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Hampshire Drive *
McKinney, Texas *
A talented sales leader with a demonstrated
ability to develop and close business. Communicates effectively and
is a skilled manager of time and resources. Effectively builds and maintain
strong relationships, establishes credibility, and immediately begins
adding value to a team. Has a high success rate in building and leading
talented sales teams, and possesses a strong knowledge of the many verticals
in the Security Industry. Has increasingly developed a broad technical
expertise in video surveillance technologies and is able to translate
complex issues into simple solutions for clients, leading to new revenue
opportunities. Has succeeded in a highly competitive and dynamic market
place. has a strong talent to navigate complex relationships and matrixed
organizations quickly to overcome obstacles and move the sales process
forward while leading each stage of the sales process from initial discovery
thru contract negotiation and transition to delivery.
Developed $M new business
pipeline in state western region, June through June
At plan for with a $.M
budget while in transition from GE Security to Crockett Sales.
Exceeded quota by achieving
% to plan with an $.M budget, Fiscal year
Generated over $.M in new
revenue % to plan in
Increased security solution
sales by % in
Consultative and solution
sales skills in video and security convergence for situation awareness,
investigation, and evidence.
Top track record in developing
technical solutions with business partners and sales enablement to bring
successful innovative solutions to market.
Natural communicator able
to effectively convey complex issues, opportunities, and solutions.
Experienced leadership on
state of the art large, complex and emerging technology opportunities
to establish new and sustainable business.
Municipal Wireless IP video for local
law enforcement and first responders, fixed IP video and access control,
biometrics, logical and physical security integration, identity and
access management, converged network infrastructure, PSIM, secure data
management, high availability, disaster recovery, network optimization
and security, mobile video for first responders, storage solutions.
IBM Global ServicesDallas,
TX: / – /
Physical Security | Digital Video
Surveillance | Networking
Services and solution sales leader responsible
for driving revenue growth through specialized business unit portfolio
in a defined Western region encompassing nine states with shared revenue
targets of $M. Generate revenue growth by building a solid pipeline
of new opportunities, differentiate and position value proposition vs.
competition. Hold overall opportunity ownership and work with client
teams to set timelines and milestones for closing business in addition
to performing disciplined discovery and needs analyses while delivering
value during all phases of the sales cycle. Function effectively at
both the strategic and detail levels in support of the development and
maintenance of major client relationships, collaborate with and enlist
internal and external teams including solution architects to assist
in the successful delivery of IBM solutions.
Lead teams from initial opportunity development
through proposal phase and contract signature. Services include integrated
solutions for logical and physical access control, video surveillance,
secure data management, server and storage, high availability, disaster
recovery, converged network infrastructure, network optimization and
security, LAN/WAN/WLAN and RFID.
New Business Development in key vertical
markets including Banking, Government, Commercial, Retail and Fortune
accounts. Assist companies with product specification, training,
and new product introduction. Work with client companies to set mutually
acceptable timelines and milestones for closing business. Differentiate
and position value proposition vs. competition. Crockett Sales represents
many of the leading access control and CCTV products in the industry.
Their role is to strategically position their brands in the marketplace
and further expand their leadership position, increasing market share
General Electric Co, GE Security,
Inc. Tualatin, OR: / – /
TERRITORY SALES MANAGER
– NORTH TEXAS / OKLAHOMA
Sales and marketing of GE Security products
through local integrators, as well as national and independent distributors.
Territory included North Texas and Oklahoma. Primary evangelist in assigned
territory, responsible for building a solid pipeline of new opportunities,
working closely with the direct customers as well as national and independent
distributors to ensure successful sales and implementation of the GE
Security solution set. Assemble market intelligence and track
account revenue commitments to ensure consistent on target achievement
of goals, managed brand awareness, develop relationships with new prospects
and buying centers within existing accounts, selling into complex technical
accounts, engage effectively, and create and deliver presentations to
CXO audiences as well as other senior executives across functional areas
and business units. Formulated solutions to resolve issues for customers
within assigned territory. A demonstrated ability to work in a highly
entrepreneurial setting where ‘many hats must be worn’ and decisions
must be made quickly with little management direction.
Increased sales over previous
year in accounts with direct purchasing agreements in by converting
competitive line purchases to GE Security products.
Provided sales and technical
trainings for new and existing dealers within assigned territory.
Prospected aggressively to
identify market opportunities and develop relationships with key decision
makers of target accounts.
Successfully exceeded quota
in by achieving % to plan with an $.MM budget.
PROFESSIONAL EXPERIENCE continued
Cox Systems Technology
Oklahoma City, OK: / /
Senior sales executive for established
local systems integrator responsible for account management and new
business development. Consistently exceeded growth and revenue
targets, protected margin and overall project profitability while focusing
on increased market share in the integrated security solutions &
services market. Target opportunities included networked video surveillance
and access control, site and facilities intrusion detection, life safety
and IT communications opportunities. Consistently met client expectations
thru disciplined discovery and needs analysis, clearly defining infrastructure
requirements, and solution performance criteria. Defined solution design
and architecture, negotiated and documented acceptance testing procedures
prior to final pricing and contract negotiations. Clients included DOC,
Public Sector, K, Retail and Native American organizations.
An additional area of strength included
the development of life safety solutions and services for designbuild
clients and A/E consultants. This included fire alarm design, asbuilt
review and certification services, facility inspection and code compliance
certification, system maintenance, specification writing, test and documentation
of emerging and/or advancing technologies for compatibility with existing
legacy systems. Cox Systems Technology clients also relied on their
expertise to provide state of the art IT communications infrastructure
solutions, as well as life safety, sensor and mass notification systems
that incorporated hundreds of remote locations throughout multiple sites,
, signed agreements with
local retail chain for additional, upgrade/new, and replacement of multiple
CCTV systems valued at $.M. Additional % growth in overall security
solutions revenue vs. previous year, maintained high margin and profitability.
, increased revenue for
security solutions sales % over previous year through improved pricing
models and effective contract negotiations to achieve higher overall
margins and project profitability.
, reduced portfolio of
security product offerings to increase technical / operational efficiency
and improve customer satisfaction ratings. Renegotiated procurement
relationships and price points with vendors, reduced cost of sales and
increased margin resulting in increased profits nd half
ADT Security Services, Inc.,
Oklahoma City, OK: / /
COMMERCIAL ACCOUNT MANAGER
for new business development, independent lead generation, and quarterly
revenue achievement. Lead efforts to maintain and increase client satisfaction
ratings for key retail, financial, and local government clients thru
detailed follow up and annual surveys. Collaborating, leading and supporting
Federal, National and Fortune account programs in the local market.
Performed disciplined discovery and needs
analysis with customers, while delivering value during all phases of
the sales cycle. Collaborated with internal and external teams to ensure
smooth transition to operations for delivery of enterprise class access
control and video surveillance solutions. Assisted in the definition
and execution of lead generation and sales planning strategy to extend
reach into the existing client base, resulting in increased revenue
growth and ensuring a high degree of customer satisfaction with ADT's
products and services.
and , exceeded sales
goals, awarded the ADT Centurion Club Top Performers Status.
Closed first two enterprise
class sales of complete digital video surveillance solutions to Native
American Casinos completed by local branch. At final acceptance sign
off, projects were at or above target margin.
Recognized by both client
and solution business partner for excellence in solution design and
Speaker Oklahoma Indian
Gaming Association Conference.
PROFESSIONAL & COMMUNITY ASSOCIATIONS
North Texas Alarm Association
ASIS International | North Texas Chapter
NTS Level I Alarm Technician
Registered Security Industry CEU Trainer,