Sales or Sales Managment or Channel Sales

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Sales, Sales Managment or Channel Sales with 17 years experience looking for a Direct Contributor position.

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Profile Results-focused professional with a fifteen-year progressive tenure of sales and sales management success within technical customer environments. Skilled in bu siness development, account management and client relationship building, coupled with an ability to drive sales and revenue goals. Critical thinker with sound decision-making and analytical problem solving abilities. Proficient technical communicator with excellent presentation and negotiation skills. Strong motivat ional leader adept in building high-performing sales/support teams. Core Competencies: ENTERPRISE SALES (15 yrs) - Software & Hardware Sales - Emerging Technologies (HW & SW) - Consultative Sales - Relationship Development - Trusted Advisor SALES MANAGEMENT (5 yrs) - Consistent Goal Achievement - Strategic Sales Planning - Motivational Team Building - Performance Management - Sales Reporting & Metrics Implementation CHANNEL MGMT (15 yrs) - Account Management & Development - Effective Training Approach - Incremental Revenue Growth - Strategic Partner Relationship Development - Operations, Licensing / Buying Programs Experience Highlights - Negotiated a $400K storage software sale with a large healthcare provider loca ted in Illinois, capitalizing on an existing CompuCom relationship to minimize a competitive situation. Restructured the customers licensing agreement, increas ing the overall usage of CA ARCserve, with minimum increase to customer year ove r year expenditures. - Revived a failed U.S. relationship with a $3.6 Billion Global VAR; resulting i n a 700% increase in incremental revenue year over year for Symantec. - Developed 35 regional VARs for introduction into the Symantec Partner Program, by implementing a VAR identification program through the secured co-operation o f Distribution Partners Inside & Field Management teams. - Negotiated a $1M handheld device sale, consisting of 5000+ PALM handhelds, rel ated software and accessories to a large Unified School District located in the Midwest. Implemented a technology buy-back program to capitalize on an existing hardware investment, increasing the school districts ROI. This was the PALM SL ED teams largest sale into a single customer to date. - Led a $35M, 65-member National Storage Software Sales team to distinction thr ough seven (7) consecutive quarters of double digit, quarter over quarter sales growth. Earned CA Presidents Club honors in 2004. Team consisted of 6 front-lin e managers, individual account managers, prospecting & support members.

- Managed unprecedented growth of the VERITAS NA Regional Volume Licensing Progr am, growing total participating customer base from 65K to over 117K end user cus tomers; through a series of process improvements, high impact sales tools, natio nal / regional partner recruitment and Field and Inside Sales team policy adopti on. - Developed a newly created inside sales team, eventually consisting of 25-membe rs to support the western sales region, creating over $14M in incremental revenu e through the implementation and tracking of members against individual KPIs. Mentored and sponsored 3 members into sales management roles. Employment History CA, INC. Jan 2009 Present Channel Account Manager, South Region An IT management software and solutions company with expertise across all IT env ironmentsfrom mainframe and physical to virtual and cloud. - Managed a 15-state territory, spanning the South and Mid-Atlantic states. Foc used on exceeding existing partner sales goals, targeting Greenfield opportuniti es & the overall growth of partner breadth throughout region. SYMANTEC Oct 2006 Mar 2008 Business Development Manager, East Coast Channel Sales A visionary computer software company focused on enabling customers to have conf idence in their infrastructures, their information, and their interactions. - Managed business development activities throughout a 13 state territory, up an d down the East Coast. Focused on working with Symantecs Metallic level partner s to identify and penetrate areas of whitespace; and identifying net-new partner s that currently do not conduct business with Symantec. - In March 2008, due to reduction in force, my position was eliminated and I was laid off. MARKETSOURCE, LLC. / PALM Mar 2006 Oct 2006 Southeast Public Sector Regional Manager, (SLED) (Contract Sales Position) A pioneer in mobile and wireless Internet solutions for consumers, mobile profes sionals and businesses and the overall world leader in handheld computing. - Managed a 14 state territory covering the southeast / south central areas, res ponsible for sales account penetration & exceeding quota within customer account s, consisting of new & existing accounts within the Public Sector marketplace. SUNGARD HTE May 2005 Sept 2005 Inside Sales Manager, Installed Account Sales A proven leader in municipal government information technologies, addressing the wireless computing requirements of a rapidly changing public sector market and supporting the delivery of e-Government access to citizens and businesses. - Directed the sale of Public Administration and Public Safety & Justice softwar e product lines targeting local community government, police / fire department, and emergency management verticals throughout North America. - Soon after joining HTE, the company announced a restructuring and laid-off 100 consultant and support personnel. CA, INC. Feb 2003 Dec 2004 National Telesales Manager, BrightStor Storage Line A global authority in business software computing and the delivery of end-to-end business software enabling eBusiness, through innovative technology, services, and education - Directed national sales team of enterprise storage software professionals, tar

geting large enterprise clients with 1,000+ employees spanning all segments of P ublic & Private Sector, including Local, State, Federal government, academia, an d healthcare verticals.. VERITAS SOFTWARE (ACQUIRED BY SYMANTEC) Mar 1997 Feb 2003 North American Volume Licensing Operations Manager (2001 2003) The industry-standard provider of storage management software solutions enabling data protection, application availability, and disaster recovery. - Directed day-to-day operations of VIP Volume Licensing Program, growing a base of 117,000+ customers. Teamed with third-party provider to develop and oversee customer VIP agreements, manage software license key banks, and provide reportin g analysis to sales and management. References Lee Horner SVP of North America Sales Sage Healthcare Division Cell: 941.809.8612 [email protected] Richard Forrest Director of Sales StorMagic Cell: 407.619.1510 [email protected] Matt Kalmenson (Please only call after I have left CA) VP Recovery Management Sales CA, Inc. Cell: 813.484.1769 [email protected] Richard Hofmann Sr. Director, US Channel Sales Symantec Cell: 646.691.7931 [email protected] Randy Sexton Marketing Manager Geauga Cycle, Inc. Cell: 216.401.8988 [email protected]

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