business
• Focused on Mid-Market Accounts of which 50% is hunting net new prospects, and 50% is farming existing customers, while maintaining MBOs
• Penetrated accounts at all levels including; CXOs, VP of HR, Mgr of Payroll, Plant Manager and VP of Operations
Sophos Inc., Lynnfield, MA 6/20/05 -- 9/1/06
Corporate Account Executive
Sophos is a world leader in integrated threat management solutions purpose-built for business, education, government and service providers.
• Closed new business while up selling and cross selling to existing customers in the IL territory, attaining a monthly sales quota of $45K per month (average deal $15K-$100K)
• Maintained 50 + calls a day and ~1.5 hours of phone time targeting IT level contacts
• Consistently grew revenue by adding 3 or more new customers a month
• Hit ~85% of my 1st year annual quota in 9 months
Ecora Software Inc., Portsmouth, NH 11/01/04 -- 5/27/05
Inside Sales Representative
Ecora a leader in Total Configuration Management, engineering a proactive and holistic approach to configuration management that encompasses recovery, auditing and reporting, change monitoring, patch management, and security.
• Prospected into key accounts, qualified new business, and closed sales while maintaining a $50K per month quota
• Closed $260K in first 3 months
• Closed People's Bank for $190K; one of the largest deals in Ecora history
Sendmail, Inc., Emeryville, CA 4/02/02 -- 9/30/04
Inside Sales Representative
Heidi Crannell *Page 2
Sendmail, Inc. builds powerful and secure email systems for large Enterprise and service provider customers, who depend on email to run their business.
• Qualified and generated large scale deals and passed those opportunities to a field rep
• Consistently hit 100% of quota, while channeling new opportunities to outside sales reps
• Signed up approx. 2 new customers every quarter; CRC/Esync Networks, Cablevision, Philip Morris, Blue Cross of NC, Fry Communications
• Qualified and passed 35 leads in 2002, 147 leads in 2003, many of which turned into revenue; Belize Telecom $150K, STINet $60K
• Implemented significant improvements to the inside sales/lead generation process and databases upgrades
• Tasked by VP of Sales to train all new sales employees, including Field Sales on the database and sales processes
• Assisted in building the inside sales team from 1 member to 4, while creating the strategy and direction of the inside sales team
Nortel Networks, Inc., Billerica, MA 4/24/00 -- 12/10/01
Inside Sales Representative
Nortel Networks is a global leader in networking and communications solutions and infrastructure for service providers and corporations.
• Passed qualified leads to the field while holding a quota for direct sales to service provider accounts, resulting in increased revenue each quarter
• Managed existing IOC accounts by solidifying relationships and future sales opportunities
• Achieved over 100% of quota for 4 consecutive Quarters
• Passed numerous leads which resulted in revenue; Giant Loop $25M contract, Frankfurt Electric $4M contract
• Recipient of a Nortel Sales PRIDE award 1H 2000 for outstanding effort finding new Optical sales opportunities; Recipient of 2 Top Achiever Candidate Awards (merit based sales award); Circle of Excellence Award (top 4% of quota achievement)
Cabletron Systems Inc. (Formerly Riverstone Networks, now Lucent Technologies), 6/02/97 -- 4/21/00
Inside Sales Representative
Cabletron Systems, a fortune 500 company, offers network hardware, software and consulting services, with a direct sales approach
to ISP's, CLEC's, ASP's, and ICP's.
• Managed new and existing service provider customers resulting in increased revenue each quarter
• An inaugural member of Cabletron's Service Provider Sales Team
• Aided in designing numerous new POP, web hosting, MDU, and collocation networks for various service providers
• Skilled in cold calling and setting appointments at all levels, including Director, VP, and CEO ranks
• Assisted in negotiating a contract for Ameritech's first DSL deployment, worth approx. $2.5M
• Created strategic account plans and organizational charts for National and Regional Service Provider customers such as, Verio, UUNet, PSINet, Global Crossing, and Frontier Communications
• Shared responsibility for a $10M sales quota a quarter; managed 6-10 highly visible, direct service provider accounts, resulting in $4M in direct sales a quarter
• Global Sales Development Representative of the Quarter in 1998;Global Sales Representative of the Quarter in 1999; Recipient of 4 Millennium Club Awards (merit based sales award)
Education and Credentials
Bachelor of Science (BS) Communications *Norwich University, Northfield, VT
Minor in Computer Information Systems (CIS) *Magna cum Laude 3.4 GPA
Professional Development
Miller Heiman *Account Penetration *Selling at the Executive Level *Professional Tele-selling Skills *Power Based Selling, Holden Training *Telephone Business Skills *Presentation Skills *Secretary of Toastmasters International, Inc. (2005-2006)
Certifications
See above
CONTACT DETAILS
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