Demonstrable experience selling complex, long-sales cycle, RFP based solutions.
Individual contributor, technical lead and team leader with 25 plus years of experience delivering sales results through complex, solutions oriented, sales campaigns to provide value added solutions to enterprise customers throughout the southeast including Fortune 500, state, county and municipal government and utility industry customers.
Minimum requirement of a bachelor’s degree in Business or Engineering (or equivalent) from an accredited college
Bachelors degree in management & finance, 25 plus years of experience and post-graduate strategic sales training from Xerox, Unisys, MCI and Sprint including complex, financial and relationship selling, deal structuring and contract negotiations, strategic account planning and leadership training.
Successful track record developing relationships and closing new business that involved delivery of complex solutions.
Since 1984, beginning with Xerox and continuing today, I have been responsible for new and existing account management for the sales of complex solutions to a variety of industries. Follow this link for a partial list of past customers.
Effectively interact, communicate and present at the Executive level
As an example, as director of the mid-south regional retention branch for Sprint Business, serving customers throughout Alabama, Indiana, Kentucky, Louisiana, Mississippi, Tennessee and Ohio, it was my responsibility to develop effective relationships with CxO’s and when necessary present critical communications to executive decision makers and lead high-stakes negotiations for large enterprise accounts.
Proven and demonstrated ability to leverage a key account strategy to drive internal resource allocation, develop a comprehensive strategy to win an account and drive next steps in order to move a deal through a qualification process through to closure.
To demonstrate my use of key account strategic planning and management for significantly greater results, while Branch Sales Director at Sprint, please follow this link.
Proven leadership for a diverse internal team to create ‘out of the box’ solutions
As an individual contributor, technical contributor and team leader, I’ve distinguished myself as a small team leader through the ability to listen for to see the opportunities others miss; most often based on an abstract, non-linear, approach to problem solving. Second only to a customer’s “Yes”, I love hearing my team say “That just might work” when confronting and solving unique customer challenges.
Proven ability to manage partner and customer relationships with a track record of delivering incremental, profitable business within target accounts.
Having opened the account, Loyola University, I invited the regional technical and sales manager for Meru Networks, to assist me in demonstrating the key differentiation between the incumbent (Cisco), key competitor (Aruba) and Meru while I maintained control of the account relationship and opportunity management and to deliver a significant win and multiple sales, valued at over $300k, during a three (3) year period. Over the three (3) years, with Meru alone, I made over $2.0m in incremental sales from targeted accounts.
Strong Value-Added-Selling skills with the ability to understand and design system solutions of a complex nature.
While a NEW Major Account Manager at MCI, by focusing on the business value vs. products I solved major headaches for my day-to-day contact, VP of Communications, at UCFC and went on to capture 100% of the addressable revenue. The relationship did not start out that way.
At the conclusion of my first appointment, based on the actions of the previous manager, MCI was “thrown out of the account”; however, as I was leaving, I acknowledged the customers anger and asked if I could remain in touch, to follow-up on his concerns and to pass along helpful ideas from time to time. Slowly, I identified little opportunities, with little or no incremental cost to him that paid off big in the value department in hopes of regaining the customer’s trust and learn more about their operations.
Through these discussions I learned that the customer had over 150 locations, all billing long distance on separate bills. I suggested the consolidation of all dial one accounts on a single bill eliminating the cost of processing over 150 separate bills for an estimated savings of $7,500 per month; the fact that MCI was now the long distance provider for all his remote locations was never discussed. With the data gathered from this transaction, I observed the customer also had over 150 toll-free numbers and asking “Why?” learned how I could add more value and demonstrate MCI’s technical capability.
MCI had recently introduced a network based inbound call routing platform and working with the MCI product team, I developed a solution wherein all inbound calls would be routed to “IVR in The Sky” and, based the customer’s location (zip+4), IVR digits dialed and a database lookup for the customers payment status, the call would be extended to the nearest branch or most appropriate department, loan servicing or collections. The impact on new loans, customer satisfaction and delinquencies was profound.
This position requires a dynamic leader able to travel and work with a variety of partners and customers in the field.
New Orleans and Baton Rouge offer daily flights to all key transportation hubs and my GPS memory holds many of the addresses for public power utilities throughout of the southeast and central regions.
- Strong drive and zeal to win
- Exceptional interpersonal and customer relationship skills, broad business acumen and skill set from which to understand and optimize a solution
- Excellent problem solving, and negotiating skills
- Exceptional verbal and written communication skills
- Ability to prioritize and work multiple projects simultaneously.