Software Sales and Business Development Executive Sample Resume Format in Word Free Download

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SOFTWARE SALES / BUSINESS DEVELOPMENT EXECUTIVE

Revenue Driven | Relationship Building | Solution Oriented

Solution oriented Software Sales Professional focused on expanding revenue and improving customer satisfaction.  Proven track record of developing new, high volume opportunities and  expanding the footprint within existing accounts.  Experienced in defining the value proposition and positioning technology offerings, Professional Services and Training to address customer challenges.  Able to support and justify solution offerings with sound, measurable ROI foundation.

Focused on growing revenues through expanding business opportunities for software and professional services offerings.  Able to leverage my background as a software engineer and solution architect to clearly articulate to customers how technology components are brought together to meet complex business challenges they are facing.  Through the years, I have demonstrated success in developing new business, and expanding those opportunities to reach enterprise levels.  I have a track record of driving a steady increase in line of business revenue year over year. 

Expertise Includes:

Revenue Growth & Quota Management	C-Level Presentations	Software Eng. & Architecture Background
Developing/Expanding Sales Pipelines	RFP/RFI Writing & Positioning	Managing Complex Sales Cycles
Solution Selling Methodologies	Partner / Channel Management	Product Management
Developing Solution based ROI	Contract Writing & Negotiation	Positioning & Managing Enterprise Solutions

PROFESSIONAL EXPERIENCE:

Information Mapping US, Waltham, MA                                                                                                            1/2005 - 8/2010

Wholly owned subsidiary of Information Mapping International.  

DIRECTOR, BUSINESS DEVELOPMENT – Major Accounts (6/2009 – 8/2010)

Focused on developing new, strategic business opportunities and building sales pipeline into Fortune 1000 prospects for CM (see below) product line and solutions. Goal was to increase overall PS revenue by 25% for FY10. 

·          Achieved 80% of annual quota in first 2+ quarters of FY10

·          FY10 sales pipeline projected to reach 150% of FY10 quota

·          Additional responsibility for managing implementation partner channel and account management for top two revenue generating accounts

·          Key Accounts:  Marathon Oil, Lowe’s, Anadarko Petroleum

DIRECTOR of SALES & PRODUCT DEVELOPMENT (1/2005-6/2009)

Content Mapper^TM (CM) line of business and product offering from IMUS started in 2005.  Responsible for developing an organization that was focused on selling, delivering and servicing business solutions around the new product line.  Duties included product development & release management, solution offerings, customer sales and implementation delivery, channel partner (technology) and post-sales account management. 

Key Accomplishments:  Sales (Pre & Post Sales)

·          Sold first enterprise customer account ($400k software / $700k services) in 2006.  Grew the account to over $2.5m in revenue in three years

·          Grew revenue from CM line of business to 20% of IMUS annual revenues

·          Managed P&L for CM line of business to meet or exceed annual quotas and margin forecasts

·          Managed all aspects of sales cycle activities:  RFP/RFI response, sales presentations, software solution demos, SOW development, software product and PS contract negotiations, enterprise license deals

·          Served as post sales engagement manager, further developing and expand customer relationships and uncovering new opportunities

Key Accomplishments:  Product Development

·          Created and managed “blended” product development team consisting of both internal and offshore software development resources

·          Defined and managed software product release schedule.  Coordinated releases to coincide with technology partner product releases

·          Served as product liaison to installed customers.  Solicited feedback on key features and enhancements for inclusion into product development roadmap

·          Managed product & delivery partner relationships around IMI’s Controlled Document Management Solution (CDMS)

·          Managed multiple, concurrent implementation initiatives and delivery project teams 

Twin Lights, LLC, Ft. Myers, FL / Danvers, MA                                                                                                                   7/2002 -12/2004

Independent Technology Consultant

PRINCIPAL

Specialized in Vignette products and custom technology solutions for the Vignette marketplace.  Able to draw upon Vignette customer contacts and accounts to generate consulting opportunities.

·          Provided architectural design, development and project management consulting services to Vignette customers implementing enterprise content management solutions based on Vignette core products

·          Supervised software development teams ranging in size from 2 to 12 engineers

·          Key accounts: T. Rowe Price, Disney and United Technologies Corp

Vignette Corporation, Waltham, MA                                                                                                                                    12/1998-7/2002

Integrated web content management, portal and collaboration software provider with annual revenues exceeding $170M. 

ARCHITECT —Solution Architect / Pre-sales Engineer (9/2000 – 7/2002)

Pre- Sales Activities:  Sales Support

·          Solution expert in Vignette products and implementation methodologies 

·          Provided technical content for RFI/RFP activities

·          Responsible for developing Proof of Concept solutions for prospects in support of new sales opportunities.  Customer presentations and product demonstrations

Post-Sales Activities:  Delivery Services

·          Provided solution architecture and design guidance to consultant delivery teams  (2 to 8 consultants per team) focused on delivering custom solutions for Major Accounts customers

·          Responsible for Solution Architecture, delivery quality, application of standards  and customer satisfaction

·          Ensured projects delivered on time and on budget

·          Teams were often blended resources comprised of both Vignette consultants and customer engineering resources 

·          Provided mentoring & knowledge transfer to customer engineering resources

Sr./Principal Consultant (1/1998 – 9/2000)

Technical Project Team Lead responsible for all aspects of custom solution implementation, delivery and Project Management.  Solutions centered on content management/content aggregation combined with  dynamic web-content delivery and “Personalization” services.

·          Led blended software development teams ranging in size from 2 – 20 consultants 

·          Vignette team resources consistently reached 85% utilization.  Projects delivered on time delivery and within budget

·          Key accounts: HP, IDC, Disney, United Technologies, CMGI

Symmetric/Next Era, Inc, Lexington, MA                                                                                                                           2/1998-11/1998

Privately held Management Consulting firm

SR. CONSULTANT

Team lead responsible for designing an Object Oriented data model in support of claims adjudication and benefits tracking application for a national insurance provider. 

·          Led the Engineering Integrity Design team responsible for consistency and integrity of design 

·          Managed software development consultants in all phases of iterated SW development cycle

·          Responsible for team deliverables:  quality of design, quality of code and timeliness of deliver according to software development project milestones

·          Developed Object-to-Relational class model.  Responsible for persistence layer within the solution

Quark Financial Systems, Woburn, MA                                                                                                                              6/1997-1/1998

Internet Web Application startup – (SaaS, before the term existed)

PRINCIPAL SOFTWARE ENGINEER, Product Development

Founding member of SW development team focused on developing the first web based financial accounting service for small businesses.  Startup was funded by Quark Software.

·          Led Data Modeling team responsible for relational data model and database schema design

·          Developed Object-to-Relational class model and persistence layer within the application framework

·          Member of 4 person architecture panel responsible for product definition, design and development of initial prototype

·          Successfully led team in developing Java based prototype service and desktop client applications.  Prototype was delivered  on time within the first six months

·          Program funding was terminated by sponsor in January 1998

PREVIOUS EXPERIENCE

·          Unify Communications,                                                                                                                            11/1993 – 5/1997
International communications company providing private fax and email network services (pre-internet)

o    Pr. QA Engineer  (9/1996-5/1997)

o    Product Development Manager/Architect  - (Desktop Fax Product) (3/1995 – 9/1996)

o    IS/IT Manager (6/1994 – 3/1995)

o    Sr. SW Engineer (11/1993-6/1994)

·          SAIC, Sr. Consultant / Sr. DBA,                                                                                                                   5/1987 – 11/1993
Boston Software Practice – Federal Government

·          General Electric Co., Programmer/Analyst,                                                                                       5/1986 – 5/1987
Electric Metering Division

TECHNOLOGY SKILLS SUMMARY

A summary listing of the various software and technologies, platforms and disciplines that I have utilized in developing software products and custom solutions throughout my career.

Software Programming Languages & Development Environments:

Java, Visual Basic, C++, C#, Pascal, Pro*C, Visual Studio, PVCS, Visual SourceSafe, ClearCase

Web Scripting Languages:

XML/XSL, JSP, Perl, Tcl, VBScript, PL/SQL, SQL Transact, Shells scripts

Design Methodologies:

OO Modeling & Design, Relational Data Modeling, UML, Use Case modeling, Interaction/Sequence Diagrams, Booch, Rumbaugh, CRC techniques

Software & Data Modeling Tools:

Rational Rose/Java, RequesitePro, ErWin , Oracle Designer, SilverRun , System Architect

Software Frameworks & Architectures

MS .NET Framework, Java Beans, EJB’s, JDK1.x, JMS, XML, XSLT

SW Process Communication Models

Web Services, COM/COM+, CORBA, MVC Architecture & Design Patterns, RMI

Application Servers:

Web Logic, Tomcat, WebSphere

Databases:

Oracle 8i/9i,V7 and earlier, SQLServer 2000 thru 2008, Postgres, Sybase 11/12

Operating Systems:

WinNT/XP/Vista/7, UNIX derivatives (SUN, HPUX, Linux, SCO), VMS, NetWare

Network Technologies and Protocols:

TCP/IP, HTTP/HTTPS, IPX, TCP/IP Network design & routing

EDUCATION & TRAINING

Masters of Science (MS)—Mathematics, University of Massachusetts, Lowell, MA, 1987

( Concentration in Computer Science Engineering )

Bachelors of Science (BS)—Mathematics, University of Massachusetts, Amherst, MA, 1985

( Concentration in Computer Science Engineering )

Certified Oracle DBA - 1993

Certified Java Developer - 1997

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