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CLIENT EXECUTIVE
Summary

AWARD-WINNING SALES REPRESENTATIVE with twenty-year history of sales success in technology industry. Recognized for record-setting sales. Experience includes prospecting, building relationships and selling to commercial accounts, federal government, and higher education, as well as distributors and system integrators. Proven results, overachiever and recognized as club winner eleven times. Successful track record in multiple sales coverage models and territories. Success building virtual teams and developing strong customer relationships.

Accomplishments
  • Eleven Time Club Winner
  • Promoted to Elite Application Sales Representative (2 out of 1,951)
  • Named Vice President of Senior Leadership Council, FY 2012
  • Worked with and advised OracleDirect Vice President of Strategy as Retention Task Force Leader, FY 2011
Experience
Concur St. Louis Park, MN Client Executive 01/2013 to Current

Managing a portfolio of 200 accounts. Upselling add-on services to exisiting customers, generating incremental revenue of _____. Schedule an average of 10 Executive Overviews per week. Collaborate with team to prepare and deliver custom proposals and demonstrations. Mentor peers through strategy sessions and provide guidance on C-Level messaging.

Senior Sales Representative
  • of technology solutions including High-Performance Computing, Visualization and Storage to federal government, higher education and commercial accounts.
  • Managed daily activities in the sales process with an emphasis on business development.
  • Created and implemented sales strategies and managed customer relationships.
  • Individually drove over $8M in revenue and achieved 270% of quota in top performance year.
  • Successful track record of managing and adapting to change in a rapidly evolving high-tech industry.
  • Results: Consistently drove and closed an average of $3.5M individually in revenue each year Called on C-Level management, PhDs, engineers, scientists and researchers while managing commercial accounts, higher education and research institutions Called on military officials, engineers and researchers while managing federal and civilian agencies, such as DoE, DoD and national laboratories Configured complex technology solutions for integration into formal proposals Responded to federal government RFQs Dealt with government contracts which utilized buying vehicles such as GSA, SEWP, and system integrator provisions Created, organized and executed multiple lead generation campaigns each quarter Tracked success and provided close-loop reporting through various corporate tools and databases Built and maintained relationships with system integrators and reseller channel Awards and Recognition: Ranked #1 storage sales, Q3 & Q4 FY 2006 President's Club - 110%, FY 2004 President's Storage Club, FY 2004 Federal Rep of the Year, FY 2004 Sales Leader and MVP, Q2 FY 2004 Federal Rep of the Month, 3/2003 President's Platinum Club ­ 125%, FY 2002 Federal Rep of the Month, 5/2002 President's Club - 160%, FY 2001 Mid-Year President's Club - 150%, FY 2001 President's Club - 270%, FY 2000 Named Senior Sales Representative, FY 2000.
ORACLE Minneapolis, Minnesota Elite Application Sales Representative HCM Specialist 06/2012 to 01/2013
Oracle Minneapolis, MN Elite Application Sales Representative ERP 05/2011 to 06/2012
Oracle Minneapolis, MN Senior Application Sales Representative ERP 02/2008 to 05/2011
Application Sales Representative ERP 09/2006 to 02/2008
  • Sold HCM software solutions to companies with up to 14,000 employees (6/2012 - 1/2013)
  • Sold ERP application software solutions to $500M+ existing customers and called on C-Level executives within commercial accounts, with an emphasis on the services industry (9/2006 ­- 6/2012).
  • Managed sales through forecasting, account resource allocation, account strategy, and planning.
  • Developed solution proposals encompassing all aspects of the application.
  • Participated in the development, presentation and sale of a value proposition.
  • Negotiated pricing and contractual agreement to close sale.
  • Identified and developed strategic alignment with key third party influencers.

  • Results:
  • Closed $1.9M against $1.9M quota, FY 2012
  • Closed $2.3M against $1.3M quota, FY 2011
  • Closed $1.9M against $2M quota,
  • FY 2010 Closed $4.9M against $1.6M quota, FY 2009
  • Closed $4.3M against $2.9M quota, FY 2008
  • Demonstrated ability to ramp up and closed $2.9M against $1M quota, FY 2007

  • Awards and Recognition:
  • ERP ASR of the Quarter, Q2 FY 2012
  • Named Vice President of Senior Leadership Council, FY 2012 Promoted to Elite Applications Sales Representative (only 2 of 1,951)
  • FY 2012 Selected as NASC Career Connect candidate (Top 25 of 1,951)
  • Worked with OracleDirect Vice President of Strategy as Retention Task Force Leader, FY 2011
  • ERP ASR of the Year, FY 2011
  • Invited to attend National Gathering of Champions, FY 2011
  • ERP ASR of the Quarter ­ 168% of quota, Q4 FY 2011
  • ASR of the Quarter - 284% of quota, Q3 FY 2011
  • 101% of quota, Q1 FY 2011
  • Invited to attend National Leaders Summit, FY 2010
  • 229% of quota, Q2 FY 2010 Elite Global Club Excellence Winner
  • 306% of quota, FY 2009
  • ASR of the Quarter, Q2 and Q3 FY 2009
  • Promoted to Senior Sales Representative
  • FY 2008 Oracle Club Excellence Winner - 148% of quota, FY 2008
  • Oracle MVP of the Year, FY 2008
  • ASR of the Quarter ­ 232% of quota, Q2 FY 2008
  • Most revenue closed ­ 135% of quota, Q1 FY 2008
  • 287% of quota, FY 2007 212% of quota, Q4 FY 2007
  • #1 Oracle ERP NAS Commercial Regional ASR - 413% of quota, Q3 FY 2007
  • #1 Oracle ERP NAS Commercial Regional ASR - 311% of quota, Q2 FY 2007.
SILICON GRAPHICS, INC SGI EAGAN, MN Senior Federal Sales Representative 01/2003 to 01/2006
Senior Sales Representative 01/2000 to 01/2003
Sales Representative 11/1998 to 01/2000
MINNEAPOLIS, MN Account Manager 03/1997 to 11/1998
  • Recruited by former Sales Manager at Varitronics.
  • Account Manager for communications start-up with responsibility for providing a variety of wireless solutions to small and medium sized businesses.
  • Developed and implemented marketing strategies for managing territory.
  • Demonstrated leadership skills in training new sales reps.
  • Consistently met and exceeded sales goals, top month 153%.
  • Ranked nationally in top 10% for customer retention.
  • Recognized as selling the first and largest multiple line account in Q1 1998.
  • Awards and Recognition: President's Club, 125% of quota ­ FY 1998 President's Club, 125% of quota ­ FY 1997.
MN Account Manager 09/1995 to 03/1997
  • for twenty Midwest distributors.
  • Responsible for understanding distributors' expertise to maximize revenue and profitability by engaging resellers in business opportunities.
  • Conducted meetings with business owners and led them in developing and executing strategies and tactical marketing plans for growing their businesses.
  • Consistently met and exceeded sales goals.
  • Successfully recruited seven new distributors.
  • Presented and trained reseller reps on new products and sales techniques.
  • First and only sales representative to sell product during training period.
Education
6/2011 Power Messaging Afterburner: "Flawless Execution Model", 2/2011 John Costigan: Level Two Sales Training
Bachelor of Arts: Speech Communications and English 5/1995 GUSTAVUS ADOLPHUS COLLEGE Bay Group International, St. Peter, Minnesota Speech Communications and English
SNP Communications, Executive Communication Skills 3/2012 EDV Winning Inc. Jump Start
Interests
Mentor - Oracle Direct Women's Network, 5/2012 to present Coordinated and facilitated networking event for Oracle, 3/2012 Member - Oracle Senior Leadership Council, 2008 to present Vice President ­ Oracle Senior Leadership Council, 2011 and 2012 Board Member ­ Mount Olivet Board of Life and Growth Circle Member ­ Mount Olivet Celebration Circle and Willow Circle Chair ­ Concord Elementary Fall Festival, 2011 Co-Chair ­ Concord Elementary Carnival, 2009 ­ 2011 Co-Chair ­ Concord Elementary Concord Fest, 2009 and 2010 Theta Xi Gamma ­ Gustavus Adolphus College, 1991 - 1995
Additional Information
  • LEADERSHIP AND MEMBERSHIPS Mentor - Oracle Direct Women's Network, 5/2012 to present Coordinated and facilitated networking event for Oracle, 3/2012 Member - Oracle Senior Leadership Council, 2008 to present Vice President ­ Oracle Senior Leadership Council, 2011 and 2012 Board Member ­ Mount Olivet Board of Life and Growth Circle Member ­ Mount Olivet Celebration Circle and Willow Circle Chair ­ Concord Elementary Fall Festival, 2011 Co-Chair ­ Concord Elementary Carnival, 2009 ­ 2011 Co-Chair ­ Concord Elementary Concord Fest, 2009 and 2010 Theta Xi Gamma ­ Gustavus Adolphus College, 1991 - 1995
Skills
business development, C, Communication Skills, contracts, Council, databases, ERP, forecasting, government, Leadership, leadership skills, managing, marketing plans, marketing strategies, meetings, 2000, NAS, Oracle, Platinum, pricing, proposals, reporting, research, selling, Sales, Sales Manager, Sales Training, Strategy, strategic, Summit
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Resume Overview

Companies Worked For:

  • Concur
  • ORACLE
  • Oracle
  • SILICON GRAPHICS, INC SGI

School Attended

  • Power Messaging
  • GUSTAVUS ADOLPHUS COLLEGE Bay Group International
  • EDV Winning Inc. Jump Start

Job Titles Held:

  • Client Executive
  • Senior Sales Representative
  • Elite Application Sales Representative HCM Specialist
  • Elite Application Sales Representative ERP
  • Senior Application Sales Representative ERP
  • Application Sales Representative ERP
  • Senior Federal Sales Representative
  • Sales Representative
  • Account Manager

Degrees

  • 6/2011
    Bachelor of Arts : Speech Communications and English 5/1995
    SNP Communications, Executive Communication Skills 3/2012

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