Ray Miller

Ray Miller

Summary

A dedicated, highly qualified and results oriented senior-level sales executive with over 18 years of experience in sales, business development, partner alliances and marketing of Information Technology services and solutions to public and private sector organizations with experience in both on-shore and off shore delivery models. With a cumulative track record of over $150 million in sales, achieved by leveraging strategic planning, team building, and client relations, I am confident that my expertise in facilitating business development and market penetration would add immediate value to your leadership team. While the majority of my experience is in IT, much of my skills and expertise can be applied to many other industries and applications. Along with my experience, come the following core qualities:

  • High Levels of Enthusiasm and Energy Leadership
  • Professionalism
  • Relationship Builder
  • Ability to Adapt
  • Drive, Determination and Desire for Success
  • Cold Calling Skills
  • Passion for Achievement

During my career, I have held a variety of roles and key achievements to include:

Sales, BD & Marketing Leader: Built, developed and managed successful sales teams to include inside, outside and channel and managed up to a $40M revenue budget. Also closed one of the largest deals in our company s history; a $27-million sale of a call center outsourcing program. In addition, I have been responsible for and developed marketing and lead generation programs and participated in product launches.

Individual Contributor-Hunter: Developed and executed sale strategies and tactics for both territories and vertical markets. Key achievements include a $3-million plus enterprise software program, developed a revenue pipeline of over $50 million and closed a $40-million plus outsourcing program.

Operations Management: Have managed and been responsible for contracts, proposals, pricing and program management. This includes both public sector and commercial.

Partner and Channel Alliances: Extensive experience developing strategic and tactical partnerships as well as selling to/through/with channel partners. Worked with such firms as CSC, Lockheed, EDS, Tech Data, Software House, MCI, SAP, Sun as well as regional VAR s, resellers and OEM s.

This background provides me with a unique perspective and advantage in understanding my employers, prospects and clients business drivers... The Big Picture . I enjoy and thrive in a fast paced business environment and this along with my industry experience, leadership qualities and passion for sales enables me to make an immediate positive impact to your organization.

I spent the majority of my career in the Washington, DC area selling IT outsourcing solutions and enterprise software to both government and private sector. I currently live in SW Florida and willing to travel as required. I am active in a variety of local business, community and professional organizations and strongly believe in the power of networking. Having introduced you to my professional background, I would appreciate the opportunity to discuss how my qualifications could contribute to your organization.

Work History

Work History

SE Region Sales

T-Systems North America

This is an individual contributor hunting role reporting to the VP of Sales responsible for the identification, development, and closing of infrastructure, application management, managed desktop services and data center outsourcing solutions to C-level executives in the Southeast US.Primary duties include marketing, prospect qualification, client presentations, solution/proposal development and contract negotiation.

ØDeveloped and executing business plan to include the identification of targeted vertical markets and accounts that fit our product and offering profile

ØIdentified over $3M in contract revenue during first 60 days

ØWork with corporate marketing in developing and implementing a variety of lead generation activities in my territory

ØTook leadership role in developing sales strategies with several key partners such as SAP, Cisco and Sun

Jun 2006 - Jul 2007

Solution Director

Overlay sales position supporting the North American field sales division, developing and selling service/help desk solutions and marketing strategies. Responsibilities included prospect qualification, solution development, pricing, and revenue forecasting as well as coordinate client presentations and relationship management.

ØAssumed lead on several partner engagements and assisted corporate marketing in creating new sales collateral

ØWorking with field sales, closed over $6M in contract revenue

ØWorking with national field sales, developed a revenue pipeline of over $25 million

ØWork closely with the various third party technology partners in developing client solutions for CompuCom’s E-Support offerings.These included knowledge management, automated diagnostics, self healing, remote control, password resets and other Self Help/Self Assist solutions.

May 2003 - Jun 2006

Owner

Estero River Consulting

Provided consultative services for private and public organizations (including Fortune 500 companies, educational/healthcare institutions, and leading IT outsourcing contractors), focusing on sales development, marketing/lead generation programs, and product launch strategies.Utilized technical knowledge involving software, eCRM, and IT services as well as led senior-level client relationship management with the SWFL region’s leading employers.

ØDrove a startup consultative sales firm’s annual revenues to approximately $150,000

ØDeveloped and managed several successful marketing programs resulting in new logo business

ØLed a capture management effort for a client leading to a successful partnership

Education

Education
Aug 1976 - Jun 1980

BS

Univ of Maryland-University College