RESUME
SAP January 2005 to January 2018
RETIRED Senior Sales Engineer
Security Audit and Compliance Software
Achieved 167% of quota in year 1 over $3,747,336 in total product Sales
Responsible for 100% of Sales Support for Southeast US and Latin America.
Achieved 300% of quota in 2006 over 12,000,000.00 in total product sales
350% over quota for 2007 with over 21million in sales. Winners Circle qualified.
NEXIDIA August 2002 to December 2004
Senior Sales Engineer
Audio Mining Software
Identified a method to improve search engine accuracy by 3% within the first 90 Days.
Responsible for 100% of Sales Support for Commercial US and Asia Pacific and met or exceeded quota every quarter.
LUMENOR June 2001 to August 2002
Director of Presales and Marketing
Billing and CRM ASP
Created Product and Technology presentations for National Field Sales use
Developed a Demonstration environment and process for Lumenor’s new product suite in less than 30 days improving quality, increasing productivity and reducing costs.
Identified the market for this product and targeted 2 prospective customers.
These opportunities were very competitive and although we had no references my presentations and demo’s were so compelling that both prospects signed 2 year contracts. …total contract value 1.2million
ORACLE August 1998 to June 2001
Sales Consulting Director
CRM, ERP, and Supply Chain Applications
Internet, Tools, Database, and Server Technologies
Established a highly effective East Coast Presales Organization for Oracle’s new General Business Vertical covering both Applications and Technology.
Recruited and trained 6 Sales Consulting Managers and 40+ presales consultants for a total organization of 61 people covering both Applications and Technology.
Highest Percentage of reports to make club in North America (73% exceeded 100% of quota)
Lowest attrition rate in the General Business Unit (2 voluntary Resignations in 3 years)
Created the Model Organization structure integrating technology and business and improving close rate by 10%
Developed the "Fellow" Program reducing the ramp up time for new Presales Consultants from 12 months to 3 months.
This team supported a $100,000,000 or greater quota each year and consistently surpassed that goal by over 20%."
AMERICAN SOFTWARE November 1985 to August 1998
Corporate Marketing Director & PreSales Manager
ERP and Supply Chain Applications and Architecture, Tools
Launched New Client Server ERP Product "Intelliprise"
Conducted Competitive Analysis, Product Positioning, Sales Training and Ad Placement
Made Industry Analyst Presentations to Gartner Group, AMR, Yankee Group and Meta Group
Conducted Telemarketing Campaigns and Web Seminars and generated a Warm initial prospect database.
Assisted the CEO in evaluating the viability of corporate acquisition candidates resulting in the addition of 2 companies to the corporate portfolio. These acquisitions contributed another 20% to American Software’s revenues.
Managed a National PreSales Team of 10 SE’s who consistently met or exceeded their forecasts.
Senior Presales Consultant
Supply Chain & ERP Applications and System Architecture
Hundreds of successful engagements over a 12 year period from the Fortune 500 "C-level" to mid and small business executives.
Some examples are: Ford Motor Corp, Exxon, Florida Power and Light, GTE, Pittsburgh National Corporation, Day Timers, Air Canada, Pratt & Whitney, Falcon Jet, British Telecom, Air France, Molson, Royal Bank, Charlotte Memorial Hospital, Chase Manhattan Bank, New England Medical Center, Bell South, Dutch PTT, Department of Defense Mapping Agency, San Diego Gas & Electric, Mattel, Atlanta Gas Light, Wachovia, Long Island Lighting, Brooklyn Union Gas, Newell Corp, Lone Star Gas, Bush Hog, NIPSCO, etc. Each of these accounts closed for more than a half million USD and the largest one (GTE) was for 7million USD.
WALKER INTERACTIVE PRODUCTS June 1980 to November 1985
Product Marketing Manager /PreSales Consultant
Worked with Development to identify key competitive features required for their Procurement suite of products including integration with Financials.
Established Product and Technology presentations and demonstrations for National field use
Conducted presentations and demonstrations for a number of opportunities in the southeast including but not limited to Kentucky Fried Chicken, Springs Mills, Michelin, Citizens Gas, Trinidad Tesoro Petroleum, Greenwood Mills, Pepsi Cola, CILCO and others. Each of these opportunities closed for more than $250,000 each while KFC and TTP closed for over $1,000,000 each.
Sales Representative
Assumed a Sales Role for 1 Year and achieved 200% of my $1,000,000 Quota
MILITARY STATUS
Honorable Discharge -USARNG–
2ndLt., Company Commander, Special Weapons Company
References available upon request.
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Quick Facts
Robust Experience
in high end solution sales
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Enterprise Software sales experience with SAP, Oracle,
American Software, and Walker Interactive
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Considerable expertise with Speech Technologies, both Broadcast and Telephony
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Extensive knowledge of Manufacturing, Distribution,
Transportation, Health Care, Financial Services, Digital Media Management and Energy Industries
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Hundreds of successful engagements working with the Fortune
500 "C-level" to midrange and small business executives
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International experience in Europe, Latin America and the Pacific
Rim
Presales Leadership - National Director, Area
Director
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Created and developed multiple PreSales Teams covering
both Applications and Technology
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Excellent Recruiting Skills resulting in low organization turnover
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Strong People Skills facilitate mentoring and motivation improving the performance of each individual contributor
Proven Sales Execution Skills
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A leader accustomed to team selling environments
with an ability to mentor less experienced team members. My teams have
consistently exceeded large quota’s by 20% or greater.
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Continuous improvement achieved through training
and certification in multiple sales disciplines ie. Solution Selling, Strategic
Selling, The Complex Sale, Presentation Techniques, Peter Drucker Management
Skills, etc.
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Doing whatever it takes, I accepted a direct sales
role for 12 months and achieved 200% of my $1,000,000.00 Quota
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Creative, I don’t even see the "Box"
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A Strategic Thinker with an ability to see
opportunities at a high level and identify the winning path through competition,
customer issues/bias’s, financial complexities and multi-solution trade
offs.
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Excellent communicator. I deliver focused, benefit
oriented presentations and have strong writing skills.
Product and Technical Expertise
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Product experience in:
CRM, Manufacturing (Discrete,
Flow and Process), Distribution, Supply Chain, Procurement, Maintenance, Materials Management, DIgital Media Management, Financial, Billing, and Security
applications
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Experienced with technical platforms such as Internet,
Client-Server, Mid-Range, Mainframe and ASP (Application Service Provider)
environments
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Conversant in applied technologies of XML, EDI, bar-coding,
EIS, BI, e-mail, imaging, telephony, digital media management and wireless.
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Corporate Marketing - (Name Recognition, Acquisition
strategies, etc.)
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Product Marketing - (Product Branding, Industry
Analyst presentations, Sales Campaigns, White papers, Internet seminars,
etc.)
Individual Values
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Self motivated and disciplined professional (low
maintenance)
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Committed to excellence. I’m driven to win
but not at all cost. The client, the company and the team all share in my
successes.
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An enthusiastic and positive influence on everyone.
I excel in the role of a solution provider.
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Honest and client focused
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Loyal and Dependable
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