Summay
Dynamic sales expert with proven selling prowess and business acumen and broad range of experience in business development, new sales (hunting), account management (farming), and marketing efforts for IT/Consulting and Soft/Hardware industries. Brings exceptional communication talents to develop productive relationships with C-Level decision-makers and consistently negotiate and close deals. Sales strengths include prospecting, closing, sales calls, proposal/quote generation, product demonstration/training, branding, marketing plans, forecasting, contracts, pricing, needs analysis, staff mentoring, and representing companies at business/public settings. Proficient in word processing, spreadsheets, and Internet applications.

PROFESSIONAL EXPERIENCE

Confidential,Dallas, TX ª 3/2009–Present

Business Development Executive: Manage new opportunity development and identification/analysis of sales cycle process for Ciber’s Commercial ERP(Oracle, Lawson) practices. Manage lead generation, funnel management (SalesForce.com), and prospect development process to ensure quality and consistency. Collaborate with National Sales Team Directors in gathering/analyzing process evaluation/measurement input. Develop process flows and program schedules, including team training.

Selected Achievements:

• Generated/closed $3.4 million at 134% of plan (2011) and $3.35 million at 167% of plan (2010) in consultative sales through new business (hunting) and current client development(farming). Closes with Bed Bath & Beyond, American Eagle, Cash America, Williamson Dickie, Mayo Clinic, City of Topeka, and Torchmark helped reach my goals.
• Increased team revenue by developing marketing strategies for software/solutions services (offshore/onshore) to establish base clientele and net team clientele.
• Created strategy session topics/campaigns for trade show meetings producing 98% efficiency rate while organizing all aspects of national/regional trade shows/conferences to maximize client development opportunities, including sales engagement processes. Managed lead analysis, tracking, and reports to Practice Director.

Confidential,Dallas, TX ª 7/2008–2/2009

Business Development Executive: Oversaw integrated business planning matters and development of prospect databases from tradeshows, marketing events, and purchased databases, among others. Managed outbound account mining initiatives; assisted in penetration of existing accounts; collaborated with business development managers in account development efforts.

Selected Achievements:

• Introduced 15–20 new opportunities at Fortune 50 companies such as Black and Decker.
• Secured a monthly average of 12 net new prospects through lead development marketing campaigns.
• Increased probability of contacting/qualifying target audiences by evaluating/recommending business development campaigns as well as closure by managing incoming calls and lead qualification.
• Initiated proactive hunting business development campaigns in conjunction with business development managers.

Confidential,Dallas, TX ª 12/2006–5/2008

Sales Development Specialist: Managed identification of sales opportunities, including analysis of potential client problem areas and decision timeline, for data leakage prevention service. Strategized company value propositions with client needs; demonstrated software applications in-person/online using web-conferencing technology. Liaised with qualified leads/strategic accounts to channel to direct sales. Forecasted business, sales pipelines(SalesForce.com), lead rank/stage updates, and prospect interaction in Salesforce.com. Provided security to financial institutions.

Selected Achievements:

• Exceeded established quarterly goals; achieved 118% of quota, impacting generation of $1.8 million in net new sales.
• Increased market share and revenue with Fortune 25, 50, and 500 companies.
• Led new market acquisitions such as CVS/Caremark and Zales.
• Established pipeline in assigned territories: North and South Central U.S.

Confidential,Dallas, TX ª 4/2006-12/2006

Contract Position - Business Development Specialist: Handled lead generation and business development for email security service, including marketing campaigns/events with key strategic partners. Delivered product demonstrations regarding compliance needs and content monitoring/filtering.

Selected Achievements:

• Increased Borderware brand name throughout territory by garnering 4-5 weekly net new conference calls.
• Acquired Accuvant and Computertech Q1 (2007) by collaborating with local partners under strategic sales campaigns.

Confidential,Addison, TX ª 2003–3/2006

IT Account Manager/Recruiter: Administered market/trend analysis on local businesses to target potential clients. Managed accounts from initial call to contract negotiation and close. Established long-term client relationships through onsite visits to ensure program efficiency and client satisfaction.

Selected Achievements:

• Secured signing of Fortune 500 corporations such as Blockbuster, Fossil, Minyard Food Stores, and Genesis Healthcare; educated Leaders on market conditions/trends regarding local information technology labor status.
• Independently generated sales leads and personally established client accounts.

EDUCATION

Bachelor of Arts in Business Administration