Additional Information: Active member of the Association for Financial Professionals (AFP). Named Top Sales Performer at Wall Street Systems, OneSource Information Systems, Bank of Boston, and Bank of America. Enjoy golf, baseball, football, fishing and reading.
Senior Sales Executive
Experienced in Selling Treasury & Risk Management Solutions / New Sales Development / Client Needs Assessments / Contract Negotiations / Product Development & Launch
Skilled in building client relationships with Fortune 1000 companies, I have secured key accounts, closing large initial and add-on contracts to consistently exceed expectations. I carefully assess client needs, working with technical teams to deliver best-of-breed solutions. My strengths include:
* Establishing trusted relationships with C-Level Executives
* Successfully negotating and closing new contracts with key accounts
* Identifying and executing sales strategies to win business away from competitors
* Delivering cost-effective software and business solutions that resolve complex client needs
I gain influence with key decision makers at all levels and provide keen ability to build highly productive internal teams, identifying solutions to clients' most challenging situations. High competitive and persistent,I manage multiple priorities in fast-changing, dynamic markets.
Wayne State University
Sales Manager, North America
Current Position. Responsible for developing new business with large corporate and middle market prospects in North America for complete Treasury Management Solutions (TMS).
Sales Manager - North America
Western Regional Sales Manager
Western Regional Sales Manager, FiREapps, Inc., a privately held $5M software as a service provider, 2008 to 2009. Developed new business with Fortune 1000 corporate and financial service companies, selling SaaS services to manage Foreign Exchange Exposure Risk. New clients included Abbott Medical Optics, Callaway Golf Co., and Agilent Technologies, Inc. New prospects included SunPower Inc., Xilinx, Inc., Tektronix, Inc. and Sun Microsystems, Inc.
Rescued key account. At FiREapps, developed relationship with key prospect, Advanced Medical Optics (AMO), only to learn the company was acquired by Abbott Laboratories, putting contract closure on-hold. Met with AMO and Abbott senior leadership, presenting SaaS solution. Successfully closed the deal saving this new prospect.
2007 - 2008
Senior Sales Executice
Senior Account Manager, Axway, Inc., a subsidiary of Sopra, Inc., a $1.5B software provider, 2007 to 2008. Developed relationships with large corporate and financial services companies. Sold SWIFTNet connectivity and treasury, risk, and cash management solutions. Managed RFI/RFP process. Established pricing and negotiated contracts.Clients and prospects included Chevron, United Technologies, Tyco International, Kraft Foods, Xerox, AIG, and MetLife.
2005 - 2007
Senior Sales Executive
Senior Sales Executive, Wall Street Systems, Inc., 2005 to 2007. Developed accounts for large scale enterprise-wide treasury, risk, and cash management solutions. Closed $4M+ in revenue, far exceeding goal of $1.75M during tenure.New clients included BlackRock/Merrill Lynch Investment Managers, The Vanguard Group, and Wells Fargo Bank.
qUnseated entrenched competitor at major bank. Wells Fargo Bank completed a 12-month evaluation process to select the best-of-breed solution to automate its enterprise wide corporate treasury system. Initially lost contract to competitor. Persistently followed up with key Treasury executives, ultimately winning away the deal worth $2.5M in fees and services.
qWon major contract. The Vanguard Group had a mission-critical requirement to reallocate and net funds transparently between their 400+ mutual funds. Won Wall Street Systems management buy-in to build Vanguard specific needs into treasury management solution. Following on-site trial and systems integration, awarded contract worth $850K.
qNegotiated add-on revenue from a key account. One of Wall Street Systems’ clients, Merrill Lynch Investment Management (MLIM) was acquired by BlackRock which planned to build an internal IT solution to replace WSS’ solution. Together with MLIM executives, presented WSS system benefits to BlackRock senior management, and secured a $100K contract expansion with BlackRock.
2005 - 2002
Global Relationship Manager
Global Relationship Manager, OneSource Information Services, leading provider of real-time market, news, and information data. 2002 to 2005.Managed and grew business relationships of a $4MIL portfolio of the largest commercial banks in the US, including Citigroup, Bank of America, JP Morgan Chase, Wachovia, PNC Bank, KeyBank, and Wells Fargo Bank. Managed 3 Account Executives. Successfully cross sold and upgraded major account relationships. Managed a budget of $500K.
qDoubled contract value. A top-five OneSource client, BankOne (J.P. Morgan Chase), was working on a labor-intensive internal CRM project for their corporate lending officers. Worked with product management team to automate the integration of data content entry into their CRM system. Revitalized the account relationship, successfully renewing and expanding the subscription agreement by three years.
1999 - 2002
Director of Sales
Director of Sales, Thomson Financial Treasury Solutions, a treasury solutions provider, 1999 to 2002. Managed all direct and channel sales activities related to Thomson Vision, a financial application software and business integration solution designed to manage international treasury front, middle, and back office operations. Managed a two person sales team.Hired and trained new sales staff. Developed and managed sales compensation plans.Developed channel sales partners, including Compaq Computers, Fiserv, and EDS. Managed a $1M budget.
1992 - 1996
Vice President, Global Treasury
Bank of Boston
Vice President, Bank of Boston, 1992 to 1996. Successfully sold treasury management solutions to multinational corporations. Developed complete territory and key prospect account plans, made on-site sales calls and sales presentations, closed and implemented new business. Key clients included: American Express, Merrill Lynch & Co., Philip Morris Management Corporation, The Related Management Group, Cablevision Systems, and AIG.
qBuilt key executive relationship, securing contract. Bank of Boston was locked out of Merrill Lynch by a competitor. Secured spot for a C-Level executive at Senior Pro Golf Classic, building a personal C-Level relationship and detailing next steps with action items. Gained trust to win $1M in new business in 6 months & grew account to an annualized $2M.
Earlier:Vice President, Bank of America and Assistant Vice President, Citibank