Business development expert with 23+ years as a top sales performer who consistently develops new business, expands existing relationships, and penetrates untapped vertical markets. Equipped with excellent relationship building skills, sales acumen, and personal drive necessary to deliver technology ROI and close business.
Highlights
Enterprise software sales
Customer needs assessment & fulfillment
Proven sales track record
Relationship selling
Consultative sales techniques
Channel partnerships
Strategic account development
Territory management
Demand forecasting
Telesales
Accomplishments
Created strategies to acquire new customers and expand existing customer sales, which resulted in a 100% increase in yearly sales.
Established 18 new enterprise accounts in a single year through successful business development generating 100M in revenue
Successfully expanded account base from 5 to more than 300 buying accounts in 4 years
Grew the Oracle line of business from the ground to a top 10 partner for a 5B industry channel reseller, SHI
Increased Sales Revenue from 1 million a year to 40 million a year Siemens became the 9th largest account for Dell worldwide
Responsible for driving 250 Million in Oracle sales by qualifying, pain analysis, and solution presentation solving customers business issues
Successfully positioned Oracle as a leading provider of complete Oracle solutions and mitigated challenges of increasingly competitive channel market
Increased sales from 5 Million to 250 Million within 4 years
Developed and maintained key relationships to keep Oracle front of mind with SHI management / sales
Established SHI as go to partner with Oracle direct / channel sales force
Created co-beneficial relationship with SHI sales and Oracle
Created and drove Oracle "presence" on SHI sales floor
Grew Oracle LOB from ground to # 7 SHI partner in terms of revenue.
Solid written business case justification in competitive sales cycle
Success in driving cross functional company and department resources to act with sense of urgency toward common goal
Created proactive sales campaign to identify and target Oracle proprietary hosting and ISV customers resulting in over 1 Million in revenue
Presented and closed innovative leasing options to address customers budgetary restrictions
05/2009 to 03/2010
Technology Sales Rep Oracle Corporation – City, STATE,
Sold the Oracle Database, Middleware, Business Intelligence, and Application Suite software to Emerging Market Accounts in Central Region of US
Rookie of the quarter award for largest deal within emerging markets division for 850K
Generated all sales from prospecting, cold calling, qualifying, and closing
Presented software demonstrations focused on customers pain points
Utilized software download reports to develop relationships and close revenue
Accurate forecasting of all business on a daily/weekly basis
Developed a first class partner ecosystem to maximize sales efforts
05/2003 to 05/2008
Corporate Acquisition Account ExecutiveDell Inc – City, STATE,
Responsible for acquiring net new business within Dallas
Landed 22 accounts from competition with 7 million in net new revenue
Closed the largest Microsoft Exchange services deal in quarter for 1.5 Million
Performed detailed account strategy / planning / competitive analysis to determine where the largest opportunities were to capture revenue in net new accounts
Established strong relationships with CIO/CFO, and seen as their trusted business partner
Expanded Dell market share on the newly landed accounts from 1 LOB to several LOB's including enterprise, services, and software
10/1999 to 03/2003
Global Account ExecutiveDell Computer – City, STATE,
Positioned and sold Dell as a company including the Direct Business Model, E-Commerce initiatives, Servers, Storage, Workstations, Desktops, Notebooks, S&P, and Services to the Siemens Corporation on a global basis
Creatively thought outside the normal revenue stream to develop incremental revenue within Siemens to capture 100% of their IT spend
Increased Dell market share, customer satisfaction, and developed sales growth for long term results
Achieved and maintained a high performance culture within my team that acted with a sense of urgency
Creatively presented Dell products and services, coordinated proposals, and on-site meetings/demonstrations on a global basis
04/1995 to 10/1999
Major Accounts Sales RepDell Computer – City, STATE,
Sold computer hardware and services to specific Fortune 100 companies in the US
Established strong customer relationships with key customer personnel, management, purchasing, and end users
Provided technical product information, pricing, customer service
Education
Expected in
Bachelor of Science: Economics Psychology Texas A&M University - College Station, Tx GPA:
Economics Psychology
Skills
Strategic sales planning, Relationship building, Enterprise software, ROI analysis, Business development, Product positioning, Cost analysis, Problem solving, RFP creation, Cool under pressure, Great attitude Team Player, Drive to win
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