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Date Created: 12/22/15
STEPHEN A. BICKFORD, PMP, CISA, MBA 732-887-4189 Cell Clearwater, FL 33767 email: email@example.com SALES ACCOUNT EXECUTIVE | MANAGER BUSINESS DEVELOPMENT & EXPANSION – STRATEGIC/TACTICAL PLANNING & TEAM BUILDING Accomplished, goal-oriented, software and technology sales professional with 16 years of experience in providing various professional services, applications, software and hardware solutions to international enterprise clients. Expertise in new business software sales and solution techniques in expanding enterprise businesses with a solid record of achievement in building revenues, profits and operational efficiency for top-ranked companies. Particular strengths in software sales, new business development, strategic planning for increasing market share, account/client management and creating results-oriented, dynamic sales teams. Equally skilled in meeting sales objectives and executing innovative business pursuit approachesExpertise includes conducting sales meetings and software presentations to mid-management, directors and C-level officers at international and domestic firms. Assertive leader with strong negotiation, verbal and written communication skills, sound business judgment and proven ability to build and manage all facets of client relationships, marshalling company resources to achieve a high degree of client satisfaction & increased sales. Professional Career NEC – Information Analytics Group 2006 – Nov 2012 Sales Account Executive | Manager Top Achiever 6 Years in a row HUDSON FINANCIAL SOLUTIONS, New York, NY 2004 - 2006 National Director, Technology Risk Management AMPER, POLITZINER & MATTIA, Edison, NJ 2003 - 2004 Senior Manager – Business Process & Technology Management JEFFERSON WELLS INTERNATIONAL, New York, NY 1999 - 2003 National Engagement Manager – Implementation & Process Improvement ERNST & YOUNG LLP, New York, NY 1997 - 1999 Senior Manager – Application Controls Consulting HOECHST CELANESE CORPORATION, Bridgewater, NJ 1987 - 1997 Manager – General Accounting 1994-1997 Manager - Internal Audit 1988-1994 ================================================================ Selected Responsibilities and Achievements NEC - Surpassed $1MM sales quota by 45% in first year (Software sales and Business Intelligence consulting) by establishing new clients and increasing business through relationship building, networking and strategic and consultative selling approaches in vertical markets of Pharmaceutical, Healthcare, Financial Services, Insurance, Manufacturing and Retail. NEC – 33% of revenue was realized by developing timely corporate strategic partnerships with complimentary technology companies to penetrate new clients with software sales and expand existing business to maximize opportunities. STEPHEN A. BICKFORD Page 2 NEC - Developed strategies to market new software products including designing brochures and marketing materials. Created new revenue streams with existing customers and new clients. Resulted in 6 month revenues of $2MM+ NEC - Conducted sales training identifying marketing strategy, targeted companies and sales approach ensuring market potential was understood and key areas were promoted. Averaged a 30% increase in sales in each regional office. NEC – Negotiated with client who disputed the cost of the delivery of major project explaining the process, effort and reasons for the results presented. Collected 90% of disputed fees. NEC - Delivered a “state-of-the-union” presentation at the National Sales conference depicting the outlook and trends of the IT Risk Management market potential. Revenue increased by 30% in the subsequent 6 month period and maintained that run rate over 2 years. Hudson - Successfully sold $3MM+ domestic and international engagements providing IT Risk Management services. Exceeded quota by 100%. Generated additional sales at 50% of the existing clients. Hudson - Hired local practice directors and led the sales team that implemented the IT Risk Management practice in 14 offices. Generated first year revenue of $3MM+ and grew run rate of 2MM+ over a two year period. Hudson - Initiated sales call to major cosmetics manufacturer resulting in $1MM+, 13 month SOX compliance engagement. Hudson - Demonstrated to a client their need to include IT in SOX compliance and how it would transform and improve their IT operations resulting in a $250k engagement. Hudson - Created and delivered sales presentations at “Lunch & Learns” attended by CFOs, CTOs & CIOs on SOX and Gramm-Leach-Bliley compliance. Generated an average of 20 qualified sales meetings from each “Lunch & Learn”. Revenue increase of $500k Hudson - Developed a strategic 5 year operating plan and obtained commitment from the executive committee for resources “earmarked” for other areas. Six month planned revenues were surpassed by 30%. Hudson - Established methodology and approach for all IT Risk Management product/services that improved the firm’s quality assurance resulting in new client engagements and additional jobs at 50% of the existing clients. Jefferson Wells - Worked with Managing Directors from the financial arena to inform and help them take advantage of the IT services market. Local office sales averaged 30% increases in IT related services. EDUCATION MBA Finance - Fairleigh Dickinson University BS Business Administration/Accounting - Rutgers University CERTIFICATIONS Certified Information Systems Auditor (CISA) Project Management Professional (PMP) AFFILIATIONS Information Systems Audit & Control Association (ISACA) – Exposure Draft Panel Project Management Institute (PMI) – Advisory Panel Institute of Internal Auditors (IIA)
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