Thom Cunningham

Summary

I am a high-performance, proven, sales professional and team builder/manager.I have a history of solutions-based sales of complex products and services in highly competitive Fortune-level markets. I am a savvy visionary and strong strategic planner with know-how to translate sound plans into quick action and results.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

Topped record sales in first 6 months for Beaverton branch of SQLSoft+ <o:p></o:p>

Grew Services Sales for The PPI Group from $500,000 to $1.5 million in first year.<o:p></o:p>

Grew annual revenue from $2.8M to $6.5M in two years at Syntel.<o:p></o:p>

Re-engineered sales team to grow revenue 50% and profit 13% at <?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:stockticker>CTR</st1:stockticker> Business Systems.<o:p></o:p>

Started and grew successful business on innovation during tough times.<o:p></o:p>

Work History

Work History
Jan 2011 - Jun 2011

Channel Sales Manager

Air Advice

AirAdvice is selling a Paradigm-Shifting Platform to HVAC companies accross the US. This is a Saas solution that is complex to sell and complex to implement. I was responsible for training, hiring, and coaching the inside sales people to close consultative and strategic sales opportunities. In my time with AirAdvice, I changed our Sales Process Management to align it with the prospect's Buying Process. We identified metrics for the Sales team to focus on for improved results. We doubled the sales pipeline inside 3 months. Sales pace is running at 160% of 2010 (on target for 150% growth goal for the year). Rewrote Inside Sales PowerPoint Presentation to improve on closing ratios.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

Channel development was a major part of my role as well. Account Management is starting point for Channel Sales. We Identified our target base of Channel Partners and established the infrastructure and process for establishing base of partners. I Provided training and Business Consulting to Partners. I developed Metrics for successful engagement. I negotiated Channel Partnering agreements with new partners.<o:p></o:p>

Apr 2009 - Dec 2010

Account Executive

SQL Soft, Inc.

SQLSoft+ was, as many companies in <?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:place><st1:state>Oregon</st1:state></st1:place>, dramatically affected by the downturn in our economy.I was hired to bring sales up to at least prior year’s performance and then build from there.Leveraging the longstanding goodwill in the community, I have grown sales in this branch 50% year over year and targeting 100% growth for fiscal 2010. I topped sales charts in my third month and continued to be in the top two with no prior experience selling this brand of training. I was responsible for generating $1.2 million annually and exceeded my goals quarterly in a down economy.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

Oct 2007 - Oct 2008

Director of Sales

The PPI Group, Inc.

Reorganized sales team to transition to software services sales. Set and achieved goal to increase same by 300%. Reorganized services department to shore up Tech Support and Professional Services offerings. Coached and mentored sales reps to shift from product/training sales to solutions sales model leveraging technical resources and calling higher in accounts. Developed Services Dept. infrastructure to provide professional services and fee-based tech support. Wrote annual business plan and executed on same. <?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

May 2002 - Oct 2007

President

The APM Group, Inc.

Responsible for all aspects of running small Staff Augmentation and consulting concern. Generated $300k+ revenue in first 7 months of operation. Grew business to $2million in ensuing years engaging Fortune 500 clients and Software companies in staff augmentation specializing in Application and Enterprise Architecture, Project Management and Quality Assurance.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

Clients worked with included Xerox Business Group, Tektronix, Corillian Corporation, Pacificorp, Standard Insurance, Home Depot Supply, Freightliner and <?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:stockticker>NTI</st1:stockticker>.<o:p></o:p>

Nov 1998 - May 2002

Director of Sales

Syntel, Inc.

Responsible for $6.5 million in annual revenue. Hired sales professionals, grew division by 2.5x consultants and 3x Revenue/Margin. Hired Sales Execs and 30 delivery people (.net developers, Project Managers, Architects and QA).Managed the customer satisfaction with project development work. Grew this branch to 300+% of volume and 350+% profit in two years.Hired and managed telemarketingteam to develop leads for outbound sales to close business in the Northwest.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

Clients worked with include Executive-level IT, Direct-reports and Executive-level finance. Examples of companies worked with include Global 1000 (i.e., Tektronix, Menlo Logistics, Xerox, <?xml:namespace prefix = st2 ns = "urn:schemas:contacts" /><st2:sn>Nike</st2:sn>, Pacificorp, <?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:stockticker>PGE</st1:stockticker>, etc.) and well-funded startups (i.e., Corillian, MindFinders, Concero Group, E-trieve, etc.).<o:p></o:p>

Oct 1995 - Oct 1998

Director of Sales

The META Group, Inc.

Responsible for $1.5million+ per year in retainer-based research and analysis services. Territory sales of highly intangible to IT executives of Fortune 1000. Generated 33% incremental business over previous years business base. Successfully implemented Solution Selling modeling to achieve goal. Top performer in District.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

Accounts worked with include Intel Corporation, Sequent Corporation, Nike, Portland General Electric, Pacificorp, SAIF Corporation, Regence BlueCross/Blue Shield, Tektronix, Wacker-Siltronic, <?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:stockticker>CNF</st1:stockticker>, <st1:place><st1:city>Providence</st1:city></st1:place>, Legacy, Freightliner, Micron Electronics, Idaho Power, and more.<o:p></o:p>

Helping senior IT management of these Fortune 1000 companies to make informed decisions about everything from building an adaptive infrastructure to selection and implementation of electronic merchandising systems. Responsible for $1.5million+ per year in retainer-based research and analysis services. Territory sales of highly intangible to IT executives of Fortune 1000. Generated 33% incremental business over previous years business base. Successfully implemented Solution Selling modeling to achieve goal. Top performer in District.<o:p></o:p>

Accounts worked with include Intel Corporation, Sequent Corporation, Nike, Portland General Electric, Pacificorp, SAIF Corporation, Regence BlueCross/Blue Shield, Tektronix, Wacker Siltronic, <st1:stockticker>CNF</st1:stockticker>, <st1:city><st1:place>Providence</st1:place></st1:city>, Legacy, Freightliner, Micron Electronics, Idaho Power, and more.<o:p></o:p>

Helping senior IT management of these Fortune 1000 companies to make informed decisions about everything from building an adaptive infrastructure to selection and implementation of electronic merchandising systems.<o:p></o:p>

Education

Education
Dec 1982

BS

Golden Gate University