Category: BUSINESS-DEVELOPMENT

         SENIOR BUSINESS DEVELOPMENT MANAGER           Executive Profile     Experienced sales executive focused on helping others unlock their untapped potential. As a result of our interactions, my clients will tell you they receive expert, trustworthy, candid, and objective business advice to make the right decisions for themselves and their organizations. They gain clarity of purpose, have increased confidence in their decisions, and are comforted knowing they are better positioned to succeed.       Skill Highlights          New business acquisition  Solution development  Drive for results  Client relationship management  Industry thought leadership  Executive presentations and communications      Integrity and trust  Ethics and values  Personal learning  Customer focus  Priority setting  Motivating others            Core Accomplishments      Gartner Winners Circle 2013, 2015 (anticipated)  ESI International: 2011 Government Sales Contributor of the Year  ESI International: 2009 Top New Revenue Producer  ESI International: 2008 Business Development Manager of the Year  ESI International: 2007-2011 Gold Club Attainment  ESI International: 2005-2006 Quota Attainment  ExecuTrain: 1996-1997 Caribbean Club         Professional Experience      Senior Account Executive    December 2012   to   Current     Company Name   -   City  ,   State     Field sales role responsible for both direct client contract value retention as well as growth through contract expansion and the introduction of new products and services. The territory for this role includes specific major client accounts within State of California government and carries a sales quota of $1.25 million+ of contract value and responsible for:     Consultation with C-level executives to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by Gartner's products and services  Account management with outcome of increased customer satisfaction and increase in retention & account growth  Mastery and consistent execution of Gartner's internal sales methodology  Proficient in account planning and understanding of territory management  Manage forecast accuracy on a monthly/quarterly/annual basis  Maintain competitive knowledge & focus  Ability to demonstrate senior sales member leadership through coaching, mentoring developing sales AEs          Senior Business Development Manager    January 2010   to   December 2012     Company Name   -   City  ,   State      Similar responsibilities to those of Business Development Manager (below), with elevated quota and account management expectations.  Currently serve as Chairperson for ESI's Salesforce.com Governance Council, which identifies business performance goals, business processes and associated metrics that will be supported and managed through the Salesforce.com application platform.  The Council consists of representatives from key stakeholder groups within the organization.  Significant achievements include: 2011 Government Sales Contributor of the Year Sale and oversight of IT project management consulting services engagement with State of California, one of the largest of its kind in ESI's 30-year existence.  Achieved Gold Club status in 2010 (138% of $1.65M sales quota) and 2011 (112% of $2.5M sales quota).  Chaired ESI's Salesforce.com User Council in 2011.          Business Development Manager    March 2004   to   December 2009     Company Name   -   City  ,   State      Responsible for growing ESI revenues and annual quota attainment by selling project management, contract management, and business analysis training / professional services to large military and state/local government entities in the western US and Pacific Rim.  Focus shifted exclusively to state and local government clients in Jan 2007.  Overall territory responsibilities include: Developing annual sales plan for assigned existing and targeted accounts and for designing customer-specific, value-based solutions to ensure that monthly sales objectives for new revenues are attained.  Developing profiles of targeted customer prospects and formulating customer contact strategy that includes face-to-face meetings, industry association membership, and/or trade show participation.  Developing territory management plan that links quota commitment to forecasted revenue opportunities, identifying any gaps and designing targeted approaches to fill the gaps.  Executing business sales plan and tracking performance of successfully closed leads and opportunities.  Conducting fact finding (through business periodicals and web sites) to determine prospect needs.  Significant achievements include: ESI Business Development Manager of the Year for 2008 Top New Revenue Producer for 2009 More than doubled inherited annual territory revenue from 2004 to 2006.  Exceeded quota expectations each year after initial year in sales territory - five consecutive years (2005-2009); 137%, 136%, and 129% in 2009, 2008, and 2007, respectively.  Achieved Gold Club status every year starting with 2007.          Vice President of Sales / Partner    December 2002   to   March 2004     Company Name   -   City  ,   State      Responsible for leading the SkillRamp (formerly ExecuTrain Southwest) sales team in growing IT technical certification and training program revenues to Fortune 1000 corporations and large government clients in California, Nevada and Arizona.  Also responsible for personally managing a sales territory comprised of commercial and government accounts in California and Nevada.  1.2M revenue goal for 2004.  1 in sales revenue among all SkillRamp account managers for 2003.          Vice President of Sales / Partner    January 1999   to   December 2002     Company Name   -   City  ,   State      Owner/Partner with Las Vegas business, focusing on direct client relationships for IT technical certification and training programs to major corporate and government clients.  Drove territory sales from plateau of $40K-$50K/month to over $100K/month within 150 days of territory assignment.  Acquired 15 % market share from long established competitor.  Pushed local office sales to $200K+/month.  2001 Revenue Sold: $1.35M 2000 Revenue Sold: $1.42M 1999 Revenue Sold: $978K.          Education      Master's Certificate   :   Project Management  ,   2006    The George Washington University   -   City  ,   State  ,   USA            Master of Business Administration   :     2017    Brigham Young University   -   City  ,   State  ,   USA     The BYU Marriott School of Management's Executive MBA  program is designed to provide broad management training with six core areas of study: finance, operations, international business, accounting, organizational behavior, and marketing. The curriculum is supplemented with hands-on work experience and the opportunity to immediately apply and test management theories and newly acquired skills.            Bachelor of Arts   :   French      University of California   -   City  ,   State  ,   USA    GPA:   3-time Dean's List     3-time Dean's List, College of Engineering; Completed majority of requirements for Bachelor of Science degree in Electrical Engineering.         Additional Information     Enjoy spending time with my family, serving in my church and community, and European travel. Passionate Francophile, speaker of French, and assembler of Legos.