kse4b648@westpost.net h 408-868-4881 c 408-605-3424 Senior Sales Specialist Excellence ~ Integrity ~ Passion Dynamic, results driven professional with a 15 year record of proven success in technology sales as an individual contributor, and team leader; a high impact contributor who works well independently, and as part of a team. Values offered : Building cold territories to exceed management objectives Positive & Motivational sales presentations and technology demonstrations Learns new technology easily Expert in both written and spoken communication Expert level lead generation, cold calling Bilingual English & Spanish Accurate forecasting & comprehensive sales reporting Knowledgeable user of multiple CRM platforms (Salesforce, SugarCRM, MS Dynamics , SageACT!) Dedicated to excellence in customer service and building customer loyalty Professional Highlights Business Development Manager, Monitis, Armenia; 2009-Present Sold all SaaS plans for this start-up provider of IT and business performance mo nitoring solutions. Provides SaaS solution targeting small and mid size enterpri ses, value added resellers, managed service providers and ISPs. Designed sales a utomation, lead generation standards, cold calling campaigns and management sale s report templates. Sales presentations through webex conferencing. Negotiatio n of annual plans for both domestic and International clients. 117% YTD Account Manager, VeriPic (Kwan Software Engineering), Santa Clara, CA 2008-2009 Served South and Southeastern states. Annual quota of 1.2 million. Full account responsibility from prospecting to closing for digital asset management softwar e for hospitals & law enforcement agencies. Demonstrations on site, and throug h webex presentations. Responsible for regional tradeshow presentations. 130% of quota Account Manager, Mentor Graphics, Embedded Systems Division, San Jose, CA, 2004- 2008 (also worked for division prior to acquisition from 1989-1995) Covered greater San Jose area, yearly quota of 1.3 million. Services included; d irect consultative sales of embedded systems software to strategic semiconductor , biotech, telecom, mil/aero, automotive companies. Manage all aspects of territ ory including email campaigns, workshops, seminars, cold calling, presentations, forecasting, relationship building, closing, and managing an extensive database of customers. Consecutive years Presidents Club 2004-2006 Top 5% Sales Club 2004-2006 Certificate of Excellence for top 1% Sales Club, 1994, 1995 Outstanding Sales Performance" award two years consecutively (1991, 1992) 125% of plan, 67% growth; fiscal year 1992 119% of plan; fiscal year 1991 Director of Worldwide Sales Operations & Logistics, OSE Systems, Inc. an Enea Gr oup Company, Stockholm Sweden & San Jose, CA, 1996-2004 Management of sales operations group. Managed worldwide SOP implementation of Great Plains and Multi -Dimensional Analysis Tool (Webhouse). Analyzed sales tr ends and made recommendations to executive management and investors in Product M arketing, Finance, and Sales groups on new product development issues and sales forecasting. Created new product bundles in cooperation with engineering and mar keting teams, tracked and analyzed 3rd Party product sales performance and reven ue worldwide. Built specialized sales and revenue reports for key executives and board members. Arranged and managed internal training workshops for all Interna tional offices and distributors. Exceeded executive management expectations of software implementation in first quarter Director, Corporate Sales and Operations, North America Responsible for Corporate Sales team and North America sales operations. Activel y participated in drafting business development programs and marketing campaigns for the OSE family of real time software products (www.ose.com). Involved in dr afting general corporate marketing/communications documents. Additional responsi bilities noted in section below as Corporate Sales Manager. Working Manager of N ational support and service contracts with a quota of 2.3 million for 2001. 125% of Quota 2001 Corporate Sales Manager Reported directly to CEO. Managed all corporate sales activity. Conducted perfor mance reviews, motivated team, sales and lead generation training, forecasting, and established commissions, quotas and bonus/incentive programs for a team of 6 . Responsible for support renewal contracts nationwide with a quota of 2.1 mill ion dollars. Grew territory 100% for 3 years consecutively Forecasting at 95% accuracy Presidents Club 1999, 2000 Professional Development & Education Brian Tracy, Advanced Selling Skills I & II Brian Tracy, The New Psychology of Selling Dale Carnegie, Relationship Selling CSUS California State B.A. Communication Studies University of California, Davis