Novell, Inc. Work Values

Daily Duties at Novell, Inc.:

Business Partner Executive 2003 – 2004 Promoted the sales of Novell products gaining penetration into customer accounts by working through a base of Channel partners (964 total partners). Developed and delivered business, marketing and sales plans for participating channel partners. • Increased channel participation by 40% and channel partners revenues by 25% in 2004 by actively increasing product and availability awareness. Previously there were less than 100 truly active accounts. • Achieved overall quota attainment of 107% ($3.5M) in 2004 by making customers highly aware of product capabilities, problem solving, and developing new marketing methods. • Established marketing for Channel partner. Developed and implemented a channel coverage strategy (including ‘next steps’ to penetrate accounts) ensuring all Novell business partners in the Northeast territory (Philadelphia, NYC, Boston) were engaged according to a monthly timetable. • Established goals for Channel Partners’ sales events including presentation strategy, overview of products and services and selling points. • Increased partner participation by increasing their accountability through new sales operating agreements. Business Development Representative 2000 – 2003 New York City Financial Services Coordinated sales efforts and managed account-support resources across the globe. Managed 50 of Novell’s top worldwide financial services accounts including Citigroup, AIG, Federal Reserve Bank, Bank of New York and Morgan Stanley. • Increased new business revenues by 35% and achieved 85% in renewal revenues by leveraging existing customer relationships to develop and penetrate new business opportunities. • Achieved 115% of quota ($15M) for 2003. • Resurrected dead accounts in financial services; targeted The Hartford, Fleet Capital Corporation, Mass Mutual Life, Louis Dreyfus Corporation, ING Americas and General Reinsurance. • Closed largest single deal closed – Citigroup for $5.5 million by reviving relationship with CIO, uncovering customer’s needs and presented solutions. • Helped develop and implement a corporate culture change to retain valuable personnel as part of the Company of Choice team (2002); Negotiated with management and across multiple departments. Northeast Territory Sales Representative 1998 – 2000 Managed and sold into all vertical markets including new business opportunities. • Achieved high quota attainment; 158% of quota (2001); 123% of quota (2000); 120% of quota (1999) in the Philadelphia & Tri-State district. • Closed $2.23M of individual revenue annually and $4.04M of team revenue annually. • Increased overall revenues per purchase order by developing and implementing bundle marketing strategies

What they like about Novell, Inc.:

The social vibrance of a hiring firm is very important to you. Your ability to make and maintain friendships there is a critical part of your decision. You would likely be dissatisfied with a workplace that is quiet, cold, or otherwise not particularly social. When you investigate a new hiring company, ask recruiters, managers, and potential co-workers about the social life and opportunities there. This is especially important when you are relocating; moving dramatically alters your social sphere both inside and outside the workplace.

Tags

Business Development, Business Intelligence, Document Management, Server Software, database, C-Level experience, Content Management, Technology, SAS, C-Level

Skills

P&L responsibilities, Presentation, Ecommerce Strategy and digital marketing channels optimization - SEO, SEM, email, affiliates - for high-profile accounts., Technology Solutions, Sales Support, Software Implementation, Requirements Analysis & Specification, Leadership , Business Development, CxO/VP relationhip building, Project management, Microsoft Office (Word, Excel, PowerPoint); Open Office, Extensive Sales training courses, Executive presentation, Public speaking

These are some of the questions we asked our climbers about their experiences with Novell, Inc.: