Global Account Manager Resume Example Cisco Systems

GLOBAL ACCOUNT MANAGER

Summary

Accomplished sales management executive with experience in delivering mission-critical results. Demonstrated proficiency in establishing sales methodology and framework leading to repeated revenue growth and market penetration. Recognized for sales leadership and driving strategy across vertical solutions and sales teams. Skill Highlights Executive Relationships Interpersonal Skills Business Development Partner Focused Customer Relations Process Oriented Cross Team Management Solution Sales Dedicated Manager Strategic Planning Strong Leadership Team Building Embrace Innovation Visionary

Experience

Global Account Manager
April 2013 to CurrentCisco Systems － San Jose, California

Developed and presented the Structured Engagement Model sales methodology during Oracle's 2011 North Manager's Best Practices meeting.
This model establishes a repeatable sales process for engaging customer accounts, executives and establishing the sales team and resources as a strategic extension of the customers' business.
This model led to achieving top sales recognition at the regional and divisional levels four of seven years.
Achieved average sales growth of 34% year over year.
Implemented a field sales and regional manager development plan utilized by Oracle today.
This plan is leveraged with new hires and existing employees contributing to YOY performance.
Sales Achievements: Earned Top Area Vice President NACH for Engineered Systems FY2012, 310% YOY growth.
Introduced Reference Architecture sales approach for Engineered Systems.
Negotiated the largest Engineered Systems agreement in North America, FY2012.
Earned Top Regional Sales Manager in Central Sales NA.

Area Vice President
March 2013 to April 2013Oracle Corporation － Redwood Shores, California

Responsibilities included managing Central South (Texas, Louisiana and Arkansas).
Managed annual budget of $47 million and four sales regions.
Expanded area plan hiring 12 field sales and 2 regional managers (40% field increase).

Area Vice President
November 2011 to March 2013Oracle Corporation － Redwood Shores, California

Responsibilities include managing the central United States and Eastern Canada for Oracle's Engineered Systems.
Manage annual budget of $25 million and established two sales regions.
Hired 2 regional managers and 12 field sales representatives in first ninety days.
The Central Area team was the prime sales organization for selling Oracle's Engineered Systems.
This team led North America in our first fiscal year achieving 310% growth YOY nearly attaining FY2011 revenues in FY2012 Q4.

Regional Manager
January 2009 to November 2011Oracle Corporation － Redwood Shores, California

Responsibilities included managing the West Central region consisting of six direct sales representatives and in excess of 1,200 customer accounts.
Supported 23 focused customer accounts and an annual budget in excess of $28 million.
Responsibilities also include executive quarterly meetings, quarterly marketing planning, business development planning, annual sales planning and kick-offs, coordination and leadership of Oracle' vertical solution sales teams and planning towards Oracle's annual Openworld customer events.

Technology Account Executive
September 2005 to January 2009Oracle Corporation － Redwood Shores, California

Responsibilities included managing executive and technical account relationships and coordinating revenue goals and account activities for eight team members.
My team was responsible for implementing Oracle strategy and executing agreements for data center platforms including Service Oriented Architecture, business intelligence, governance risk and compliance, content, archive and data platforms.
Led Central region in executing multi-solution agreements.

Account Executive
October 2002 to September 2005EMC Corporation － Hopkinton, Massachusetts

Held an enterprise account position managing accounts including General Mills, American Express, Guidant, St.
Paul Travelers, Fairview Hospital and Children's Hospital.
Managed sales, technical and project management teams for each customer.
Generated new business through establishing customer executive relationships including Blue Cross Blue Shield Minnesota ($1.2 million), Assurant ($500,000) and Mayo Clinic ($100,000).
Earned 114% of budget in FY2003.
Earned District Rookieof the Year in FY2002 closing four transactions totaling $1.9 million in my first quarter and re-establishing customer loyalty with three customers.

Account Executive
December 1999 to October 2002Compuware Corporation － Detroit, Michigan

Prospected new customers developing long term relationships and deploying enterprise distributed and mainframe solutions.
Selected to train new hire sales consultants in the field.
Earned 125% of budget in FY2001 ranking first in number of transactions and fifth in revenue attainment out of 66 account managers in the Central area.
Earned Silver Award in FY2000 for second most transactions in Central area.

Senior Account Executive
February 1998 to December 1999Berchtold Corporation － Charleston, South Carolina

Leading manufacturer of capital equipment for use in a fully functional endoscopic and open case surgical suites.
Successfully gained Berchtold's first customer account in St.
Paul and Minneapolis - Abbott Hospital.
Managed two corporate key accounts, Mayo Clinic and Allina Health Systems.
Consulted in the design of surgery suites and managed deployment team and subcontractors.
Selected to train new hire sales consultants in the field.
Earned 130% of budget in FY1998.

Regional Sales Manager
January 1996 to February 1998Ergodyne Corporation － St. Paul, Minnesota

Leading manufacturer of anatomical supports and training programs to increase human performance and reduce injuries in the workplace.
Managed Midwest sales territories contributing to 48% of Ergodyne's revenues.
Developed business plan to merge the service market with Fellowes Manufacturing resulting in revenue growth of 12% and margin growth of 2%.
Team leader for Ergodyne's largest direct customer, FedEx, contributing to 20% of growth.
Managed Ergodyne's largest distributor, WW Grainger, contributing to 15% growth and Ergodyne's fastest growing distributor, Edwards Medical, contributing to 67% growth.
Earned 104% of budget in FY1997.

Marketing Manager
October 1994 to January 1996Ergodyne Corporation － St. Paul, Minnesota

Developed and implemented marketing and sales strategies to obtain Ergodyne's sales goals.
Responsible for product design and development of new products introduced under the WorkSmart brand.
Successfully launched three new products, wrist rest, foot rest and glare filters.
Developed product information and supporting materials for new products.
Sales manager for key accounts and markets including FedEx, Kaiser Permenente, and the Service market.

Account Manager
February 1993 to October 1994Ergodyne Corporation － San Francisco, California

Responsible for managing the Northern California and Hawaii regions for the Industrial, Service and Health Care markets.
Developed the annual business plan for territories including P&L responsibilities.
Managed sales, training, and education of customers and channel partners.
Earned Top Territory Sales Manager award out of 36 managers obtaining 104% of budget in FY1994.

Accountant
February 1992 to February 1993Ergodyne Corporation － St. Paul, Minnesota

Accountant
March 1989 to February 1992McGoldrick Enterprises － Arden Hills, Minnesota

Education

BA : Business Accounting, 1991University of St. Thomas － St. Paul, Minnesota, United States

Masters : Business AdministrationUniversity of St. Thomas － St. Paul, Minnesota

Resume Overview

Companies Worked For:

Cisco Systems
Oracle Corporation
EMC Corporation
Compuware Corporation
Berchtold Corporation
Ergodyne Corporation
McGoldrick Enterprises

School Attended

University of St. Thomas

Job Titles Held:

Global Account Manager
Area Vice President
Regional Manager
Technology Account Executive
Account Executive
Senior Account Executive
Regional Sales Manager
Marketing Manager
Account Manager
Accountant

Degrees

BA : Business Accounting , 1991
Masters : Business Administration

Global Account Manager Resume Example

Resume Score: 70%

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