EXPERTISE:

Technical Sales & Marketing / Account Relations / New Business Development: Strengths are aggressive new account development, ability to access executives of target companies, development and management of strong customer relationships, strategic and tactical sales planning. Talent for assembling and communicating priorities to project teams with complementary strengths - sales, engineering and support.

Sales Experience: Twenty years of successful enterprise sales experience with last eight years in enterprise software and services sales with Fortune 500 companies. Developed and maintain personal and professional relationships with decision makers in State and Local government, Fortune 500 companies and financial institutions. Timely forecasting, feasibility analysis and full P&L accountability.

Technologies: IT Management Software for databases, storage, change management and security for both Mainframe and server environments. Complete business solutions for Title Insurance and Financial vertical markets.

EXPERIENCE:

Confidential, Tallahassee, Fl

Agency Account Manager

Responsibilities:

• Launch new software offerings - StreamlineASP & Closing Tracker -- and provide total business solutions to title insurance providers, mortgage producers and financial institutions.
• Performed annual audit and profitability analysis on each customer.
• Grew customer base by 80%, increased revenue from $400K to over $6M annually. Owned the market share in a highly competitive market with a variety of products and services.
• Consistently exceeded sales objectives including the following quota attainment
• Competed against primary competitor and awarded the sale by engineering an intricate solution that allowed customer (a large law firm) to profitably close thousands of condo units without increasing staff size. Solutions included Title and Closing Production software, Transaction Management software, scanning, storage, securing and indexing of files.
• Transaction represented over $800 million in real-estate and over $3 million in revenue.

Confidential, Tallahassee, Florida

Customer Relationship Manager

Responsibilities:

• The primary customer relationship owner, responsible for developing and executing on a strategic sales plan. Owning and coordinating all aspects of account activities, including Channel Sales, across all Confidential brands - for both mainframe and distributed architectures.
• Point of contact for all Florida State Agencies, Local Governments and Educational Institutions.
• Maintained and negotiated multimillion dollar State Term Contracts and agreements.
• Created and developed proposals, RFP responses and demonstrations. validating and connecting clients’ business/IT needs relative to Confidential ’s solutions and assertive follow through with customers and implementation teams.
• Brought together internal resources, senior management and other key contributors to negotiate and close first- ever statewide enterprise license agreement that included all state agencies, saving the State of Florida over $500,000 in non-recurring costs while giving every state agency bundling access to all Confidential software.
• Total contract value: $10 million.
• Also negotiated first-ever flexible contract that allowed customers to transfer existing licenses to new hardware platforms as business needs changed.
• Total contract value: $3 million.

Team Lead / Technical Relationship Manager

Confidential

Responsibilities:

• Trained as a COBOL and JCL programmer; was quickly moved to managing consultants, customer’s liaison to corporate, implementation and training.
• Responsible for holding daily and weekly status meeting with staff and customers.
• Created, maintained and managed issue logs.
• Prioritized and balanced wants and needs of customers to the ability and time constraints of programming team.
• Sold additional consultants time.
• Communications, teamwork, understanding and working in all aspects of the sales cycle.
• Successfully managed a group of 10 consultants in one of the largest and most profitable Confidential conversion in the State of Florida.
• Implemented and trained staff on new web-based Offender Management software at the Department of Corrections in New Hampshire.
• Successful implementation resulted in incremental sales.

Confidential, St. Petersburg, Florida

Senior Partner / Resident Agent

Responsibilities:

• One of three Sales Executives that left John Hancock to start own agency.
• Created a full service financial, insurance and business planning company.
• Successfully recruited, hired, trained and managed Sales Representatives.
• Provided leadership and direction and maintained all federally required records for the Confidential .
• Personally accounted for over 50% of revenue - primarily focusing on the business market.
• Successfully negotiated the sale of my business interest to remaining partners in order to pursue other professional interests.

Confidential, St. Petersburg, Florida

Sales Executive / Sales Manager

Responsibilities:

• Entry level Sales Executive resulting in early success as part of a team that was ranked number two nationally (behind the home office in Boston, Mass).
• Promoted to Sales Manager.
• Recruited and trained new hires.
• Relationship building and providing products and services that address customer needs; delivering seminars within local markets; analysis of market penetration and sales results within a defined territory in order to establish realistic and challenging targets; and producing timely and accurate reporting of sales results.
• Grew sales staff to eight, quickly becoming the top producers in the region.
• Managed and grew a $3M revenue base by over 30% annually. Received companies’ highest sales award for three consecutive years.