Professional Sales

Senior Account Executive Sales

James C. Culbreath, Jr.
261 Owen Avenue
Lansdowne, PA 19050
(610) 626-8751, email jcf7652c@westpost.net
Summary:
Revenue Leader, Direct Contributor with 20 years of proven high level consultati
ve sales experience. Managed Services Outsourcing Colocation, VLS public, priva
te and federal sectors for mainframe, midrange, OS, and MPS. Strategic sales so
lutions at the C Suite. Excellent interpersonal and delivery skills, with focus
on corporate goals and individual goals. High-level activity for relationship
building, incremental revenue and client retention. Knowledge of IBM, SUN/Stora
geTek, HP (mainframe, midrange, storage, software development and datacomm.) Ma
naged multi business units, with high availability and business continuity. Con
tinuous delivery of highest quota attainment. I am detailed oriented, consensus
builder, trusted advisor and direct contributor.
Delivered Fortune 500, federal, state, local government and higher education
- Consulting new business development - Team building leadership
- Complex deals, pre and post sales - Project management
- Multi project management - On shore/near development
- Strategic account planning - Analytical
- Hunter - Closer
Professional Experience:
Ricoh Americas Professional Services Account Manager, Philadelphia, PA January
2009 August 2010
Ricoh is a leader in MPS and network monitoring and network services. Document
management, print on demand, and corporate mail room management. Key wins in fi
rst 6 months: Zurich, City of Philadelphia, St. Joseph University, and VWR Inter
national. Quota was attained for fiscal year 2010.
Computer Specialists, Inc. Senior Account Manager, Moorestown, NJ May 2006 Jan
uary 2009
Top Sales Leader
CSI is a privately held leader in IT Sales and Outsourcing of data centers. I w
as responsible for driving new business and retention of developed business. Da
ta Center Outsourcing, business continuity, and disaster recovery. Outsourced s
ales resulted in 2M annually. Team sized varied according to specifications and
needs analysis. New clients in the first year as follows: University of Penns
ylvania, SunGard Availability, Philadelphia Gas Works, Blue Hill Data, City of P
hiladelphia (MOIS), Philadelphia Water Department, The PMA Insurance Group, The
Hibbert Group, and national partner relationship with SUN.
Exceeded annual objectives 200% of corporate objectives.
Storage Technology (SUN MS) Global Accounts Manager, Conshohocken, PA March 1996
- May 2006
Top Sales Leader
StorageTek was a leader in production and sales of magnetic tape units, cartridg
e tape, silo and disk storage devices, combined with multi vendor support manage
d services and business continuity, disaster recovery and network services. I w
as hired directly by the SVP of STK Corporate sales to structure and build the e
astern region. I personally took the region from zero (0) growth to 14 M annual
ly in my first year. I established key client wins in managed services outsourc
ing to expand my business my business opportunities throughout the United States
and internationally. I had major business development in all STK regions. My
work made STK a viable competitor and market contributor. I worked internationa
lly for key clients. Key Wins: SunGard Availability, SunGard eSourcing, SunGar
d Power Partner, and SunGard Portfolio Management. I sold the two largest deals
 in the history of StorageTek. Other major deals where, Wyeth, Wyeth Research,
Solgar, SEPTA, Arsenal Digital Corporation, Elf AtoChem (formally Penn Walt Corp
.), University of Pennsylvania, University of Pennsylvania Hospital, The PMA Ins
urance Group, The Guardian Life Insurance Companies (NY), Independence Blue Cros
s of Philadelphia, Philadelphia News Papers, Inc. Yellow Book and Blue Hill Data
. Exceeded corporate objectives beyond 500% of quota.

Professional Sales
Senior Account Executive Sales
James C. Culbreath, Jr.
DecisionOne Corporation (Bell Atlantic Business Systems) - Senior Account Execut
ive, Frazer, PA
DecisionOne was the largest 3rd party support services provider in the United St
ates. Hardware products sold where all major OEMs. Services provided where dat
a center outsourcing, helpdesk services, network services and network monitoring
. While making my own niche, I cold called and created my own development, with
the following new clients: SKF Industries, SunGard eSourcing, Towers, Independ
ence Blue Cross of Philadelphia, and The City of Philadelphia (MOIS). Maintaine
d retention of Philadelphia News Papers, Inc. Started a relationship with SunGa
rd Data Systems. Sold all product lines including the largest helpdesk contract
to Wyeth Research. Exceeded my annual objectives by 200% of assigned corporate
goals.
General Data Comm. Inc. - Account Executive, Haddonfield, NJ
GDC manufactured and sold high speed front end processors, rack modems, VLS T1 a
nd T3 backbones. I sold, LAN/WAN, phone trunks and monitoring tools, and design
ed topology for clients as: City of Philadelphia Police Department, City of Phi
ladelphia (MOIS), a national deal with the Drug Enforcement Agency (Washington,
D.C.) and Inductotherm Corporation. I exceeded annual quota objectives.
Honeywell Information Systems Sales Account Representative, Bala Cynwyd, PA
Honeywell was a major manufacture and sales for mainframe, midrange, MSUs (mass
storage units) and high speed tape devices. Honeywell brought and sold GCOS ope
rating systems from General Electric. O/Ss where GCOS 6, 7, and 8. I sold main
frames in conjunction with NEC Unix technology. Revenue was derived from upgrad
es and larger deals came from cold calling / hunting. New clients created as fo
llows: Reliance Insurance Companies, Balis Reinsurance, Montgomery County Sheri
ffs Department / Detectives, The Department of the Navy (Washington, D.C.), Phil
adelphia Naval Shipyard, Federation of Jewish Agencys, Federal Bureau of Prisons
and the Government of Nigeria Air Force. Surpassed my annual objectives every
year.
National Football League Green Bay Packers, NY Giants, 1977 1982
Dedication, leadership, discipline and planning have carried over for tremendous
business success.
University of Oklahoma, Norman, Oklahoma
BS Zoology Education (equivalent), Played on back-to-back National Championship
Teams (1974 -1975)
Continuous Training: Corporate training at every level. Strategic Selling (Mil
ler-Hieman), Solutions Selling, SPIN Sales
Personal Data: Honeywell Presidents Club, DecisionOne Summit Club, StorageTek C
ircle of Excellence, United Way Special Olympics, Board of Governors Family and
Community Services of Delaware County, PA., Member NLF Players Association, NFL
Alumni Association, collector of marine species and deep-sea fishing.