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TOM SAARI

Saratoga, CA. tksaari@sbcglobal.net (408) 218-5424 (M)

A dynamic solutions sales executive with 25 years experience in both fast-growth startups and Fortune 500 companies. A proven leader in the full scope of sales operations, from strategic planning, to partner development, strategic alliances, new market penetration, and customer service. Solid track record of leveraging new business opportunities, boosting sales and driving product growth across multiple channels. In-depth business development and M&A expertise, balanced with the dedication to consistently deliver exemplary customer service.

Sales Team Leadership Channel Development Strategic Alliances

Professional Accomplishments
VOCOLLECT Inc.- acquired by INTERMEC in 2011, Saratoga, CA 2010 - 2013
Vocollect, a business unit of Intermec, Inc., is the number one provider of end-to-end voice solutions for mobile distribution and warehouse workers worldwide.

Area Sales Director Western US and Canada Led the sales and consulting function generating revenue of $17M in 2012 Directed 5 Territory Account Managers and 2 Sr. Business Consultants Developed customized business solutions for the major WMS software suppliers, voice integrators and warehouse automation partners. Teamed up with partner organizations, to provide business consulting and sell our solutions more effectively. Realigned the sales team to provide better focus on Tier 1 and Tier 2 customers Finished 2010 at 125% of quota and 2011 at 120% of quota.

RETEL TECHNOLOGIES Inc, San Francisco, CA

2010

An early stage, venture-funded, startup company utilizing cloud-based SaaS solutions to perform surveillance auditing for business intelligence and verified security using crowd sourcing, headquartered in San Francisco, CA

Vice President of Sales Contractor Developed and deployed multi-tiered distribution strategy, including direct and partner channels, for marketing and deploying surveillance solutions to the retail and foodservice markets.

MOTOROLA, Inc. Solutions Business Unit, Saratoga, CA

2008 2009

The leading provider of enterprise mobility solutions with $30B in revenue; headquartered in Schaumburg, IL.

Business Development Executive Generated $13M in new pipeline opportunities by developing strong relationships with targeted high-tech, logistics, healthcare and retail accounts. Championed business development by expanding product offerings, growing into new markets, and adding new customers. Expanded the footprint for enterprise mobility solutions with wireless infrastructure, wireless security software, mobile computers, scanners, RFID and VoIP technology. Initiated a sales strategy which increased revenues every quarter by executing targeted demand generation programs with key partner involvement and follow-up. Developed strategic ISV and partner relationships providing solutions such as wireless security in
retail, produce traceability in agriculture, productivity in high-tech manufacturing and asset management for data centers.

Tom Saari - Pg. 2 (408) 218-5424

RETALIX USA, Saratoga, CA

2004 2008

An international company based in Israel with U.S. headquarters in Texas selling licensed software, SaaS applications and hardware solutions to the retail and supply chain markets with $220M in revenue.

Vice President of Alliances Increased revenue and improved bottom line profits by realigning worldwide strategic alliances with Microsoft, IBM, Motorola, Vocollect, NCR, Zebra, and Oracle. Grew 3rd party sales 37% to $11.7M annually by redeploying the sales team, focusing on individual areas of expertise. Fueled a 34% growth in gross margins by restructuring agreements with strategic partners. Developed lead generation campaigns which produced 110 leads, generating $5M in new revenue. Vice President Enterprise Systems, StoreNext Retail Technologies Division Established and developed partner channel to penetrate SMB grocery retail market with enterprise software and SaaS solutions. Recruited 27 partners into the company program to provide sales and support of software solutions. Secured 15 of the top 50 grocery wholesalers as clients by providing retail-specific software solutions to help retain members. Propelled revenue to $2M in the first year in enterprise software and SaaS by aggressively executing sales strategy and revamping pricing for SaaS applications.

PROGRESSIVE SOFTWARE, INC., Saratoga, CA

2001 2003

An enterprise software and SaaS developer marketing solutions for the foodservice industry; headquartered in Charlotte, NC; $9M in annual sales.

Senior Vice President, Sales & Marketing Fueled sales growth 7% in 2002 and 20% in 2003 by strategically altering the direction of the company focusing on revenue streams from core competency areas. Developed and executed a new sales approach encompassing direct, partner and account management sales teams, positioning the company to better penetrate the target markets. Achieved the first profitable quarter in 5 years by successfully taking the company through a voluntary Chapter 11 without losing any customers. Contributed significant sales and bottom line profits by developing strategic partnerships with Microsoft, IBM, NCR, and Wincor Nixdorf.

RETAILDNA LLC, Saratoga, CA

1999 2001

A marketing innovations and technology start-up enterprise in the food service industry headquartered in Stamford, CT; < $1M annual revenue.

Vice President, Partner Sales Oversaw business development opportunities creating strategic partners to embed the companys patented technology into the partners point-of-sale application software. Created an integration and marketing program that was embraced by the top 6 point-of-sale providers, representing 50K domestic restaurant locations. Generated significant new business opportunities within the branded franchise community, including Burger King, KFC, Wendys and McDonalds, by developing and launching new reseller programs with strategic partners.

Tom Saari - Pg. 3 (408) 218-5424

RADIANT SYSTEMS INC., Pleasanton, CA

1997 1999

An international market leader in the retail and foodservice industries headquartered in Alpharetta, GA, generating $130M in specialized hardware, software and consulting service revenue.

Vice President and Managing Director of Global Solutions Responsible for general management of the sales, marketing and professional services organizations for the foodservice industry segment. Increased sales by 62% to $23M in the first year and improved the P&L of the food service division by over 200%. Closed over $15 million in new business with Yum Brands, Chick-fil-A, Compass and Ruby Tuesdays, establishing Radiant as a major solutions provider in the food service industry. Developed a successful high-end consulting and professional services organization generating 23% of annual revenues in an industry which was not accustomed to using and paying for these types of services. Merged 3 companies into a new division representing $10M in revenues, which included the merging of the sales organizations, marketing programs, and product lines.

OMRON SYSTEMS INC., Schaumburg, IL

1992 1996

A North American subsidiary of Omron Corporation of Japan, a $5B international company; headquartered in Schaumburg, IL provided POS hardware, software, EFT terminals and professional services to the retail marketplace.

Vice President of Sales and Marketing Recruited by Omron to transition the company from a supplier of low-end point-of-sale hardware products to a total solutions provider with emphasis on software and professional services. Generated a 60% sales increase from $12.5M to $20M over 4 years and significantly improved the P&L of the company Created a new direct sales organization to penetrate targeted tier 1 and tier 2 accounts generating over 50% of Omrons revenues and contributing significantly to the profitability of the company. Developed strong strategic partnerships for the development of open systems hardware, software and professional services solutions resulting in over 60% of our total revenues.

FUJITSU TRANSACTION SOLUTIONS, Santa Clara, CA


A leading provider of point-of-sale solutions to the retail industry with $350M in revenue.

1982-1992

Director, Worldwide Indirect Channel Development Director, Dealer Sales District, Sales Manager

Education and Industry Credentials


Bachelor of Arts in Economics University of Minnesota San Jose State University, Electronic Commerce Mgmt., Professional Development Program Miller Heiman Strategic Selling & Conceptual Selling Certification Value Selling Framework Certification

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