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Enterprise Account Manager Resume Example

Resume Score: 70%

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ENTERPRISE ACCOUNT MANAGER
Summary

Accomplished and results-driven sales professional. Over 17 years of leadership, account development, and account management experience within industry leading, dynamic sales organizations. Strategic thinker and proactive problem solver with expertise in consultative selling and territory development.

Highlights
  • Strategic account planning and development
  • Proven sales track record - premium products and services
  • Strong communicator
  • Complex negotiations
  • Mapping business challenges to unique technology solutions
  • Analytical problem solver
  • Collaborative
  • Broad range of business and sales experience - contributor and leader
Experience
Enterprise Account Manager
July 2009 to Current
Cisco Systems, Inc. - Madison, WI
  • Developed successful business and technical opportunities for customer's through the creative application of Cisco's products and services. Customers include nationally and internationally recognized leaders in financial services, insurance, and health care.
  • Grew product and services sales and Cisco's overall position within 2 - 3 enterprise accounts averaging over $12 million in annual sales over 4 years and 123% of total goal in the last fiscal year.
  • Developed and lead account strategies and initiative with a cross functional team of specialist and strategic partners to maximize opportunity and impact for the customer.
  • Lead development of new opportunities within each customer to enter new business and IT models including: Infrastructure as a Service strategy and architecture development, field sales acceleration leveraging mobile Application as a Service technologies, and new collaborative care platforms health care. Each required business, technical, and financial modeling unique to the customer.
  • Penetrated new, competitively held categories within strategic initiative categories - data center, collaboration, mobility, and enterprise networking portfolios.
Manager, Enterprise Regional Sales
May 2007 to July 2009
Cisco Systems, Inc. - Madison, WI
  • Lead the Wisconsin Enterprise region focused on product and services sales to the top 13 Enterprise accounts within WI.
  • Developed and lead a team of Account Managers, Account Executives and Specialist to grow the base and penetrate new opportunity areas which lead to over $175 million in product and service sales and 106% of total goal in FY2009.
  • Responsible for overall territory management, employee development and recruiting, customer engagement and success by leveraging support from a broad range of resources within Cisco and our strategic partners.
Major Account Manager, Enterprise
August 2001 to May 2007
Cisco Systems, Inc. - Madison, WI
  • Developed relationships and sustained sales growth with customers across multiple verticals (health care, manufacturing, financial services, and education.)
  • Penetrated new opportunity areas with emerging technologies that grew sales, business impact, and Cisco's image within key accounts.
  • Exceeded goal 5 of 7 year and above stretch objective 2 years (120% in FY04, 135% in FY05)
Account Manager, Commercial
June 1999 to July 2001
Cisco Systems, Inc - Madison, WI
  • Year 1 - successfully grew sales and pipeline for the education market as a new vertical with multiple district-wide wins including one of the first IP telephony wins in the state.
  • The following year successfully migrated to a new commercial business territory with over 100 small and mid-tier accounts.
Regional Sales Manager
November 1997 to June 1999
Lucent Technologies - Peoria, IL
  • Reorganized and consolidated multiple managed territories into a single sales territory of 13 account executives calling on organizations ranging from small (30-40 employees) to large multinationals.
  • Lead employees and customers through change from primarily direct sales to mixed direct and indirect channel offerings.
  • Successfully managed sales of voice, call center, LAN, WAN, video, and Internet development products and services within higher education, health care, manufacturing, and service industries
Senior Account Executive
February 1997 to November 1997
Lucent Technologies - Peoria, IL
  • Exceeded revenue objectives within first 9 months of employment.
  • Responsible for 2 National Accounts and development of other large account opportunities.
Systems Manager
December 1994 to February 1997
L.R. Nelson Corporation - Peoria, IL
  • Developed a team of employees and consultants to enhance the corporation's ability to meet market demands and gain efficiencies within the business through the use of technology.
  • Lead business critical projects included ERP migration, development of communications systems including integrated messaging for field sales and executives, multi-skill contact center with a cross-discipline knowledge base, development of custom bar coding and scanning application for inventory control, and enhanced EDI performance.
Marketing Manager Consumer Products
January 1992 to December 1994
L.R. Nelson Corporation - Peoria, IL
  • Responsible for brand, product development, advertising, and promotion utilizing company or contracted resources.
  • Participated in sourcing and supply opportunities and relationships in the US and Asia including development of a joint marketing relationship in Australia.
Marketing and Sales
September 1987 to January 1992
L. R. Nelson, Corporation - Peoria, IL

Progressed through various rolls and responsibilities from Market Analyst to National Accounts Manager. I gained broad experience within the company and its markets that then allowed for an effective migration to management rolls including participation in corporate strategic planning and development.

Education
Bachelor of Science : Business, MarketingBradley University - Peoria, IL, USA
Interests

Triathlon, Golf, Travel, Photography, Family

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Resume Overview

Companies Worked For:

  • Cisco Systems, Inc.
  • Cisco Systems, Inc
  • Lucent Technologies
  • L.R. Nelson Corporation
  • L. R. Nelson, Corporation

School Attended

  • Bradley University

Job Titles Held:

  • Enterprise Account Manager
  • Manager, Enterprise Regional Sales
  • Major Account Manager, Enterprise
  • Account Manager, Commercial
  • Regional Sales Manager
  • Senior Account Executive
  • Systems Manager
  • Marketing Manager Consumer Products
  • Marketing and Sales

Degrees

  • Bachelor of Science : Business, Marketing

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