GARY M.

ZUDER
1283 Lindenwald Drive, New Albany, Ohio 43054
(614) 378-5828
gzuder@yahoo.com

ACCOUNT EXECUTIVE

QUALIFICATIONS PROFILE
Dynamic, articulate, and MBA educated software sales professional, offering 16 y
ears of extensive experience in new business development, account management, an
d relationship building with proven track record of quota achievement and succes
sful market penetration. Astute, diplomatic, and effective negotiator, confident
ly presents pioneering ideas and solutions, complemented with the ability to eff
ectively manage the complex sales cycle. Demonstrates a thorough understanding o
f how clients compete in their market segments, their unique value proposition,
and provision of unique business solutions to realize their competitive advantag
e. Industrious and well-organized, able to efficiently develop business plans an
d techniques from conception to completion while associating business units, fun
ctional departments, and business alliances to improve performance and maximize
profitability. Dedicated to delivering complete and unequaled customer service t
oward fulfillment of corporate goals and objectives.

CORE COMPETENCIES
- Solution Selling
- Market Expansion Strategies
- Business and Channel Development
- Joint Venturing
- Territory Startup and New Accounts
- Strategic Partnership Building
- Sales Team Leadership
- Key Account Management
- Complex Negotiations and Sales Cycles

CAREER HIGHLIGHTS
SumTotal Systems
- Directed new business, renewal efforts, and channel strategy for $5M Gov
ernment Vertical in 2009
- Earned Presidentâ⠬⠢s Club recognitions in 2007 ($3.15M sales), 2005, and 2004 fo
uccessfully exceeding quota
- Closed largest Education Vertical deal in company history - $1.3M
- Obtained performance raise for outstanding initiatives that generated $2
M quota revenue in 2006
- Promoted to Account Executive from Account Manager in 2004
Micro Center Computer Education
- Recognized as Top Ranked Sales Representative for 2000 and 1999
- Consistently doubled sales quotas with new and repeat business
State Chemical Solutions
- Nominated for Rookie-of-the-Year for generating new business
PROFESSIONAL EXPERIENCE
SumTotal Systems ~ Mountain View, CA (Nov 2000- Apr 2010)
Leading business performance company providing enterprise employee productivity
software solutions, such as Enterprise Learning Management Systems (eLMS), Learn
ing Content Management System (LCMS), and Performance Management (PM) to Fortune
500 clients and government agencies. Generates more than $125M in annual revenu
e and recognized as a leader by industry analysts, including Gartner, Bersin & A
ssociates, and Forrester.
ACCOUNT EXECUTIVE
- Assumed full responsibility in targeting and developing new business opp
ortunities, which support commercial and government organizations in improving t
heir management and evaluation of enterprise learning activities to achieve busi
ness objectives
- Selected to manage and grow SumTotalâ⠬⠢s Mid-Atlantic territory, including healt
re, manufacturing, and retail clients
- Targeted and captured prospects ranging from SMB to enterprise market wh
ile promoting both Software as a Service (SaaS) and premise solutions
- Built strong professional relationships with clients in various industri
es and identified their new and varying needs
- Functioned as primary liaison for channel partners and value added resel
lers (International Software Systems, Inc, Accenture)
- Demonstrated thorough understanding of complex sales solutions and decis
ion hierarchy
- Worked collaboratively with the President and CEO in targeting opportuni
ties, developing reseller agreements, and coordinating sales and marketing effor
ts
ACCOUNT MANAGER
- Performed account development duties, including researching, generating,
and qualifying sales opportunities for enterprise software
- Demonstrated various eLearning solutions, including custom courseware de
velopment as well as sales scripts and product integration procedures
- Scoped and contracted professional services solutions to existing client
s to maximize value of their investments
Micro Center Computer Education ~ Hilliard, OH (Mar 1996-Nov 2000)
Provider of computer training classes and technical training (Microsoft Office S
uite, A+ Certification, Certified Internet Webmaster, Microsoft Certified System
s Engineer) to Fortune 500 clients, government agencies, and small businesses.
In addition, provided specialty services, such as Executive tutoring, needs asse
ssments, custom classes, and program coordination and administration.
CORPORATE SALES REPRESENTATIVE / OUTBOUND PROSPECTING SUPERVISOR
- Established relationships with key decision makers providing tailored em
ployee development solutions
- Performed personnel management duties, including interviewing newly hire
d associates; designed and implemented training on innovative and effective call
ing techniques
EARLIER EXPERIENCE
State Chemical Solutions ~ Cleveland, OH
TERRITORY MANAGER June 1994-Mar 1996

EDUCATION
Master of Business Administration
Franklin University ~ Columbus, OH (2003)
Bachelor of Science in Business Administration
Major in Marketing, Minor in English with Concentration in Writing and Language
Skills
The Ohio State University ~ Columbus, OH (1994)

PROFESSIONAL DEVELOPMENT
Major Solution Selling Courses:
Sales Performance International (SPI)
Solution Selling (2009)
Miller Heiman
Foundation Series and Strategic Selling (2004)

TECHNICAL ACUMEN
Operating Systems Windows Vista/XP/2000 Professional; Mac OS X
Software / Applications Microsoft Office Professional 2007/2003/XP; Internet Exp
lorer; Adobe Photoshop; Goldmine; Onyx; Pivotal; Salesforce.com