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Date Created: 12/22/15
ROBERT N. TURNER Colorado Springs, CO 80907 Phone: (937) 654-6342 email@example.com A Recognized Expert in Sales Management for Technology Solutions Creative and hardworking executive with expertise in both sales and personnel management. Effective sales trainer experienced in training partners over multi-state territories and internationally. Experienced in direct and indirect channel sales management for enterprise business technology solutions. Proven ability to initiate and implement multi-year contracts with domestic and international private, public and government sectors. Nationally recognized and award-winning management professional (Malcolm Baldrige National Quality Award). A collaborative team builder, used to working with cross-functional teams through business proposal development, contract negotiation and execution. Skilled at finding new markets for technological business products (spearheaded a strategic growth of $1.3M to $14M in territory expansion). Consistently delivers high-quality projects on time and on budget. Fully abreast of the latest technologies, techniques and methods to deliver cutting edge solutions and services that keep clients ahead in highly competitive markets. CORE COMPETENCIES Sales Process Project Management Strategic Planning Staff Recruitment and Training P&L Management Marketing Management Account Leadership Multi-Level Team Management Direct and Channel Sales Multi-year Contract Negotiation Business Financial Analysis Opportunity Identification Budget Management Leadership and Mentoring Classroom Facilitation Technology Industry Expertise Strategic Communication RFQ/RFP Capture and Response Management Risk Assessment Private, Public, Government & International Client Management RELEVANT EXPERIENCES AND ACHIEVEMENTS CONSULTANT 2012 - 2013 Worked with national accounts providing project management and contract capture expertise for managed services and application integration for Training, Oil & Gas exploration, construction and green technology solutions. Successfully improved sales capture processes, developed cost/price modeling and closed deals over $500K. Developed strategic plans and performed prospecting activities for clients to generate new business. CYALUME TECHNOLOGIES INC., 2011 - 2012 Channel Sales Manager / Sales Manager-CTS Inc. (purchased by Cyalume Technologies) Oversaw strategic growth of sales through channel revenues and direct sales of training solutions and services. Identified, built working relationships and closed on new worldwide territories. Developed sales plans and mitigated risks for new product opportunities. Supervised staff and managed product training programs. Generated $3.5M in new business through expanded product offerings and services. Developed and executed go-to-market sales strategy to ensure an outstanding customer experience. Managed sales to the Public Sector, Major Accounts and international security organizations. GOVERNMENT ACQUISITIONS INC., 2005 - 2010 Government Sales Specialist – Public Sector and Major Accounts Oversaw strategic business plan for the acquisition of federal DoD and Civilian government enterprise IT solutions and services contracts for $250M VAR. Represented ECM, BI, ERP, Security, Cloud and OS technology for leading industry partners such as Dell, Oracle, HP, IBM, VMware, SAP, Documentum, Red Hat, Quest, EMC, Symantec, Cisco and others during direct sales of Hardware, Software, Professional Service and Managed Services. Partnered with all the major systems integrators such as Northrop Grumman, EDS, General Dynamics, SAIC, Telos and Raytheon. Developed and implemented strategic sales and business plans with vendors and partner resources. Successfully negotiated contracts, including a single contract of over $7.1M. Oversaw territory growth from $1.3M to $14.0M in a worldwide market. Robert N. Turner Resume, Page 2 STANDARD REGISTER CORPORATION 2004 Business Development Technical Consultant, SMARTworks Desktop Solutions Developed strategic business migration and application plans with internal, vendor, regional and national healthcare accounts. Implemented migration for SaaS solution and served as technology expert for the SMARTworks Desktop Solutions. Clients such as Aurora Healthcare, Kaiser Permanente and Cleveland Clinic. Developed sales process and implemented training for a 72-member sales team over a nine-state territory. Lead on high-stakes opportunities over $250,000. IKON OFFICE SOLUTIONS 2003 - 2004 Strategic Account Executive – IKON North America Managed national account channel and partner relationships with a multi-state territory and contributed to IKON’s strategic plan for the sales of enterprise production solutions. Clients such as FedEx, Standard Register and UPS. Grew territory by 600% through cultivation of C-level relationships. Served as a technology source expert in the areas of enterprise document management software, hardware and professional services. PKWARE, INC. 2002 - 2003 Sales Manager Oversaw strategic development of the $15M North American sales tactics from utility and security mainframe software to channel partners in the commercial and public sector. Clients from Financial to Retail markets. Managed sales and customer service organizations with 16 direct reports. Increased new net business by 28% through a migration to solution-selling methodology. XEROX CORPORATION 1994 - 2002 Document Solutions Executive/Business Development Consultant/Sales Manager/Site Manager Developed and delivered Enterprise Document Management solutions for public sector and major account organizations. Developed and implemented product rollout to the Defense Logistics Agency (DLA). Responsible for sales, marketing strategies and training of DLA sales associates in the Document and Knowledge Management SaaS solution for Department of Defense organizations. Received special recognition by the Defense Logistics Agency for successful implementation of rollout to DLA sales teams. Responsible for the management and sales of enterprise outsourcing services for major accounts and national territories. Directed the sales team and operations management of services. Clients such as ABB, AT&T, Budweiser, Cardinal Health, Eli Lilly, Emerson, Emery, General Electric, Kroger, Maytag and Qwest. Managed and provided staff development for 47 direct reports, including managers. Awarded performance achievements, including President Club ranking of #2 in out of 110 managers. Oversaw business strategy and P&L management for revenue plans exceeding $12M. Education Bachelor of Science, Business Management and Communications – Northwest Missouri State University Advanced Personnel Management – Northern Kentucky State University Public Health Sciences – Indiana University Additional Training and Certifications Certified train-the-trainer for Sales, Management and Quality Process Management – Malcolm Baldridge award winner. Numerous technical training courses and certificates; self-paced and instructed in Networks, Data Centers, Telecom, Wireless and Open Systems. Microsoft and Windows Professional training, project management, personnel development management, EDI integration, contract pricing, CRM, Salesforce.com sales tools, quality process management and Six Sigma executive program. EMC Proven Professional, Sun Storage Elite Sales Certification, NetApp Sales Professional, Citrix Certified Sales Professional, F5 Networks Certification, Symantec Data Loss Protection Certification and numerous others. Leadership - Eagle Scout, President of Fraternity, Trustee of Church, Vice-Chairman of Civil Service Commission and many others. Stephen Covey Institute for Executive Development, Principle Centered Leadership. SCORE Certified Mentor.
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