Technology Sales Executive

Versatile business development professional with demonstrated ability to bridge gap between technology and business to deliver “win win” solutions resulting in multi-million dollar multinational contracts.  Strong track record of expertise in needs-based solutions, ROI, and technical sales methodologies. Proven ability to communicate, present and negotiate business drivers and value at “C level”.  Adept in defining sales and marketing strategies, establishing customer bases for both emerging and mature product offerings, account management, contract negotiations and business partnership development and management.  Consistent track record in overcoming obstacles to achieve sales revenue for both established and start-up products and services.

Professional Experience

EVP, Business Development – VueLogic, LLC  (2008 - Present)

Founding member of start-up company management team.  Leading all aspects of market and sales strategy development, sales operations, partner and channel development and day to day revenue generation for this early stage marketing technology provider.  Leveraged skills and experience across marketing and business development background to open and establish visibility, credibility and immediate revenue streams. 

Global Business Development Executive – SkillSoft - formerly Smart Force (2000 to 2008)

Leveraged expertise in enterprise training technology sales and key account management to develop and implement business plans to drive revenues for strategic, global accounts for this $260+ million rapid growth, publicly traded software company. 

• Captured new contracts and increased revenue for existing accounts, including: AT&T, GlaxoSmithKline, Northrop Grumman, McKesson, and General Dynamics, based on business development strategy that converged software and ERP technologies across corporate IT infrastructures.
• Responsible for managing international, regional and solution sales and support teams to meet global client business objectives. Developed sales strategy and worked with sales teams to grow revenue.  Positioned value proposition for learning management technologies and learning assets.
• Identified and developed key senior executive sponsorships within named global clients.
• Managed multi-million dollar sales and implementation revenue, meeting annual revenue and MBO targets. 
• Achieved and/or exceeded $6M+ annual revenue objectives

District Sales Manager – D2K, Inc. (1999-2000)

Responsible for identifying and closing large scale revenue opportunities for this Silicon Valley based start-up.  D2K’s middleware software product designed to integrate data and applications via an intelligent network; targeted major manufacturing and data warehouse requirements.

• Developed SE regional business plan and directed technical assessment teams to position and close data networked solutions.
• Leveraged industry relationships, identifying key opportunities for this network infrastructure product.
• Managed all sales and implementation for new and existing accounts, including Lockheed Martin and Brown & Williams.
• Assisted executive management in defining go-to-market strategy.

Market Development Executive – C G E&Y / Cap Gemini America LLC (1997-1999)

Directly responsible for developing new revenue base for telecommunications vertical practice for this international consulting firm.  Defined target market for new and existing service offerings.  Promoted from Regional Sales to Market Development.

• Worked with horizontal practice business development groups to identify and generate revenue
• Analyzed existing account base and defined strategy to reposition complex technology solutions in alignment with service offerings.
• Increased overall revenue and profitability of region by 200%.  Contributed revenues in excess of first and second year targets.  Grew BellSouth revenue base from less than $500K to $2 million annually.

Business Development - The AXON Group, Inc. (1996-1997)

Responsible for all business development for this start-up information technology consulting firm.  Directed efforts to define potential market for GIS, data modeling, warehousing and administration within the telecommunications industry.

• Responsible for initial offering prototypes and potential opportunity identification.
• Negotiated partnership agreements with software and service suppliers to increase market presence.
• Managed consulting activity with key client – BellSouth

Regional Account Manager – ICAD - acquired by Oracle (1989 -1993)

Opened and developed customer based for Mid-Atlantic regional office for new object oriented software product.  Responsible for all software sales and technical support.  Major accounts; Amp, Inc., Boeing Helicopter, U.S.Navy (SCRA), Stevens Univ.

• Established customer base of leading aerospace, electronic and industrial equipment manufacturing businesses meeting application requirements for generative tool and die design, concurrent engineering and semi-custom engineering.
• Successfully communicated business drivers to “C-level” engineering executives for this leading edge technology
• Directly managed regional engineering support personnel.
• Negotiated marketing agreements with software platform partners to increase revenues.
• Achieved or exceeded all revenue goals.  Earned bonuses for increasing existing and new account revenue.

National Account Manager- Federal Sales – Prime Computer -GE Calma (1985 - 1989)

Directly responsible for all CAD/CAM software sales and technical support to the United States Army

• Developed annual business plan to utilize system integrators and alternate marketing channels to maximize software sales and profit margins.
• Supervised target market definition, proposal generation and system implementation and support.
• Managed regional sales efforts to develop national revenue base.

Account Executive, Federal Government Branch and Southeastern Region - Prime Computer, Inc

Responsible for managing CAD systems sales for the Federal branch and southeastern regional office.  Worked with regional sales teams to identify opportunities and close new business.  Developed system integrator relationships and third party marketing channels for new system sales.  Promoted to National Account Manager – Federal Sales

• Achieved annual quotas and earned new business bonus first year.
• New accounts included: Internal Revenue Service and National Institutes of Health
• Responsible for establishing CAD systems product focus in a new regional territory.
• Developed business plan and managed local sales effort with regional territory sales representatives.

Sales Representative – Intergraph Corporation                               

Responsible for establishing customer base in a new territory for this emerging CAD/CAM systems manufacturer.   Introduced new technology to targeted markets: GIS, Architectural and Engineering and Manufacturing

• Achieved or exceeded annual quota - 150% of quota; first year
• Major accounts: U.S. Air Force, BellSouth, Lowe Engineering, Lockwood Greene, Heery International, and Byers Engineering

Education

North Carolina State University, Bachelor Degree - Business Management and Economics

Other Skills / Schools / Organizational Awards

Board Member, Association of Strategic Alliance Professionals
Board member Women’s Leadership Exchange, LEXCI Circle
North Atlanta Soccer Association Treasurer
President’s Club 2002, 2005 (SkillSoft Corporation)
Strategic Negotiation Skills Certification
Roswell Presbyterian Church – Youth Leader
OverAchievers Club 1999 (Cap Gemini America)
Habitat for Humanity – Cobb County Fund Raising Committee
Outstanding Achievement Award, Cap Gemini
U.S. Army Wives Club Fundraising Chair for Army Relief
Red Cross – U.S. Army Fund Raising Chair
United Way of National Capitol Area – Executive Allocations Chairperson
Top Performer (ICAD Corporation)
Federal Contract Negotiations Certificate