career objective                              

results-driven sales specialist with expertise in developing enterprise software business eager to contribute dynamic strategic marketing, account servicing/management and solutions-focused selling skills toward supporting the employer in optimizing revenue performance

profile                                                

ø  offer more than 15 years of progressive experience in sales, business development, customer service, and account management with expertise in enterprise software

ø  provide outstanding account services for existing client base while expanding market share; manage all aspects of sales operations including prospecting, preparing and conducting individualized presentations, and follow-up

ø  solid experience in targeting and managing multi-million dollar accounts in highly competitive environments; develop strong, competitive bids that generate high-volume contracts; maintain excellent network of area contacts

ø  possess solid experience in planning, coordinating and managing major projects; consistently meet and exceed goals c routinely ranked in top 15% of representatives

ø  sharp business acumen with demonstrated ability to  successfully identify and capitalize on opportunities to define, target, and penetrate markets to drive sales of integrated billing and project management software

ø  facilitate client-focused, service-oriented environment vital to maximizing customer satisfaction and retention; successfully address and resolve escalated customer issues

ø  dynamic communication, presentation, negotiation, and relationship management skills; strong record of success selling to senior management and c-level executives

ø  proactive team player equally effective in independent and collaborative environments

professional experience                

senior account executive, agilysys, inc., burlington, ma                                                                      2006 c 2088

field sales manager c new england, scriptlogic corporation, boca raton, fl                                      2004 c 2006

senior account executive, bridge4solutions, needham, ma                                                                  2003 c 2004

senior sales representative, compuware corporation, framingham, ma                                               1999 c 2003

channel sales manager, marketsource corporation, waltham, ma                                                         1996 c 1999

senior account executive, pc com, tampa, fl                                                                                    1993 c 1996

~ key achievements ~

• successfully increased client base by 250% to turnaround non-productive territory; sold enterprise it infrastructure, software, and services; consistently ranked within top 15% of representatives at agilysys
• expanded scriptlogic market share in sales of enterprise network management and compliance solutions and boosted customer base by 145%; ranked in top 10% of representatives
• effectively defined, targeted, and penetrated lucrative consulting firm markets to drive sales of integrated billing and project management software at brige4solutions
• cultivated key relationships with fortune 500 companies and developed major accounts including ge and pfizer; grew base by 350% in formerly underperforming region and ranked in top 10% nationally while selling application performance management solutions for compuware
• in recognition of outstanding performance and ibm solutions sales figures, quickly promoted into leadership position with marketsource; entrusted with team development responsibilities
• increased awareness, demand generation, and revenues; augmented pc com networking hardware client base by 175%

education                                           

bachelor of art in mass communications, university of massachusetts

 

~ professional development ~

sandler solution selling ~ kurlan & associates strategies for effective selling ~ conceptual selling ~ spin selling ~ bottom line selling