EXECUTIVE SALES PROFESSIONAL Solutions Aligned With Business Goals
High-impact sales professional encompassing leadership positions in channel development and sell through partnership with Global System Integrators, regional and local partners. Led direct sales teams at the Area, National level; Sales Director responsibility at Global level with client relationship responsibilities for Global Corporate and Consumer Brokerage and Banking institution. Recognized thought leadership in sales and competitive selling and negotiations skills with a solid record of accomplishment.
Microsoft CorporationJuly 2011 to CurrentCloud Sales Lead
Manage and Develop Cloud Based Business Productivity Software as a Service to direct customer and channel partners.
Evangelize and sell Cloud Based Business Productivity SAAS to direct customers.
Develop and lead channel partner sales capacity.
Developed solution sales best practice to direct and channel sellers Lead and develop competitive sales strategies.
Microsoft CorporationJuly 2007 to CurrentTerritory Manager
Manage and grow territory annually in Microsoft products and services.
Developed business plans and sales campaigns through orchestration of direct sales and channel partners, resulting in consistent overachievement of quota.
Manage, orchestrate and lead sales and service delivery through channel partners.
Develop and lead channel partner sales campaigns.
Consistently overachieved territory growth and sales quota.
2008, 2009 and 2010 Thought Leadership Award recipient.
Grew number of multi-year annuity agreements Grew annuity agreement renewals by inclusion of attach-rate sell-through.
July 2005 to June 2007Software Asset Engagement Manager
Developed compliance program for the NY/NJ area, responsible for recruitment and development of subject matter partners.
Drive Compliance Assessments through executive (CXO) outreach.
Inaugural member of Microsoft Intellectual Property Compliance program.
Responsible for overall Consulting Compliance Assessment from SOW to project completion.
Microsoft GlobalJuly 2000 to June 2005Global Client Manager
Responsible for managing a Global Corporate and Consumer Banking, Brokerage and Capital Markets institution.
Overachieved global business objectives while managing and developing senior executive relationships.
Grew business from $19M to $45M in product and services over 5 years.
Consistently ranked among the top 3 Global Account Managers.
Managed global team of sales, support and consulting.
Lead team that developed Banker/Analyst/Broker portal providing first mover advantage to customer.
Responsible for planning, developing, and implementing global strategic sales and marketing programs for Fortune 10 financial services institution.
Established strategic alliances with key business partners and successfully engaged in joint sales and marketing activities.
Managing SI and ISV relationships and leveraging expertise in delivering enterprise-wide and line-of-business solutions.
Built consulting business for application developments and systems integration services that resulted in 35% increase in consulting revenue.
Microsoft NationalJuly 1997 to July 2000Account Executive
Led national account teams across several vertical segments selling to direct customer and through channel sales.
Developed thought leadership selling and contractual negotiation strategies in Microsoft's annuity selling program.
Managed six Fortune 500 customers and achieved over 120% of quota for each account for every year.
National account manager for major transportation customer grew business 200% over four years.
Successfully won all competitive global messaging infrastructure opportunities in each of the six accounts having never lost an opportunity to competition.
July 1994 to June 1996MICROSOFT PARTNER DEVELOPMENT MANAGER
INFORMATION BUILDERSJanuary 1989 to June 1994Systems Engineering Manager
Pre-Sales Systems Engineering Manager for the New York Metropolitan Office.
Developed vertical sales demonstrations across Capital Markets, Insurance, Consumer Package Goods, Professional Services and Retail.
Developed pre-sales engineering support team recognized as the number one team on all company performance metrics.
Managed 8 pre-sales engineers and customer support representative for leading NYC based ISV.
Responsible for ensuring sales quota attainment of sales staff by providing pre-sales engineering support to 10 account executives.
AWARD AND RECOGNITION Microsoft Gold Star East Region Mid-Market Vice President VIP contributor recipient NY/NJ District General Manager award winner Microsoft Achievement Award (awarded to less than 2% of all Microsoft employees) Sales Excellence awards.
Partner Development Manager
Developed competitive channel and partner recruitment sales strategies.
Led the company in competitive channel partner recruitment.
Developed, implemented and executed marketing strategy to grow Microsoft business development channel for Windows NT.
Successfully grew Windows NT channel by 200%, achieved number one growth in company.
BS: Computer ScienceComputer Science
State University of YorkBS: EconomicsStony Brook, New YorkEconomics
Analyst, Banking, business development, business plans, business solutions, Capital Markets, competitive, Consulting, customer support, delivery, direct sales, financial, General Manager, Insurance, Intellectual Property, Leadership, Managing, marketing strategy, marketing, Market, messaging, Microsoft products, all Microsoft, Office, Windows NT, negotiation, enterprise, recruitment, Retail, selling, Sales, sales engineering, strategic, strategic alliances, Systems Engineering, systems integration, transportation