Global Accounts Manager for GE
tags:
marketing
• global accounts
• sales leadership
How would you describe your time at Business Objects?
Challenge: Joined established business intelligence software vendor simply in a sales role ??? though I was new to the industry. Got right to work, built funnel of qualified opportunities and won all ??? winning the Top Rookie award for quota achievement.
Because I handled a couple of GE locations I learned of the problems the company was having with this complex global account ??? revenue was stagnant and the client was dissatisfied. I requested responsibility for the global account and ??? to my surprise ??? it was given to me.
This is where the challenge began. There was no global program, no global marketing, no global process and no global team. But as I say in the tagline, I???m about Business Strategy and hands-on Operational Results.
Action: I built and nurtured global team. My marketing team helped me craft tools I needed. I devised and implemented global sales process. I led the team that won and delivered my ???lighthouse deal??? -- a management dashboard for the Chairman/CEO of GE Capital Corporate.
Financial and Operational Results
??? Delivered first year revenue increase of 284% (from $2.1 million to $6.8 million).
??? Won ???lighthouse??? deal (Digital Cockpit for Chairman and CEO of GE Capital) and a Six Sigma Quality Management System with GE Appliances ??? first sale of new analytics product.
??? Led most successful team in company ??? who closed 100% of qualified deals.
??? Won ???Top Rookie??? award in first quarter at 168% of quota, qualified for President???s Club in first year.
??? Wrote Strategic Accounts Action Plan ??? based on lessons learned from GE ??? a 90-day leadership plan.... 
VP, Sales and Marketing
tags:
demand generation
• marketing
• sales leadership
How would you describe your time at NSA Computer?
Challenge: Invited by CEO to return to firm I led for 6 years. Turn around stagnant company. Realign and re-energize teams in response to changing market conditions.
Action: Design and implement a best practice demand generation process while expanding the product portfolio and re-energizing sales team to increase revenue.
Financial and Operational Results
??? Tripled value of sales funnel in 6 months.
??? New partners doubled rate of revenue growth in 9 months.
??? Exceeded all revenue and profit targets.
??? Moved company from #6 to #1 on VAR ranking after one year...
