Tracy L.

510.375.7906
tracy.j.lewis1@gmail.com

Sales Manager
Special expertise in global technology

Hires, trains, and directs global teams with solid product knowledge, sales, and customer service skills. Department achieved
optimal performance and revenue goals through setting clear expectations and fostering a team approach. Department
exceeded monthly/quarterly/yearly objectives. Recruited, developed and motivated sales staff to expand of a new customer
base. Developed and maintained consistent forecasting accuracy. Managed key performance indicators for team through
meeting with TSR’s to review forecast, KPI’s and key account progress at least once per week. Developed and executed
coherent business strategy through proper training and continual development of sales staff.

Compensation / Incentive Plans E-Mail Campaigns Sales Analysis

Competitor Analysis Management Reporting Sales Training
Contract Negotiations Prospecting / Cold Calls Team Growth / Leadership
Customer Service Training Performance Metrics / Quotas Territory Management
Database Management Revenue Projections Trade Shows / Industry Events
Support corporate philosophy/objectives
PROFESSIONAL BACKGROUND

Autonomy Inc., San Francisco, CA 2004 – 2008

Global leader in infrastructure software specializing in enterprise search and meaning based computing.
TELESALES MANAGER
(Concurrent with)
SALES DATABASE TRAINER & SALES OPERATION ADMINISTRATOR
Managed New Business Development team of 24 reps, where primary contact for incoming phone calls, web leads, and
emails from prospective clients; who were initiated through marketing campaigns, cold calling and Marketing Seminars and
Tradeshow events. Conducted outbound prospecting by creating additional targeted campaigns to identify and develop leads.
Managed the development of sales leads for Global territory. Review objectives with each TSR at least once per week by
listening to their phone calls and providing additional training. Maintain opportunities, leads and forecast through Sales
Management System customer database. Establish consistent communication methods with TSR’s. Discover each TSR’s
career and personal development goals & set objectives and expectations regarding performance, work habits and daily
routine. Manage Sales communication with client/prospect base (email campaign, product guides, pitch). Established
infrastructure, processes, performance metrics, and reporting to drive sales requirements with aggressive quotas. Partnered
with Director of Marketing and VP of Sales to integrate TSR’s performance with outside Account Executives and Marketing
Executives.

• Department Infrastructure: Established team coverage for three domestic territories in North America (including
Federal Government), South America, and Australia.

• Department Growth: Built and transformed department from 11 to 24 Business Executives. Made initial
assessments of individual performance, mentored & hired new sales associates with improved hiring standards.
Collaborated with senior executives on creating more effective compensation program.

• Target Quota: The growth from 2005 to 2008 was significant, my team expanded from 11-TSR’s to 24-TSR’s. With
the growth came an increase in call volume, face-to-face meetings; proposals, and revenue dollars. An increase by
36% for quarterly calls, taking the team from 45 daily calls to 65. 11% increase in 3-5min and over calls, where there
was a minimal of 1-2 per day to 5 daily. Proposals went from 1 per week to 5 per week. Due to this growth my
team’s revenue went from an average of 600k to 3million per quarter.

• Management Liaison Weekly Global Sales Meetings: Direct report to CFO/COO and CEO. Prepared and analyzed
regular reporting on all Sales activities prior to quoting new business (Face-to-Face meeting/Meeting notes,
Proposals, Demos & Forecasting). Worked at the company’s UK office when needed.

• Process Improvements: Established and documented all processes, performance metrics, reporting, and
scheduling of 4 shifts for global TSR coverage. Established guidelines to balance team workload.

• Training: Conducted Sales Management System database training, product knowledge, sales, customer service,
time management, organizational skills, and industry trends. Coordinated day-long workshops, seminars, and hands-
on demonstrations.
Tracy Lewis Page 2

TIBCO (formerly Talarian Software Corp.), Palo Alto, CA 2001 – 2003

Leading provider of business integration and process management software.

INSIDE SALES – CONTRACT MAINTENANCE RENEWALS

Senior Team lead, that handled all worldwide contract renewals. Implemented invoice process to ensure that customers were
contacted 60 to 90 days prior to license expiration.

• Contract Negotiations / Pricing: Negotiated multi-year, multi-million dollar contracts, setting prices with purchasing
departments and engineering.

• Revenue: Exceeded quota by 10% to bring in $4M+ revenue during the first 12 months of hire date. Established
processes and reporting to capture additional revenue sources by consistently pursuing upgrades and up sells of
existing and expired contracts.
• Employee of the Quarter Award as top revenue producer.

• Accounting: Prepared pre-expiration invoices to obtain purchase orders, coordinating with legal department for any
billing discrepancies.

• Cross-Functional Relations: Provided support and information on customer trends and feedback to UK and North
American Sales Teams, Support, Solutions Consultants, Finance, Legal, Licensing, and Order Processing.

Harbinger Software Corporation, Concord, CA 2000

Global Software Company supporting AS400 systems; acquired by Peregrine Business Systems in 2000

TECHNICAL SUPPORT REPRESENTATIVE

Provided first level technical support for software products based on Trusted Link, AS/400, and IBM products. Performed 60
daily customer calls, resolving up to 100 technical support trouble tickets per day. Work required detailed knowledge including
electronic data interchange concepts and software, translation formats, and communication protocols (BISYNC, SNA, and
SDLC, OBDC)

OnCommand Video Corporation, San Jose, CA 1997 – 2000

Provider of in-room entertainment and information services to hotels, motels, and resorts.

TECHNICAL SUPPORT REPRESENTATIVE

Handled 75 daily customer calls to troubleshoot software and hardware problems as tier one support. Generated nightly
nationwide revenue report, and maintained computer database using Paradox and Oracle. Voted by peers to receive
Employee of the Month Award.

EDUCATION & PROFESSIONAL TRAINING

University of California, Berkeley Extension

Leadership Development Certification, 2007
Marketing and Business Management Certification, Currently Enrolled

Foothill College, Los Altos

General Education/Health Science Coursework

Software Sales Tools

Salesforce ~ Oracle ~ Siebel ~ Remedy