Sales, Account Executive

Summary

For more than 20 years I have driven sales growth and consistently exceeded performance goals for technology companies serving Healthcare and LifeSciences, Fortune 1000, SMB and government organizations. I build rapport with prospects, identify their needs and desired business outcomes, and align them to proprietary and third-party products, including hardware, software, networking, Cybersecurity, Managed Services and cloud solutions. My ability to resolve major customer satisfaction issues has helped save failing relationships by improving project management and communications practices. I have extensive experience in Cloud (IaaS PaaS and SaaS), On Premise and Hybrid technology environments, and am proficient in the use of all the major CRM (Salesforce, Siebel, Hubspot, etc) and office productivity (MS Office, Google G-Suite) tools.
My focus is on achieving results that are mutually beneficial to customers, team members, and my company. I follow a solution sales methodology, developed through formal training by Sandler, Miller Heiman, IBM Global Sales School and others. Highlights from my 20+-year career include the following:
Grew Monthly Recurring (MRR) and Project Revenue for Secure Networks, upselling and cross selling services and solutions from the network to application layers.
Closed 10 new logo accounts for NetBrain Technologies.
Attained an average 122% of quota over four financial quarters at Dell and increased acquisition rates with non-primary customers; delivered just less than $500K in net new accounts and nearly $1M in net new line of business transactions.
Saved a failing implementation project at a hospital; established weekly checkpoint meetings between all parties to maintain schedules and solve problems; fixed issues within five weeks and earned responsibility for a VDI environment initiative and a $419K order from the client.
Maintained 110% assigned quota average over 13 years at IBM Corporation by fulfilling the data protection and storage management needs of US Department of Defense agencies.
Closed a $900K deal for Tivoli Storage Manager software that was the largest single transaction for the product ever; coordinated with the IBM legal team to waive several licensing fees from an audit that threatened the deal in exchange for a multi-year commitment from the client.
Won multiple honors, including the Above and Beyond Award, Regional Directors Award, Fast Start Award, and IBM Federal Software Group 2008 Software Sales Specialist of the Year.
Increased the number of active accounts by 30% at Corporate Software; earned orders from Fortune 1000 IS directors for products from Microsoft, Symantec, Adobe, and other vendors.

Expectations

The opportunity to continue to learn and grow withing the industry and within my profession.

Work in United States
Employment Preferences
Expected Base Salary

**0,000 USD

Academic Degree
Experience

Total Professional Experience

25 years
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Contacts

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