Senior Sales Executive - Software/Professional Services – New Business Development

Proven success in new business development through

Value Proposition delivery, long term Partnerships and Trusting Relationships

Resulting in significant revenues, profitable transactions and satisfied customers

PROFESSIONAL EXPERIENCE AND ACCOMPLISHMENTS

ParlanceCorp                             1/09 to Present

Sr. Acct Exec/Business Development/Alliances  

Enterprise Accounts; Pfizer, Aon/Hewitt, Roche-Genentech, Toyota,

Cardinal Health, Met Life Ohio State University and Proctor and Gamble

Secured contract with AVNET’s Applications organization in Health Care, Government

and Education verticals.

Sirius Computer Solutions                        2/07 to 12/08

                Senior Account Executive 

New Account Territory Representative  in the NY Metro Area, providing “cost take out”

solutions in Cross Industry and SMB markets.

                     BearingPoint, Inc / KPMG, LLC –                          4/99 – 12/06

Senior Manager – Alliances                                       1/02 – 12/06

Assisted with the initial creation of an Alliance Organization

Enhanced business/legal terms of numerous contracts through personal involvement

Organization revenues grew to $12M in one year period

                                    Proved that referral fees can drive significant revenues; IXOS/Air Products/$634K fee

General Manager - i2 Technologies - Sales/Services VAR  “Start - up”      4/99 – 12/01

Hired by KPMG to Create a VAR Dealership in Mid Atlantic Region

Hired complete Sales/Presales/Office force/Set up location

Solutions:  Supply Chain Management, Advanced Planning & Scheduling, .com Marketplaces

Ranked #3 of North American VARs by i2 Technology

TITAN Technologies Group, LLC.  “Start - up”  Edison, NJ             9/97 - 1/99

Vice President - Sales & Marketing

SAP/VAR in SMB Marketplace funded by Velocity, formerly Richard A. Eisner & Company

Created/Executed Sales & Marketing Plan penetrating SMB in NY Metro

Hired complete Sales/Presales force, Set up location

Attained #1 position in CBS Alternate Channel, North America, 1997 and 1998

30 new SAP Customers, $15M in Software/Services

SOFTWARE PLUS - Rutherford, N.J.                                   12/94 - 8/97

President / COO

Grew HR/PR Software Developer/Distributor from $2M to $20 M in 34 months

Instituted Sales Plan modifying Sales’ behavior:

                                         Reduced software discounting, increasing average transaction by 100%

     Prohibited discounting of maintenance/services, increasing margins by 40%

     Created multiple year maintenance option, enhancing cash flow by 25%

     Grew revenues 277%, from 2.5M to $ 9M in the first 12 months

JD EDWARDS  & CO. - Secaucus, N.J.                            4/92 - 10/94

Business Unit Manager

Responsible for Sales/Installations/Services/Customization for Fortune 500’s in N.Y. Metro area

Restructured organization to Verticalized disciplines

Grew Revenues 300%, from $2M to $6M, #5 Business Unit Manager, Globally

MANAGEMENT DYNAMICS, INC.  “Start– up” - Lyndhurst, N.J.    1/90 - 3/92

Vice President - Sales & Marketing

Grew to #1 IBM Agent firm in North America for 1990 ($18M) & 1991 ($21M)

Solutions: IBM AS/400, JD Edwards, Freeman Associates and Pansophic

Secured 21 Agent territories in 7 IBM branches; NY, NJ

Hired/trained 25 technical sales professionals, first 6 months

CREATIVE GUIDANCE, INC. -Wayne, N.J.                1/89 - 12/89

President

Hired by founder to grow a $2.5M IBM Agent firm that sold and installed Manufacturing solutions

Built Sales Force and Alliances – grew business to $4M in 12 months

INTERNATIONAL BUSINESS MACHINES                       

IBM Large Account Programs Manager,   White Plains, N.Y     

Created and implemented programs to identify departmental solutions in Fortune 50 accounts

IBM  Marketing Manager, Paramus, NJ                       

Managed sales/installations attaining $120M in revenues over 3 year period

“Single handedly”, created, designed & implemented a company-wide partnership with Dassault and Boeing

  Attaining $60M, year 1, leading to a multi Billion $$ Program in existence today, IBM’s CAETIA

IBM “New Account” Marketing Rep, Rochester, NY             

Executed mass marketing programs to identify and qualify manufacturing leads

Created a network of third party programmers to expedite Sales/implementations

Attained $15M in revenues in 4 year period, closing over 60 new accounts

OTHER ACHIEVEMENTS

8 consecutive IBM 100% CLUBS

2 IBM Regional Mgr. Awards, 7 IBM Branch Mgr. Awards

Top 6% of class – CADET/USMA - West Point, NY

EDUCATION

MBA – Rochester Institute of Technology

BS - Syracuse University

United States Military Academy at West Point

Target Account Selling Instructor

OTHER ACHIEVEMENTS

8 consecutive IBM 100% CLUBS

2 IBM Regional Mgr. Awards, 7 IBM Branch Mgr. Awards, Rookie of the year

CADET/USMA - WEST POINT, NY - Leader's class - top 6%

EDUCATION

MBA – Rochester Institute of Technology

BS - Syracuse University Target Account Selling Instructor

INTERESTS

Highly Competitive Outdoor Sports Marksmenship