Resume of SENIOR SALES MANAGER

Title
SENIOR SALES MANAGER

Primary Skills
Demonstrated success for 9 years as Systems Engineer Director at Tivoli/IBM, SupportSoft, and Waveset/Sun Microsystems.

Location
US-TX-Houston

Posted
Feb-14-08


SENIOR SALES MANAGER
More than 16 years of exceeding revenue targets through development and execution of successful repeatable technical sales processes that foster the best return from existing human capital.

* Demonstrated success for 9 years as Systems Engineer Director at Tivoli/IBM, SupportSoft, and Waveset/Sun Microsystems.
* Dealt directly with client system administration staff through C-level executives, handling all manner of sales engagements from pre-sales Proof of Concepts to post-sales customer satisfaction.
* Proven abilities in establishing new sales channels, as well as serving in individual contributor roles, resulting in consistent double digit sales, profit, and market share growth for startups and established companies.
* Experienced in formulating strategies, developing roadmaps, defining business objectives, and affecting organizational change and transformation to boost effectiveness.
* Hands on sales manager proficient in bringing out the best in organizations' people and processes through proven team building and performance management abilities.


EXPERIENCE
==========

INOVAWAVE, AUSTIN, TX * 5/07 - 10/07
Startup in the virtualization space offering VirtualOctane and DXtreme, complementary components to the VMware and Microsoft virtualization platforms.
DIRECTOR - WORLDWIDE CHANNEL DEVELOPMENT
Recruited by and reported to the CEO who was also the VP of Worldwide Client Services at Sun; charged with establishing reseller channels of VARs, technology partners, distributors, and service providers for all product lines. Focused on large OEM vendors such as IBM and HP. All but inked deals with Dell and Brocade as strategic reseller partnerships. Unfortunately, the firm encountered compatibility and market issues in launching the product and abandoned the existing products to refocus efforts on complimentary product development.
* Recruited several domestic and international resellers such as Expert Server Group and Networld.
* Identified and recruited the first set of beta customers for Virtual Octane for VMware ESX.
* Personally initiated development of the company pitch and reseller value proposition.
* Gained VMware Sales Professional (VSP) certification across all enterprise product lines.

SUN MICROSYSTEMS / WAVESET, MOUNTAINVIEW, CA * 12/01 - 11/06
Initially Waveset was a startup which Sun acquired in 12/03. Waveset provided an Identity Management suite focusing on User Administration and Provisioning, Access Management, Directory Server Management, and GRC Compliance software. This suite quickly became the IDM market leader according to Gartner's Magic Quadrant in 2006.
DIRECTOR GLOBAL SALES ENGINEERS - IDENTITY MANAGEMENT PRACTICE
Grew business unit from $0 to $102M in revenue against fierce competition. Managed two direct reports covering 40 pre-sales resources and 130 global software SE matrixed reports focused on the Identity Management Product Suite. Provided consultation and support of Identity Management deals, as well as RFP and on-site support with SE's on Global POC SWAT team. Targeted Fortune 500 firms and obtained clients such as GE, AMEX, JP Morgan Chase, Telstra, Sony, and Verizon.
* Achieved 115% of quota in 2002, 140% in 2003, 147% in 2004, and 130% in 2005.
* After the Sun acquisition, built a robust complex multi-machine multi-OS technical demonstration platform that was easily utilized by non-IDM System Engineers to conduct detailed demos, standardized POCs, and gain a better understanding of the product suite.
* Enabled scaling of WAVESEt's product to SUN's IDM demands.
* Developed global road show which offered enablement training classes to help create a deeper understanding of the WAVESET technologies within Sun.
* Created a source tree to track the complete solution to every use case presented in POC worldwide; this information enabled a novice SE to get a jumpstart on the most difficult POC and effectively complete a set of complex use cases in less than 5 days.
* Communicated field requirements in real time to the VP of Development and Director of Product Marketing to jumpstart new features and functions to meet customer needs.
* Ranked the Marketing Requirements Document (MRD) and Product Requirements Document (PRD) specifications for future releases based upon what was needed in the field. It was common practice to get real time beta code from development while on-site executing POC's, resulting in win rate of over 90%.
* Recognized at Waveset with membership in 100% Club in 2002 and 2003, and Sun's Sunrise Club in 2004 and 2005.

SUPPORTSOFT, REDWOOD CITY, CA * 4/99 - 11/01
Provider of end-to-end support automation software that proactively eliminates technical issues.
DIRECTOR - WORLDWIDE SYSTEMS ENGINEERS
Senior member of Sales Management responsible for organization, compensation, customer satisfaction, strategic planning, product planning, designing and implementing sales process, technical and sales training. In charge of 25 technical pre-sales Systems Engineers responsible for generating software and service revenue from Fortune 500 firms, PC OEMs, Outsourcers, and ISPs. Clients included JC Penney, Bear Stearns, Verizon, IBM, Sony, GE Capital, Nortel, Time Warner, Comcast, and Bell South. Generated presentations, test drives (POC's), paid pilots, demonstrations, RFP's, and trade show support.
* Achieved 167% of quota in 1999 and 121% in 2000.
* Established 1st enterprise deployment at Bear Stearns that led to a 7 figure contract which was a crucial milestone for underwriting the IPO.
* Assisted Management Service Providers (MSP's) with enabling SAAS.
* Awarded Presidents Top 10% Team 1999 and 100% Club in 1999 and 2000.

TIVOLI SYSTEMS / IBM, AUSTIN, TX * 7/94 - 4/99
IBM's multi-billion dollar systems management company.
DIRECTOR - CENTRAL REGION FIELD SERVICES
Joined pre-IPO and provided both pre-sales and post-sales support for the Tivoli Management Environment. Developed and implemented a post-sales account management organization. Managed the technical sales cycle for Central Region opportunities. In charge of strategy, budgets, staffing, training, retention, compensation, and best practices for the field organization consisting of over 120 Engineers and Account Managers in the Enterprise Systems Management Software arena. Accounts included Reliant Energy, Pepsi, Frito, BNSF, Wal-Mart, Blockbuster, Amoco, Exxon, HESS, Hertz, Phillips, and Entergy.
* Effectively integrated SE's from two acquired companies resulting in 100% retention of desired personnel and 99% productivity of acquired personnel in the first 30 days.
* Opened and managed the Houston Sales Office for IBM.
* Recruited and hired 35 SE's across the South Central Region resulting in the achievement of 440% of quota in 1996 and 230% in 1997.
* Served as the only SE in the South Central Region and grew it to 35 SE's and 25 Technical Account Managers before promotion to the Central Region.
* Attained membership in the 100% Club in 1994, 1995, 1996, 1997, 1998.


CAREER NOTE:
Details of prior positions as Systems Engineer and Account Executive at ZEH GRAPHIC SYSTEMS, and Systems Programmer at M.W. KELLOGG are available on request.


EDUCATION
=========
BBA - MARKETING
TEXAS A&M UNIVERSITY, COLLEGE STATION, TX

Certifications
See above


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