SUMMARY

• Senior Sales Executive with over 25 years of experience in forging strategy and implementing plans to attain corporate sales objectives. Skill and experience in creating new logo sales, managing existing global accounts and creating strategic partner and channel accounts.
• Hunter mentality that recognizes strategic opportunities and manages the resources to close large, complex and very technical enterprise opportunities.
• Experienced in consultative/solution selling in both an individual role and leading teams to success.
• Achieved success by developing relationships at all levels within an organization.
• Possesses solid management skills with the ability to analyze issues, devise continuous process improvements and in corporate initiatives to increase efficiency, streamline operations and decrease overall expenses with minimal resources.
• Experience with being an individual contributor, a business owner/partner as well as a team builder and leader.
• Consistently over achieved sales quotas
• Entrepreneurial business development, marketing, sales, contract negotiation skills.
• A confident decision - maker, able to take calculated risks
• Experience selling to multiple industry verticals on a global level

PROFESSIONAL EXPERIENCE:

Director

Confidential, Dallas, TX

Responsibilities:

• Sold multimillion dollar IT software and service engagements to aid organizations with mainframe migrations
• Created both the marketing plan and sales organization to include both direct sales, and channels and partnerships that generated several new clients and partners
• Created partner/channel organization with systems integrators including Confidential as well as large software companies such as Oracle, Progress Software and Red Hat
• Provided support to operations with software development/product development, product roadmap, corporate direction and strategy, personnel decisions and financial planning
• Developed and enhanced the business to $4M in the first year. Created the Website, the go-to-market messaging and the value proposition messages for the market and potential clients

Director

Confidential, Dallas, TX

Responsibilities:

• Sold multiyear, multimillion dollar Software as a Service (SaaS) agreements with large enterprise clients
• Provide fleet intelligence and management SaaS solutions to enterprises with larger than 1,000 vehicle fleets
• Manage the entire sales cycle from client identification through business analysis through value creation through closing and signature of multiyear agreement
• Created consultative, value based partnerships with both operations and finance groups of large multinational companies

Enterprise Sales Manager

Confidential, Dallas, TX

Responsibilities:

• Sold and managed communications and information technology BPO services to large Multi-National Corporations
• Provided solutions to enterprises for managing both fixed and mobility services, applications and expenses
• Worked closely with VGE global clients to address their current and future mobility requirements
• Provided full solution for managing fixed and mobile telecom management, mobile device management, machine to machine management and fixed services optimization management
• Achieved 110% of $3M quota within first year

Global Client Director

Confidential, Dallas, TX

Responsibilities:

• Developed and implemented the global sales and marketing strategy for the Telecommunications Expense Management (TEM), Mobility Management and Mobile Device Management (MDM) lines of business
• Developed sales and product marketing materials for marketing campaigns
• Forged and maintained partnerships with Symphony’s two largest global client partners
• Attained the merit of closing the largest TEM outsource deal in Symphony history ($9M)
• Negotiated long term, multi-project, multi-million-dollar global outsourcing client contracts:
• Exceeded Quota each year
• Total Product and Services sales exceeded $38,000,000

Business Development Manager

Confidential, Dallas, TX

Responsibilities:

• Developed channel partner strategy for TEM services
• Developed marketing and sales strategy for penetrating national accounts and strategic partner sales channels
• Provided channel partner process and sales collateral for engaging new prospects and customers
• Closed first Outsourced Services client for Tangoe, who until then sold only software licenses
• Negotiated terms of the multi project, global outsourcing contract

Principal

Confidential, Dallas, TX

Responsibilities:

• Developed business and marketing plans for start-up venture to provide Business Process Outsourcing (BPO) services for the Telecommunications Expense Management (TEM) marketplace
• Created market position and service features along with value proposition for outsourcing of enterprise telecommunications services management
• Created marketing and advertising collateral and negotiated contracts with vendors and strategic alliance partners to further market Accela services

Executive Sales

Confidential, Dallas, TX

Responsibilities:

• Developed marketing and sales strategy for penetrating national accounts and strategic partners
• Developed corporate strategy and operational plans
• Involved in all aspects of the company, from sales, marketing and business development through software development, operations and customer support
• Created market positioning and product features, functionality and enhancements for development SaaS system
• Responsible for 100% of new business with over $3 Million of revenue bookings within first year of product release