Strategic Account Director Manager in Boston MA Resume Kevin Doherty

Document Sample
Strategic Account Director Manager in Boston MA Resume Kevin Doherty Powered By Docstoc
					                                       Kevin R. Doherty
                                    Westwood, Mass 02090

                                    Summary of Qualifications
    A record of exceeding pre-defined, multi-million dollar sales quotas within the Distribution,
    Manufacturing, High Tech, and Retail industries
    Demonstrated knowledge and understanding of multiple platforms in correlation with various
    Extensive experience in communication, presentation, negotiation, organizational skills, and
    attention to detail
                                    Professional Awards
    BMC Quota Achiever, Q1 2011
    CA Quota Achiever Q2, Q3 2006, Q2 2007, Q2 2008
    CA Dream Big Winner 2008, Battle Big Winner 2009
    CA President’s Club, Compass Club Winner 2007
    IBM Quota Achiever 2002, 2003, 2004
    IBM Harmony Pair Award Winner 2003
    Oracle Club Excellence Award Winner 1999, achieved 150% Q4 quota
    Oracle Team Effort Award Winner 1999
    Oracle Quota Achiever Q2, Q3, Q4
    Oracle Top Gun Award Winner, March, April, May 1998, finished #1 on sales team 3
    months in a row
    Oracle Sweetheart Deal Award Winner 1998, sold first eCommerce Suite at Orvis


BMC-Houston, TX                                                              2010-2012
IT Service Management Software
Mainframe Strategic Account Manager
        Achieved 105% Q1 Quota by closing $738K ELO at CIT Group, $520K net new transaction
        at Prudential Life Insurance, competitive replacement of IBM
        Closed $720K Q4 net new transaction at ADP, competitive replacement of IBM
        Customers: Prudential, Medco, ADP, Mass Mutual, EMC, Amica, Wakefern

Identify specific sales opportunities within existing and prospective clients. Work with client's team
to determine requirements and/or specifications, build client value proposition and shape the deal to
grow existing Mainframe footprint; using appropriate sales processes and tools, determine and
recommend through appropriate new business meetings/forums and determine which opportunities to
pursue. Engage in activities focused at generating client awareness of BMC and/or demand for its

CA-Framingham, MA                                                             2006-2010
Leading provider of IT Management Software.
Account Manager
        Achieved 241% of Q2 2008 Quota by closing $1.5M transaction at TJX Companies for File
        Transfer and Service Assurance solution
        Achieved 247% Q2 2007 quota by closing $1.4M ELA at Apple Computer, automating the
        job scheduling process and improving efficiencies by 72%
        Closed $465K transaction at BJs Wholesale as part of Wipro Outsourcing Agreement
        Customers: Cisco, eBay, Apple, AMAT, Cadence, TJX Companies, BJs, New Balance, LL
                                                                                K. Doherty-page 2

Includes owning and coordinating all aspects of the sales cycle, as well as maintaining effective
account plans and communication strategies. Prepare pipeline reports to illustrate weekly strategic
account customer engagements as well as identify opportunities. Leverage and manage virtual team to
maximize credibility with customers. Conduct sales presentations for customers, prepare and deliver
sales proposals/contracts within CA's outlined financial and legal guidelines. Work collaboratively
with internal organizations to aide in generating new NCV.

Informatica Corporation-Redwood City, CA                                           2005
Leading provider of Data Integration and Business Intelligence Software.
District Manager
         Open new accounts at Sybase, Leapfrog, and 3Com
Conduct target account prospecting sales calls, qualify and further develop leads by performing and
documenting end-user requirements analyses. Achieve monthly, quarterly and yearly pipeline and
forecast goals to generate new customers

IBM Corporation- Los Angeles/San Francisco, CA                                 2001-2004
World’s largest Information Technology Company
Senior Software Account Manager
    Achieved 104% of 2002 Quota, 106% of 2003 Quota. Coordinated effort to close largest mid
    market ($1.2M) multi pillar software sale at Network Associates (McAfee) which generated cost
    savings of $1M over 3 year period
    Customers: Ingram Micro, Nestle, Kinkos, Gateway, eBay, Seagate, Agilent

Responsible for achieving software revenue growth in SMB accounts by understanding key business
requirements of Director/C-level executives by working with IBM Client teams, Software Group,
Channel Partners, ISV’s and Global Services to beat competition at McAfee, Openwave, eBay and
Agilent. Improve IBM market share by increasing the depth and breadth of IBM software. Completed
IBM certification, including Advanced Top Gun 2001, 2002.

Bright Star Information Technology Group -Irvine, CA                                 1999-2000
eCommerce, Portal, Hosting, ERP Consulting Services
Senior Sales Consultant-Southwest
    Attained 102% of First Quarter FY 00 Number

Drive deployment of solutions to achieve customer satisfaction and reference accounts / case
studies for future sales, built and maintained relationships with preferred vendors (SAP, JDE, PS,
Siebel, i2, Broadvision, OnDisplay, Plumtree), worked with internal business development
groups ensuring timely RFP’s.
                                                                          K. Doherty-page 3

Oracle Corporation - Boston, MA                                                 1998-1999
Enterprise Information Management.
New England Sales Executive
    Achieved 133% of FY 99 Quota. Closed $ 2.3M in revenue in FY 99
    Grew assigned territory 106% by opening 81 new accounts
    Customers: Orvis, Green Mountain Coffee, Green Mountain Power

Positioning Database Technology, i.e., Business Intelligence, Database Tools, e-Commerce Suite.
Executed strategic territory plan. Leverage Channel Partners, System Integrators & Internet
Service Providers. Prospect to assess needs development with C-level executives, IT Directors
and lines of business. Negotiate Enterprise Level Agreements, Network Licenses. Attend 100
plus hours of Oracle Product and Sales Training: Negotiations, Solution Selling. Mentor New
Hires Program.


Bachelor of Arts in Communications, Minor in Business Administration, University of New
Hampshire, Durham, NH: Received full athletic scholarship.

Description: Kevin Doherty is a strategic account manager with a record of exceeding pre-defined, multi-million dollar sales quotas within the Distribution, Manufacturing, High Tech, and Retail industries. He has demonstrated knowledge and understanding of multiple platforms in correlation with various solutions.