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SALES LEADER Entices customers to buy more products, more often! Performance driven, customer focused, technically minded, seasoned sales hunter renowned for sourcing and capturing significant contracts in a saturated and competitive market. Charismatic, strong relationship builder, works with potential clients to define and understand their needs. Articulate and confident communicator, patient, builds and maintains synergy and rapport with persons of all backgrounds. Projects and solutions focused, devises and implements sales strategies to optimize revenue, familiar with long and complex sales cycles. Respected coach and mentor, actively encourage peers to pursue their dreams.

Core business competencies include:

¬Sales Management

¬Channel & Direct Sales

¬Account Management

¬Territory Management

¬Relationship Management

¬After Sales Support

¬Contract Negotiations

¬Customer Service

¬Prospecting & Research

¬Business Analysis

¬Business Planning

¬Program Management

Work experience

Mar 2008May 2009

Territory Account Manager


¬Recruited to boost the corporate profile as the company expanded and realigned territories with accountability for Georgia, North Carolina, South Carolina, and Tennessee.¬Devised and executed unique and viable sales strategies to attract attention from key account decision makers. Catapulted sales at the Gold & Silver Partner levels, generating additional 40% revenue, while converting 3 Silver partners into Gold.¬Worked with the Partners to define and understand their needs, insisting on prudent business planning and delivering on actions.¬Consistently outperformed 22 peers by 25%, recognized as a Top Performer.¬Identified a need for a State Contract with South Carolina to allow various state agencies to purchase products through a group/volume buying agreement. Worked the State Purchasing Group to have products approved selling through 3 resellers appointed on the State contract. Signed agreement which is forecasted to generate $2 million per annum over 3 years.¬Researched and uncovered security service providers, opening up communications to entice them into sales negotiations with an emphasis on growing their business. Devised sales incentives, providing marketing development funds to generate new leads, and position services to maximize revenue potential.¬Partnered with the Enterprise Sales Team to uncover more opportunities in excess of $100,000 per account, driving sector sales by 200% in 6 months, capturing high profile clients including University of South Carolina, Kroger Stores and National Parts.

Jan 2007Dec 2007

Regional Sales Manager

¬Negotiated a large scale $80,000 sale of network intrusion prevention systems with the University of Memphis capturing the contract from front runner Cisco.

¬Identified key accounts in the MSP market, developed and secured 2 new managed security providers jointly generating $200,000.

¬Managed the Mid Atlantic territory encompassing 5 States until the company ran out of funds.

Oct 2002Jan 2007

Sales Manager

bluesocket, Inc.

¬Managed a Sales Engineer and Inside Sales person covering 8 States in the South Eastern U.S. positioning WLAN solutions to major Fortune 1000 accounts.

¬Cultivated and captured a $1.2 million account with HCA Healthcare to place Bluesocket products into 180 hospitals, achieved through a 16 month sales cycle.

¬Convinced AT&T to enter into a partner relationship with Bluesocket based on the HCA Healthcare project, worked with sales team to increase their share, aligning expansion, and contributing an additional $1 million annually.

¬Cultivated and closed a $500,000 annual State Contract with Georgia after uncovering an opportunity with the University of Georgia and proposing to them the benefits of purchasing at a discount through a State Contract vehicle.

Mar 2000Mar 2002

Territory Sales Mgr

xcert International, Inc.

¬Utilized persistence, tact and diplomacy in securing a $500,000 contract with Wachovia Bank to supply PKI financial security solutions.

Nov 1998Mar 2000

Sales Executive

3Com Corporattion

¬Propelled sales by 35% in 12 months working with Partners on lead generation activities to sponsor customer events and initiate an intense program encompassing after-hour events to attract vendors to pitch new networking technologies.

Oct 1992Nov 1998

Sales Executive


¬Closed 4 $100,000 accounts in networking products to Goodys Family Clothing, Belk’s, Public Service of North Carolina and Gaylord Entertainment.

Mar 1989Nov 1992

Chief Operating Officer

General Technology
Mar 1986Mar 1989

Division Manager


On Target Systems

Target Account Selling