Accomplished sales leader and “hunter” with unique combination of big picture vision and laser-like focus to detail.The desire for new market penetration, increased market share and top-line revenue growth combine to fuel my entrepreneurial drive.Creative presentation, negotiation, closing and relationship management skills round out my talent set.The result inspires collaboration, produces revenue, and builds organizations capable of delivering dramatic results in the highly competitive and complex environments of online marketing and SaaS solutions.
2003 - Present
Principal and General Manager
Cornerstone Marketing Group
Founder of dynamic sales organization with the mission of increasing sales revenue for clients by delivering targeted, dynamic internet marketing and website development services. Represented “Best of Breed” solutions from partners such as ThomasNet.com and other 3rd party vendors. Scope of executive leadership position includes operating management, sales, marketing, accounting and human resources.
·Grew business to 200+ clients in the New England area yielding $4m in annual sales revenue
·Achieved double digit new business growth and 90+% client retention
·Established new business through innovative and aggressive marketing campaigns, including telemarketing, direct mail and targeted in-person seminars
·Devised cross-selling and up-selling strategies to increase revenue from installed client base while enhancing core value proposition
·Client base spans small & medium sized manufacturing product & service companies to large National firms such as: American Power Conversion; PTC; Thermo Fisher
2002 - 2003
Responsible for sales of private-label web site publishing software and management services to top online destination sites and small business providers.
·Directly responsible for all lead generation, including extensive cold-calling and e-mail marketing, as well as the creation of persuasive business proposals, online webinars and ROI scenarios.
·Established specific sales proposition and customer opportunities in vertical markets such as construction, manufacturing, printing and education
·Major Account responsibility: Thomas Publishing, Register.com, Comcast, McGraw-Hill
1999 - 2001
Senior Director, Channel Development
THINQ Learning Solutions
Led strategic channel development initiatives for software start-up firm which created an industry leading, web-based Learning Management System.
·Mentored a team of six business development professionals charged with forging partner relationships among the “Big 5” consulting firms and top tier systems integrators
·Developed sales training, certification requirements and joint pipeline opportunities to ensure revenue from reseller/referral relationship
·Major Account responsibility: KPMG, PwC, Deloitte, CSC and Lockheed Martin
·Budget Responsibility: $5M+ through partner channels
1996 - 1998
Sales and Channel Development Manager
Directed all sales and channel development opportunities for internet start-up firm which produced multi-media streaming solutions for online advertising and marketing.
·Established pricing models, sales forecasts, budgeting, target account strategy and Developer Relations Program
·Led a team of five sales and support professionals
·Major Account responsibility: Volvo, AT&T, New Balance and Sony
·Budget Responsibility: Establish mind- and market-share with $1M+ in revenue for initial product launch
1988 - 1996
Director of Sales, ZD Interactive
Established policies and procedures to develop online advertising as the primary business model for new internet version of traditional high-tech publishing properties.
·Spearheaded lead-generation efforts and sales campaigns to successfully launch advertising on “ZDNet.com”
·Major Account responsibility: Dell, Gateway, Lotus, IBM and HP
·Achieved 170% of goal by launching with 14 advertisers on ZDNet.com and 70 Strategic Marketing Partners on Interchange Online Network
Eastern Sales Director, PC/Computing Magazine
Responsible for meeting and exceeding sales goals across seven east-coast territories for new high-tech monthly publication.
·Coordinated all sales initiatives, working closely with editorial and marketing to increase ad revenue and market share
·Major Account responsibility: IBM, Lotus, Computer Associates and NEC
·Budget Responsibility: $15M+ from East Coast advertisers