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Dynamic, customer-focused sales leader and territory manager with over 20 years experience accelerating corporate expansion, driving revenue growth, and improving profits. Track record identifying channel sales opportunities and building strong relationships with partners. Skilled at developing lucrative new sales territories. Accomplished recruiter, trainer, and motivator with a talent for leading large teams to exceed corporate sales objectives.

Sales Leadership • Strategic Planning • Lead Generation • Sales Forecasting Customer Relationships • Business Development • New Market Development • Negotiations Recruitment & Sales Training • Product Launches • Revenue Generation • Budgeting

Conflict Resolution • Resource Management • Incentive Programs

Work experience

2007Jan 2009

Area Sales Director

LANDesk Software, an Avocent Company

LANDesk Software, Sandy, Utah • 2007-2009

Subsidiary of Avocent, delivering management systems, security, and process management solutions.

Area Sales Director, Commercial / Federal

Supervised 10 territory reps and 1 Federal rep, and directed sales operations in 21 states across North America. Developed and maintained watertight relationships with global partners, including Dell and Lenovo, to maximize reselling opportunities. Responsible for weekly sales forecasting and administration of travel and expenses budget. Spearheaded generation of sales leads to fill pipeline, and optimized sales closures. Boosted effectiveness of sales reps by hosting intensive Solution Selling sessions. Pioneered involvement of consultants and pre-sales engineers in the selling process. Managed area Marketing and Sales technical support. Resolved all channel conflicts. Responsible for recruitment, training and, when necessary, firing of sales reps.

·Delivered 18% new license growth in 10 state area worth over $11M.

·Boosted sales growth by 32% over 90 day period through development of central time zone states resulting in additional revenue of $15M.

·Pioneered and developed federal government sales department leading to immediate signing of 6 partners with supply letters for the General Services Administration.

·Devised and implemented successful strategy of selling only through channel partners.

May 1985Nov 2007

Director Specialist


Novell Inc, Southfield, Michigan / Dallas, Texas • 1985-2007

An infrastructure software company with 4000 employees focused on integrating mixed IT environments.

Business Unit Director, 2005-2007

Strengthened business unit through significant partner recruitment and development. Provided regular updates on industry trends, competitive activity, sales opportunities, product development, and sales performance. Oversaw Technology Specialist focused on identity, workgroup, and resource management. Led successful engagement with channel partners in areas of sales training and joint sales calls.

·Directed $76M sales operation across 13 states, with 9 direct reports.

·Achieved recognition as the leader of the only team to maintain sales levels in declining market.

May 1985Nov 2007

Director of Sales


Supervised sales operations in 2 offices and managed 9 sales reps, 6 system engineers, 2 customer support reps, and an office administrator. Added dotted line reports for 10 consultants. Developed sales strategies for district and built strong relationships with end users and resellers. Interviewed, recruited, and trained sales representatives, implemented incentive programs, and conducted personnel reviews.

·Generated $30M in sales and service revenue for 2001.

·Responsible for $2.5M budget and staff of 28.

·Facilitated seamless integration of 2 newly merged companies, CTP and Novell, with no channel conflicts.

·Exceeded quota regularly and delivered largest single sale valued at $4M.

·Won President Club award 5 times.

Area Technical Manger, 1993-1996

Oversaw 6 system engineer managers and 32 engineers across 19 states. Ensured technical support for corporate operations and end user requirements. Developed quarterly system engineer objectives. Interviewed candidates, provided advanced training for system engineers, and conducted annual reviews and salary adjustments.

·Maintained 100% system engineer retention level over 3 years.

·Won President Club award 3 years running.

Career Note:

Previous positions include System Engineer Manager and System Engineer at Novell Inc, 1985-1993




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