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VP Director Sales in Denver CO Resume Gregory Lynd

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VP Director Sales in Denver CO Resume Gregory Lynd Powered By Docstoc
					                                                Gregory K. Lynd
           Colorado Springs, CO 80921     719-487-8175 (home) 303-808-5002 (cell)        glynd52341@aol.com


                                    Sales Management Executive
20 years of stellar success in Executive Sales, Sales Management, Sales, and Business Development roles. Strategic
thinker with extensive track-record of pioneering new sales approaches, expanding business reach with customers,
promoting new solutions, invigorating sales channels, executing a disciplined sales strategy, delivering operational
excellence in all financial metrics, & leading sales teams to be the highest sales performers in the US market.

Strengths – Executive Level Selling, Executive Leadership, Sales Coaching, Negotiations, Strategic Directions, Business
Growth, Channel Development, Financial & Operational Metrics, Sales Model Production, Merger Integration, New
Solutions Development, Go-to-Market Launch & Readiness, Sales Training & Coaching

Core Competencies - Sales Strategy, Sales Process, Sales Execution, Building High Performance Teams, Cross Team
Collaboration, P&L Management, Direct Sales, Channel & OEM Sales, Consultative Sales, Solution Sales, Strategic Market
Analysis, Fault-Tolerant Solutions, Mission-Critical Solutions, Disaster Recovery, Business Continuity, Outsourcing,
Managed Services, Professional Services, Service Oriented Architecture (SOA), Cloud Computing, Virtualization, e-
Commerce, Security Compliance Solutions, CRM, Software as a Service (SaaS), Enterprise Software, Middleware,
Enterprise Solutions, Storage Solutions, On-Demand, Business Intelligence (BI), CRM Reporting

Industries - Financial, Retail, Healthcare, Oil & Gas (Energy), Telecommunications, Media & Entertainment, Travel &
Hospitality, Manufacturing/Distribution, State & Local Government

Customer Segments – SMB, Mid-Tier Commercial, Enterprise, Corporate Accounts, Fortune 500, Fortune 100



                                         Professional Experience
Hewlett Packard – Palo Alto, CA                                                                                 2003-2009
Business Critical Server Division, Nonstop (Tandem) Servers – Drove sales of $70-100M per year in all states west of
Mississippi River, in a tough, mature, mission-critical applications market. Solutions included Business Intelligence,
Data Warehousing, Operational Data Stores, Credit Card Authorization, Point-of-Sale (POS), e-Commerce, ATM & Wire
Transfer networks, Cellular Billing & Location Based Services, Electronic Patient Medical Records, Medicare Claims
Processing, Travel & Hospitality Reservation Systems, Security & Financial Audit Log Warehouses, and Real-Time
Operational & Decision Systems.
West US Sales Director, Nonstop Servers – Responsible for building, managing, and leveraging CxO relationships to
support key sales objectives for mission critical solution sales; Solutions were transactional & database oriented, using
relational DB’s, transaction monitors, middleware tools, web-enabling front end applications, & designed using Service
Oriented Architectures (SOA). Finalized solutions were deployed as the centralized host for key data elements needed
for those deploying solutions in cloud computing or software as a service (SaaS).


Managed a direct sales team of Sales Specialists who not only had to build trust with customers, but instilled trust
throughout the diverse matrix sales organization of HP from SMB to Corporate Accounts Sales organizations to be
successful. All solutions sold using consultative sales approaches, building custom applications through professional
service contracts, & delivering competitive advantages operating 24 X 7 and < 2 hours of planned downtime per year.
       Reversed double-digit market-share declines, establishing predictable growth rates of 5%-10% annually
       Closed strategic deals from $2M-$15M with F500 customers
       Achieved a record 274% yr/yr growth for West Enterprise Region team in 2007
       1st Sale of Compliance Log Warehouse (CLW) Solution in US to Choice Hotels, 2008
       1st Neoview Sale in US to Walmart (new customer) – $10M in 2006-2007
       1st Sale of RTFS Solution in US to Wells Fargo Bank 2004
       1st Sale of ZLE/ODS Solution in US to DirecTV in 2003
       Consistently sold new accounts with ZLE/ODS, RTFS, BI, CLW, and XP Storage solutions

Compaq Computers – Houston, TX (merged with HP, 2002)                                                    1998-2002
Delivered $900M+ annually in sales with over 100 direct employees across a 10 state territory, from handheld’s & PC’s
to Enterprise class servers & storage solutions, leveraging both Direct and Indirect Sales channels.
Area Sales Director (North Plains, Denver) 1999-2002 – Implemented high growth strategies that consistently drove the
North Plains Area to be a top performing Area in US four consecutive years in a row. Inherited two under-performing
sales territories over a 4 year span, and led them to achieve #1 & #2 positions in US within 1 year by reorganizing &
driving stronger sales disciplines. Achieved 110% quota attainments on revenues of $900M+, becoming Area of Year for
1999 and 2002. Returned P&L expenses below budgetary targets by optimizing resource utilization, containing T&E
spending, managing discounting practices, & controlling evaluation unit placements.
       assigned “Designated Hitter” resources to increase Reseller closure rates
       Reseller loyalty rejuvenation campaign
       developed competitive attack plans against Dell, HP, IBM, and EMC
       penetration of new accounts
       SMB market penetration plans
       Proactive Services collaboration efforts

Area Sales Director (Great Plains Commercial, Dallas) 1998 – Similar responsibilities as above, focused on smaller mid-
tier commercial accounts for 5 state territory. Achieved 115% of goal on revenues of $692M, & doubled growth rates
from 14% to 31% in just 9 months. Achieved #1 Area for SE Region, and one of Top 3 performing Areas across the US.

Tandem Computers, Inc. – Cupertino, CA (merged with Compaq, 1997)                                            1990-1997
Grew overall sales by developing, marketing & selling new solutions & closing new accounts for the leading provider
of mission-critical solutions for Financial, Telecommunications, Healthcare, Emergency Services, & Travel industries.
District Sales Manager (1997) – Texas District, SE Region – Managed sales team of 23 employees, covering 4 states.
     Awarded District of the Year – achieving 135% in Revenue & 152% in Profit goals
     Developed & won 3 new fault-tolerant NT solutions deployments, & 2 new Decision Support pilots
UNIX Sales Specialist (1994-1996) – Dallas, TX – Drove commercial sales of Integrity line & OEM’d SGI Servers.
    Achieved 118% in 1994, & 130% in 1995 – #1 Commercial Specialist Rep in US for 1994 & 1995
UNIX Messaging Sales Program Manager (1991-1993) – Cupertino, CA – Developed new Solutions & Sales Programs for
Integrity line by recruiting partners & marketing solutions to Tandem’s worldwide sales organization.
     Exceeded revenue goals with attainments of 120%, 161%, & 165% respectively
UNIX Strategic Sales Support (1990) – Austin, TX – Integrity Systems Division – Key Tiger Team member to drive initial
sales of Integrity S2. Grew revenues from startup to $50 million worldwide in 1st year.
                                      Prior Professional Experience
District Systems Analyst Manager - Prime Computer, Sanyo/Icon, & Sequoia Systems, 2 of which were startup
companies. Influenced 1st multi-system WIN for Sequoia, with a contract for 23 systems with FAA valued at $13M.
Senior Electronics Systems Engineer – E-Systems, Garland Div. (now Raytheon), & Mead Office Systems. Designed
ground-based Image Processing Systems for satellite reconnaissance applications for a highly classified customer.



                                      Awards & Distinguished Roles
100%+ Sales Club – 1995, 1998, 2000, 2001, 2002, 2004, 2005, 2007

Winners Summit Sales Club – 1999, Compaq

First Cabin Sales Club 1992, 1993, 1994, 1997 - Tandem

#1 UNIX Rep in US 1995 – Rolex Watch Award, Tandem

Fast Start Team Award 2007 - $25K, HP

Key contributor to Neoview “Go-to-Market Core Team” BI Sales Programs & Readiness – 2005

State of Colorado – Served on Governor’s Office of Science & Technology Commission, 2000-2004
     Influenced $2M contribution from Compaq for computer labs to new charter schools initiative



                                           Professional Training
Global Leadership, Leading for Results, Coaching Sales Performance, Targeted Account Selling (TAS), Breakaway Selling,
Strategic Selling, Sales Negotiations, Solution Selling Coach, New Hire Training (Coach & Mentor), Selecting Winners



                                                    Education
University of Texas – Arlington, TX                                           Bachelor of Science - Electrical Engineering


                                                      Hobbies
Trail Running (Pikes Peak Ascent - 2007 & 2008), Fly Fishing, Fly Tying, Hiking, Snowshoeing, Cross-Country Skiing, Winter
Camping & Survival Skills

				
DOCUMENT INFO
Description: Gregory Lynd has 20 years of stellar success in Executive Sales, Sales Management, Sales, and Business Development roles. He is a strategic thinker with extensive track-record of pioneering new sales approaches, expanding business reach with customers, promoting new solutions, invigorating sales channels, executing a disciplined sales strategy, delivering operational excellence in all financial metrics, & leading sales teams to be the highest sales performers in the US market.