SUMMARY:

• Results oriented sales and business development professional with over twenty - five years’ experience in high-level sales, consulting, and implementation of enterprise business software and IT professional services to mid-sized and enterprise customers.
• Accomplished sales professional and business consultant comfortable in the executive suite or boardroom solving high-level business problems with the application of technologies including customer relationship management (CRM), marketing automation, ERP, and business intelligence applications.
• Recent positions and consulting work have centered on the Microsoft Dynamics 365 business application suite and Microsoft technology stack and specifically on Microsoft Dynamics 365 Customer Engagement (CRM), business intelligence, and marketing solutions built on popular Cloud platforms - Microsoft Azure and AWS. I am an expert in CRM business processes and technologies across sales, marketing, and customer service and have worked with the Microsoft CRM platform in business development roles and functional consulting roles for over 15 years.
• I also offer deep knowledge in the latest marketing automation and digital marketing technologies.
• Recent emphasis has been on client requirements for customer relationship management, online customer engagement, ERP and Web integration, and digital marketing solutions utilizing big data, customer analytics, and Web intelligence to transform businesses to compete in the digital age.
• Proven track record meeting and exceeding sales goals for enterprise software and professional services for SMB and enterprise organizations and delivering projects from under $100K to over $2M.
• Adept at working with a team sales approach and using solution selling techniques to build a sales pipeline and close business.
• High success rate at working with the “C” suite, management, and line-of-business staff to translate business requirements into technology solutions that prove ROI and result in multi-phased projects and long-term customer relationships as a trusted partner.

SKILLS:

Microsoft Solution: Selling, Sales Force Automation, and Sales

Methodologies: Marketing Analytics, Reporting, and Business Intelligence Marketing Automation / CRM

Software: Microsoft Dynamics CRM, Dynamics 365 for Marketing, Marketo, SalesForce, NetSuite, Zoho, & Other Proprietary Systems

ERP Systems: Dynamics Business Central / GP / AX, Infor ERP LN, SAP

Email Marketing Software: ClickDimensions, Informz, Higher Logic, MailChimp, Emma, Constant Contact Website Development / CMS HTML, CSS, PHP, WordPress, Joomla, Dot Net Nuke & Drupal

Web Intelligence and SEM: Many SEO, PPC, Social Media, Blogger Outreach & Article Marketing Tools, Google Analytics Credentialing Management and LMS Systems

SDLC and Agile: Project Management Microsoft Office

Productivity and Presentation Tools: Project Management and Professional Services Time and Billing Systems Association Management Systems (AMS) Software, Processes, and Best Practices Microsoft Certified Professional -Dynamics Business Solutions and Dynamics 365 for Marketing. MCP# 5702469

PROFESSIONAL EXPERIENCE:

Principal / Account Executive

Confidential

Responsibilities:

• I formed this company to assist organizations with strategy, best practices and technology solutions to deliver superior customer experiences and grow market share in today's evolving digital economy.
• Confidential helps clients deploy CRM and marketing automation technologies from leading technology companies such as Microsoft (Dynamics CRM), Adobe Marketing Cloud, and Marketo Marketing Automation. Confidential is a reseller and consulting partner with Microsoft Dynamics, ClickDimensions, Adobe, and Marketo.
• In my role as Account Executive I am tasked with building the sales pipeline and bringing in new business for CRM and marketing automation software and consulting services.

Business Development Manager

Confidential

Responsibilities:

• As Business Development Manager at Confidential I was instrumental in helping this fast-growing software development and consulting company become an industry leader in the association management software market.
• Built on the Microsoft Dynamics CRM platform Confidential provided turn-key solutions for trade and professional associations, membership organizations, non-profits, and credentialing bodies.
• In my role at this small and growing software company I was responsible for building the sales pipeline, bringing in major clients and closing large projects.
• I also had a major role assisting marketing with proactive inbound marketing campaigns and developing content to establish the Confidential .
• I met and exceeded our sales goals for the first two years of over $1.5 million in new projects - with a significant percentage of this business being recurring software subscription revenue.
• In addition, I was the leader in the product development and marketing of Confidential ’s new credentialing solution, establishing an entirely new market segment for this company.

Sales Executive / Owner

Confidential

Responsibilities:

• As the founding Partner of this company I managed all facets of this business and established and maintained channel partner relationships with the multiple vendors that Confidential represented including Microsoft, Infor, Exact Target and CoreMotives marketing automation platforms.
• In my role as Sales Executive I was responsible for bringing in software projects worth over $10 million annually.
• I built a Microsoft CRM practice and assisted many companies and public sector clients with the implementation and support of CRM solutions.
• These projects ranged from small businesses to large enterprises and public sector CRM implementations.
• In addition, I provided independent consulting services to a variety of clients.

Senior Account Executive

Confidential, Bethesda, Maryland

Responsibilities:

• Responsible for expanding the CRM software and consulting services practice for the company’s mid-Atlantic markets.
• Develop go-to-market strategy and Microsoft and vendor partner relationships.
• Develop sales and territory plans and locate business opportunities.
• Manage sales process for customer relationship management and ERP integration solutions for Microsoft Business Solutions / Dynamics division of regional IT professional services firm.
• Job duties include prospecting and sales pipeline management, pre-sales consulting and requirements analysis, proposal generation, and account management.
• Managed all pre-sales activities and led multi-disciplinary pre-sales teams to formulate statement of work and proposal documents and present solutions to clients.
• Built the CRM practice from a fledgling sideline product segment to a growing practice and profit center for the company.
• Exceeded sales plan for new CRM practice of approximately $2 million annually.
• The company is a Microsoft Gold Certified Partner with competencies in Microsoft Business Solutions and Business Intelligence.

Consultant and Developer

Confidential, Richmond, Virginia

Responsibilities:

• Worked as an independent consultant providing CRM consulting, marketing services, project implementation, custom programming, and system integration with financial management and ERP systems, including SAP, Microsoft, Baan, and others.
• Provided strategic marketing consulting and marketing automation services to information technology partners.
• Worked on implementation projects for sales force automation, marketing solutions, and application integration with external applications and contact-centers.
• Developed BizTalk adapter solution for legacy Baan ERP systems and integration connectors for Microsoft CRM to enable data transformation between Web-based e-Commerce sites and various ERP systems.
• I completed my Masters’ degree during this period as well.

Marketing Director

Confidential, Richmond, VA

Responsibilities:

• As Regional Marketing Director for the IT consulting division I was responsible for the eastern region for brand development, marketing communications and programs, and new business development for strategic IT consulting services, ERP, CRM, and financial management software, and IT infrastructure and business continuity solutions.
• Industry focus included financial services, manufacturing and distribution, non-profits and public sector.
• Implemented new organization-wide CRM and database marketing system and increased lead generation significantly.
• Designed and managed numerous sales programs and pre-sales materials for national sales team and assisted sales executives with proposal preparation and presentations.
• Exceeded plan resulting in significant sales growth and new business opportunities for $125 million consulting practice.
• Company closed the Mid-Atlantic office of the IT consulting division as a result of an acquisition and reorganization.

Product Marketing Manager

Confidential, Richmond, Virginia

Responsibilities:

• Product Marketing and Business Development Manager for SAP software development (ISV) and consulting organization specializing in SAP call-center and CTI technology solutions.
• Led international product launch of integrated SAP R/3 call-center module in coordination with SAP marketing and product development team.
• Assisted in technical pre-sales, sales presentations, and project management for call-center and CTI solutions. Located and closed business for SAP call-center software projects and consulting engagements for large enterprise clients running SAP R/3 ERP system.
• Left company due to reorganization and down-sizing.