1998 - 2000Vice President, WW Sales ChannelsRancho Cordova, CA
Promoted to build new sales group within Sterling’s $100 Million storage division, focused on increasing market share and revenues outside traditional direct sales channel.Within eight months, I negotiated and secured a two-year, $4M worldwide agreement with Amdahl Global Services.Identified Virtual Tape startup and actively participated in acquisition, resulting in revenues exceeding $10 Million within first year of product availability.Designed right-to-use software licensing program for Business Partners to leverage and deliver software-as-a-service (SAAS) offering.Active involvement with, and made recommendations for, mergers and acquisitions, strategic roadmap development, and product direction.Left Sterling Software during acquisition by Computer Associates to join startup HighGround Systems.
1997 - 1998Director of SalesRancho Cordova, CA
Promoted to rebuild under-performing sales region with 50% territory vacancies and declining software revenue. Developed and implemented ongoing sales and technical product and industry training courses, to increase overall knowledge and proficiency of the team.Ended year at 100% headcount, while achieving 105% of quota with a sales team consisting of five out of eight Sales Representatives having less than six months in territories.Qualified the highest percentage of eligible Sales Representatives to President’s Club (4 out of 7).
1991 – 1997Manager, National AccountsRancho Cordova, CA
Responsible for managing regional, as well as specific named national accounts throughout the United States.Consistently ranked top Sales Executive (1st or 2nd) during tenure.Closed largest new product sale for the year to number one competitor: IBM.Developed innovative “Trojan Horse” sales model resulting in 80% close ratio and standard sales model for the company.Recipient of Sterling Software Salesman of the Year award, numerous Salesman of the Quarter awards, and qualified for every Presidents Club.The following summarizes past quota performance:1996-97(208%), 1995-96(173%), 1994-95(140%), 1993-94(127%), 1992-93(123%), and 1991-92(169%)
1987 – 1990Sales RepresentativeRancho Cordova, CA
Qualified for Sterling Software’s first-ever Silver Achievement Club (President’s Club) in 1990.