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<pre>Array ( [var] => cut_url ) </pre> Resume for Catherine A. for Salesperson / Representative / Computer Software in Methuen, Massachusetts. Search More Resumes for Salesperson / Representative on Resumark.com #FQMOO5DTX
 

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Resume for Catherine A. for Salesperson / Representative / Computer Software in Methuen, Massachusetts




Occupation: Salesperson / Representative Industry: Computer Software
Country: United States City: Methuen
State: Massachusetts ZIP: 01844



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Catherine Fiorello A. Highwoods Drive, Methuen, MA Account Manager, Business Development Manager & Strategic Sales professional Fifteen years experience in IT technology sales for some of the most progressive software companies in the world including FTP Software, Cenzic, RedSeal, Proventsure and Cognos Corporation. As a Top Producer, I have a proven record of consistently exceeding MBO&;s and quotas by selling a myriad of emerging required enterprise IT solutions and services. I am tenacious, selfmotivated, and an enthusiastic networker who uses a genuine and consultative style; widely recognized and respected by suspects, longlasting clients and key contacts worldwide. I use an unconventional sales and collaborative approach to acquire meticulous details regarding the clients&; requirements, overall business objectives, and identify the integral contacts. Key Attributes * Strategic Focus * Clearly Articulates * Account Manager, up & cross sell * Vision & Communication * Relationship Builder and Networking Guru * Problem Solver * Consultative and Collaborative Approach * Customer Focused * Top Producer * Competitive Market Positioning * Team Player * Reference selling * Proficient IT Enterprise Software Solutions & Services selling Professional Experience BUILDERS MILLENNIUM, LLC, Derry, NH Strategic Business Development Intermittent Contract Articulated high value proposition for expediting projects, maximize resources, ensuring safety and code compliance for industry professionals, and contractors. Consultative and strategic sales, competitive market analysis, target account selling. Drove account activity from prospect through delivery leveraging my extensive rolodex of Executives to expedite new accounts and market adoption. Coordinate engineering talent, services and account management ensuring sales success. Developed market strategies for local municipality and statewide IT organization projects for Hosted and IT Solutions including competitive knowledge and placement. Achievements: Completed FY&; $.M % quota Completed FY&; $K % quota TOTAL MANAGEMENT SOLUTIONS, Norton,MA // Strategic Business Development and Relationship Executive Contract position Individual contributor, hunter, and strategic initiative executive tasked to progress sales and marketing initiatives for the new era; by providing a comprehensive marketing and sales approach by strategically identifying decision makers and buyers for supplemental unemployment benefits program and management consultant services. Effectively defined salient business drivers in conjunction with ROI. Crafted business drivers by uncovering pain points and leveraged SOX compliance specific with DoddFrank Act controls and oversight with to bolster sales. Collaborated with TMS&; prospects HR, Finance, Tax and Legal Executives to improve severance programs for Fortune workforce reduction initiatives including National Grid, Mohegan Sun/Fowoods Casino, Hersheys, Dow Chemical. Defined and articulated value proposition through tax savings and consulting services. Assemble internal consulting resources, perform cost analysis, and develop proposals and road map for implementation. Achievements: Met quarterly MBO&;s assigned by Executive COO identify and qualify new prospects. Increased prospect pipeline by %. Forecasted pipeline projections to close $K FY&;FY&;. PROVENTSURE, LLC Reconnex ingested/acquired by EMC, New Windsor, MD Director Strategic Sales & Business Development Product positioning, sales and business development at the inception of startup. Sold into Fortune , healthcare, education, systems umbrella at higher education, and government accounts. Key contacts at PCI Compliance Council and various compliance groups including Global Institute IT Auditors, ISACA, ISSA, OIG, Palmer Group and, Research Director for Financial Services at US Cyber Consequences Unit would fortify positioning, gain rapid market visibility and adoption. Displaced gorilla competitor IBM; won GMAC account. Optimize business development channels strategy and accelerating market recognition and revenue growth by partnering with leading firms including General Electric, Grant Thorton, CSC and SAIC for competitive advantage and to enhance portfolio of consulting services using Proventsure&;s innovative Governance, Risk and Compliance solution geared at financial firms, healthcare, commercial and retail organizations. Established OEM partnership with leading payment processing organization partnered with top tier lending and payments processing organizations tied directly with largest banking firms. Created new sales strategy "BOD" Board of Directors sales approach. Execute client consultation to determine needs, provide pricing and scope of services. Achievements: Increased sales by %, $.M FY&;/&; Identified partnership and was key catalyst for acquisition by Reconnex. OUNCE LABS, acquired by IBM, Waltham, MA East Coast Strategic Sales & BDM Manager * Performed onsite presentations targeted at CExecutives, auditors, engineering and stakeholders responsible for mitigating risks and costs associated with poor security controls and compliance parameters for custom developed inhouse, rd party, and COTS enterprise solutions * Organized technical onsite proof of concept. Introduced early adopters program for key clients for key references. * Liaison key clients with engineering to obtain vital product viability. * Established a day evaluations program to prove NIST and code noncompliance requirements. * Unveiled competitive buyback program to illustrate significant code issues and displace gorilla competition; i.e. IBM, GM, GMAC. * Introduced Salesforce.com to provide sales pipeline and team visibility for senior leadership, establish key criteria for sales process, track productivity, and overall increase success of qualified opportunities. Achievements: * Obtained new key clients including: JPMChase, Microsolved, Mass Mutual, ConocoPhillips, Citigroup, Deloitte, Wachovia, UPS, Cingular, Thomson Financial/Omgeo, First Horizon, etc. * Generated $.M in sales in first months. * Exceeded quota by %, Generated $.M in sales in first months. * Exceptional rapport with key clients who participated in case studies and served as valuable reference accounts. CAMBIA SECURITY acquired by Circle, Atlanta, GA / / Northeast Sales Manager Key clients include Fidelity Investments, Merrimack Education Center, TMobile, Credit Suisse, Bank of Toyko Mitsubishi, JPM Chase, UMass Medical, Harvard University. Achievements: In months acquired key clients: Federal Reserve Bank, Thomson Financial, Nasdaq, TJX, Mitre, Vigilant Minds, and Massport. Closed %, $.M new business. CYRANO, Newburyport, MA acquired by Vedant @ France // Sales Director Seed, nurture and harvest new leads and turn into qualified forecasted opportunities. Generated new business with CIO/VPs at Clinical IS organizations within hospitals for IT validation software solutions. Target Healthcare and HMO&;s CTO. Achievements: Qualify and accurately forecast new unidentified sales opportunities. Closed %, $.M new business. BLADE SOFTWARE renamed Reseal following VC funding, Austin, TX / / Regional Sales Manager. Contract position * Sold security assurance software for medium to large sized organizations. * Hunter using unconventional strategies, i.e. top downbottom up and BOD Board of Directors approach. * Identified and nurtured partnerships with EDS and Big consulting firms who would include solution as part of overall portfolio offerings, and for markets including financial, healthcare, commercial and retail organizations. * Client consultation to determine needs, provide pricing and scope of services. * Provide leadership to customers during initial phases of an engagement. * Follow up and ensure total client satisfaction through the life cycle of the relationship. * Created channel strategy to accelerate market recognition and revenue growth. Achievements: Completed FY at $k revenue % quota. Established new accounts including Cable and Wireless, EDS, UTC, Federal Services Supply, Verizon, NorthEast Utilities Federal Aviation and Psynapse. Secured partnership with EDS within Managed Services that increased revenues by more than %. Quota target was k, with prestigious clients as EDS, SAIC, Fidelity Investments. CENZIC, INC.,San Mateo, CA Sales & Business Development Director Partnered with Cenzic Founders to evangelize the first commercial penetration testing solutions for enterprise applications and devices. Strategic Sales & Business Development Director * Key partner of Cenzic&;s Team and during inception by selling an innovative penetration testing geared for identifying vulnerabilities within custom and COTS products. * Coldcalled Fortune companies including, and sold product/consulting used to mitigate risk across global enterprises * Exceeded monthly, quarterly and annual quotas. * Developed strong relationships with key executives; considered a trusted liaison. * Maintained and delivered in line with strategic account plan; action oriented with investments in alignment with client objectives. * Key partnership with Mercury Interactive to bundle Cenzic&;s penetrating solution for , client base; negotiate pricing and terms. Achievements: * Integral at inception of startupcompany and as the catalyst for acquiring $M VC funding backed by letters of intent. * Closed $M sales, FY&;, * Key catalyst for $M VC funding, * Partnerships closed $.M in FY&;, * Completed FY at $K % quota. Trail blazed the strategic development selling penetration testing black box into direct Fortune accounts; AT&T, EDS, Capital One, Chevron, General Electric. Drove revenues by building strong relationships with key business and IT decision makers in their accounts; becoming a trusted advisor and provide consultant services develop proactive roadmap to mitigate risk across the enterprise. Maintain a strategic account plan that is action oriented with investments in alignment with client objectives for new business Fortune accounts. OEM partnership with Mercury Interactive to bundle Cenzic&;s penetrating solution for , client base; negotiate pricing and terms. Key member of startupcompany and the catalyst for acquiring $M VC funding backed by letters of intent from trusted clients and partners. Achievements: * Closed $M sales, FY&;, * Key catalyst for $M VC funding, * Partnerships closed $.M in FY&;, * Completed FY at $K % quota. FTP SOFTWARE acquired by NetManage, Andover, MA Regional & Strategic Account Manager Consistently was Top Sales Producer selling TCP/IP network connectivity enterprise solutions into Fortune commercial accounts. Developed and implemented a sales strategy guideline for use throughout sales organization to effectively penetrate Fortune accounts. Achievements: * FTP&;s Global Sales and Eastern Region Sales Top Producer six years concurrently. * Completed FY&; through FY&; with consistency at % quota, Top producer for entire Eastern Region, $.M revenue. * FY&; Sold largest deal with HCA at $.M. Toprevenue producer sold $.M % of quota. * Completed FY&;, % quota, $. revenue. * Completed FY at % quota = $.M revenue. * Outstanding performance completing FY within months at % of quota = $M in revenue. * Completed FY at % of quota = $.M revenue. * Completed FY at % quota = $.M revenue. Awards: * Sales Exec of the Year . * President&;s Club . * Exceptional Sales Executive . MULTIVIEW CORPORATION spun from Cognos, Burlington, MA Sales Support Renewals & Platform Migration Representative Upgraded and crosssold business solutions for financial management Microsoft clientserver and Workstations, Windows NT, HP UNIX and HP operating environments. Achievements: * Completed FY %, quota was .M, * Completed FY %, quota was $.M, * Completed FY %, quota was $k. COGNOS CORPORATION, Burlington, MA Executive Assistant, Director, Consulting Services NEC INFORMATION SYSTEMS, Woburn, MA Executive Assistant, Director, Technical Services Education and Professional Development KennedyWestern University B.A. Business Management and Administration Merrimack College, Associated Technical Institute Certificate Computer Programming Michael T. Bosworth&;s Solution Selling" seminar, Comunispond&;s "Professional Presenting" seminar, Comunispond&;s "Professional Telesales" seminar * Key Affiliations * SIFMA Privacy Committee * SIFMA Information Security Subcommittee * FSSCC R&D Committee Business Information Technology Services * FS/ISAC Financial Services Information Sharing & Analysis Center * ISSA Technology Managers Forum Institute for Information Infrastructure Protection * Palmer Group Invite only prominent and closed group of Fortune Corporation comprised of CIO, CFO, CIA, CSO. * Institute of Internal Auditors * National Infrastructure Advisory Council * American Bar Association&;s Information Security Committee * Influential authors for CIO Magazine, SC Magazine, and Network World spotlight articles to support market strategy SKILLS: Sales Tools Technology Solution Selling Solution Selling, Inc. Strategic Partnering and Advanced Channels ChannelCorp Management Consultants, Inc. Situational Sales Negotiations The Bay Group Solution Selling Michael T. Bosworth Professional Presenting & Professional Telesales Comunispond MS Office: Word/Excel/PowerPoint/Access/Project SalesForce/ Siebel CRM/ ACT!/Goldmine WebEx/GoToMeeting LinkedIn/Social Networking Guru TCP/IP & Networking Connectivity Knowledgeware Technical Solutions, PreSales Consultant, Technical Insights, Inc. Wide Area Networking & Telecommunications Learning Tree International TESTIMONIALS: "Catherine is an analytical and a synthesizer who is able to bring business solutions together and drive them to implementation on time and under budget. A great implementer." Craig Shorter, CISO, Wells Fargo Credit Card Services "I have known Catherine for almost a decade and have always been amazed at her keen business acumen. She always has the inside track on the latest technologies and technical developments. Catherine was highly instrumental in helping us to fill major gaps in our information security services, including enterprise network risk analysis and source code scanning. She also provided invaluable knowledge and software to help us through some major privacy and compliance initiatives. I highly recommend Catherine and will always welcome opportunities to work with her in the future!" Richard Crawford, CISA, Security Architect/Team Resource Manager, GMAC Financial Services "Catherine A. is an intelligent business and innovative sales professional who knows how to deliver rapid operational and financial results while growing trusted relationships with the fortune CLevel Executive customers she consults. Catherine is extremely efficient, easily standingout amongst her peers with her unique skills in shaping sales strategies and helping organizations to quickly deliver market visibility that delivers profitability. Catherine has a sparkling personality that makes her fun to do business with. She is trustworthy, with high integrity standards, a mentor to others, and an allaround polished leader that I recommend getting to know better. I am certain you will find her listening skills to be extraordinary, she is a leader who knows how to knock the socks off her customers." Steven Bonacorsi, Executive Consultant, Bonacorsi Consulting "Catherine A. is one of the most genuine and successful sales professionals I have had the pleasure of working with. She brings a wealth of knowledge in terms of strategic sales approaches, creative market visibility, and is overall a multitalented and goaloriented gem. She is a driven professional known for pioneering visionary new programs and processes aimed at identifying emerging opportunities, meeting customer needs and developing talented sales representatives. She sees the bigpicture and is a creative problem solver, mentor and communicator with a proven ability to devise cuttingedge strategies which expand markets and increase revenue while dramatically boosting corporate bottom lines. Catherine brings enormous value and is a great addition to any team! It is an honor for me to recommend and endorse her. She is truly an amazing resource and a unique asset that any company would not want to pass by." Shannon Houlihan, President, Builders Millennium

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