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Territory Account Manager E-Learning in Boston MA Resume Rick Smith

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Territory Account Manager E-Learning in Boston MA Resume Rick Smith Powered By Docstoc
					                             Frederick A. Smith, Jr. (Rick)
                                  Nashua, New Hampshire 03063
                    ricksmith21@comcast.net (H) 603-889-4792 (C) 603-493-4930

      Hunter                              C-level relationships           Relationship management
      E-learning                          ROI/TCO oriented presentations  Solution selling
      Start-up experience                 SAAS                            Self-motivating


Over 25 years of goal driven experience and expertise selling enterprise software solutions using the consultative
approach. Expertise in for hunting for new opportunities, identifying, qualifying and prospecting,
which lead to the development of a strong pipeline for exceeding assigned revenue quotas. Also, have a
proven track record of developing and maintaining strong client relationships.

                                        PROFESSIONAL EXPERIENCE

Vantage Learning, Ewing, NJ                                                           July 2010 to June 2010
Vantage Learning is the leading provider of e-learning online formative assessments and reporting with automated
essay scoring, and formative writing tools as well as our administrative analysis/reporting tool and data management
solution for the K-12 market.

Territory Sales Manager
Develop e-learning territory business plan for NY, CT, MA, ME, NH, and VT to exceed annual quota of $1.7M by
establish Vantage Learning’s Professional Development, Accountability & Student Assessment platform as the gold
standard for serves as well as formative assessment. Also, maintaining and nurturing existing e-learning client
relationships which leads to renewals and increasing revenues within the current customer base. Focused e-learning
marketing activities at the district level by email blasts, direct mail, on-site meetings and cold calling on
Superintendents, Asst. Superintendents, ESL & ELL Directors, Literacy Directors, Accountability Directors, Testing &
Assessment Directors, IT Directors and principals. Worked with these folks in concert to the challenges of such federal
programs as Race To The Top, No Child Left Behind and School Improvement Grant. Also, trained teachers on how to
use our solutions so they could achieve their Average Yearly Progress goal.
Key Achievements:
          Developed business & marketing strategies for e-learning to exceeding $1.7M quota
          Won 2 Key RFP’s for Professional Services for Massachusetts Race to the Top
          Developed e-learning solutions which allow schools to meet the requirements of No Child Left Behind
          Conduct webinars & face to face meetings to educate prospects on current enterprise accountability solutions.
          Established new lead generation and business development programs using web based tools such as
          Actively involved with educational associations within my territory
          Established effective communications between prospects, clients, myself & corporate.


Unifund, LLC Nashua, NH                                                           Nov 2006 to June 2010
Unifund provides Microsoft based fund accounting and revenue management solutions for Schools, towns and
municipalities in the northeast. Our solutions are based upon an in-depth business cases analysis that identifies
the workflows of each department and how we can optimize their daily workflow functions which leads to them
saving time and money

Territory Sales Manager
Responsible for establishing Unifund’s Windows and Web browser based ERP Financial & Employee Management
software solutions in the New England market. Working closely with schools and municipalities to understand their
business issues and develop a comprehensive business case which is then tied to ROI. This attention to detail separated
me from the competition as I’m able to show the value while the competition was just selling price.
Key Achievements:
         Developed and qualified a $2.5 million pipeline in the first 180 days
         Made Quota Club by being 123% of quota
         Developed marketing campaigns to launch web based solutions
         Conduct bi-monthly Webinars to educate prospects and clients on current changes that will impact schools
          and or municipalities
         Established new lead generation and business development programs using web based tools such as
          Constant Contact

Comport Consulting of Vermont, So. Burlington, VT                                 Sept 2004 to Nov 2006
Provides high quality products and services to Information Technology users, focusing on Enterprise Data Storage
Solutions, High Availability Computing, and IT Consolidation. Comport Consulting is an Elite partner of HP for High
Performance Computing Solutions, Enterprise Storage & Server solutions, as well as key partner for Network Appliance.
Market was business to business

Territory Sales Manager
Developed and implemented sales strategy to launch enterprise storage for HPC and business compliance /
continuance solutions within a newly created territory. These solutions were based on product offering
from such key business partners as HP, Network Appliance and IBM. We also marketed the email storage
solution from both HP and Network Appliance. Also responsible for growing new business within existing
customers and maintaining relationships at the c-level. Market place was B2B, Higher Education, Healthcare and DOD
Key Achievements:
         Implemented new product launch for Network Appliance Storage Solutions and Neverfail Software
         Met or exceed annual quota
         Increased revenues from existing customers by 30%
         Personally generated and implemented strategies leading to 75% increase in new business
         Established new lead generation and business development programs
         Sold into such accounts Lone Pine Capital, New York Mercantile Exchange, Station Casino, DOD

Marathon Technologies Inc. Boxborough, MA                                           1999 to Sept. 2004
Developer and supplier of fault & disaster tolerant business continuity solutions for any
windows application running on industry-standard Intel based servers. One key area of marketing was
email, databases, process control applications and the services relating to it.

North America Sales Manager / including US Government
Plan, lead and directed entire sales cycle, identify and qualify prospects, develop new business
partners, channels, negotiate / close deals for Marathon product line for North America, Ireland, and Australia.
Work directly at the C-level, providing technology sales presentations and in-depth product demonstrations. Build
and manage relationships with VAR’s, ISV, system integrators and channel partners. Managed relationship with
HP as an OEM partner. Worked with partners to develop and implement strategic sales, marketing and
promotional plans to drive increase revenues.
Key Achievements:
     Exceed corporate yearly sales quotas for the last 5 ½ years and recognized as the top sales performer for
         those 5 years.
     Minimum of 115% of quota yearly
     Developed and implemented territory plans, motivational initiatives and sales goals to stimulate and
         encourage channel partners to continuously increase levels of productivity.
     Increased number of new channel partners from 6 to 20 during the first 4 months of FTvirtual Server
         software product launch
     Sold successfully into Fortune 100 accounts – ESPN, UPS, General Motors, Delphi, DOD and others

Carleton Corporation, Billerica, MA                                                     1998 to 1999
Data Warehousing / data mining software and CRM Software

Territory Sales Manager / Eastern US
Responsible for the sales of integrated solution for the extraction,
transformation, cleansing, matching, merging and dimensioning of data for
Customer Relationship Management solution.
Key Achievements
       Successfully launched integrated CRM Solution
       Sold into Fortune 500 companies
       Managed complex sales cycles.
       125% of Sales quota

RINGWOOD SOFTWARE, INC. Salem, NH                                                       1994 to 1998
Develops, supports, services and markets software to a variety of vertical markets to manage
the distribution of documents. We use a single source document to load to the following OS
environments Windows, UNIX, MVS,VSE and browser.
National Sales Manager / United States & Canada
Managed multi-platform electronic retrieval and distribution of on-line documentation product
line.
Key Achievements
      Pioneered a new product introduction to US by focusing on the ISO 9000 / 9001 market.
      Penetrated such vertical markets
             o Manufacturing
             o Financial
             o Insurance
             o Education
             o Health Care
      Top sales person for 4 ½ years
      Closed largest deal in companies history of $1.1million including services to BancOne
      Managed complex sales cycle


Prior work experience available upon request.

Education:
     B.S. Business Administration ● Norwich University – Northfield, VT
     US Army – Advanced Officers Course

Professional Training:
     Solution Selling – Michael Bosworth
     Art of Selling – Tom Hopkins
     Steve Brown - Selling
     Selling Concepts – American Management Association
     HP Certified for Enterprise Servers & Storage
     HP Certified for Business Class Servers & Storage

  Personal Interest & Hobbies:
  Golf ● Biking● Skiing ● Woodworking

				
DOCUMENT INFO
Description: Rick Smith has over 25 years of goal driven experience and expertise selling enterprise software solutions using the consultative approach. He possesses expertise in hunting for new opportunities, identifying, qualifying and prospecting, which lead to the development of a strong pipeline for exceeding assigned revenue quotas. Rick also has a proven track record of developing and maintaining strong client relationships.