Four precepts for success: ATTITUDE to guide the continual progress; PERSPICACITY built on tens of thousands of business situations, building sales where none were thought to exist; HUMOR to cover the rough spots and keep going; CREATIVITY to achieve sales through innovative thinking, outflanking the competition--even in their own accounts.

COMPANY	POSITION HELD	DATES WORKED
(Confidential)	(Confidential)	1/1991 - Present
SynOptics (Nortel Networks)	(Confidential)	1/1990 - 10/1990
Calera Recognition Systems (Caere/ScanSoft/Nuance Communications)	(Confidential)	8/1988 - 1/1990
DCA (Digital Communication Associates)	(Confidential)	8/1985 - 8/1988

SCHOOL	MAJOR	YEAR	DEGREE
CU (Boulder)	MBA, Mgt. Sci. (Ops. Rsrch.)	1972	Master Degree
CU (Boulder)	Business	1971	Bachelor Degree

Highlights:

* EMERGING MARKET SALES SPECIALIST: 37 client – employer startups, selling new and exclusive products and services into: Financial / Insurance; Health / Biotechnology; Manufacturing; Government; Education; Transportation; Aerospace; Automotive; Energy; Wholesale / Retail; F500 and SMB markets. This requires resourcefully learning innovative technologies, quickly distilling unique selling propositions to supercharge speed-to-market, and effective presentations at “C” levels. Result: virtually all startups went IPO or were acquired * INDIVIDUAL CONTRIBUTOR: Cold call, qualify, negotiate, close and implement sales via: Direct Sales; Integrator, Distributor, Dealer, Partner; or, logical combination * ELITE TEAM BUILDER of sales and technical specialists: starting with new, undeveloped or underperforming territories; typically become number one within a year (8 times, so far, not counting KDM clients) * NEGOTIATOR of several large, very complex company agreements: Example: $55,028,079 in new, incremental business within 90 days: outflanked and outsmarted two incumbent competitors who were taking $11,510,000 total from the accounts * QUOTA KILLER, in no specific order: 201.3%, 160.7%, 550.2% (!), 121.1%, 267.4%, 188.9%, etc.

Companies I like:

Three gating factors: (1) Solid value proposition; (2) Seasoned management; and, (3) Sufficient financial backing (don't have to be in the "Black"--just have some staying power.

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

• sales
• individual contributor
• elite team-builder
• negotiator of complex agreements
• business developer

* Provide marketing / sales expertise for a diverse range of revolutionary approaches to new / hidden markets * Build sales as an individual contributor, channel and / or team builder * Deliver specialized consulting, strategic and tactical “rubber meets the road” services to nascent companies * Assess business plans, financial health, product offerings and market conditions. Identify market niches and strategic partners / resellers / users: SELL * Craft and execute competitive sales strategies. Initiate sales; validate “proof of concept / product / service” to attract more customers and investors. Assist clients in establishing exceptional sales organizations, directly, through channels or combination * Negotiate critical multi-million dollar business agreements.