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Date Created: 12/22/15
DEBRA HUTCHINS Cell phone 817-946-9401 Email firstname.lastname@example.org PROFESSIONAL SUMMARY Quality driven Sales Manager with 15+ years of experience in providing excellent customer service in the area of inside sales and marketing support. Proficient in deal forecasting while driving bookings anAn innovative computer savvy, quick learner, who values excellence, has high standards and effectively meets tight deadlines. Core Competencies: Sharing of Best Practices Complex Deal Negotiation Skills Team Player Results Oriented Productivity Enhancement Risk Mitigation Sales Process execution Strategic Thinker Executive Level Relationships PROFESSIONAL EXPERIENCE ORACLE CORPORATION - Irving, TX 1996 - 2012 Oracle provides the world's most complete, open, and integrated business software and hardware systems, with more than 370,000 customers. This includes 100 of the Fortune 500, as well as companies of various sizes and industries in more than 145 countries around the world. Senior Regional Support Sales Manager 2009 – 2012 Managed up to $300M+ in support renewals annually for Fortune 500 companies within a Strategic Tier in the West/Central region. Promoted to Senior Regional Support Sales Manager and managed a team of 8 Support Sales Renewal Reps who managed over 30 of Oracle’s top 150 customers. Instrumental in the development and retention of highly successful team and renewal strategy resulting in multiple years of exceeding sales targets. Assisted the License Sales Big Deals team in closing several large Unlimited License type agreements while driving the accuracy and reconciliation of Support and Migration revenue and brought in several hundred million dollars of Workede. closely with Business Partners to include:Legal, Approvals, License Sales, Migrations, Contracts, Executive Management and other Advanced Services groups. Integral part of team that closed one the largest deals historically at Oracle for over $140M. Also, was solely responsible for generating $76M in renewals for AT&T and Texas Instruments. During acquisition of over 80 companies my team took over all the Support renewals for our region and integrated the Hardware renewal business from the Sun Microsystems acquisition, which increased my responsibilities. My team and I ended up at 109% of quota bringing in over $220+M. Increased P & L by winning back Hardware business from third party vendors of over $3.1M in net new revenue. Regional Support Sales Manager 2002 – 2009 Oversaw the Operations and managed an Enterprise Support Renewals team of 9 to 10 reps. Responsible for renewal business for our largest and most strategic accounts. Team handled hundreds of account issues while adhering to business practices and exception request management to help resolve. Extensive knowledge of Support, License and Migration policies and Contract management. Team met or exceeded quota by bringing in between $327M to $475M each year. Highly involved with complex license/migration deals in such accounts as Boeing, Dell, HP, Sun Microsystems, PepsiCo, Sprint/Nextel, and AT&T Wireless/Cingular. I have attended Club Excellence each year since being in Regional Management role along with the majority of my team. DEBRA HUTCHINS • cell phone - 817-946-9401 • email - email@example.com PAGE TWO Premium Support Sales Representative 2000 – 2002 Responsible for renewing Technical Support contracts for large customer base mainly in the Texas area. Held a quota of $19.2M for Product Support and a $2M Premium Support number and overachieved both numbers by 140% for Product and 118% for Premium. Exceeded quota previous year as well, by bringing in over $32.5M Product Support and a $3.2M Premium Support. Added responsibility of mentoring 2 of my new team members during this period and helped many other reps in learning the Support Renewals position. Conducted training on how to process roll-ins for license migration deals for group. Oracle Club Excellence qualifier for the third year in a row. Worked very closely with Directors of Premium Support in the Dallas office as well as the Senior Director in closing of Premium deals. Received an Outstanding Service award from the Central OPI team in FY’01. Account List includes such major Customers in the Texas/Oklahoma area: Alcatel, Compaq, Dell, Reliant Energy Inc, Halliburton/Dresser, Mobil Oil Company, Sabre, Texas Instruments, USAA and Williams Information Systems. Made several face to face sales calls on many of these customers and various levels of management throughout the year. Support Sales Representative 2000 - 2000 Responsible for renewing Technical Support contracts for large customer base in North Texas area. Position requires detailed contracts knowledge to determine renewal pricing, drafting quotations for Technical Support annual renewals, ensuring that customers are able to contact Oracle for technical assistance, and working with customers through problem resolution. Exceeded $15.6M quota by fiscal year end May 2000 Senior Field Contract Specialist 1996 - 2000 As a Contract Specialist I was responsible for drafting standard and non-standard contracts based on request from Sales for Major Account customers. Ensuring that proper approval levels have been obtained and contract compliance with GSA, business practices and internal department guidelines was complete.I often worked with Legal to complete language for non-standard contracts.In May 1998, I was promoted to Senior Contract Specialist and took over the following additional responsibilitPC Expert for the Dallas office, assisted in training Account Managers on the contract/order process, assisted in interviewing new hire Account Manager for Major Account team and gained extensive knowledge of pricing for software, support and education. Major achievements included: Customer Services Pacesetter Award Individual Q2 FY 2009, Sales Team Bookings Leader Q1 FY 2009, Customer Services Pacesetter Award for AT&T Team Q4 FY 2008, Regional Bookings Leader Q2 FY 2007, Rep of the Year 2002, Outstanding Service Award 2001, MVP award from Major Account License Sale team May 1999, MVP award for Field Sales Support West for FY 1998, Most Improved Contracts Specialist FY 1997. NATIONAL SEMICONDUCTOR (acquired by Texas Instruments) - Arlington, TX 1992-1996 National Semiconductor was an American semiconductor manufacturer that specialized in analog devices and subsystems, formerly headquartered in Santa Clara, CA. The products of National Semiconductor included power management circuits, display drivers, audio and operational amplifiers, communication interface products and data conversion solutions. National's key markets included wireless handsets, displays and a variety of broad electronics markets, including medical, automotive, industrial, and test and measurement applications. On September 23, 2011, the company formally became part of Texas Instruments as the "Silicon Valley" division. Inside Sales Account Representative 1992 - 1995 Maintained and drove key customer account business for Semiconductor Integrated Circuits/Transistors after design-in. Increased overall bookings during fiscal year from $16M to $22M with a 37% growth rate. I worked closely with Distributors to fulfill shipment obligations in line down situations. Negotiated contract pricing for specific end customers. Forecasted, planned and set objectives for target account and had face to face meetings with customers. DEBRA HUTCHINS • cell phone - 817-946-9401 • email - firstname.lastname@example.org PAGE THREE Promoted to Self Directed Work Team and Team Lead 1995 - 1996 Drove programs as required by customers, i.e. Demand Pull/Customer Forecast/EDIIntegral part of EDI 830 implementation team. Transformed manual MRP process and implemented EDI program to achieve 80% automation. Tracked Win/Loss opportunities and on time delivery. Operated within a Self Directed Work Team and took responsibility for primary customer-Nortel. Participated in Zenger-Miller team management skillPromoted to Sales Team Leader for major subcontracting accounts and managed 3 people on team. OTHER WORK EXPERIENCE XEROX CORPORATION - Irving, TX 1984-1992 Xerox Corporation is the world’s leading enterprise for business process and document management. Xerox provides true end-to-end solutions, from back-office support to the printed page, to help customers operate their business and manage information. Marketing Support - Order Administrator / Customer Satisfaction Representative Processed orders for a variety of products includidesktop copiers, supplies, telecopiers and memorywriters. Conducted sales via an 800 line in an ACD environment, analyzed reports for Cost of Quality Results and Customer Satisfaction Results. Participated in management development programs. Subsequent Promotion to Customer Business Representative Responsible for editing order packages for Systems Integration products by checking accuracy of applications to system. Made recommendations for enhancements and upgrading of systems. Completed all sales orders to attain final quality installation, responsible for post-marketing technical and sales sAlways maintained customer satisfaction throughout complete sale. UNITED NEW MEXICO BANK - Albuquerque, NM Cash Management Analyst . FIDELITY INVESTMENTS, SW - Irving, TX Assistant reporting to Vice President EDUCATION Eastern New Mexico University - Portales, New Mexico - Bachelor of Business Administration Major: Business Administration Minor: Marketing Nine hours into an MBA at University of Dallas, Texas TECHNICAL SKILLS Oracle Applications including PeopleSoft and Siebel and various internal mainframe systems Microsoft Office – Work, Excel, PowerPoint
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