Executive Sales Business Development Resume

Title
Executive Sales Business Development

Primary Skills
IT Sales - Software, Consulting Projects, Application Outsourcing

Location
US-IL-Chicago Metro

Posted
Mar-13-09



KEY STRENGTHS
* Extensive executive sales, sales management, application sales, professional services and application hosting sales, in the computer industry.
* Top sales performer with ten 100% clubs and six top company performances at Digital/Compaq.
* Top sales performer in the United States with 4.5M in sales at Siemens Business Services.
* Very effective selling complex IT solutions, software, and services to C-level contacts.
* Broad new business development experience.
* Effective partnering experience with Microsoft, SAP, Oracle, Accenture and other major partners building joint sales efforts, developing leads, and driving business.

PROFESSIONAL EXPERIENCE

Compuware Corporation, Chicago, IL Executive Sales 2007 -- 2008
Sell consulting services delivered by a small group of Compuware's full time consultants mainly with QA expertise to prospects throughout Northern Illinois.

TUSC, Chicago, IL Executive Sales 2007
Sold Oracle based technology and ERP consulting services to be delivered by TUSC, an Oracle partner, to a select number of Chicago companies and in an unsupported segment of New England states.

Comtek International, Inc. Chicago, IL Executive Sales 2006
Develop new opportunities to sell outsourcing within the US for our Russian development center as well as other consulting primarily throughout the Chicago area. This is a restart of an existing company.

NeoMedia Technologies, Inc. Chicago, IL Executive Sales 10/2003 -- 3/2006
Sell new startup software solutions and intellectual property spanning mobile marketing to business to business use permitting mobile users to connect dynamically to mobile web content from anywhere in the world.
* Very successful selling at high levels within marketing at major companies through cold calling and leveraging meetings with each company to bring this start-up technology to market.
* Cross industry mobile marketing sales experience selling at high levels in marketing and brand management selling to companies like Johnson & Johnson, Chrysler, Disney and 20th Century Fox, Cingular Wireless.
* Gained the highest level of sales success in the company by closing the first major opportunity with 20th Century Fox as well as success with Chrysler Corp and others.

RedMane Technology LLC, Chicago, IL Senior Sales Executive 2001 - 2003
Reported to the President of RedMane with responsibility as a hunter to identify and sell into all industries except Government business. Also responsible for company marketing. RedMane is a boutique consulting company that specializes in large custom new application software development projects (ERP/billing systems etc). RedMane was successful as a company in one state and my role was to move the company into general industry.
* Effectively used executive network of contacts to increase visibility and sales opportunities.
* Contacted hundreds of companies in Chicago and throughout the country.
* Spearheaded the development of company literature and web site to capture interest to increase business. Also promoted additional training into newer technologies.

SIEMENS BUSINESS SERVICES, INC., Chicago, IL Business Dev. Mgr, MW Region 1999 - 2001
Identified new customer outsourcing and project oriented consulting business opportunities throughout the Midwest Region. I then closed the business, and turned the customers over to Installed Base Sales.
* Effectively sold outsourcing, software implementations projects, and upgrade services throughout the central region based on expertise in ERP, CRM, and SCM, with partners such as SAP, Siebel, Agile, and i2.
* Top Sales Performer within Siemens Business Services in the United States for two years with 4.5M in sales during final year.

COMPAQ COMPUTER CORPORATION formerly DIGITAL EQUIPMENT CORPORATION, Chicago, IL 1980 - 1999

Regional Initiative Marketing Manager - Field Sales Marketing 1995 -- 1999
Developed and implemented strategic sales programs and worked with the direct and partner sales forces targeted towards new and existing customers throughout 8 states in the Midwest and Canada. Significantly increased the sale of computer systems solutions and consulting services.
* Developed and maintained strategic relationships at executive levels with independent software vendors and System Integrators such as Microsoft, Oracle, SAP, Accenture, Bearing Point, PeopleSoft and others to provide an effective bases for joint selling and leads transfer.
* Designed sales programs and implemented mailings and telemarketing programs, both directly and with major business partners, to support the generation of the 100M Call Center leads pipeline for the Region.
* Utilized CRM tools effectively with the Call Center telemarketing, telesales, as well as external telemarketing, to identify new business throughout the region and capture customer base information.

Regional Reseller Sales Manager 1991 - 1995
Led a team of eight Reseller Sales Managers to sell enterprise system solutions including services through all of Digital's indirect resellers and distributors with two-tiered VAR's throughout the Midwest Region.
* Effectively identified new business opportunities and significantly increased sales through channels to the non-covered installed base and to off-base businesses throughout the Midwest Region.
* Greatly improved working relationship with business partners and their direct sales force to increased reseller sales involvement and productivity in complex computer solutions sales
* Increased sales to 187% of $89M sales goal in FY94, 121% in FY93, and 174% in FY92.
* Achieved three 100% Sales Awards and one Top 10% Worldwide Sales Award.

Regional SAO Manager Installed Base Sales Manager 1989 - 1991
Focused on selling to Digital "installed base customers" by identifying key opportunities across the base by providing my direct sales involvement, team involvement and driving sales force involvement.
* Designed and implemented structured customer events to increase installed base sales significantly.
* Increased the installed base business by 142% of $40 Million sales goal.
* Achieved 100% Sales Awards and one Top 10% Worldwide Sales Award.

Sales Manager 1985 - 1989
Lead sales teams throughout this period with eight to fourteen people directly selling clustered networked computer solutions and consulting to customers in the manufacturing and services industries throughout Illinois.
* Consistently developed new customers in current and new markets to exceed sales goals.
* Effective in each contributor development to increase individual sales productivity.
* Attained three 100% Sales Awards and two Top 10% Worldwide Sales Awards by exceeding quota each year from 130% to 200%.

Sales Associate to Senior Sales Executive 1980 - 1985
Achieved a high degree of success selling complex high-end clustered networked computer solutions, software, and consulting to the manufacturing and services industries. Also sold to large VAR's.
* Effectively sold at all levels within companies to exceed sales goals.
* Won three 100% Sales Awards and two Top 10% Worldwide Sales Awards.

PROFESSIONAL DEVELOPMENT
Attended numerous sales training classes from selling skills and advanced skills to customer sensing skills, presentation and advanced presentation skills to competitive sales training, sales management, sales management, advanced storage training, financial analysis, industry sales training, and business planning.
Experience in Microsoft Word, PowerPoint, Excel, Access, Outlook Siebel and other sales automation.

ASSOCIATIONS Director of Programs for the Chicago Chapter of the Association of IT Professionals (Largest IT Organization in Chicago)

Certifications
See above


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