Description
Experienced software sales and business manager with proven skills growing and leading high performance sales teams and with demonstrated success managing complex, strategic sales campaigns with C-level executives at premier client companies.
Work Experience
| COMPANY | POSITION HELD | DATES WORKED |
|---|---|---|
| (Confidential) | (Confidential) | 6/2005 - Present |
| Intraware | (Confidential) | 6/2003 - 6/2005 |
| Clickmarks | (Confidential) | 6/2003 - 6/2004 |
| Certive | (Confidential) | 7/2001 - 1/2003 |
| Intraspect Software | (Confidential) | 3/1999 - 7/2001 |
Education
| SCHOOL | MAJOR | YEAR | DEGREE |
|---|---|---|---|
| Virginia Tech | Systems Engineering | 1993 | Master Degree |
| US Naval Academy | Engineering | 1985 | Bachelor Degree |
Accomplishments
Highlights:
Current - closed most important deal in history of company. Leading in bringing in major, prestigious, global accounts like Qualcomm. Prior - closed a deal with Ingram Micro/Dell that allowed the CEO to hold off takeover attempt. Consistently the top performing individual or team with highest margin deals. I consider my strengths to be: • Solution and Value Selling – While at Intraspect, we displaced two competitors and closed the company’s first major enterprise deployment at Cadence by working at the highest levels of the organization. I am intimately familiar with Strategic Selling, Target Account Selling, and Solution Selling methodologies. • Strategy and Competition – I have consistently developed winning strategies to develop and grow markets for my companies’ products and services. At Intraware, we defeated an arch competitor for Dell’s electronically delivered software business, and I leveraged that win and relationships to grow the opportunity to include games and other media. • Leadership and Execution – At each position, I have developed and used processes to ensure that my teams practice consistently solid sales fundamentals, that they are challenged, and that they are highly motivated. At TTC I developed our top sales executive, and at Intraspect, I hired and developed our “Rookie of the Year.” At Certive, we doubled our customer count in each of our first three selling quarters through solid execution.Companies I like:
Job Skills
Keywords
Responsibilities
Currently responsible for all new business in SW & NW US and Canada. Leading company efforts to capture premier telecom, wireless, and gaming clients.
