Sterling Commerce Inc Work Values

Daily Duties at Sterling Commerce Inc:

Senior Account Manager (2003-2004) Chosen to orchestrate sales performance of key accounts with a strong focus on generating New York Metro territory growth through expert targeting of CPG, retail, and pharmaceutical entities. Provided the retention/maintenance of existing accounts and identified new business opportunities to expand client base. Achieved over-quota performance each year, 115% and 112% respectively on a quota of $3.6 and $4.1M. Commerce One Product Specialist (2002) Served as instrumental member of a 4-person team charged with the profitable rollout of an enterprise alliance with Commerce One. Managed full sales lifecycle of C-1 solution (trading web/software product), including prospecting existing customers, teaming up with assigned territory sales representative, and coordinating with C-1 sales/support as well as Sterling support specialists to ensure effective product delivery. Product development position without quota responsibilities. Sales Manager (2000-2002) Commanded the daily operations of 6 territory sales representatives, providing staff members with the training, mentoring, and guidance to achieve quotas. Selected to function as Trainer/Facilitator of the newly implemented Bosworth Solution-Selling Methodology. Achieved over quota performance in 2 out of 3 years, 117%, 98% and 116% respectively on a quota of $10.0M for the territory. Account Manager (1994-2000) Administered overall management of assigned base of key accounts, continuously surpassing revenue objectives ranging from $1M to over $3.75M. Conceptualized and executed strategic client solutions to capture top revenues from individual accounts. Fostered strong relationships with account holders, maintaining superior levels of satisfaction and retention. Achieved top commendations, Quota Club honors, and awards for new account sales. Achieved over quota performance each year averaging in the 110-120% range on a quota that generally was around $3.0M. Recognized each year as one of top 10 producers. Achieved recognition as leading new account closer 3 years running. Account Executive (1991-1993) Recruited to develop base of business within a new vertical market targeting paper, printing, packaging, and publishing. Established personal ranking as "local expert" in the e-Commerce industry. Achieved over quota performance each year averaging in the 100-110% range on a quota that generally was around $2.0M. Recognized each year as one of top 10 producers. Achieved recognition as leading new account closer 2 years running. Major Highlights: • Significantly impacted corporate bottom line through expert sale of Electronic Data Interchange (EDI) network, e-Commerce, communications services, and software solutions to Fortune 1000 companies nation-wide. • Achieved 100% customer retention rates within a price-driven market, delivering 101% of sales quota in 2003 and capturing honors for top performance. • Built talented, cross-functional implementation teams focused on ensuring highest customer satisfaction through quality product/service delivery. • Drove attainment of quota objectives from 2000-2002 with a district sales target of $5M. • Captured an additional $100K in new revenues from assigned clientele by recommending implementation of 2 value-added features. • Propelled revenues within assigned territory in 1991 from less than $100K to $750K in 1992 and over $1.5M in 1993. Sold 17 Fortune 500 accounts in 1991 and 15 in 1992. Surpassed quota through expert establishment of new market opportunities. • Recognized as one of the top 10 sales representatives for new account sales and overall sales performance.

What they like about Sterling Commerce Inc:

A hiring company that offers alternative approaches to pay, performance bonuses, and/or equity in the firm is very attractive to you. You're generally less interested in working for an organization offering only traditional, salary-based compensation, one with limited opportunity to acquire equity in the firm, or one that does not actively promote skill development. In addition, you are more likely to choose a company that offers a variety of internal career options, with defined career paths. You view the learning of new skills and development of your expertise as key to your career advancement. These aspects of an organization may become even more important to you as you progress in your field, and are especially critical if you change career or occupation.

Tags

SAAS Software as a Service, Quota beater, Procurement, Account Acquisition, Account development, e-Commerce

Skills

Ecommerce Strategy and digital marketing channels optimization - SEO, SEM, email, affiliates - for high-profile accounts., Technology Solutions

These are some of the questions we asked our climbers about their experiences with Sterling Commerce Inc: