Manager of Strategic Accounts
tags:
sales
• enterprise lifecycle manageme...
• soa
How would you describe your time at Telelogic, An IBM Company?
Strategic Account Manager
Telelogic, An IBM Company (Formerly I-Logix), January 4, 2000 to April 30, 2008
Sold Enterprise Lifecycle Management solutions that enable customers to:
> Align business processes with business goals
> Prioritize requirements, projects, programs and product portfolios
> Design, model, simulate, implement and test: Processes, Systems and Software
RESULTS: SALES LEADER AN ANNUAL REVENUE GROWTH OF $40 MILLION
These results were derived from:
> Selling an unknown solution from a start-up operation to over 50** new accounts. Revenues from these accounts:
>>> Grow at an annual rate of over 20%
>>>Exceeded $37 Million in 2007
>>> Exceed $230 Million over all
> Exceeding quota eight years in row. The last three years include:
> $7.4 Million / $3.5 Million Quota / 2007 *
>>> $4.1 Million / $3.1 Million Quota / 2006 *
>>> $3.0 Million / $2.8 Million Quote / 2005 *
> Closing the three largest deals in the history of the product line:
$7.5 Million**
$3.2 Million**
$2.4 Million**
Increasing the average sale size to over $500,000... 
Verilog
February 1993 to October 1999
Sales Manager
tags:
software
• startup
• sales
How would you describe your time at Verilog?
As a regional sales manager with strategic account responsibility, I sold emerging software engineering solutions. The target market was primarily Telecom Equipment, but I also opened up the Aerospace and Defense market through sales to Honeywell and Lockheed Martin. I also managed Motorola as a national account, which became our largest customer in North America.
Other efforts included the establishment of an inside sales team and the setting up of a formal sales process that would efficiently uses resources, optimize revenue and control costs. This was crucial since the company had very limited resources and the products had powerful capabilities that were initially difficult to understand and apply....
