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SOFTWARE / TECHNOLOGY SALES

Results-focused and dynamic professional, with diverse experience steering and directing all aspects of business operations including business development, account management, and sales involving software and telecom products and services to Enterprise 1000 accounts. Recognized for consistently achieving company goals, and exceptional ability to deliver profitable solutions, and propel company growth. Efficient and highly motivated with working knowledge of the principles and techniques of effective supervision and training. Proactive with excellent interpersonal and communication skills, experienced in working with different teams and personalities including clients and vendors as well as working on own initiative.

Core Competencies
Operations Management • Business Development • Strategic Planning • Sales & Marketing • Client Relations
• Revenue Growth • Account Management • Cross Selling & Up Selling • Team Coordination

PROFESSIONAL EXPERIENCE

Stone River RegEd • Morrisville, NC 02/2011 – Present
SVP Sales
Manage new business development involving more than 10 accounts with long-term agreements valued at approximately $1.2 million.
Key accounts include: BBVA, GWN Securities, 21 Century Insurance, D.A Davidson, Barclays, Kovack Securities, NationsHealth, Jackson National Life, Forethought, FM Global, and Edelman Financial.

Pictomerty International • Rochester, NY 02/2010 – 11/2010
Sales Manager – Insurance Vertical
Developed and maintained relations with new major property and casualty carriers and brokers in multiple departments for Aerial Property Imagery with measurement capabilities and GIS Risk Layers within a new commercial start up division.
Key Accounts: Great American, Philadelphia Insurance, Peoples Trust, Chartis, Wells Fargo and others.

First American Spatial Solutions (Formerly Proxix Solutions) • Palm Harbor, FL 09/2007 – 01/2010
Director Sales – Insurance Vertical
Established new and expanded current relationships with top Property and Casualty Insurance carriers to develop strategic solutions for underwriting, actuarial and information technology, which included Geo-Spatial software, Natural Hazard Predictive Risk Analytics, and COPE data.
Key Accounts: State Farm, Chubb, FM Global, Harleysville, Assurant, AIG, Guy Carpenter and others.
Key Highlights:
• Successfully displaced the incumbent provider at four major carriers for multi year term agreements.
• Developed strategic partnership with Marshall Swift Boeckh (MSB) for a national reseller agreement.

Accusoft Pegasus • Tampa, FL 09/2005 – 09/2007
Business Development Manager – Software
Developed and executed new enterprise vertical market business plan of Document Imaging Software Development Toolkits primarily to Fortune 1000 in P & C Insurance, Logistics, Utilities’, and Aerospace.
Key Highlight:
• Increased New Account Base to $3.1 million. Consistently achieved and exceeded quota at over 126% annually.

Small Business Owner • Clearwater, FL 09/2002 – 06/2005
Business Development & Management
Reduced supply chain expenses by 20%. Increased net worth for exit strategy execution.

Metromedia Fiber Network (MFN, AboveNet, PAIX) • White Plains, NY 10/1998 – 07/2002
Regional Sales Manager – Telecommunications Products & Services, 12/2000 – 7/2002
National Account Manager Enterprise, 10/1998 – 12/2000
Managed the start-up of a successful Mid Atlantic office. Oversaw enterprise accounts for metropolitan dark fiber networks, optical networks, gigabit services, co-location, internet connectivity and Trans Atlantic and Pacific capacity. Promoted and managed five direct reports with direct account management responsibility for over $1 billion worth of contracts with Verizon, AT&T, and C&W.
Key Highlights:
• Increased Eastern Region New Account base by $420 million in two years.
• Closed over $200 million in contract value to new accounts including Freddie Mac, Gannett, DEA, and Lightwave.

IMCI Technologies • Vienna, VA 04/1998 – 10/1998
Account Manager – Telecom
Established new telecom carrier’s accounts for solutions in relation to the monitoring of networked hardware and environmental units in central offices and points of presence.

Account Manager – IT Consulting Services 10/1996 – 04/1998
Analysts International Corp. • Dunn Loring, VA, 5/1997 – 4/1998
Integrated Systems Management • Tarrytown, NY, 10/1996 – 04/1997
Handled direct sales to Fortune 200 companies in Mid Atlantic Region for IT Consulting and Staffing requirements relating to numerous computer programming languages, databases and project management.
Key Highlights:
• Developed five new accounts for long-term agreements, namely with USF&G, CSX, AT&T, AOL, and Amtrak.
• Consistently exceeded monthly revenue goals on an annual $2.5 million plan.

INTERSOLV • Rockville, MD 09/1994 – 10/1996
Account Manager – Software & Implementation Services
Carried out direct sales for C++ software toolkits to Fortune 500 companies. Provided implementation services on all client server, configuration Management, and ODBC Drivers to Existing accounts in the Midwest for training, consulting and maintenance agreements.
Key Highlights:
• Successfully generated $6 million within 8 months. Rated 6th out of 81 sales personnel at 140% YTD Performance.
• Received numerous Sales Achievement awards.

OTHER RELEVANT EXPERIENCES
Berard Software Engineering • Gaithersburg, MD 06/1992 – 09/1994
Sales Manager – Software Consulting
• Increased gross revenue at 118% for Object-Oriented Software Engineering Consulting and Project Management within 12 months and contributed to $3.3 million revenue for entrepreneurial firm composed of 10 personnel.

Computer Learning Center • Springfield, VA 03/1990 – 06/1992
Educational Service Sales
• Generated $1.5 million annually, and recognized as consistent performer at 125%; rated 8th of 52 sales representatives nationally.

United States Marine Corps • Camp Lejeune, NC 12/1986 – 12/1989
First Lieutenant / Weapons and Rifle Platoon Commander
• Consistently included in the top three ranking of officers out of 24 in all assigned battalions.

EDUCATION AND CREDENTIALS

Marine Corps Officer Training – Quantico, VA, 10/1986 – 09/1987

Bachelor of Arts, 09/1981 – 05/1985
Albany State University – Albany, NY

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