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Work Background
OracleEnterprise Cloud Sales Representative
Sep. 2021Bristol, RI(Provider of fully integrated stack of cloud applications and platform services)
• Complete training to learn cloud offerings; contact accounts to establish rapport, build relationships, and uncover computing infrastructure needs; and close business.
• Secured appointment for VMware product that is progressing (worth $250K+), and secured meeting to bring 6 large databases to Oracle Cloud Infrastructure (worth $1M+).
SureSafe Environment LLCSales Consultant
May. 2020 - Aug. 2021Bristol, RI(Provider of advanced pathogen defense system to keep schools, offices, gyms, and hotels safe)
• Sold professionally installed advanced pathogen defense technologies to commercial, healthcare, hospitality, and industrial environments, allowing staff and customers to return safely.
MediaPRO: Cybersecurity & Privacy EducationEnterprise Sales Account Manager
Nov. 2019 - May. 2020Bristol, RI(Provider of solutions and trainings to demonstrate compliance and reduce risk)
• Sold SaaS compliance awareness training programs to heavily regulated industries (e.g. banking, finance, insurance, utilities), and closed $200K+ sales via in-person meetings and phone/Zoom calls with new accounts in territory (New England, NY, and NJ). • Grew pipeline from zero to $3M+ in 6 months (6+ month average sales cycle).
OracleConsulting Sales Manager
Jan. 2014 - Nov. 2019Boston, MA($40B computer technology corporation (Fortune 100) specializing in developing and selling database software and technology, cloud engineered systems, and enterprise software products)
• Sold IT consulting services by initiating, negotiating, and persuasively closing sales deals for cloud service lines (PaaS, SaaS, IaaS), core technology, hardware, middleware, security, business intelligence, database services, and financial software analytical applications.
• Managed 100 accounts (i.e. Incyte Pharmaceutical, American Express, Nationwide, Schwab). • Established contact and developed relationships with C-Suite stakeholders and influencers within prospect corporations, while strengthening existing account relationships.
• Sold first Consulting East Coast sale for Oracle Cloud Connector (2015).
• Delivered gross revenue: $2M (2016), $2.4M (2017), $2.2M (2018), and $2.2M (2018).
• Exceeded sales goal in 2015, 2016, 2017, and 2018.
• Achieved 186% of quota, and earned Achievement Award (2015).
• Hired as Oracle Direct Sales, and promoted to Consulting Sales Manager (2015).
AT&TDistrict Sales Manager
Jan. 2007 - Jan. 2014Boston, MA(Offering digital, mobile, and print marketing solutions for companies)
• Managed 11 Boston Field Sales Representatives selling multimedia advertising products throughout New England territory (2008); opened Providence, Rhode Island office, and hired, trained, and managed 8 Field Sales Representatives (2009–2010); managed and turned around negative Boston Senior Media Consultant Team (responsible for 80% revenue for Boston regional market) while also managing Providence Field Sales Team (2011); and managed 13 Boston Sales Representatives and Senior Media Consultant Team (2012–2014).
• Oversaw teams selling to small business customers seeking to build market presence through traditional and digital marketing channels (i.e. local search, display ads, online advertisements, direct marketing, websites, listing in top directories nationwide). • Exceeded sales goal every year from 2007 to 2014.
• Earned Top Performing District Sales Manager during first year (out of 600+ managers nationally), producing record $2.8M revenue and earning Diamond Club Award (2008).
• Earned Top Ranked DSM (out of 600+ managers) for highest goal attainment (2012).
• Reversed negative sales trend for Boston Senior Media Consultant Team by saving large accounts and increasing sales training (Team become net positive in one quarter) (2011).
• Assembled 8-member SWAT sales team to establish new market in underserved region, which boosted sales 93% in 30-day period (2009).
• Served as Sales Trainer for Boston, Providence, and Connecticut HQ, training 200+ employees on product knowledge, sales and closing skills, and territory management. • Hired as Sales Representative (2007), and promoted to District Sales Manager (2008).
Herrington, LLCPartner
Jan. 2004 - Jan. 2007Bristol, RI• Established rapport to build prospective client relationships; closed clients using persuasive sales techniques; provided guidance to national clients seeking to raise capital to start businesses, to create business, sales, and operating plans, and to develop professional networks; and sold life, accident, and health insurance to clients.
• Served as President and Legislative Chair for Rhode Island Association of Health Underwriters, and provided testimony regarding healthcare programs before the Rhode Island Permanent Joint Legislative Committee on Health Care Oversight.
The eSynergy Group, Inc.Vice President, Business Development / Partner
Jan. 1997 - Jan. 2004Bristol, RI• Delivered guidance to national clients: identified sources of capital, created business plans and development strategies, established distributor networks, sourced capital funding, and served in interim sales and operations roles for companies in multiple industries. • Selected Clients:
• Mayberry USA: Managed and trained ~42 Sales Representatives selling filtered internet browser, grew company from startup to 20K+ subscriber base and $800K+ revenue in less than 12 months (1997–1998), and served on Board of Directors to value the company and co-design shareholder exit strategy (1999).
• National Boston Medical: Served as Interim Chief Operating Officer (COO) to create GMP manufacturing and compliant FDA labeling and procedures, and to secure additional products pre-IPO; and served on Board of Directors (1997–1998).
Handy & Harman Ltd.National Sales Manager
Jan. 1994 - Jan. 1996North Attleboro, MA• Boosted sales growth (up to 40% per year), and managed 15 Field Manufacturing Representatives for precision stamping, precious metals plating, and assembly company.
• Led dramatic sales turnaround via research, strategy, execution, and improved staffing.
• Closed and developed major accounts (i.e. Ford, Chrysler, Tier 1 suppliers) by establishing relationships with Design and Engineering Departments, and building vertical sales channels.
• Managed ~400 accounts (i.e. Cardel, HP, Breed Automotive, Motorola, Teradyne). • Overcame challenge of relying too heavily on one account ($20M IBM account revenue).
Sumitomo / Judd WireRegional Sales Manager
Jan. 1992 - Jan. 1994Turners Falls, MA• Managed 14 Manufacturing Representatives (U.S., Canada) selling irradiated wire and advanced products from Japan.
• Analyzed markets, developed and executed strategy, and established credibility among distributors resulting in rapid sales increases, which overcame initial challenge of non-existent sales in Canada, and underperforming sales in New England, NJ, PA, and DE markets.
• Closed large sales contracts for Boeing 777 wire for Bombardier and Canadian Air through innovative sales and marketing techniques.
• Boosted sales 60% in 2 years (company record).
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