Proven history of utilizing team leadership skills to maximize results from strong product strategy and development, to well executed go-to-market initiatives. Intuitive understanding of customer needs, with proven ability to grow businesses with diverse clients. Proven strengths in sales, management, strategy, business development, and customer relationships.
Seasoned professional with more than 14 years experience in sales, management, and leading sales efforts of a wide variety that includes: CRM, business intelligence, workforce management, alliance development, security, audit, and compliance, as well as networking, virtualization, & database products. Proven history of utilizing team leadership skills to maximize results from strong product strategy and development, to well executed go-to-market initiatives. Intuitive understanding of customer needs, with proven ability to grow businesses with diverse clients. Proven strengths in sales, management, strategy, business development, and customer relationships.
PROFESSIONAL HIGHLIGHTS
DATABASE-BROTHERS, INC. AKA DBI
AUSTIN, TEXAS
May 2006 – October 2009
Business Development Director / Sales team Leader
• Top Sales Producer – 2008-09, average opportunity $500,000 to $1M.
• Responsible for the identification and realization of attractive growth and alliance opportunities. As well as developing a sales staff, training account executives and customers.
Key activities performed include:
• Business Strategy Development – Define, refine, test and implement strategic plans. These
activities include primary research, industry, market and competitive analysis, customer needs & vulnerability assessments. Help to define the product roadmap via client input/needs in the long, mid and short term.
• Alliance Development – Identify, build, and manage long-term relationships with strategic
partners, and resellers in the software and/or technical industries. Initiate and complete proposals, presentations, terms and conditions, negotiations and execution for the acquisition of licensing opportunities and technologies, research collaborations, strategic alliances, distribution
agreements, mergers/acquisitions/divestitures, Database Server rights licensing, etc.
• Portfolio Management –Provide marketing expertise for the day-to-day management of
products in the sales pipeline. These activities include opportunity assessment, market
evaluation, market research, financial evaluation, and other marketing needs required throughout
the product evaluation process to provide Proof of Concept. Help to define the product roadmap in the long, mid and short term incorporating customer needs, input and feedback from other internal and external groups.
• New Business Development – Identify and evaluate specific business opportunities. Work with
product management to identify and evaluate new markets for existing products, new products
through technology in-licensing, and other development and marketing partnership opportunities.
• Marketing Strategy Development – As new products are being developed, or new
technologies/products acquired, coordinate with the development team to develop sound
marketing strategies to win in the marketplace. This includes market segmentation, value
proposition development, product positioning, pricing strategy, branding strategy, channel
strategy, reseller strategy, and communications strategy development.
• Travel is 20-40% and includes hiring, training, and managing a group of B2B Sales staff and contracts/procurement staff. IT Tradeshows involving booth set-up and takedown, floor presentations, on the fly demonstrations and product training, sales staff training, facilitate contests, and schedule client tradeshow meetings.
• Recognize the needs of our clients by developing and implementing new service offerings such as Remote DBA programs, assisted Installs online, and create and manage Self-Service portals for clients, partners, and resellers, etc…
• Knowledge of IT regulations such as SOX, HIPAA, GLBA, PCI, DISA-STIGS, FISMA, BASEL II
• Salesforce Administrator. As our CRM Admin, I handle all aspects of its use from user setup, creating fields, online web-to-lead, reports, templates, and importing leads, pipeline management, quote and contract management, and opportunity forecasting, etc…
THE FUNDING GROUP
WACO, TEXAS
November 2003 – May 2006
Retail Loan Officer
• Generated business by targeting potential buying groups; via relationships with realtors, apartment home communities, lease clients, and homebuilders as well as create business relationships with local companies for relo’s
• Residential and Commercial Lending
• Prepared loan documents from 1003 to setting up the files to be accepted by the underwriter.
• Managed a team of retail loan officers.
• Created loan officer assistant positions to generate pre-qualified loan leads to loan officers.
SUCCESS INVESTMENTS, INC.
AUSTIN, TEXAS
January 2000 – October 2003
Wholesale Pricing Coordinator / Wholesale Loan Officer
• Pricing Coordinator – Priced residential and commercial loans in accordance with the buyers credit and condition of the property, calculated interest rates and terms.
• Put together and sold Million dollar + loan pools to secondary market investors.
• Prepared documents for the title companies.
• Serviced in-house loans.
• Became a Wholesale loan officer in 2002, with most of my concentration in Business Development with Mortgage Brokers throughout the state of Texas.
• Managed a team of wholesale loan officers
KELLER WILLIAMS REALTY
AUSTIN, TEXAS
September 1996 –April 1999
Realtor
• Buyers / Listing agent for the Little, Niu, Allen Group.
• Showed and listed local Austin, Round Rock, and Georgetown properties.
• Created and distributed marketing materials.
• Prepared CMA’s for clients.
• Facilitated relationship between buyer and mortgage loan officer.
• Home Staging and Presentation
Sales Awards Received:
Account Executive of the Year
Account Executive of the Quarter
Significant Achiever Award
Team Player Award
Brother-Of-The-Month
EDUCATION & PROFESSIONAL SALES TRAINING
Colorado State University – BS Computer Science / Accounting – 3.5 GPA
Realtor / Loan Officer
Keller Williams Sales Training University
Strategic Sales Presentations – The New Solution Selling
Negotiation Techniques - Kempnor/Tregor Training, Karass Negotiation Classes
Hermann Miller Training – Communication Training
Dale Carnegie Sales Trainings – Sales Effectiveness, Leadership Development, Team Member
Engagement, Customer Service, Presentation Effectiveness, Process Improvement
CISSP Basic Training Certification - ISSA
References available upon Request.
NukeJobs is a nuclear jobs board that provides nuclear job seekers access to international directories of Nuclear Employers, Nuclear Resumes and Nuclear Jobs such as Nuclear Engineer Jobs, Nuclear Construction Jobs, Nuclear Power Plant Jobs, Nuclear Medicine Jobs, Nuclear Pharmacy Jobs, Nuclear Security Jobs, Nuclear Physics Jobs, Nuclear Reactor Jobs, Nuclear Material Jobs, Nuclear Safety Jobs, and Nuclear Waste Jobs.