Catherine Fiorello Aziz 141 John Street, #225, Lowell, MA 01852 Cell: 978-857-5118 • E-mail: caziz66@gmail.com ______________________________________________________________________________________________ Senior Sales Manager & Business Development Executive Senior entrepreneurial executive with 25 years experience at early stage and start-up ventures to spearhead emerging enterprise solutions for IT Network Connectivity & Infrastructure, SLAs, Data Center and Cloud Migration, COTS and Custom Software Development, IT Security and Risk mission-critical initiatives. Key Account Management/Retention | Sales and Business Consulting | Corporate Policy & GRC Laws | Skilled Unconventional Strategist Transforms Single-deals into Multi-tiered Opportunities |Global Relationship Extraordinaire | Trusted Adviser 3rd Party Offshore/Outsource | Negotiation Skills | Traverses Top-Tier & BOD Executives, across all LOBs | Best Practices & Benchmarking Professional Experience Director, Sales and Business Development, Aesir Verden Corporation, Durham, NH, 2013-Current A pioneer in the renewable fuels market providing clean sustainable plant based carbon neutral fuels. • Recruited strategic advisers and higher-ed to incubate exclusive solution; • market strategy leveraging keying on natural/organic resources; • Conducted demographics by targeting vertical markets’; • Established market messaging and SWOT matrix by brainstorming with imminent partners; • Targeted SMB and consulting organizations contracted by local/state, transportation, tourism and fuel kiosks; • Unveiled and forecasted $10M projected revenues FY 2017-FY 2018; • Recruited global influencers to provide endorsements, and for reference referred prospects; • Appointed Board Member – 2013. Senior Sales Consultant, E3 (private LLC), Boston, MA, 2012-2013 • Contributed $3M net-new logos/200% to bolster corporate revenues; • Developed “cheat sheet” for typical buying personas, and “sales trailing” proven 3-4x revenue; • Designed an illustration of relationship building, and factors to increase prospect pipeline by 175%; • Exceed MBO's assigned by Executive COO; • Retrain sales tactics by reinforcing the effectiveness of BLUFF, KISS, ED sales methodologies; • Collaborate with senior management to refine sales efforts to shorten sales cycles and boost revenues; • Defined target buyers, qualification process, and developed articulate ROI; National Strategic Sales Manager, Builders Millennium, LLC, Derry, NH, 2009-2012 • Crafted value proposition to include expediting projects, maximizing resources, ensuring safety and code compliance for use by industry professionals and contractors; • Developed strategy by use of competitive market analysis to effectively target sales; • Completed FY'09 $1.2M or 150% quota • Completed FY'08 $800K or 200% quota. Director, National Sales & Business Development, Proventsure, LLC, Windsor, MD (acquired by EMC), 2006-2008 • Closed $1M by unseating IBM; • Developed Channel SWOT matrix, services and pricing (IBM, Grant Thornton, Jefferson Wells, CSC & SAIC) • Rapidly grew pipeline to $3.4M within 8 months; • Unveiled partner Reconnex acquisition; • Closed $800k revenue via OEM partnerships (payment processors) Senior Sales & Business Development Manager, IBM (Ounce Labs), Waltham, MA, 2005–2008 • Closed 20 net-new key clients within first 6 months: JPMChase, Cingular, Microsolved, Mass Mutual, ConocoPhillips, Citigroup, Deloitte, Wachovia, UPS, Thomson, Omgeo, First Horizon, Bank of NY, Pershing and Integris Health; • Drove unprecedented revenues, influential team leader, developed competitive matrix and buy buy-back program; • Within first 4 months, total closed $2.3M; completed 140% quota FY’05 • Consistently exceeded quarterly sales quota by 25%; • Trusted adviser to key clients and engineering to widen scope and scalability; • Trained sales personnel on Salesforce.com to close 90% closed deals on time, and increased revenues by 55%. Director, North America Sales, Cenzic, San Mateo, CA, 2000-2004 • Closed $1M direct sales in less than 6 months from Capital One, Invesco, Fidelity, Deloitte, and Symantec; • Closed $1M under six-months from marque logos: AT&T, EDS, Deloitte, Symantec and Capital One; • Secured $10M VC funding supported by letters of intent by early adopter clients; • On-boarded, trained and managed 5 sales reps; • Cultivated OEM partners (Mercury, Securify and Symantec) increasing revenues by $2M FY’00. Eastern Regional Sales Manager, US Sales Team Lead, FTP Software, North Andover, MA 1993-1999 • Developed methodology sales training, defined business plans for consensus; • Trained U.S. sales teams on best sales practices related to precision, relationship building, reference selling and forecasting projections to close timely; - FY’98 closed $4.6M, 140% quota; - FY’97 closed $21M net-new sales or 150% quota; - FY’96 closed $3.8M or 135% quota; - FY’95 closed largest single deal with HCA $5M - 200% quota; - FY’94 closed $2.9M or 157% quota; - FY’93 closed $2.1M or 147% quota. Maintenance Renewal Sales, Multiview Corporation (spun from Cognos), Burlington, MA, 1990-1993 • FY’90 closed $1.5M or 135% quota, FY’91 closed $1.25M or 147% quota; FY’92 - 151%, quota was $500K. Training Specialist, Technical Services, Cognos Corporation, Burlington, MA, 1989-1990 Training Coordinator, Technical Services, NEC Information Systems, Inc., Woburn, MA, 1984-1988 Education: Southern New Hampshire University - Project Management • Merrimack College – Business Management • Salem State University – Business Management and Administration Affiliated Training: Solution Selling, Strategic Selling – Miller-Heiman • Sandler President’s Club • SPIN Selling; Strategic Partnering and Advanced Channels – Channel Corporation Management Consultants Inc. • Situational Sales Negotiations – The Bay Group • Solution Selling - Michael T. Bosworth • Professional Presenting – Communispond. Technology Certified: TCP/IP Interoperability & Connectivity – FTP Software; Wide Area Networking and Telecommunications – Learning Tree International, C/C++/Basic Programming – Associate Technical Institute .

Highlights:

• strategic sales
• business acumen
• Cybersecurity
• enterprise and global proliferation
• Team Lead
• Management
• consultative "thought-share"
• Networking
• Forecasting
• Sales
• Business development
• Client Partner
• Internet