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Technology Sales Director in Harrisburg PA Resume Craig Hocker

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Craig Hocker is an accomplished, seasoned, strategic sales and business development specialist with proven expertise driving growth and retention strategies to win multi-million dollar market share in diverse industries. He is experienced in coaching personnel to achieve sustainable results. Craig is highly effective in developing business-to-business sales, accelerating brand recognition, managing key accounts, cultivating relationships with C-level executives, expanding market penetration and launching new business services. He delivered integrated technology solutions by engaging and leading cross-functional and international virtual teams. Craig is open to opportunities throughout Central PA or from a Virtual Office.

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									                                         CRAIG R. HOCKER
                                    Hummelstown, Pennsylvania 17036
                        (h) 717-566-5131 (c) 717-571-9780  chocker77@verizon.net


                     SALES AND BUSINESS DEVELOPMENT PROFESSIONAL

                                         PROFESSIONAL PROFILE

Accomplished, seasoned, strategic sales and business development specialist with proven expertise driving
growth and retention strategies to win multi-million dollar market share in diverse industries. Experienced in
coaching personnel to achieve sustainable results. Highly effective in developing business-to-business sales,
accelerating brand recognition, managing key accounts, cultivating relationships with C-level executives,
expanding market penetration and launching new business services. Delivered integrated technology solutions
by engaging and leading cross-functional and international virtual teams.

                                      NOTABLE ACCOMPLISHMENTS

      Drove sales from startup to $13M in 12 months for emerging technology outsourcing division.
      Packaged multi-million dollar technology outsourcing deals including structuring cross-organizational
       teams and negotiating partnership agreements.
      Maximized revenue generation to achieve an average of 118% of quota over career.
      Developed a cloud-based technology strategy to private label a patient reporting application.
      Championed entrance into the electronic health record market to capitalize on high-value growth
       opportunity.
      Created and executed market penetration strategy that identified $650K in new opportunities in 30 days.
      Managed expansion of sales channel by 100% that escalated revenue by $3.2M.



                                          CORE COMPETENCIES

   Brand Management  Profit Revitalization  Product Launch  Market Research  Territory Development
      C-Level Relationships  Key Account Management/Retention  Budgeting/Expense Management
             Trade Shows  Global/Cross-Functional Team Management  Global Delivery Model
   Application Development  Strategic Planning  E-Commerce  Channel Partner Management  Web 2.0
     Managed Services  Licensed and Hosted Solutions  Broadband/Wireless Services  BPO  SaaS
        Technology Consulting  Contract Staffing  Outsourcing  Professional Services  OSS  BSS



                                      PROFESSIONAL EXPERIENCE

TECHNOLOGY CONSULTANT, Hummelstown, PA  2010-Present

      Generating market entry strategy for mobility technology and unified communications for an $8M
       technical services company. Performing competitive analysis, leveraging industry relationships, building
       partnerships and coaching insides sales to create new revenue streams, and establish brand
       recognition. Representing company at Pennsylvania state infrastructure and procurement meetings.
      Expanding market penetration for procurement software vendor.
      Positioning certified Minority Business Enterprise and Small Disadvantage Business as viable
       technology partner.
      Crafting opportunity analysis to determine electronic health records market potential for a $34M regional
       technical services provider. Researching and evaluating software vendors for user satisfaction
       outcomes, service levels, and compliance with CCHIT, ONC and meaningful use standards.
                           CRAIG R. HOCKER  Page 2  chocker77@verizon.net


WEIDENHAMMER SYSTEMS COPORATION, Wyomissing, PA  2008-2010
A leading regional supplier of IT services and solutions. Annual revenue $28M.

Account Manager Commercial Sales
Facilitated solution development to include application development, staff augmentation, systems integration,
infrastructure services, hosting, network management, SaaS, business intelligence and IT consulting services
targeting insurance companies, financial institutions, manufacturers, healthcare providers and food service
companies. Developed and successfully executed strategies to expand brand presence into new markets.
          Increased market share by 30% in territory negatively impacted by the recession.
          Built a $1.7M funnel through social networking.
          Originated and negotiated partnerships to bid on complex projects values at $3.0M+.
          Negotiated approved supplier status for state government and healthcare provider organizations.


PATNI AMERICAS, INC., Milpitas, California  2007-2008
A leading global supplier of IT services outsourcing solutions. Annual revenue $663M.

Director, North American Sales
Owned market expansion strategy in tier 1 and 2 telecommunications and cable service providers across the
North American market for outsourced enterprise applications, SaaS services, contract staffing and related
technology services – Oracle, iSeries, PeopleSoft, Siebel, SAP.
         Cultivated a base of 45 new clients and $10M in revenue within 10 months.
         Crafted and executed tactical plan to preserve $324K in at-risk key account revenue.
         Enhanced competitiveness by devising key metrics and mapping market potential to capabilities.
         Built brand awareness and expanded market visibility.
         Guided global core competency groups to integrate customer-focused solutions utilizing a global
          delivery model.


INTEC TELECOM SYSTEMS/EUR SYSTEMS, Mechanicsburg, Pennsylvania  2000-2006
Major supplier of billing software solutions to the global telecom industry. Annual revenue $250M.

Business Development Director (2004-2006)
Developed and executed business process outsourcing strategy targeting wireless carriers. Directed specialized
teams in technical practices, pre-sales and delivery of licensed and SaaS services.
         Drove closed sales from start-up to $13M in 12 months.
         Created 450 new international wireless infrastructure leads in 12 months.
         Authored and implemented inside sales toolkit to manage inside sales to achieve revenue goals.
         Reduced sales cycle from five months to three months by initiating a more efficient sales process.
         Built a metrics reporting process to measure effectiveness of sales and marketing campaigns.

Sales Director (2002-2004)
Directed pre-sales team to map key business objectives to licensed and SaaS solutions for customized billing
software, plant management, call center services, back office services and operational support services
targeting telecommunication service providers, local governments, and financial institutions.
          Produced $9.4M in new revenue in a declining market.
          Researched and authored disaster recovery strategy implemented company-wide.

Business Unit Director (2000-2002)
Managed six named accounts valued at $12M in annual revenue with a team of 12 direct report employees.
Recruited and supervised technical contractors to support critical projects.
        Grew $5M key wholesale account 10% in a mature market.
        Ranked consistently as top business unit for billable hours and account revenue generation.
        Transformed $2M at-risk account and acquired 15% in new revenue.
                         CRAIG R. HOCKER  Page 3  chocker77@verizon.net


OTHER EMPLOYMENT:

AT&T, Camp Hill, Pennsylvania; Corporate Sales Executive  1992-1999
    Teamed with cross-functional resources to grow the $22M Pennsylvania state government account
       through new services and competitive replacements.
    Created an award-winning call center solution, and designed and implemented carrier network services,
       conferencing solutions and network management tools.

BRUBAKER KITCHENS, Lancaster, Pennsylvania; Manufacturing Operations and Sales Manager  1984-1992
    Managed thirty retail dealers and three channel partners to increase revenue by 1200%.
    Oversaw and managed all aspects of project planning and design, costing, production scheduling and
     reporting, supplier management, sub-contractor scheduling, marketing, and product training.


                                              EDUCATION

                               Bachelor of Arts ~ Business Administration
                          Pennsylvania State University, Harrisburg, Pennsylvania


                     PROFESSIONAL DEVELOPMENT & TECHNICAL KNOWLEDGE

                  Power Base Selling  Action Selling  Executive Selling  SNAP Selling
           Writing Proposals for Impact  Pricing Fundamentals  Strategic Sales Presentations
                     PeopleSoft  Microsoft Office  Microsoft Project  Visio  Pivotal
      WebEx  NetMeeting  Salesforce.com  Web 2.0 Tools  Selectory  Lead 411  Jigsaw  LinkedIn

								
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