Watertown, MA 02472 617.923.1382 firstname.lastname@example.org
~ Over 20 years of success – consistently one of the company’s best in sales ~
Skilled at all levels of the Consultative/Solution Selling process; particularly strong in closing the sale and building rapport and long-term relationships with customers. Tenacious hunter with the proven ability to build/grow a territory, penetrate new markets and build market share. Track record of creating award-winning territories. Proven ability cultivating and maintaining long-term client relationships to grow revenue. Highly effective time manager with excellent organizational and follow-through abilities. Well-developed persuasive and communication skills; able to interact with individuals at all levels. Technically astute, can easily learn new product lines, highly technical data, and design specifications. Demonstrated the leadership ability and skill to expand opportunities with existing client base, as well as to develop new lead sources. Areas of expertise include:
Territory Management Consultative Solution Selling Customer Service Expanding Sales Opportunities Presentation Skills
Account Management Business Development Collaborative Teamwork Time & Resource Management Team Building & Leadership
SALES MANAGER, GLOBAL MAJOR INDUSTRY TELECOM ACCOUNTS INTERNATIONAL DATA CORPORATION FRAMINGHAM, MA
2000 – 2008
Given full autonomy to negotiate on behalf of the company. Expanded relationships strategic customer accounts such as Sprint Nextel, Motorola, Symbol Technologies, NCR, Teradata, Level 3 Communications, Global Crossing, and over 70 other telecommunications and networking companies. Perfected the ability to identify strategic targets, gain access, and conduct informational interviews to identify business needs and develop ways to appropriately position products. Demonstrated talent for quickly establishing a rapport with key decision makers and modeling an environment of exemplary sales and customer service standards. Achieved success by developing and maintaining multiple diverse long-term strategic partnerships. Selected Accomplishments: Produced 108% to plan for 2007, representing more than $6M in sales revenues.
Grew Sprint Nextel account by 67% from FY 2005 to FY 2007. Grew Teradata account 40% in three years, FY 2004 to FY2007. Recognized as a “Top Gun” performer for long-term sales excellence in 2006. Achieved 113% of quota, and named “Industry Sales Person of The Year” for FY 2005. Increased sales revenues for Ciena account 60% over a three-year period.
Page 2 of 2
SALES MANAGER, EDUCATIONAL SALES THE LEARNING COMPANY / CYBER PATROL CAMBRIDGE, MA
1999 – 2000
Sales Manager for nine central states plus the Province of Ontario in Canada selling CyberPatrol, an Internet filtering software package. Provided basic technical support and troubleshooting for most customer problems. Competitive advantage summarized by building strong relationships with clients, and persuasively presenting a compelling value proposition to facilitate the decision making process. Selected Accomplishments: Ranked #1 and #2 out of 6 peers. The top revenue producer in Educational Sales for ten consecutive months and all three quarters from July 1999 through March 2000.
Consistently met of exceeded sales and revenue goals on a monthly and annual basis. Managed reseller program within assigned territory, and set educational sales records for all territories company-wide for two of the last four quarters.
ACCOUNT EXECUTIVE COMPUSA CAMBRIDGE, MA
1998 – 1999
Account Manager for large corporate accounts within an assigned territory. Spearheaded the creation and development a successful sales organization from the ground up for a new store. Selected Accomplishments: Voted “Top Salesman” and “Store Employee of the Month” for January 1999.
Held the individual Account Manager record of $160K in sales for one month during tenure.
VALUE ADDED RESELLER MANAGER, NETWORK SALES GROUP BANNER COMPUTERS WOBURN, MA
1993 – 1998
Recruited to manage reseller base for Digital Equipment Corporation’s (DEC) “PATHworks Migration Provider Program.” Conceived and executed effective lead generation campaigns to penetrate DEC customerinstalled base. Developed targeted marketing materials and conducted sales training to support reseller base. Leveraged tradeshow appearances to cultivate new lead sources, and piloted direct mail campaigns to further penetrate target markets. Collaborated with technical support staff to develop customer solutions and system configurations. Selected Accomplishments: Consistently met and exceeded sales and revenue goals.
Selected to serve as liaison to UK-based software development engineers for reseller and sales support issues.
ADDITIONAL WORK EXPERIENCE
ACCOUNT MANAGER SPORTSCHARGE, INC. CAMBRIDGE, MA GENERAL MANAGER THE CD STORE BOSTON, MA PRODUCER WBCN-FM RADIO STATION BOSTON, MA 1988 – 1993 1986 – 1987 1982 – 1986
EDUCATION / TRAINING
Emerson College, Boston, MA ~ BS in Speech Communications ~