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Date Created: 12/22/15
Mark Leonard Coppell, TX 75019 (972) 393-1885 firstname.lastname@example.org Objective To apply my skills and leverage my contacts in a direct selling environment, contributing to the bottom line of my employer Summary A seasoned sales professional, over 20 years in the computer software field, with above quota performance in direct sales to Fortune 1000 Accounts. Also experienced in sales management, business partner recruitment, and business plan development. Major skills include solution selling, prospecting, presentation, and closing sales. Additional skills in communication, creative problem solving, team building and leadership. A dependable, thorough, well-organized sales professional dedicated to, and focused on, above quota achievement, contributing to company revenue and profit growth. Areas of Expertise Direct Sales Vendor Relations Data Warehousing Territory Management Business Development Decision Support Account Management Channels Development Supply Chain Management Strategic Planning Contract Negotiations Accounting Solutions Fortune 1000 OEMs, VARs Systems Integrators Financial Services Telco Technology Wholesale/Distribution Retail Energy Selected Highlights Above Quota Achievement Awarded stock options for outstanding performance Saved Employer over $2,400,000.00 Sold 3.5M in data warehousing solutions Increased sales tenfold Professional Experience Perri’s Furniture LLC 2012 to 2013 Regional Sales Manager – sell furniture and design services to bars, restaurants, and professional offices * Introduced the concept of outside sales for a retail outlet * Closed business in the restaurant/bar sector as well as professional offices ICNet Systems, Warrenville IL 2012 to 2012 Regional Sales Manager – Sold Infection Control Software to hospitals * Cold calling resulted in most sales demo set in North America * Generated 17 Proposals, 2 chose ICNet for their solution DCS Global , Dallas TX 2008 to 2012 Regional Sales Manager – Sold Revenue Cycle software to hospitals in 12 states * Sold over 1 M in 2009 * Established company in the Kiosk business - sold first implementation * Closed 1.6M in 2010 * Closed over 1.2M in 2011 * Established company in Insurance Verification business, sold the largest contract ever by signing a large system in Southern California. * Best selling salesperson in the history of the company Aigilis Corporation 2006 to 2007 Channels Recruiter - Engaged largest national insurance marketing companies to sell a life insurance product positioned as a “transfer of wealth” vehicle * Recruited the most National Marketers in the country * Developed Web Site to use for recruiting and shared with other recruiters * Developed marketing materials to use in the recruitment effort GCI Dallas TX 2001 –2005 Strategic Account Manager – Sold Supply Chain Management Software, result of acquisition, Business Intelligence Software, and Consulting Services nationally * Sold 1.47M in software and services – 2005 * Coordinated Business Partner sales efforts – Oracle, Cognos, * Established and managed the IBM relationship resulting in company becoming Premier Business Partner Informix/Red Brick Systems, Inc., Dallas TX 1998 - 2001 EDS Account Manager – Joined Informix as a result of Informix purchasing Red Brick. * Closed 3.0M in software sales, services and training * Attained 150% of quota Channel Sales Account Manager – Joined Red Brick as a Senior District Sales Manager, responsible for selling Data Warehousing products and services to the F500 * Built strong pipelines in 6 months, making over 500 contacts * Promoted to Channel Sales Manager, recruiting business partners in 11 states * Worked with EDS, Perot Systems, SAIC, and 18 other Systems Integrators, Consultants, and Application Developers, building strongest channel in the country International Business Machines, Dallas, TX 1994 - 1997 Business Development Manager (1996-97) - Recruited IBM RS/6000 Business Partners to sell Lotus Notes software. Responsible for 7 state territory, supporting IBM field sales efforts with business partner coverage. * Built largest business partner organization in three divisions * Consulted with business partners, developing campaigns that resulted in greater attendance at road shows, while preventing competition from competing on price Channels Marketing Manager (1994-96) - Developed plans for introducing DB2/6000 into the channel. Coordinated activities of development lab and distributors to recruit business partners. Helped fashion IBM’s business partner program – BESTeam. * Matched IBM needs to market realities, saving IBM over $2,400,000 in annual expenses * Enabled largest national distributors and aggregators by establishing pricing and discount guidelines, and developing targeted marketing campaigns to recruit BESTeam members, contributing to a base of approximately 3000 VARs focused on IBM software Software Publishing Corporation/Precision Inc. Dallas, TX 1986 - 1994 District Sales Manager, SPC (1992-94) - Increased sales of database software, Superbase 4, and presentation software, Harvard Graphics, to Fortune 1000 accounts. Sponsored marketing events in conjunction with business partners. * Led region with 130% quota achievement by increasing sales to installed base and generating new accounts * Joined as a Product Specialist when SPC purchased Precision, promoted to DSM in one year National Sales Manager, Precision Inc. (1986-92) Built a sales team to sell relational database software to Fortune 1000 developers and independent developers. Developed training materials, business plans and influenced the business partner program, providing marketing and technical support to independent value added resellers (VARs). * Increased sales from $300,000 a year to over $3,600,000 a year, * Developed marketing programs to recruit VARs, expanding the base by over 300% Education Master of Science, Marketing, University of Texas - Dallas * Achieved 3.7 GPA in Marketing courses Bachelor of Business Administration, University of Texas - Austin * Double Major: Marketing and Finance * Dean's List Professional Sales Training * Power Base Selling * Solution Selling Light bulb award winner Team leader
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