Professional Services solutions sales account manager

1/2008 - Present

Individual Contributor

• Sell Symantec Professional Services to Financial Services customers. As a Senior Professional Services Solutions Account Manager, I Focus on business development initiatives while establishing customer relationships and creation of new business opportunities. • Sold $1.2M of Professional Services and managed the contract development between Symantec and Microsoft for a major end user Bank. • Successfully led $1.3M of Professional Services contract negotiations between Symantec and Financial Services customers. • Generated $658K of incremental revenue by identifying new opportunities on existing projects. • Negotiated pricing model on Services deals and presented customer facing pricing for approval. • Conducted pre sales technical customers/Symantec SME’s “workshops” that led to Services deals. • Won the Top Services Sales Rep award for Q4 /2009

2/2000 - 9/2008

Sun Microsystems

Individual Contributor

• Professional Services Senior Engagement Manager, 2001 - 2008 Sold Professional Services to Sun Financial Services customers. Maintained the SUN PS sales and delivery relationship with Financial Services and Communications Media customers, partners and other SUN organizations. Developed new business opportunities that included extensions of existing projects and development of new opportunities. • Exceeded $4M revenue targets by 25% in 2006 and 2007 • Generated incremental revenue by identifying new up-sell opportunities. • Managed diverse teams in pre sales and delivery of engagements focused on customer satisfaction. • Developed bundled hardware/services solutions for customers that provided them with ROI value propositions in re-hosting efforts. • Conduced financial analysis and deal review of more complex PS engagements. • Lead several Benchmarks for customers to help facilitate their technology strategy decisions. • Engaged and managed Sun's strategic Partners during sales and project delivery. Technical Manager, 2000 - 2001 Northeast area manager for mission critical PS engagements to ensure that methodologies were being delivered according to Sun specification. Conducted customer datacenter assessments using SUN’S methodology for assessing people, processes and products to up sell remediation services. • Identified third party tool use to customers that resulted in more than $60k of additional Sun revenue. • Reviewed all risk analysis reporting for potential hardware/PS opportunities and presented a Recommendation(s) Report highlighting those risks and financial exposure. • Identified cross training opportunities; reduced the need for new hires.