Terry A.

Shook 11813 Granite Bay Place

Austin, Texas 78732
(512) 266-6234 Home
(512) 423-8698 Mobile
tsb8deb0@westpost.net

Summary
An accomplished sales professional known for delivering strong revenue and profi
t gains in highly competitive markets. More than 18 years of experience in the
software industry with roles ranging from sales, presales and consulting. Has m
anaged complex accounts and builds pipeline through nurturing existing relations
hips while also establishing new partnerships. Results oriented and focused on h
elping attain corporate goals along with personal quota attainment.
Achievements 1998, 1999, 2003, 2006, 2008 Oracle Club Excellence
2003 Top Applications Sales Consultant Southeast Region - Oracle State & Local G
overnment
1999 Top Applications Sales Consultant Central Region - Oracle State & Local Gov
ernment
1996 Ceridian "Medalist Circle" Award winner
Professional Experience
2009 - Present McLane Advanced Technologies - Temple, Texas
MAT is a supply chain and logistics software company (ISV and VAR) focused on th
e Distribution Industry. Recent release of Warehouse 3g, which is a warehouse m
anagement system that is embedded in Microsoft's Dynamics AX ERP solution, is a
strategic move into the Microsoft Partner community.
Director of Sales and Channels
Responsible for building direct sales force and business development, as well as
forming strategic relationships within the Microsoft Partner ecosystem to resel
l the Warehouse 3g solution into verticals whose companies have distribution cen
ters (Distribution, Retail, and Manufacturing).
* Lead successful rollout of Microsoft CRM for internal use
* Created internal sales process for account and opportunity planning
* Successfully launched lead generation campaign
* Worked with marketing to create brand awareness campaign
* Worked with development and marketing to create differentiation collateral
2008 - 2009 Callidus Software - Austin, Texas
Callidus is the leading Sales Incentive Compensation vendor
Senior Account Executive
Responsible for selling Callidus' Sales Performance Management software, SaaS of
fering and consulting services to named accounts across industries including fin
ancial and communications
* Conducted Business Value Assessments customers to identify potential ROI by mo
ving to the SaaS version

Terry Shook Page 2

* Closed $600,000 worth of business in Q2 2009

* Key wins included Chase, BNY Mellon and Konica Minolta
* Increased pipeline by $2 million in the first half of 2009
1996 - 2008 Oracle Corporation - Austin, Texas
Senior Account Manager - 2000-2002 and 2005-2008
From 2005 to 2008 responsibilities included selling Oracle and Peoplesoft Applic
ations with a focus on Human Capital Management and Talent Management to strateg
ic accounts in the communications, health services and retail industries.
* Developed strategic selling plans for each account and managed entire sales pr
ocess and product sales team.
* Lead business development activities working with partners as well as inside s
ales team to create new opportunities
* Drove new software sales and averaged 117% of quota over a 3 year period
From 2000 to 2002 responsibilities included selling both Oracle Technology and E
RP applications to Local Governments and K-12 in Texas. This role was part of a
new territory so much of the time was spent on creating pipeline, customer rela
tionships and educating prospects
* Key technology wins included Travis County (Austin, Tx) and the City of San An
tonio
Senior Application Sales Consultant - 1996-2000 and 2002-2005
Responsible for pre-sales activities to State and Local Governments including su
pport of Application Sales Representatives and providing functional expertise of
Oracle's HCM and Talent Management Suite of products
* Conducted needs analysis, presentations and product demonstrations during the
sales cycle so that the prospect's end-users and management felt comfortable tha
t Oracle Applications could meet their business needs.
* Consistently exceeded expectations and achieved Oracle Club
* HCM lead on team that won ERP at Dallas Independent School District, City of C
hicago, MARTA (Atlanta)
1993 - 1996 Ceridian Employer Services - Houston, Texas
Senior Implementation Manager
Responsibilities included implementation and management of payroll and human res
ources software products (Ceridian's Encore & Ensemble HRMS/Payroll Applications
) to new and existing customers. Taught classes showing customers how to use th
e applications and mentored new employees through the use of project management
skills and role playing at both the local and national levels.
* Team Leader for the Kmart Implementation in 1996.
* Top 5 Implementation Managers nationally

Terry Shook Page 3

Software Software Applications Oracle HRMS Applications, Oracle Sales,

Experience Peoplesoft HCM Applications, Callidus Sales Incentive Compensation So
ftware, Salesforce.com, Siebel Sales, Warehouse Management Systems, Supply Chain

Education Texas A&M University; College Station, Texas

Bachelor of Science in Economics
Minor in Business Analysis (BANA)