Summary

Successful Executive Sales Manager with extensive experience leading national sales teams. Strong business acumen with proven record of increasing sales volume and marketshare globally for new technology & service oriented companies.

Experienced in direct and channel selling eLearning, (LMS) Learning Management Systems, SaaS, Enterprise Software, BPO On/Offshore Services, establishing VAR/Dealer programs, Digital Pen, Secure Printing, and wireless mobility software. Consistently exceeded sales targets through aggressive and effective solution selling disciplines via Hunter mentality, strong work ethic, persistence and integrity. Start-up experience and strong business development skills.

• Ability to lead courageously; faces adversity head on; energized by tough challenges; manages risk; gets results (short-term and long-term)• A fresh thinker who can bring ideas in on how to grow market share and grow the region• A high profile leader with instant credibility in the marketplace• High energy, great interpersonal skills, excellent communicator, able to articulate a vision and energize market around that vision• Sets vision and strategy; creates and communicates a compelling and inspired vision or sense of purpose; demonstrated strategic thinking  and growth management skills; can create competitive and breakthrough strategies and plans; sees beyond today; talks about possibilities;   is optimistic; creates mileposts and symbols to rally support behind the vision• Ability to create strong relationships with senior leadership and subordinates• Highly impactful, professional level of interpersonal style with strong presentation skills• Thoroughly honest, upfront and direct• Strong character, considered a tireless professional, caring and empathetic• High degree of integrity and respect for others, with positive, sense of urgency, "can do" attitude.

• Intuitive understanding of team cohesion and dynamics • One who can deliver on promises and show results

Work History

Work History
Oct 2010 - Apr 2011

National Sales Manager

NetLearning, a division of Cengage Learning

NetLearning is an eLearning software provider developing products for the healthcare industry since 1995 and part of Cengage Learning. The NetLearning product suite allows for the deployment, management, and reporting of training-related activities.  NetLearning provides the Learning Management System platform, online content, reporting that enables management of all training to an ever-expanding array of healthcare providers - acute care hospitals, university teaching hospitals, cancer centers, physicians' groups, and more.  In this role, providing leadership to a team of inside and remote sales representatives covering 630+ clients throughout North America.

  • Lead team of (9) direct reports in healthcare e-learning industry
  • Increased pipeline opportunities 109%
  • Increased close ratio from 11% to 33%
  • Increased sales of flagship software 75% 
  • Increased sales of secondary software by 100% and product pipeline 224%
  • Implemented Consultative Sales Training program
  • Implemented Lead Generation program
  • Developed Channel Partner Program
Sep 2008 - Oct 2010

National Account Manager

NetLearning

Territory:   International

Overview/Achievements:Primarily responsible for launching new business verticals and International Affiliate Partner program for Content licensing. Tailoring offering and revenue share model to each partner's needs, collaborating on integration with existing LMS platforms or e-commerce portals for resell of over 3500 eLearning courses.

      -  Successful sale and implementation of multi-state healthcare system for Learning Management System for 26 facilities.

      -  Developed new business vertical and strategic partner relations in Pharma & GPO sectors.

Products: LMS, Computer Based Learning/CBL's, Custom Courseware, ASP Hosted Services, Competency

Competitors:  Healthstream, MC Strategies, Cornerstone, eHealthcare IT

Markets: Healthcare

Level of Contact: CFO, CIO, Education Mgr. ,HR, CNO

Sales Cycle: Nine to Twelve months

Jan 2007 - Sep 2008

Director of Sales and Marketing

Digital Pen Systems, Inc.

Territory: International

Overview/Achievements:  Establish and develop network of channel partners marketing leading edge data collection software solutions and realtime mobility for enterprise. Primary responsibilities included initial contact and qualification of enterprise partner, direct interaction with Executives and Sales managers to maximize selling opportunities in Enterprise accounts.  Train channel sales reps to identify target accounts, define project scope, deliver ROI’s and provide marketing support.

  • Developed AT&T partnership to over 2,000 sales reps equating to $10MM pipeline.
  • Developed other partners such as CDW, Okidata, Kodak/Carestream Health
  • Golden Pen Award 2007 – Most Satisfied Customer

Products: Digital Pen Systems Enterprise edition unifies the management of remote workers and provides data to backend systems. With Digital Pen EE software and services, customers can make their mobile workers, home office workers and branch and retail locations more productive by delivering a comprehensive solution including Forms management, Handwriting interpretation, wireless connectivity, and data validation and ASP service offerings.

Competitors:  Scanning operations, PDA’s, Tablet PC, Expedata, Mi-Co and Satori Labs

Markets: Horizontal

Level of Contact: CEO, CFO, CIO, Product Manager, VP of Sales

Sales Cycle: Three to six months with the average  of $2MM per partner activity pipeline

Partners:  AT&T, CDW, Kodak,, HP, RIM, OkiData, Colosa, Derive

May 2005 - Dec 2006

VIce President of Sales

PortNexus Corporation

Territory: International

Overview/Achievements: Established Digital Writing business unit.  Identified hardware/software partners for go to market offering of data collection enterprise software to coexist with PortNexus mobility solutions for Blackberry and PocketPC.  Hired (5) national sales executives and managed network of over 200 resellers equating to $18MM pipeline.

¨      Developed and executed business plan for Digital Writing division, acquisition of investor funds

¨      Developed partner network of resellers

¨      1st Digital Writing case study in US, partner - CDW

Products:  PortNexus’ software platform provides middleware mobility solutions to AT&T which simplify the marketing, design, deployment, purchase and user management of software applications on PocketPC’s.  PortNexus’ tools enable efficient integration of hardware, software, networks, and detached peripherals; cost effectively, seamlessly and easily. Competitors: Handango, MobileVision, HP, Palm, Symbol

Markets: Horizontal

Level of Contact: CXO, VP, IT Director, Messaging

Sales Cycle: Two to six months with the average deal size of $100K

Partners: AT&T, CDW, HP, NCR, Grabba, Anoto, Research In Motion

2000 - 2003

Eastern Region Account Executive

Standard Register

Presenting automated print output management software.  Business development was achieved through working with 15 non-technical sales reps to identify & close opportunities.  In Government role, developed large business automation projects with State and Federal nationally.

¨      Achieved 2001 Rookie of the Year award from 65 new hires

¨      138% Quota, 2002

¨     Co-Authored Patent with CIO for Unique Print on Demand Data Collection solution – Digital Writing

¨      Discovery & Established Strategic Alliance with SourceCorp for Document Imaging Outsourcing

Products: Patient Link-Up Enterprise, LinkUp Enterprise, E-forms, RFID, Supply Chain Software

Competitors:  FormFast, Reynolds & Reynolds, Moore Wallace, NCR/Galvanon

Markets: Fortune 500-2000, Healthcare, Financial, Insurance, Government and SMB

Level of Contact: CFO, CIO, Departmental VP, Director

Sales Cycle: Six months average to 18 months.  Prices ranging from $100,000 to $3MM.

May 1989 - 2000

Executive VP and Co-Founder

Lason/Tri-City Micrographics, Inc.

Primarily responsible for organic & non-organic growth. Creating demand for our suite of document management products and outsourced services using on & off-shore capabilities in China, India & Mexico. Overseeing of  Sales, Production, HR, Suppliers and inventory.

¨      Consistently achieved 25%+  Net Profit, grew revenue base to $7MM annually

¨      Outstanding Enterprise Award,  1990

¨      Provided steady employment for 40+

¨      Acquired by International BPO Company, Lason in 1998

Products: Document scanningservice bureau providing document conversion & data entry services to any type of business.  Kodak certified laboratory and Hardware/Software reseller.

Education

Education

BA - Communications

Skills

Skills

Strategic Vision and Leadership

Marketing

Business Development/StartUps

Salesforce.com

MS Office Suite