SUMMARY:

• Sales Performance Management Executive focused on optimizing sales and sales teams from strategy through execution to grow revenue and increase market share.
• Leverages analytics and line - of-business collaboration to drive a 360-degree view of the business so that what we sell, how we sell, and the related performance objectives can be responsibly planned and achieved.

TECHNICAL SKILLS:

• Sales
• Sales Performance Management
• Strategy-Planning-Execution
• Revenue Growth
• Sales and Marketing Performance Metrics
• Process and Performance improvements
• Business planning
• Go-to-Market planning
• Resource planning
• Sales routes capacity planning
• Partner ecosystems
• Challenger Selling
• Complex software based solutions
• Digital Transformation solutions
• Maintenance & Support solutions
• Sales Management
• Account Planning and Coaching
• Marketing Strategy
• Marketing Program Execution
• Excellent communication presentation and interpersonal skills

PROFESSIONAL EXPERIENCE:

Confidential

Sales Performance Management

• Sales and marketing strategy planning, execution, results, and performance analytics
• Build & maintain sales & marketing teams by region, technology solutions, and/or industries
• Implement sales tools and systems to enable and measure sales results against objectives
• Build sales pipeline analytics and implement actions to drive improvements in uplift and yield
• Formalize offerings including go-to-market planning
• Build customer satisfaction programs

Confidential, Holmdel, NJ

Vice President, Sales

• IT services offering technology and resource solutions. Responsible for all areas of sales management including recruiting, enablement, and coaching with a rigorous focus on maximizing performance against metrics including quota, pipeline, win-rates, and customer satisfaction. Increased new customer acquisition over 100% YtY

Confidential, Somerset, NJ

Vice President, Sales & Marketing

• IT services consulting firm- staffing & projects -providing application development and system integration, conversion & migration, and maintenance & support services based primarily on Big Data, Microsoft, Hortonworks Hadoop, IOT, and SMAC technologies. Solutions delivered through flexible onsite/offshore resource models. Responsible for all sales and marketing strategy planning, execution, results, and performance analytics.

Confidential, Billerica, MA

Vice President, Sales & Marketing

• IT consulting firm providing high-quality IT professional services- staffing & projects -through an outsourced onsite/offshore model including application development, maintenance & support
• ERP systems including Oracle’s Fusion/e-business suite and databases, and Master Data Management services.

Confidential, Cranbury, NJ

Vice President, Software Optimization Services

• Digital Transformation, BPO, Staffing & Projects -providing BI Analytics, Collaboration, Enterprise systems, and Middleware for medium to large-enterprise companies delivered via a hybrid onsite/offshore outsourcing model.
• Double-digit Y-t-Y revenue growth 2011 and 2012
• Grew individual revenue contribution 25% Y-t-Y each year

Confidential, Piscataway, NJ

WW Senior Marketing Manager

• Exceeded revenue goals through sales pipeline performance improvements
• Progressed 15-20% of stalled deals each quarter with locally executed tactics regenerating millions of dollars of potential revenue that would have otherwise been lost.
• Improved process and resource alignment to eliminate lead entry bottle-necks.
• Jointly developed competitive plans with local teams to defend/grow market position
• Conducted annual routes-to-market planning, and capacity planning at the brand level, and across the product portfolio to drive sales resource deployment.

Confidential

Solution Sales Team Leader

• Owned $10m team quota for Media & Entertainment Industry solutions. Established sales goals and objectives. Developed sales forecasts and provided guidance to team. Identified and grew install base, and white space opportunities. Collaborated with development, marketing, and the client teams to support opportunities. Coached 5 team members’ to close deals.
• Sold Media & Entertainment Industry solutions- enterprise software, custom code, hardware and services- to address customer requirements, and enhance Confidential ’s mindshare across large enterprise accounts.
• Exceeded sales quota each year, 20% and 40%.
• Awarded Confidential ’s highest sales recognition -“Golden Circle”- for exceeding individual and team sales goals.

Confidential

Solutions Manager

• Go-to-Market responsibility for digital content solutions into Media & Entertainment accounts including publishers, broadcasters, cable, entertainment, and sports organizations. Leveraged market intelligence and customer requirements to develop market opportunities.
• Collaborated with development, product management, sales, services, marketing and channels to build and bring solutions to market.
• Created and sold newly created solutions to large enterprise accounts in the Media & Entertainment Industry, e.g., scalable managed services for application hosting solutions.
• Led the account strategy for Confidential ’s account teams, software sales, hardware sales, and services leaders.