Account Sales

STEPHEN E. GLEN Phone: (804) 651- 4473 ♦ sglen52@yahoo.com ACCOUNT MANAGEMENT & STRATEGIC SALES PROFESSIONAL ♦ Dynamic, qualified and highly ethical Account Manager and Sales Professional and with extensive experience consistently exceeding sales goals and expectations within the highly competitive K-12 marketplace through the careful execution of a consultative sales approach. ♦ Expert in accurately forecasting business, capturing client vision and producing detailed presentations allowing clients to understand and view their return on investment. ♦ Excellent leadership, communication and interpersonal skills; ability to build rapport with key stakeholders and succeed in high-pressure, challenging and deadline-driven environments. ♦ Computer Skills: Windows; MS Office Suite, Salesforce, Sales Logic, WebEx, ACT AREAS OF EXPERTISE § Strategic Account Management § Sales Forecasting & Reporting § Administrative Leadership § Consultative Sales Approach § Exceeding Quota Expectations § Marketing & Promotional Strategies § Client Relationship Development § Written & Oral Communications § Budgeting & Cost Controls § Territory Growth § K-12 & Media Experience § Networking & Presentations PROFESSIONAL EXPERIENCE NEWSBANK, INC., Account Sales Representative 2010 – 2011 Strategically sold web-based content to K-12 and Public Libraries, which required expanding the existing customer base through renewals and new market identification. Represented the organization in demonstrations and presentations showcasing new products to directors and reference librarians. Utilized internal hybrid CRM for reporting, forecasting, and sales tracking. Closed sales from $5k - $30k per system. IDEARC MEDIA VERIZON YELLOW PAGES, Media Consultant 2007 – 2009 Oversaw and executed a consultative approach and cold call strategy to grow existing accounts and identify new business throughout territory. Designed and delivered advertising programs that showcased sales and marketing data that supported a client’s return on investment. Utilized Salesforce for weekly forecasts. Recognized by management with several Sales Excellence Awards, including #1 in the Richmond area. PLATO LEARNING, Account Representative 1999 - 2006 Cultivated and developed excellent relationships with school and district administrators, which required excellent product knowledge, industry knowledge, company technology, and selling techniques. Maximized a consultative and needs analysis solution approach. Conducted product presentations via WebEx and at field and trade shows. Ensured administrative duties were fulfilled and forecasted opportunities were accurately documented via Sales Logix/Salesforce. Recognized with the Double Commission Award and various other Top Performer Awards for meeting 100% of $280k quota in 2004, 2005, and 2006. EDUTEST, Partnership Director 1997 - 1999 Successfully managed direct sales of K-12 educational technology products, with a focus on retention selling, repeat business, environmental change, and other targeted business development opportunities. Utilized ACT to prepare quotes and generate proposals. Delivered demonstrations, technical and product presentations throughout the territory. Met 167% of quota in 1998 and 179% of quota in 1999. EDUCATION & PROFESSIONAL DEVELOPMENT Master of Science, Forensic, National University, San Diego, CA (1996) Bachelor of Business Administration, Criminal Justice, National University, San Diego, CA (1994) Best Sales Training, Verizon, Greenbelt, MD (2007) Certified Master Sales, Apex Performance Systems, Bloomington, MN (2001) Professional Selling Skills, Achieve Global, Denver, CO (2000)

Sales Representative

Petersburg, VA