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Date Created: 12/22/15
John Frericks Columbus, Ohio firstname.lastname@example.org www.linkedin.com/in/johnfrericks (614) 580-5840 Technical Sales Representative Information Technology ● Enterprise Software ● Managed Services ● Consulting ● ITO / BPO Results-oriented, experienced, technical sales professional - software, consulting and IT outsourcing. Sales hunter responsible for quota over-achievement, territory management and expansion. Solid experience in Strategic Selling ™ of technology solutions to CxO levels with multiple accounts. Achieves results via a disciplined sales methodology, demonstrating value, mitigating perceived risk. Overcomes objections, negotiates contract terms and experience closing multiple-year projects. Strengths and Expertise Aggressive New Business Development Technical Background Software / Consulting / ITO Ethical / “Win-Win” / “Owner” Mentality Negotiation Skills Quota Overachievement / Club Disciplined / Optimistic / Competitive SalesForce.com proficient Executive Presentation Skills Miller-Heiman: “Solution Selling” Key Account Management Multiple Vertical Markets Professional Experience Capitol Events Consulting - Senior Sales and Management Consultant 2011-Present Capitol Events Consulting provides healthcare advocacy, consulting and services to U.S clients. Markets Capitol Events services to governmental and health-based non-profit clientele throughout the country. Sold multi-year consulting engagements with large, well-known health advocate organizations. Managed sales activities as well as internal consulting and business processes. Oracle - Senior Sales Representative, Insurance Enterprise Software Sales 2009-2011 Oracle is the world’s largest enterprise software company with offices in 140 countries and serves > 20 verticals. Marketed Oracle’s complex Policy Administration System (PAS) to large insurance carriers in the U.S. and Canada Simultaneously managed multiple, multi-million dollar complex sales initiatives with long sales cycles. Focused on the largest Life and Annuity carriers for Oracle Insurance Policy Administration opportunities. Cross-selling of complex PAS sales with Oracle’s extensive hardware, software and services offerings. Managed a $13,000,000 software pipeline representing implementation projects worth over $85,000,000. Aggressive new business development augmented by technical background and business case formulation. Antares Management Solutions - Senior Sales Representative, I.T. Managed Services 2003 – 2009 Antares was a national ITO / BPO managed services provider to insurance and commercial clientele. Responsible for new business development of consulting, managed services and ITO / BPO outsourcing projects. Consistently exceeded quota over multiple years for new managed services business initiatives. Increased sales and profitability year-over-year selling Antares’ excess I.T. capacity and services mix. Targeted CEO / CIO / CFO level for new Information Technology outsourcing opportunities. Creative, aggressive and disciplined hunting skills while managing the entire ITO sales lifecycle. Collective Technologies, Inc. - Regional Sales Manager and District Sales Representative 1998 – 2002 Collective Technologies was a national I.T. Managed Services Provider (MSP) / Consultancy Created, implemented and managed Collective’s regional consulting sales strategies and growth. Nearly tripled regional business from $3,600,000 to $9,700,000 within thirteen months. Hired, trained and directed thirteen salespeople in nine states throughout the Midwest and Southwest. Expertise in solutions-based selling, contract negotiations and partnership development. Experienced with budgeting, compensation and sales force automation (SFA), implementation. Excellent interpersonal communications and analytical skills with teamwork and relationship emphasis. Sold information technology consulting projects to new clients in Ohio and Michigan in a completely new territory. Consistently exceeded $3,000,000 quota in a completely new territory. Promoted to Area Sales Management within fifteen months due to consistent over-achievement. Maintained >90% utilization of consulting personnel at client engagements in Ohio and Michigan. Expanded the Ohio territory from Central Ohio to founding territories in Cincinnati and Cleveland. Established relationships with CxO’s and M.I.S personnel for I.T. managed services outsourcing. Leveraged vendor partnerships for subcontracting opportunities in addition to direct work. Interviewed additional technical and sales personnel via Collective’s unique hiring methodology. Vanstar - Account Executive - Commercial and Government Accounts 1994 - 1998 Vanstar was a national integrator of computer products and computer lifecycle managed services. Sold information technology consulting, product and managed services projects to new clients in Central Ohio. Consistently achieved and exceeded quota and profit margin goals and expectations. Awarded $6MM, multi-year product and services contract from a national logistics firm. Created and expanded various commercial computer networking products and services accounts. Performed account and project management responsibilities for a large, Midwestern bank. Aggressive direct and trade show marketing to state and local government agencies. Military: Electronics / Avionics Technician – F-15 Eagle Fighter Program, United States Air Force Education: University of Dayton, Dayton, Ohio - Master of Business Administration (coursework) Ohio State University, Columbus, Ohio - Bachelor of Science, Business Administration Columbus State Community College, Columbus, Ohio – Continuing education courses U.S. Air Force – Denver, Colorado - Electronics / Avionics Certificate
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