~SENIOR SALES AND BUSINESS DEVELOPMENT EXECUTIVE~

Operational Leadership, Business Development, Product Growth, and Innovation

Remarkably astute, tenacious, and performance-driven senior executive powered wi
th exemplary closing strategies and solution-selling tactics honed through more
than 17 years of sales and territory management experience. Show paramount effor
ts in creating effective strategies and plans to increase sales and exceed targe
t goals. Possess stellar reputation in building and maintaining strategic partne
rships within major accounts and prospective clients by addressing their diverse
needs and presenting innovative solutions. Hands-on manager who is adept at tra
ining and developing cross-functional teams to foster team unity toward fulfillm
ent of solid bottom-line results. Proven effectiveness to multitask in fast-pace
d and quota-driven environment with dedication to superior service. Willing to t
ravel extensively.

CORE STRENGTHS

- Territory and Key Account Management

- Outstanding Customer Service and Relations
- Sales Plan Development
- Competitive Market Research and Analysis
- Marketing Campaigns and Promotions
- Leadership, Training, and Team Building
- Extensive Product Knowledge and Introduction
- Problem Resolution and Decision Making
- Presentation, Negotiation, and Closing Skills
- Articulate Oral and Written Communication

EMPLOYMENT HISTORY

BRIDGE APPLICATIONS ~ PACIFICA, CA: 2010–PRESENT

SENIOR MANAGING PARTNER 2010–PRESENT
Direct and coordinate daily operational aspects of consulting with SaaS companie
s to develop customer opportunities, generate new business opportunities, and bu
ild alliances and partnerships. Lead all efforts to improve sales processes and
to assist in reselling respective applications into key enterprise accounts. Con
duct comprehensive market research to various consulting companies on implementa
tion of workforce management solutions for project and program management. Evalu
ate financial statements and reports to measure goal achievement as well as to d
etermine areas needing cost reduction and improvement. Convene with start-up com
panies to determine their diverse needs in software technologies.
Notable Achievements:
- Conceptualized innovative strategy and offerings for workforce managemen
t and business intelligence
- Implemented sales and distribution strategies with CEOs and sales VPs at
SaaS-based start-up companies
SUN MICROSYSTEMS, INC. (ORACLE CORPORATION) ~ MENLO PARK, CA: 2003–2010
DIRECTOR, GLOBAL PARTNER SALES 2007–2010
Presided over a team of global sales managers responsible for relationships with
Sun's global strategic software partnerships, including Amdocs, IBM Software, O
racle, SAP, SAS, and Symantec. Spearheaded and mentored 13 direct reports with 5
5 indirect sales people reporting into 16 geographic regions globally. Delivered
 informative presentations pertaining to Sun’s corporate programs to end-user custom
er groups. Regularly interacted with clients to provide prompt response to inqui
ries as well as to address and resolve complaints under time constraints.
Notable Achievements:
- Generated $161M in direct revenue and more than $1.1B in influence reven
ue by creating 12 sales programs across 16 global geographies
- Elevated revenue by employing the Sun sales ISV strategy globally while
optimizing marketing and technology investments for various programs and tactica
l deal engagements
- Greatly surpassed FY08 goals achieving 115% of plan by leveraging strong
partner relationships with customers
- Implemented an ROI metrics program for key joint product offering; modif
ied joint partner reference program to improve effectiveness
PARTNER EXECUTIVE, ORACLE RELATIONSHIP 2006–2007
Applied dynamic leadership talents to global sales team and formulated global ac
count strategy focused on sales driven business plan leading 35 people across HQ
in various departments. Expertly managed the joint account plan with Oracle acr
oss sales, marketing, engineering, software, and systems to achieve revenue targ
ets. Defined market opportunity as well as estimated costs, budget requirements,
and timelines to gain buy-in of key stakeholders for both Sun and Oracle. Evalu
ated Oracle and Sun's 16 geographic regions and Oracle's four regions on how ind
ividual programs were working and gaining input on adaptations needed for global
programs or regions’ specific needs.
Notable Achievements:
- Supervised sales team to exceed FY07 plan, attaining 133% of goal and dr
iving $790M in revenue for Sun, leveraging the joint engineering, marketing, and
sales efforts between Oracle and Sun
- Created an effective sales plan to resell greater than $15M in Oracle te
chnologies for Sun’s FY07 and rebuild key field relationships

REGIONAL SALES MANAGER 2003–2006

Merged two underperforming sales teams of 22 people across North America to deve
lop their competencies and achieve their maximum level of performance. Streamlin
ed team members' roles and responsibilities, changed staffing, and championed st
ronger account planning for accounts, such as i2, IBM SW, Oracle, PeopleSoft, SA
S, SAP, Sybase, and Symantec. Communicated with global partner executives on the
status of alliance program roll-out across the US. Facilitated training with pr
oduct managers and corporate program owners on how to best leverage programs to
win more revenue in the territory.
Notable Achievements:
- Consistently attained revenue goals of FY04 and FY05 by more than 100% o
f $25M and over 200% of initial goal in FY06
FY06: Attained 107% of Goal - 200% of initial goal - goal increase two t
imes - mid-year and end of year
FY05: Attained 107% of Goal - 113% of initial goal - goal increase mid-y
ear
FY04: Attained 112% of Goal - 145% of initial goal - goal increase mid-y
ear
- Supervised alliance sales team generating more than $200M in joint pipel
ine and over $100M in Sun revenue with key partner initiatives, including BEA, S
AS, and Symantec
SIEBEL SYSTEMS, INC. (ORACLE CORPORATION) ~ SAN MATEO, CA: 2000–2003
SENIOR MANAGER, CUSTOMER SOLUTIONS 2002–2003
Provided expert oversight to business development team to gain entrance to green
-field Fortune 200 accounts. Instrumental in creating Business Value Proposition
for C-Level executives to gain initial meetings. Determined and targeted transp
ortation, financial services, and telecommunications with multi-week consulting
engagements.
Notable Achievements:
- Served as a significant contributor in developing eight new accounts tha
t generated $63M in new business
- Commended by four customers who were struggling with current implementat
ions, thus adding $22M in additional revenue and three reference accounts
- Oversaw solution team responsible for creating value propositions and un
solicited proposals to gain access to C-Level executives at target accounts
- Played a vital role in coordinating customer engagements for Return-on-I
nvestment or Total-Cost-of-Ownership analysis to justify multi-million dollar CR
M projects
- Designed and employed key performance indicators / metrics to be utilize
d by customers in CRM implementations to achieve desired business goals
GROUP MANAGER 2001–2002
Displayed unsurpassed expertise in managing a team of product specialists with 1
0 direct reports responsible for field readiness and evangelization of the Siebe
l Sales Enterprise and Siebel Mid-Market Product Suite. Planned and coordinated
product release roll-out with key partners, such as IBM and Microsoft to expand
sales channels. Compiled market requirements across the US to determine new feat
ures and next release requirements.
Notable Achievements:
- Produced $25M pipeline utilizing a Sales Leadership Series in 18 cities
across the US in collaboration with sales VPs and COOs of target accounts
- Forged an industry-focused team leading to 87% increase in pipeline with
in four months for financial services, communications, and life sciences vertica
ls
- Formulated a tactical support structure for competitive deals that incre
ased win rate against key competitors by 120% for a period of six months
- Interviewed enterprise sales customers and thought leaders in universiti
es and management consulting companies to develop the content for a speaking ser
ies "Best Practices for Sales Leadership" such as:
Increasing Visibility Into The Sales Pipeline
Sales Management Effectiveness
Increasing Sales Representatives Effectiveness
Increasing Motivation/Focus of Sales Force
Mobile Sales–Access Anytime/Anywhere
SENIOR PRODUCT SPECIALIST 2000–2001
Regarded for significant skills in launching the new product suite in Western U.
S. targeting mid-market customers. Facilitated training to sales teams on sellin
g business value, specifically financial services, brokerages, insurance, and he
althcare. Carried out comprehensive training for sales consultants to deliver in
dustry specific demos. Orchestrated quarterly campaigns and seminars leveraging
partner organizations for pipeline development to 3X quota. Vigorously interface
d with a group of professional services customers to define requirements for a n
ew product module and launch the capabilities over two quarters. Built and culti
vated long-term quality relationships with SIs and VARs.

Notable Achievements:
- Ranked #1 or #2 revenue attainment rankings on the Mid-Market team by di
splaying exemplary sales performance
- Honored as “Mid Market Employee of the Year†in 2001 and received the “Siebel S
ward†in the same year through demonstration of high-degree of personal commitment a
nd dedication
- Implemented territory plan for direct and indirect sales organizations d
elivering $10M per quarter for assigned territory
- Diversified the Western US sales channels and worked closely with key cu
stomers

PRIOR WORK EXPERIENCE

CYRUS INTERSOFT, INC., MINNEAPOLIS, MN: 1999–2000

Director, Strategic Alliances
PEOPLESOFT CORPORATION (ORACLE CORPORATION), PLEASANTON, CA: 1998
Business Development, Software Alliances Intern
DANA CORPORATION, TOLEDO, OH / BRAZIL, ARGENTINA: 1998
Market Strategy Analyst Intern
BUSINESS SUPPORT GROUP OF MICHIGAN, INC., KALAMAZOO, MI: 1993–1997
Account Executive: 1995–1997 / IBM Sales Agent: 1993–1994

EDUCATION

MASTER OF BUSINESS ADMINISTRATION, Corporate Strategy and Marketing

- University of Michigan, School of Business Administration, Ann Arbor, MI: 1999
Team Leader, Advanced Leadership Development Program
BACHELOR OF SCIENCE IN MATHEMATICS
- University of Michigan, College of Literature, Science, and the Arts, Ann Arbo
r, MI: 1993

PROFESSIONAL TRAINING

Target Account Selling

Enterprise Selling Process
CHAMPS Planning Process for teams
Knowledge Advantage Certified
Solution Selling
Selling Business Value
Sun's Leadership Connections
Management Excellence–Leading Top Talent
Managed Service Sales

ACTIVITIES
Aircraft Owners and Pilots Association, Angel Flight West - Pilot
Commercial Instrument Pilot, Multi and Single Engine Aircraft
Experimental Aircraft Association
Triathlons, Hiking, Downhill Skiing, Travel
Berkeley Water Ski Club, SSI Advanced Open Water SCUBA
University of Michigan, Alumni Association

TECHNICAL PROFICIENCY

OFFICE: MS Office, Star Office, Open Office, Google Docs

CRM: Siebel, Salesforce.com, Pivotal, SalesLogix
COLLABORATION: Box.net, Google Docs, Sharepoint
PROJECT MANAGEMENT: Clarizen, MS Project