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| Desired Position: |
VP - Sales, Sales Management |
Job Code: |
WDN-2-5055 |
| Reply to Email: |
jmcleod114@attbi.com |
Website: |
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| Preferred Location: |
Nationwide |
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| Posted on: |
2002-08-29 |
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| Qualifications: |
OBJECTIVE
To leverage my 20 years experience in building and leading Sales teams on a national or regional basis with a focus on maximizing excellence and accelerating success. Core competencies include:
„XFortune 500 Enterprise Software Sales and leadership
„XOutsourcing and Professional Services Sales leadership
„XPursuit process design and management
„XSales and Marketing strategy and tactical integration
„XRelationship Management strategies
„X¡§Organizational Selling¡¨ design and effectiveness
„XStart-up and turnaround experience
WORK EXPERIENCE
January 2001 - Present United Messaging, Inc.
Vice President, North American Sales
ƒŞReporting to CEO, responsible for the leadership of United Messaging¡¦s Sales organization of Sales and Sales-support professionals across North America.
ƒŞAligned new structure to Sales organization resulting in building pipelines that average $1.5 million per prospect and increased total pipeline on a quarterly basis.
ƒŞEnhanced Sales methodology and process to support higher growth targets through the improvement of sales model, architecting repeatability, and improving all facets of forecasting and reporting.
ƒŞPromoted from Vice President, Central U.S. in August of 2001 to re-build the Sales organization on a national level, targeting a new go-to-market sales strategy to support the re-focus of United Messaging on large Enterprise prospects and customers.
ƒŞDoubled overall revenue in ¡¦01 to $15 million while decreasing headcount and moving to higher value prospect targets.
October 1999 ¡V January 2001
Tumbleweed Communications, Inc.
Director, Central U.S.
ƒŞReporting to Vice President, North America of this California-based secure messaging infrastructure provider. Accomplishments in building this new 16 state region include staffing (11 current Sales and Systems Engineering reports), building new pipeline, and developing forecast and reporting mechanisms. YTD performance of 120%.
November 1998 ¡V November 1999
Ironside Technologies, Inc.
Director, Central U.S.
ƒŞReporting to Sr. Vice President, Sales and Business Development of this Canadian-based electronic commerce provider. Directly responsible for building pipeline and market leading to generation of Region revenue and managing field sales personnel. Company changed focus to B2B Exchange from Enterprise Sales resulting in loss of Region and Sales personnel.
September 1991 ¡V November 1998
Vertex, Inc.
National Sales Manager
ƒŞReporting to Vice President of Sales, responsible for the sale of Vertex¡¦s Tax Compliance software products in the U.S. and Canada. Directly responsible for the generation of revenue on a nationwide basis with 10 regional geographic territories. Includes 10 Regional Sales managers as direct reports. Additional responsibilities include establishing Training and Selling Methodologies, evaluating overall Sales and Marketing programs effectiveness, providing personal attention to Vertex¡¦s major business opportunities, coaching and facilitating the development of Regional Sales managers, and providing all aspects of Sales forecasting and reporting.
ƒŞConsistent above-goal performance with $30 million revenue goal. Revenue growth during this period from $4.2 million to $30 million.
ƒŞImplemented comprehensive sales forecasting and reporting functions.
ƒŞResponsible for the implementation of new sales methodologies nationwide based upon the highly regarded ¡§Solution Selling¡¨ model by Michael Bosworth. Reached ¡§Coach¡¨ level status by attending and facilitating numerous training sessions. Facilitated the training of non-sales personnel (i.e. -¡VCustomer Support and Marketing) in the model to foster commonality in customer development. Initiated other structural improvements to facilitate and enhance this implementation.
April 1985 ¡V September 1991
NCR Corporation
Senior Account Manager
ƒŞReported to District Manager, Chicago Major Accounts, Financial Systems Division. Responsible for the establishment and maintenance of high-level account relationships leading to the sale and installation of NCR Computer systems in Chicago¡¦s largest financial institutions. Promoted from Commercial Division in 1988 where responsibilities were similar with various ¡§Fortune 500¡¨ accounts. Above quota performance 5 of 6 years.
September 1982 ¡V March 1985
DataPoint Corporation
Account Manager
ƒŞReported to Branch Manager, Ft. Worth/West Texas Branch. Responsible for the sales and installation of Computer and Local Area Technology in the Ft. Worth/West Texas geographic territory. Developed end-user corporate accounts as well as OEM accounts.
EDUCATION
1989 - DePaul University
Chicago, Illinois
MBA ¡V Marketing
1982 ¡V Texas Christian University
Ft. Worth, Texas
BBA ¡V Marketing Major, Management Minor
REFERENCES
Excellent references available upon request. |
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