VisualCV

Out of a desire to leverage my technical and sales background, I launched Vidalia Media in late 2008. This digital media company leverages sales process and technology to help established companies re-engineer their internet presence to sell more effectively. To-date the company has developed internet sales engines in various sectors including: educational software, publishing, workplace drug testing and digital photography. Technologies employed include LAMP (Linux, Apache, MySQL, PERL), Wordpress Blog Software, Affiliate Marketing, Search-Engine Optimization, Audio/Video Production & Editing, Social Media, Email Marketing, eCommerce, Credit Card Payment Gateways and Forum software.

Responsibilities

• Business development process including market research, prospecting, preparation of customer proposals, sales presentations, deal construction, closing sales
• Project Management including preparation of project plans, coaching client personnel, facilitation and delivery of project deliverables
• Management of remote delivery staff (offshore outsource personnel)

Achievements

• Sale of internet sales initiatives resulting in multi-year service agreements worth approximately $US .5 million.
• This was a period of accelerated learning for me dealing with all the issues surrounding the launch of a private enterprise. Apart from the myriad of technical components, this included establishment of a legal business entity, securing funding, defining and deploying business strategy and business development strategies.
• Happy clients; several are poised to realize significant new revenues from projects we have undertaken together.

Responsibilities 

• Execution of sales call planning and discovery process to identify and document customer business pains
• Application of advanced communication skills in the documentation and communication of company value proposition, intelligence architecture and unique market positioning to clients
• Development of compelling software demonstrations that map SAS Enterprise Intelligence capabilities to customer business problems
• Provide detailed functional and technical understanding to client technical organisation on all aspects of the SAS platform: performance management, business intelligence, data quality, and data integration
• Leverage strong presentation and demonstration skills to present SAS solutions at all levels in client organisations
• Build proof-of-concepts to prove applicability of product functionality to clients’ business pain
• Delivery of training programs to customer organisations and internally to staff and partners

Achievements 

• Key contributor to the team that produced on-target number (2007)
• Lead sales consultant for multiple Performance Management proof-of-concept (POCs) resulting in approximately $500K in software and services revenue
• Lead sales consultant for a Marketing Performance Management initiative at one of Australia’s largest banks resulting in approximately $300K in software revenue
• Defined and executed the sales strategy for a Retail Scorecard for a leading retail grocery organisation resulting in $160K in software revenue
• Conducted a comprehensive Data Quality Assessment for a major NSW government organisation
• Developed and delivered an innovative Retail Intelligence demonstration to Australia’s largest industrial conglomerate resulting in $300K in software revenue
• Initiated the application of innovative demonstration techniques which received significant positive feedback from colleagues and customers
• Provided mentoring to junior sales staff many of whom had never worked in pre-sales resulting in shortened “time-to-first-demo”
• Initiated innovative call planning process resulting in better preparation and improved sales call outcomes
• Pioneered the use of a rigorous discovery process resulting in a better understanding of customer business problems and more targeted messages

Responsibilities 

• Train client staff in sales process and sales techniques
• Supervise and mentor customer-facing staff in pre-sales and customer support skills
• Translate technical capabilities into business benefits
• Conduct market and competitive analysis
• Create marketing materials including product literature, brochures and customer success stories

Achievements 

• Designed and implemented sales function for a technical services firm specialising in messaging, network management and IT asset management; rationalized product offerings, created product and marketing literature, established web presence and instituted sales funnel and pipeline reporting
• Designed and implemented the sales function for an organization operating in the mortgage processing space; created engagement model, product literature, standard agreements and pipeline reporting
• Performed business development function promoting solution to lenders and broker community

Senior Account Executive – Sydney (Mar 2003 – Dec 2004)
Account Executive – Chicago (Jan 2000 – Mar 2003)
Pre-sales Consultant – Chicago (Jun 1996 – Dec 1999)

Responsibilities 

• Extensive and continuous business development to corporate clients throughout an assigned territory through cold calling, direct mail, seminars, demonstrations, advertising, referrals and email marketing.
• Relationship management of Information Builders' largest financial services clients in Chicago (ABN Amro and The Northern Trust).
  
• Mentoring of junior sales and pre-sales staff around Information Builders product capabilities and messaging.

Sales Achievements 

• Top Branch Account Executive – 200+% of quota (2001 – Chicago)
• Eagle Award – Top Ten Regional Account Executive (2001)
  
• US National Rookie-of-the-Year – 100+% of quota (2000)
  
• Regular BDM of-the-month award recipient
  

Technical Pre-Sales/Sales Engineer for an Object-Oriented App. Dev. Software company.

Staff Consultat, IBM Mainframe, COBOL, CICS programmer, Computer-Aided Software Engineering

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