Software Account Executive in Philadelphia PA Resume Wayne Cluff
Wayne Cluff is a Dynamic, Self-Driven And Goal Focused Software Account Executive With 15+ Years Experience Selling Complex Cross-Industry, Cross Functional Enterprise Technology Solutions.
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Wayne P. Cluff
Holland, Pennsylvania 18966 215.860.9994 215.880.9700 [email protected]
ENTERPRISE SOFTWARE ACCOUNT EXECUTIVE
Dynamic, Self-Driven And Goal Focused Software Account Executive With 15+ Years Experience Selling Complex Cross-Industry, Cross Functional Enterprise Technology Solutions. Deal Sizes $50k-$2.2mm. Distinguished Record For Goal Attainment through Disciplined and Creative Approaches to Solving Buyer’s Challenges. Innate Ability To Build Trust With Buyers By Helping Them Better Articulate Their Needs While Continuously Positioning Company Solutions To The Win.
TECHNOLOGY SOLUTIONS ERP (supply chain, financials, HRIS) ● Healthcare IT (Managed) ● CRM/PRM ● eCommerce ● Compliance and Reporting ● Customer Service ● Call Center ● Security ● Web Interactive MARKETS Wholesale Distribution ● Consumer Direct ● Financial Services ● Healthcare ● Telecom ● Government BUSINESS MODELS License/COTS (seat, enterprise wide, turnkey) ● IT Services (t&m, fixed price, bundled recurring, outsourced) ● SaaS/ASP/MSP (enterprise, transaction based, blended) MANAGEMENT EXPERIENCE Strategy ● Sales ● Marketing and PR ● Channel Development ● Vertical/Product Launches ● Consulting Operations ● P&L ● M&A ● Intellectual Property ● Corporate/Capital Formation ● Governance ● Legal CAREER TRACK VICE PRESIDENT, SALES AND BUSINESS DEVELOPMENT ENTERPRISE SOLUTIONS, INC. (MANAGEMENT AND IT CONSULTANCY) 2009 - Present Vienna, Virginia
Lead sales, marketing and business development functions for high growth multi-disciplinary IT services firm that creates value for public sector clients through business process improvement and transformation, strategic IT services and supplemental staffing. Key clients include SPCN, BET, GSA, FAA, Census, NOAH, NIH, NIST and the County of Fairfax. Reporting to the CEO, performance highlights include: Managed response for multi-year government wide acquisition contract (GWAC) RFPs (FAA (won), 8(a) Stars II (won) and the NIH (pending)) Led the sale of multi-year, multi-million dollar BPM consulting contract (General Services Administration- Supply Chain Transformation Initiative) Created and launched Interactive Media Production and Training services lines Recruited and positioned key personnel in support of new contracts and practice area leadership Rebranded company, managed tradeshows and marketing events, implemented company wide CRM (Salesforce.com) Managed multiple JV and ISV relationships FOUNDING ACCOUNT EXECUTIVE, EVP SALES AND MARKETING VOICEVERIFIED (EARLY-STAGE PROVIDER OF VOICE BIOMETRIC SOLUTIONS) 2004 - 2008 New Hope, Pennsylvania
Spearheaded efforts to take voice biometric solutions to Fortune 100 financial services, healthcare and telecommunications companies. Developed corporate branding, directed development of sales tools (demos, collateral and presentations). As account executive, led sales to early adopters. Developed business plan and presented company prospectus to super-angels and VCs. Closed first financial services account. Closed largest company account. Recruited sales management and marketing executives allowing me to focus on strategic account sales. Continued
Wayne P. Cluff
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Developed and managed sales presentations to the boards and CXO suites of the TOP 5 banks and TOP 3 telecommunications providers. Presented to analysts (Gartner) resulting in placement with their Magic Quadrant for biometric authentication. Managed presentations to investors and VCs resulting in over $14,000,000 in private placements 2007 Ernst & Young Entrepreneur of the Year Finalist, Greater Philadelphia. Company acquired by CSIdentity in 2009 VICE PRESIDENT, ACCOUNT EXECUTIVE INFOMC (LEADING PROVIDER OF MANAGED HEALTHCARE SOFTWARE) 2002 - 2003 Plymouth Meeting, Pennsylvania
Assumed responsibilities for client management and professional service sales and delivery operations. Re-engineered professional service sales and account management processes. Turned around relationships with strategic accounts. Aligned service delivery functions with the sales process resulting in improved customer satisfaction, contract performance and a 50% increase in sales to existing accounts. Led product management function through three (3) major and nine (9) incremental versions. Managed largest corporate account during the first sale and installation of company’s web-based platform. Launched joint venture Calcis, led the sale to the largest account in the State of California. STRATEGIC ACCOUNT EXECUTIVE, EVP NEW MARKETS, BOARD BALRAE ASSOCIATES (LEADING VAR OF LAWSON SOFTWARE) 1997 - 2001 Cary, North Carolina
Closed first and largest healthcare account in ($1mm+), first and largest energy services accounts ($2mm+) resulting in ISV exclusives in those markets. Numerous wins against SAP, Peoplesoft and Oracle (licenses) and Big 4 firms (services). On the successes of sales, created new vertical market programs for healthcare and energy and secured geographic exclusives (all states east of the Mississippi) from Lawson. As lead sales executive, closed 50%+ of new account sales supporting the companies 10x revenue growth during my three year tenure. Company’s growth profile insured the successful sale to netASPx at high multiples. 1999 Lawson Software 100% Achievers Club. MANAGING DIRECTOR, NATIONAL ERP SALES GE CAPITAL IT SOLUTIONS ($4 BILLION SYSTEMS INTEGRATOR, ACQUIRED AMERIDATA) 1991 - 1997 Fairfax, Virginia
Created division to capitalize on GE brand to sell ERP solutions through its nationwide footprint. Closed first, largest and all new vertical market account sales. Grew division from two (2) to sixty-five (65) employees and achieved fasted growing division and revenues awards, while remaining personally involved in new account sales. 1996 GE Capital Consulting Circle of Excellence, 1996 Great Plains Inner Circle Award, 1994 and 1995 #1 SBT VAR Worldwide. EDUCATION BACHELOR OF SCIENCE: Accounting Virginia Commonwealth University 1989 Richmond, Virginia
Holland, Pennsylvania 18966 215.860.9994 215.880.9700 [email protected]
ENTERPRISE SOFTWARE ACCOUNT EXECUTIVE
Dynamic, Self-Driven And Goal Focused Software Account Executive With 15+ Years Experience Selling Complex Cross-Industry, Cross Functional Enterprise Technology Solutions. Deal Sizes $50k-$2.2mm. Distinguished Record For Goal Attainment through Disciplined and Creative Approaches to Solving Buyer’s Challenges. Innate Ability To Build Trust With Buyers By Helping Them Better Articulate Their Needs While Continuously Positioning Company Solutions To The Win.
TECHNOLOGY SOLUTIONS ERP (supply chain, financials, HRIS) ● Healthcare IT (Managed) ● CRM/PRM ● eCommerce ● Compliance and Reporting ● Customer Service ● Call Center ● Security ● Web Interactive MARKETS Wholesale Distribution ● Consumer Direct ● Financial Services ● Healthcare ● Telecom ● Government BUSINESS MODELS License/COTS (seat, enterprise wide, turnkey) ● IT Services (t&m, fixed price, bundled recurring, outsourced) ● SaaS/ASP/MSP (enterprise, transaction based, blended) MANAGEMENT EXPERIENCE Strategy ● Sales ● Marketing and PR ● Channel Development ● Vertical/Product Launches ● Consulting Operations ● P&L ● M&A ● Intellectual Property ● Corporate/Capital Formation ● Governance ● Legal CAREER TRACK VICE PRESIDENT, SALES AND BUSINESS DEVELOPMENT ENTERPRISE SOLUTIONS, INC. (MANAGEMENT AND IT CONSULTANCY) 2009 - Present Vienna, Virginia
Lead sales, marketing and business development functions for high growth multi-disciplinary IT services firm that creates value for public sector clients through business process improvement and transformation, strategic IT services and supplemental staffing. Key clients include SPCN, BET, GSA, FAA, Census, NOAH, NIH, NIST and the County of Fairfax. Reporting to the CEO, performance highlights include: Managed response for multi-year government wide acquisition contract (GWAC) RFPs (FAA (won), 8(a) Stars II (won) and the NIH (pending)) Led the sale of multi-year, multi-million dollar BPM consulting contract (General Services Administration- Supply Chain Transformation Initiative) Created and launched Interactive Media Production and Training services lines Recruited and positioned key personnel in support of new contracts and practice area leadership Rebranded company, managed tradeshows and marketing events, implemented company wide CRM (Salesforce.com) Managed multiple JV and ISV relationships FOUNDING ACCOUNT EXECUTIVE, EVP SALES AND MARKETING VOICEVERIFIED (EARLY-STAGE PROVIDER OF VOICE BIOMETRIC SOLUTIONS) 2004 - 2008 New Hope, Pennsylvania
Spearheaded efforts to take voice biometric solutions to Fortune 100 financial services, healthcare and telecommunications companies. Developed corporate branding, directed development of sales tools (demos, collateral and presentations). As account executive, led sales to early adopters. Developed business plan and presented company prospectus to super-angels and VCs. Closed first financial services account. Closed largest company account. Recruited sales management and marketing executives allowing me to focus on strategic account sales. Continued
Wayne P. Cluff
Page 2
Developed and managed sales presentations to the boards and CXO suites of the TOP 5 banks and TOP 3 telecommunications providers. Presented to analysts (Gartner) resulting in placement with their Magic Quadrant for biometric authentication. Managed presentations to investors and VCs resulting in over $14,000,000 in private placements 2007 Ernst & Young Entrepreneur of the Year Finalist, Greater Philadelphia. Company acquired by CSIdentity in 2009 VICE PRESIDENT, ACCOUNT EXECUTIVE INFOMC (LEADING PROVIDER OF MANAGED HEALTHCARE SOFTWARE) 2002 - 2003 Plymouth Meeting, Pennsylvania
Assumed responsibilities for client management and professional service sales and delivery operations. Re-engineered professional service sales and account management processes. Turned around relationships with strategic accounts. Aligned service delivery functions with the sales process resulting in improved customer satisfaction, contract performance and a 50% increase in sales to existing accounts. Led product management function through three (3) major and nine (9) incremental versions. Managed largest corporate account during the first sale and installation of company’s web-based platform. Launched joint venture Calcis, led the sale to the largest account in the State of California. STRATEGIC ACCOUNT EXECUTIVE, EVP NEW MARKETS, BOARD BALRAE ASSOCIATES (LEADING VAR OF LAWSON SOFTWARE) 1997 - 2001 Cary, North Carolina
Closed first and largest healthcare account in ($1mm+), first and largest energy services accounts ($2mm+) resulting in ISV exclusives in those markets. Numerous wins against SAP, Peoplesoft and Oracle (licenses) and Big 4 firms (services). On the successes of sales, created new vertical market programs for healthcare and energy and secured geographic exclusives (all states east of the Mississippi) from Lawson. As lead sales executive, closed 50%+ of new account sales supporting the companies 10x revenue growth during my three year tenure. Company’s growth profile insured the successful sale to netASPx at high multiples. 1999 Lawson Software 100% Achievers Club. MANAGING DIRECTOR, NATIONAL ERP SALES GE CAPITAL IT SOLUTIONS ($4 BILLION SYSTEMS INTEGRATOR, ACQUIRED AMERIDATA) 1991 - 1997 Fairfax, Virginia
Created division to capitalize on GE brand to sell ERP solutions through its nationwide footprint. Closed first, largest and all new vertical market account sales. Grew division from two (2) to sixty-five (65) employees and achieved fasted growing division and revenues awards, while remaining personally involved in new account sales. 1996 GE Capital Consulting Circle of Excellence, 1996 Great Plains Inner Circle Award, 1994 and 1995 #1 SBT VAR Worldwide. EDUCATION BACHELOR OF SCIENCE: Accounting Virginia Commonwealth University 1989 Richmond, Virginia
