Document Sample
MARTY MALONEY Powered By Docstoc
					                                        MARTY MALONEY
 1433 S. Ashland  Park Ridge, IL 60068   847-302-4134

                                   S ENIOR S ALES E XECUTIVE
            Strategic Sales Planning / Market Expansion / Relationship Management

Dynamic, entrepreneurial sales professional with a 14+ year record of achievement and demonstrated
success driving sales growth while providing award-winning sales leadership in highly competitive markets.
Adept at driving growth of revenues and improving territory sales performance. Tenacious in building new
business, securing customer loyalty, and forging strong relationships with external business partners.

Core competencies include:
 Strategic Market Positioning         Sales Contract Negotiations              Key Client Retention
 Solution Selling Strategies          Territory Growth/Development             Organizational Leadership
 Team Building                        High-Impact Sales Presentations          Building Relationships

                                 P ROFESSIONAL E XPERIENCE

                             Harmony Information Systems, Reston, VA
                        SENIOR ACCOUNT EXECUTIVE, May 2008 - PRESENT

Harmony Information Systems, Inc. is the leading provider of information management solutions for both
government and private provider human services organizations. Harmony helps agencies maximize client
outcomes, improve the efficiency of service delivery, and ensure funding compliance by offering automated,
easy-to-use, web-based software.

♦ Responsible for sales, business development, and lead generation within 10 States across Midwest and
central Canada.

♦ Worked with partners within territory including Microsoft, Blackwell Consulting, and IBM.

Selected Achievements:
       2009 --- Negotiated and signed contracts with five new customers in the first quarter of the year.
       2008 --- Increased pipeline through 2008 by adding over $11,000,000 in sales opportunities. These
        opportunities were added through leveraging existing customer base, external referrals, cold call
        campaigns, seminar attendance, and development of marketing campaigns surrounding market
        specific webinars.
Selected Successes:
       Ohio Area Agency on Aging, Region 11
        Worked with the AAA to migrate their locally deployed application over to a hosted model freeing up
        resources on the side of the customer and allowing them to use the application in a more flexible

      Minnesota State Office on Aging
       Guiding the state of Minnesota through a process whereby they are replacing a legacy system for
       Integrated Case Management as well as NAPIS reporting. Working with the state as well as
       consultants during the RFI/RFP process.
      Ozaukee County, WI
       Worked with County Department of Human Services on implementation of an Integrated Case
       Management Solution.

                                     Datawatch, Chelmsford, MA
                       REGIONAL SALES EXECUTIVE, August 2006 – May 2008

Datawatch Corporation, a leader in the rapidly growing Enterprise Information Management market, provides
proven business intelligence, content management, enterprise reporting, data transformation and process
management solutions that help organizations increase productivity, reduce costs and gain competitive

♦ Worked a twelve state territory covering the Upper Midwest of the United States and Canada.

♦ Responsible for establishing relationships with partners and consultants in the territory who can assist
Datawatch in finding and implementing solutions in each of the core vertical markets including IBM, Unisys,
Genesis Imaging, MTM International, and Hyland Software.

♦ Focused on Healthcare, State and Local Government, Financial Services, Higher Education, and

Selected Achievements:
      2007 --- 90 % of $1,250,000 quota achieved.
      2006 --- Achieved six out of six Management Objectives set forth to be completed during the fourth
       quarter of 2006.
      Developed a pipeline of opportunities during 2006 through marketing campaigns, seminars,
       customer referrals and the partner network.
Selected Successes:
      University of Chicago Hospitals
       Worked with the Hospitals to implement, upgrade and enhance their document management system
       focused on their billing and collections. Allowed them to expedite collections by reducing manual
       steps in their process.
      Quicken Loan Corporation
       Worked with Quicken to enhance reporting and analysis by automating a process that took static
       reports and extracted the data needed from those reports which allowed Quicken to quickly analyze
       and gain previously unattainable information.

                                   New World Systems, Troy, Michigan
                          REGIONAL SALES MANAGER, April 2003 - April 2006
New World Systems is a leading innovator and developer of Enterprise Solutions for Public Safety Agencies
and has provided solutions, including application software, hardware, training and support, for Local
Government and Public Safety agencies since 1981.

♦ During tenure oversaw sales and business development functions within the States of Illinois, Iowa,
Indiana, Wisconsin and Minnesota for State and Local law enforcement agencies.

♦ Responsible for developing and maintaining relationships with partners and consultants in the territory
including Microsoft, IBM, Stratus Technologies, ESRI, and Pictometry.

Selected Achievements:
       2005 --- 160 % of quota; $2,100,000 in revenue.
       September 2005 Employee of the Quarter
       2004 --- 130 % of quota; $1,300,000 in revenue.
       Consistently developed strong, sustainable relationships with Consultants, Partners and Executive
        decision makers.
Selected Successes:
       Hamilton County, IN
   Developed and deployed a County-wide implementation of complete New World Systems Solution
       Glenview, IL
   Successful phased implementation of New World CAD and RMS Solutions with expansion to include the
   City’s Fire Department.
       Bloomington, IL
   Deployed the New World Systems CAD & Mobile Solution to allow the City independence from previously
   combined dispatch operation.
       City of Western Springs, IL
   Worked with consultant advising the City on implementation of a complete public safety system.
   Established relationships that allowed the Company to work with the consultant from the initial phase of
   the project, to the RFP and throughout selection.

                                SAS Institute – Cary, North Carolina
                             ACCOUNT EXECUTIVE, April 2000 – April 2003

SAS Institute, is a leader in business intelligence software and services. Over its 30 years, SAS has grown
from seven employees to nearly 10,000 worldwide, from a few customer sites to more than 40,000

♦ National sales and marketing responsibility for business intelligence solutions. Account of primary focus
was the United States Army. Developed a marketing and sales plan to cover the nationwide territory, to
drive new revenue and retain and expand the current customer base. Also worked with Healthcare, and
State and Local Government Accounts.

Selected Achievements:
       Responsible for a 2003 Quota of $3,300,000
       Total sales revenue surpassing $2,500,000 in 2002
       President’s Club 2001 115% of quota
       Total sales revenue surpassing $1,400,000 in 2001
       2000 Top Gun Award Recipient. Award given to top student in each training class of new hires.
Selected Successes:
       Network Infrastructure Services Agency
   Intelligence Architecture, Data Sharing and Data Transformation
       United States Military Academy
   Data Warehousing, Data Analysis, Ad-Hoc Reporting, Institutional Research
       United States Army Medical Command
   Electronic Surveillance System for the Early Notification of Community-based Epidemics (ESSENCE)
       United State Army HQ Manpower and Reserve Affairs
    Workforce Analysis Support System and Civilian Forecasting System.
    Data Warehousing, Data Analysis, Query and Reporting

                                      SPSS, Inc. – Chicago, Illinois
                     REGIONAL TERRITORY MANAGER, January 1996 – April 2000
                        SALES REPRESENTATIVE, June 1994 - January 1996

SPSS, Inc. is a leading worldwide provider of predictive analytics software and solutions. Founded in
1968, today SPSS has more than 250,000 customers worldwide, served by more than 1,200 employees in
60 countries.

♦ Represented SPSS in developing strategic business partnerships and negotiating alliances with
government contractors. Managed State and Local account selling to State CIO’s and C-Level Managers.
Worked State of Illinois, Wisconsin, Iowa, Colorado, in addition to the Criminal Justice vertical market in each
of the 50 States. Also worked with accounts across the Healthcare, Defense, and US Intelligence
Community. Coordinated marketing and sales efforts to surpass sales goals.

Selected Achievements and Successes:
       President’s Club 1999
       State of Illinois Central Management Services
    Data Access, Analysis, and Reporting
       Philadelphia Police Department.
    Data Analysis, Predictive Analysis, Reporting
       New York City Police Department
   Data Analysis, Predictive Modeling
       Chicago Police Department

      Predictive Modeling, Data Analysis, Reporting
         State of Illinois Department of Health and Human Services
      Data Access, Fraud Detection, and Reporting

                                        E DUCATION & T RAINING
                        Bachelor of Arts (BA), 1994 – University of Iowa Iowa City, IA

                                      Professional Development Courses:
                                                   Solution Selling
                                                     Spin Selling

                             Maine Township High School South, 1990 Park Ridge, IL

                                         V OLUNTEER E XPERIENCE
              Park Ridge Recreation and Park District, 2003 – Present               Park Ridge, Illinois

Elected in 2003 with over 3,500 votes to serve a four-year term on the Park District’s Board of Commissioners in 2003;
re-elected in 2007 with over 6,500 votes.

                                           Board Treasurer              2004 - 2005
                                           Board President              2005 – 2006
                                           Board Vice President         2006 - 2007
                                           Board President              2007- 2008

                     Park Ridge Parks Foundation, 2006 – Present              Park Ridge, Illinois

Named Vice President of Foundation that was created to act as a fund-raising arm for Park District projects in order to shift
                                the burden of funding projects away from tax-payers.

                         Park Ridge Soccer, 2003 – Present Park Ridge, Illinois
A volunteer with a community-based organization that provides the ability to play soccer to over 2500 children per season.

                                        Travel Soccer Coach July 2006 – Present

                           Park Ridge Memorial Day Tournament Director July 2008 – Present

Shared By: