Tom Shima

Acronis, Inc.Fairfax, Virginia.(HQ, Burlington, MA) October 2004 to April 2009.Developer of software built to image computers for rapid disaster recovery, system deployment and virtualization.

Federal Civilian Account Manager, October 2007 to April 2009

• Responsible for direct and channel focused sales of Acronis software to all Civilian agencies.
• Grew Federal Civilian business by 33% in 2008, and 44% in Q1 2009.
• Worked with multiple value added reseller partners (VAR) to support varied agency contract vehicle requirements (GSA, NASA SEWP, NIH ECS etc.)

Commercial Enterprise Sales, November 2004 to October 2007

• Top commercial sales representative in 2005, and 2006, achieving 139% and 151% annual quota attainment respectively.Top 5% commercial rep 2007 with 98% annual quota attainment.
• Managed commercial territories in Metro Washington DC (2007), The UK and Northern Europe (2006), and Canada (2005)
• Provided oversight and mentoring for 7 member regional sales team in Herndon, Virginia
• Developed channel relationships with value added resellers increasing channel penetration from 10% to 40% in Canada
• Evaluated customer technical requirements with engineering team to determine most effective and valuable solution.

Account Executive, March 2002 to November 2004

• Assisted in recruiting, training and mentoring a new sales team to positively re-brand web hosting services provided by legacy Exodus Communications
• Consulted with clients to build technical solutions based on unique requirements
• Prepared and presented complex managed hosting proposals to prospective customers
• Demonstrated superior customer relationship skills to attract new clients, retain and upgrade existing clients

Account Executive III, May 2000 to March 2002

• Maintained average 250% quota attainment in 2001, by effectively managing resources including engineers, core field sales reps, web developers, value added resellers and industry networking
• Closed sales resulting in $3 million annual revenue in 2001
• Top producing Web Account Executive October 2000 and April 2001, and frequently in top 10% of all sales team performance
• Awarded MCI President’s Club for superior sales performance in 2001
• Team Lead, mentoring skill development and product knowledge of 13 teammates
• Promoted from AE II to AE III after 6 months in position
• Consistent attention to detail guiding customers, and account team through sales and implementation process