B2B SALES PROFESSIONAL

Career reflects 20+ years of accomplishments in direct and indirect channels sal
es with a strong background selling solutions for large multi-billion dollar com
panies as well as several start-up firms. Successful in selling to Fortune 100+
companies such as Shell Chemical, Chevron Texaco, Logitech, Novell, and DRS Tec
hnologies, and educational institutions such as Oxford Brookes, University of Ca
mbridge and North Texas State University. Sales expertise includes partner acqui
sition and development, complex contract negotiations, C-level and multi-decisio
n maker negotiations, long-term sales cycle management, sales pipeline developme
nt, new business development, and integrated marketing.
SALES QUALIFICATIONS
* Direct and Channel / Partner Sales
* Strategic Business Partnerships
* Sales Team Recruitment, Management, and Retention
* New Product and Service Launches
* Fortune 100 - 1000 Account Development / Management
* Sales Objection Strategies
* Sales Pipeline Development (Hunter)
* Sales Planning and Forecasting
* Pricing Position Strategies and Competitive Market Analysis
* Sales Collateral Development
* Customer Acquisition
SALES CAREER & ACCOMPLISHMENTS
CONFIDENTIAL SOFTWARE COMPANY Austin, TX (2009 to Present)
Joined technology company to sell software compliance and license concurrency ma
nagement solutions to all markets globally, with an emphasis on the education ma
rketplace. Significant activities included new market development, customer acq
uisition and relationship referrals.
* Conducted educational Webinars with an industry expert on topics of software c
ompliance and technology asset management. Captured over $50,000 in three major
universities in the UK as a result of the events.
* Developed partner relationships with Academia, a UK-based education reseller /
consultancy, and Scholarbuys, one of the premiere education resellers in the US
. These partner relationships resulted in 4 customer acquisitions, worth over $
35,000 in a three month period. Have Webinars planned for their customer bases.
* Have current pipeline of over 25 accounts via very successful email campaigns,
Webinars and high-volume, daily cold-calling.

POLYDYNE SOFTWARE, Austin, TX (2007 to 2008)

Global Account Manager
Hired to build an Original Equipment Manufacturer (OEM) market presence as the c
ompany had primarily focused on the contract manufacturing business segment. Ove
rcame challenges of having no pre-sales support infrastructure. Sold product cos
ting solutions to high-tech OEM companies. Developed a sales pipeline of impress
ive OEMs including Avaya, Sun Microsystems, 3COM, Western Digital, TiVO, RIM, Ex
treme Networks, Juniper Networks, and others.
* Negotiated a $125,000 deal with Logitech's Vice President of Operations and Di
rectors of Partner Relationships and Materials. Won new business after a six-mon
th sales cycle, and outperformed Ariba and Oracle to secure deal. Provided custo
mer with a technology solution to accurately identify product costs prior to rec
eiving quotes from contract manufacturers.
* Won a $160,000 deal with Avocent despite several obstacles including a new SAP
upgrade project and a new direction from Avocent's newly appointed CEO. Compete
d head-to-head with Oracle during this three-month sales cycle.
* Navigated a deal through a 9 month period, and landed a $375,000 contract with
DRS Power Control Technologies (DRS). Influenced more than 20 DRS professionals
to adopt the company's technology, negotiated deal with multiple decision maker
s, and beat Oracle.
PROS REVENUE MANAGEMENT, Houston and Austin, TX (2005 to 2007)
Senior Sales Executive
Joined technology company to sell profit and revenue optimization solutions to g
lobal 500 companies. Initially sold to multiple industry segments and ultimately
focused on tapping into the global chemicals market, and providing sales expert
ise to the management team. Significant activities included new market developme
nt, customer acquisition and relationships, customer management, brand awareness
, C-level contract negotiations, multi-decision maker negotiations, new business
development strategies, traditional marketing plans, and sales pipeline develop
ment.
* Sold an analytics solution to O'Reilly Auto Parts, and steered deal through a
10-month period. Negotiated $225,000 contract with the Vice President of Marketi
ng and Director of Distribution and Promotions. Developed strategies to secure t
he deal despite the fact PROS had no presence in the retail market, and three co
mpetitors had an excellent retail focus.
* Outperformed two competitors with solid high tech expertise, and captured a $3
50,000 contract with AMD. Pursued business for eight months, and negotiated term
s with the VP of Manufacturing and director of operations.
* Leveraged relationship with Shell to secure a $200,000 deal with Westlake Chem
icals by convincing the decision makers that the solution would be implemented w
ithin their nine month deadline. Negotiated deal with several decision makers in
cluding a CFO and Vice President of Operations.
* Developed a highly successful seminar series that featured a chemical industry
expert who had been a VP at Lyondell. Created the first industry specific marke
ting presentations which were a catalyst in penetrating the chemicals industry a
nd provided a new vehicle for effectively capturing sales in other verticals as
well.
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START-UP EXPERIENCE (2001 to 2005)
Solutions Sold - Enterprise Profit and Revenue Optimization, Internet Payments a
nd Web application up-time solutions
HIGHLIGHTS
FORWARDVUE TECHNOLOGIES, Austin, TX
Senior Sales Executive
* Brought on the company's first two customers by guiding a year-long sales proc
ess with Shell Chemical's Risk Management CEO, and captured a $100,000 deal for
a profit optimization solution.
* Successfully interacted with Chevron - Phillips LLP decision makers for 9 mont
hs to win a $250,000 deal.
* Established a sales pipeline of 20+ major chemical companies.
* Promoted the company by developing a corporate logo, sales brochures, sales pr
esentations, and the website.
NVISION SOFTWARE, Austin, TX
Director of Sales
* Hired and managed a team of 4 inside sales professionals to launch nVision's p
resence into companies with an eCommerce presence.
* Team generated a very large pipeline of over 30 highly qualified leads within
a two month period before company closed down due to product immaturity.
BANKSERV, Austin, TX
Regional Vice President, Eastern US
* Obtained $200,000 + in annual subscription revenue by negotiating a deal with
executives employed by an online bank in less than 4 months.
* Negotiated a $350,000 deal in annual subscription revenue with Wingspan Bank (
Internet Division of BankOne) for a web-based payment solution. Convinced decisi
on makers to align with company instead of competitor, Cybersource, which had a
mature product and solid customer base.
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PERVASIVE SOFTWARE, Austin, TX (1996 to 2001)

Director of Channel Marketing * Director of E-Commerce Sales * Regional Sales M
anager of the Western Region
Delivered sales accomplishments through three leadership roles, and created effe
ctive sales, marketing, and new business development strategies to accelerate sa
les for embedded relational and transactional databases for wireless devices, cl
ient server applications, and Internet applications. Instrumental in growing cha
nnel annual sales from $6.2 million to $8 million in 2000.
* Redirected focus of the sales team to target new Independent Software Vendors
(ISVs) and channel partners; efforts boosted OEM revenue by 150+% (to $350,000)
in one year.
* Preserved a $850,000 account by influencing decision makers to not align with
Microsoft. Developed specific programs to meet the customer's technology needs.
* Built an external sales team by hiring three professionals to launch a new Int
ernet-based product development solution. Persuaded Executive Management team to
market the product as a complete e-commerce solution resulting in $300,000 pipe
line in sales in two months. This was accomplished with the largest accounting
VAR in the U.S.
* Led a high performance sales team that outperformed two other internal sales t
eams 22 out of 28 months.
* Created a new sales direction, in product marketing role, for the next generat
ion of database solutions.
* Promoted the new SQL database and Web development platform by orchestrating tr
adeshows held at several Hard Rock Cafes across the country. Innovative marketin
g strategies triggered $250,000 in revenue for next generation products.
LOTUS, INC., Houston and Austin, TX (1991 to 1995)
Channel Sales Manager * Senior Account Manager
* Established and managed a new channel sales team. Guided nine-person team that
pushed channel business to $8 million and consistently delivered a 15+% year-ov
er-year growth rate.
* Landed more than $750,000 by influencing decision makers to purchase Lotus Not
es (a new application); negotiated deals with three Fortune 500 companies (Conoc
o, Pennzoil, and Texaco) via software development channels.
* Consistently in the top 10% of the sales force and received corporate awards f
or outstanding business development and sales achievement.
Additional Sales Experience:
Xerox, Houston, TX * Unisys, Houston, TX * StorageTek, Houston, TX
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EDUCATION & PROFESSIONAL TRAINING
BBA, Marketing - University of Houston, Houston, TX
Management Development I and II * Strategic Selling (Miller-Heiman) * SPIN Sel
ling * (New) Solution Selling * Consultative Selling * Sandler Sales Institute