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.