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Date Created: 12/22/15
Scott W. Dalton Auburn, CA 95602 Phone (916) 300-5098 firstname.lastname@example.org OBJECTIVE Drive corporate sales goals by discovering new business opportunity and developing new and existing partnership.Follow through on and close all possible business. I desire to act as a team leader or individual contributor and operate at the top of my peer group to achieve sales goals and the company’s market objectives. I am confident that I will integrate and positively impact the company’s long-term success. SKILLS AND QUALIFICATIONS Experienced at leading in depth sales presentations at all levels in customer organizations. Adept at obtaining up-front contracts and commitments from new clients as well as existing accounts. Ability to translate new programs and find the best possible match in working with partners to leverage the opportunity. Organized thinker with the ability to convert customer concerns and translate them into viable solutions using the company’s featured offerings and product set. Successfully able to locate and utilize company resources to complete assigned tasks and achieve company goals. Experienced with the concept of networking between companies in order to gain new contacts and increase sales opportunities. Extensive, strategic and tactical work with CEO’s, CFO’s, executive VP’s, Account managers, Marketing managers, project coordinators and purchasing managers. PROFESSIONAL EXPERIENCE Over 15 years of successful account acquisition, development, and management in the technology and financial sectors. During this time I have developed a keen understanding of what motivates clients, partners, and manufacturers. I have applied my skills in working with partners to uncover and sell into the commercial, public sector and education space. I enjoy building partnership opportunity with reseller community and focus specifically on creating linkage between corporate programs and profitability for the partner. I am particularly adept at long sales cycles through my experience at MCI WorldCom & Cisco Systems & Protegrity. Senior Enterprise Account Executive Protegrity 10/11 – 8/12 Covered enterprise level companies in the western United States. Developed and sold strategic deals utilizing preferred partners. Effectively worked with EDW partner Teradata to cultivate opportunities and drive sales. Rapidly grew pipeline and developed relevant partner relationships. Quickly learned businesses security challenges, vernacular, requirements and buying processes to demonstrate how our solutions fit to resolve each security and financial challenge for the client. Collaborated with inside business development team to penetrate target accounts. Driving additional business within existing customers to increase size and scope of implementations. Regional Territory Manager Cisco Systems – WebEx 5/07 – 8/11 Promoted - Started in the Small Office group and by exceeding sales expectations was promptly promoted to the SMB commercial group. Promoted – Performed at the top of my group in the SMB Commercial for 2 ½ years and was promoted to lead SLED sales sector. Effectively sold many different types of customers and companies through discovery calls, business conversations, effective demonstration of the Cisco WebEx services and sales competency. Generated and developed my own leads through networking, referrals, cold calling and email campaigns. Exceeded sales expectations many times while servicing different geographic territories. Northern California, Western Canada, Kentucky, Wisconsin, Ohio, Michigan, Texas, Louisiana, Alabama, Mississippi. Successfully worked with large resellers such as Verizon & InterCall, distributors such as Immix and SHI as well as the channel partner community to capture and close all possible business. Routinely displaced incumbent competition using superior salesmanship, strategic deal planning, Cisco’s product set along with customer’s needs and requirements. Developed and managed sales support representative to allow my focus to remain on developing and selling larger opportunities and accounts. Always first completing all assignments, forecast, management request & company projects. Won multiple awards and contest. Navigated and effectively leveraged company resources and personnel to achieve company and sales objectives. Wholesale Account Executive Bank United, Miami, FL 3/06 – 5/07 Millennium Funding Group, Vancouver, WA 7/05-12/05 First Franklin, Roseville, CA 12/04 – 7/05 Established account base while continually prospecting territory to grow account base and quality. Build broker relationships with sales presentations, fast response times, follow through and consistent service. Uncover client needs and broker shops operational style to work effectively within their structure. Demonstrate effective sales process and use featured product set to increase account penetration. Work to exceed corporate and personal monthly sales objectives. Maintain field pipeline and territory management tools daily to maximize time efficiency. Complete on time all assigned tasks and weekly reports required for managing business. Mortgage Loan Consultant Verdeo Funding, Roseville, CA 5/04 – 12/04 Meriwest Credit Union, San Jose, CA 11/03 – 5/04 Running a referral business through relationship building with real estate agent, CPA’s, financial advisors and credit union members. Work with borrower to select proper product to meet their personal and financial goals and gain final commitment to move forward. Open files with all proper documentation and review credit reports and underwriting findings. Work quickly and efficiently with processing, lenders, and clients to resolve any issues and meet closing dates. Achieve client satisfaction and retain them for future business. Major Account Executive MCI WorldCom - San Jose, CA 9/99 – 9/01 Two years of successful acquisition sales into a rapidly changing, competitive market. Identified and focused on high growth companies and market segments. Repeatedly demonstrated sales competency and effectiveness to four different managers. Achieved numerous awards for exceeding 150% of monthly quota. Executed strategies to qualify and enhance leads before engaging my engineers. Opened accounts and developed such companies as Sigma Networks, Optical Networks, Wave Optics, Brainlab, and Kleiner Perkins. Maintained and grew such F500 accounts such as Intel, Applied Materials and Intuit. Horticulture Sales Representative Color Spot Nurseries - Pleasanton, CA 5/96 – 9/99 Smith Gardens / Hines Horticulture, Fresno, CA 1/02 – 10/02 Recognized as the designated “go-to” guy for sensitive accounts. Achieved and maintained professional relationships with clients and customers. Provided timely communication of sales strategies and market issues with team leaders and management. Performed at the highest level achieving substantial sales growth in assigned territories. Consistently anticipated client’s needs and consistently met those needs. Completed highly effective merchandising of products achieving top sales results. Responsible for making sound “on the spot” financial decisions regarding the issuing of merchandise credits. TRAINING EDUCATION Dimensions of Professional Selling by Jack Carew Real Estate License – State of California Time management training by Priority Management Appraiser License - Allied Business School Knox Sales Training by Dick Knox De Anza College - General Education Classes Barry Rhein & Associates – Selling Through Curiosity Sales Seminar by Brian Tracey
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