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Senior Sales and Marketing Management executive with a 20 year accomplished career history; known throughout the industry for delivering revenue and profit gains within highly competitive International and US markets.  Exceptional communicator with a consultative style, strong negotiation skills, exceptional problem solving abilities, and a client needs assessment aptitude.  Has built and developed twelve successful domestic and international sales organizations exceeding more than Nine Billion Dollars in career sales.

Work experience

Aug 2007Present

Regional Sales and Marketing Director

Bluespring Software

Bluespring manufactures, and develops Business Process Management software solutions that automate business activities.I was hired to take over and build the south and western sales regions.Bluespring is a leader in the “Human Centric” .Net BPMS space.

ØIncreased consulting sales and opportunities resulting in a 200 percent sales increase

ØIncreased sales forecast by as much as 900%.

ØIncreased exposure to added markets through the development of solutions approach.

ØDeveloped major and strategic Account plan.

ØDeveloped better account management methodologies, and tactics.

ØDeveloped a higher standard for the sales force, and motivated professionals

Sep 2004Aug 2007

Regional Director Sales, and Marketing

Parasoft Software

Parasoft manufactures, and develops software solutions that develop software.I was hired to take over failing central sales region.Our solutions include: Software, Services, Software Development Outsourcing, and point solutions.

ØHired and trained new regional inside and field sales force.

ØIncreased consulting sales and opportunities by 200% within a short period of time.

ØIncreased sales forecast by as much as 700%.

ØIncreased exposure to added markets through the development of product packetization.

ØIncreased account penetration.

ØDeveloped better account management methodologies, and tactics.

Nov 2002Jun 2004

Regional Director, Sales and Marketing

Northrop Grumman, Commercial S & L Solutions

This position is classified as a “Level 4” Sales Managerial status within this “Fortune 100” corporation.The division was the “Commercial/State and Local” area of the company, selling Information Technology consulting, outsourcing, help desk, and break/fix maintenance.

Reporting to the Senior Vice president of sales, the position was necessary to repair and manage a “broken sales organization”.Prior to joining the company, the western region was not performing to the sales expectations of management and the level of other regions.Turnover was higher than normal, and management had changed in the region four times within the prior two years.This region needed a plan, focus, and stability to survive.

ØHeld full P & L responsibility for the fourteen state western sales region, managed sales and support staff of 16, and a network including; 37 channel partners, with 2 major OEM accounts.

ØSolidified two major opportunities with: American Honda Motor Company and Unocal, establishing these accounts as the largest two accounts in this division for Northrop Grumman.

ØAcquired portfolio of eighty prominent new end user accounts such as: City of Los Angeles, LAUSD State of CA, Lawrence Livermore Labs, Washington Mutual, and other strategic accounts within the region.

ØGrew direct sales revenue in the region by thirty seven percent and Channel sales by fifty percent while reducing turnover to less than 8 percent annually.

ØPioneered methodologies and strategies in this region, such as “Needs, Unique, Timing, Cash, Authority, Solutions, and Enemies (i.e. NUTCASE) forecasting, and solution selling.This resulted in seventy percent forecasting accuracy, and a forty-six percent opportunity/forecast closure rate.

ØRetained one hundred percent of all existing accounts through good account management and maintenance of relationships with “C” level contacts.


Jun 2008


University of Canterbury