Aerospace and Defense Software and Data Sales with concentration on International Partners. Demonstrated success in Direct, Inside, Channel, Renewal, and Customer Service Sales. Focused on identifying new business, commercial qualification, establishing relationships, and closing.
Key areas of expertise include:
• Delivering Value Proposition
• New Market Penetration
• Sales Prospecting, Qualification
• Sales Territory Planning
• International Procurement
• Reseller On-Boarding
• Inside Sales Coaching
• Sales Staging, Forecasting
• Customer Relations
ANALYTICAL GRAPHICS, INC. Exton, PA AGI, a $50M company with 250 employees, is a modeling and analysis software provider servicing the Aerospace and Defense markets, and has been named one of the top Best Places to Work in America.
International Account Executive (2006-2013)
Led Software, Services, and Renewal Sales for Latin America Channel and Rest-Of-World Direct territories.
• Established Latin America Reseller network with revenue growth from $116K to $390K in 2011, $631K in 2012, $803K in 2013.
• Led development of Rest-Of World Territory, responsible for all Direct sales outside of Europe and Asia resulting in Sales growth from $346K in 2007 to $981K in 2008, $1.4M in 2009 and establishment of Reseller Partners in Korea, Singapore, Scandinavia, and UK in 2009/2010. Maintained $1M annual Direct sales revenue outside of new Partner territories.
• Implemented fringe pipeline tool, web portal, and customer/prospect mapping application to increase Reseller Partner performance and Pipeline development, resulting in Partner Sales growth from $1.9M in 2007 to $2.6M in 2008, $4.2M in 2009.
• Conducted Partner Qualification and Solution Selling coaching, resulting in increased forecasting accuracy, sales productivity, and market/target prioritization. This included tracking, strategizing, target account planning and accountability in quarterly and annual territory plans.
Inside Sales Associate, International (2005-2006)
Developed European Reseller sales, marketing, forecasting, sales lead follow-up, and training. Also led prospecting and qualifying of sales opportunities via phone, e-mail, web, and face-to-face meetings for International territory.
• Executed Space Agency and Embassy campaigns that identified new Sales regions and established new leads and relationships in developing territories, yielding new sales in 4 countries each year for 7 years, and establishing extensive user bases in Korea, Singapore, Scandinavia, and UK.
• Conceived 'Post Sales follow-up process' that solicited new international customers to join AGI user network, allocated technical resources to support current software usage, and further qualified follow-on sales opportunities. This process contributed directly to the establishment of local user communities and existing market conditions to recruit new regional Reseller Partners.
• Increased entire International Territory market share (versus Domestic territory) via aggressive global prospecting and lead qualification campaigns. This activity contributed to an increase of corporate International revenue contribution from 9% in 2005 to 30% in 2008.
SPACE IMAGING (now DigitalGlobe), Thornton, CO Space Imaging, a 300 person $70M company, was the first provider of commercially available high-resolution satellite imagery and associated geospatial data products.
International Channel Operations Representative (2001-2005)
Managed International Reseller Channel Sales in Central/South America, Middle East, and Asia.
• Self-started Central/South American Reseller Channel resulting in exceeding individual channel account sales target by 70% in 2004.
• Maintained consistent 10% new customer sales over 3 years through Channel training, individual proactive marketing research and target customer prospecting - the highest ratio for all regions.
International Project Coordinator (2000-2001)
Implemented commercial procedures for Space Imaging Global Network that established inter-affiliate sales architecture to accommodate new satellite launch. This architecture honored all international partner contract obligations and stimulated imagery and satellite access sales in support of the first-to-market high resolution commercial imagery satellite.
Customer Service Representative (1998-1999)
Primary point of contact for large-volume commercial and private accounts. Responsible for sales, production, and delivery.
University of Maryland, College Park B.S., Physical Geography and Environmental Management, 1998, College Park, MD
Solution Selling Training, Exton, PA -- Optia Group Consulting, 2006-2009 Dale Carnegie Training, King of Prussia, PA -- Sales Advantage Certificate Program Penn State Great Valley, Malvern, PA -- Behavioral Interviewing Skills Colorado State University, Denver, CO -- Project Management Certificate Program, June 2002 Mountain Shepherd Wilderness Survival School, Catawba, VA -- ‘Humble Thunder’ Outdoor Survival Course, March 2011 Wilderness Learning Center, Chateaugay, NY -- Basic Survival Course, July 2012
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