Profession Sales

Resume

Summary

Hands-on sales professional in the Enterprise Software and Technology Industry. (Financial, Supply Chain, ERP, Procurement, Business Intelligence)  Successful as an Individual Contributor, Business Development & Partner Manager and Executive Sales Manager, consistently delivering increased sales, revenue and customer success.

Highly skilled with start-up, early stage, turnaround and high growth companies selling next-generation solutions in emerging and traditional markets.  Complete understanding of expertise and effort required to sell in a tough economy, penetrate new markets and launch new solutions, while building and executing repeatable best practices for sustained growth. 

Experience

GE Intelligent Platforms (formerly SmartSignal Corporation)

Houston, TX

 

SmartSignal is now part of GE Intelligent Platforms and will form an integral part of its Operational Intelligence vision enabling operators of large industrial equipment to understand what's happening across fleets and to predict and prevent equipment problems. SmartSignal will be a catalyst for GE's growth in this area and will play a significant role in delivering on GE Intelligent Platforms' vision of providing comprehensive Operational Intelligence solutions to customers. The synergies between SmartSignal Corporation and GE Intelligent Platforms enable Operational Intelligence across a much wider range of assets, equipment manufacturers, and industries than previously possible.

Accountable for:
        Oil & Gas Sales Team in The Americas and Europe


Descartes Systems Group

Waterloo, Ontario/Houston, TX

 

Descartes Systems Group is a provider of software-as-a-service (SaaS) logistics solutions. These solutions and services help Descartes’ customers reduce administrative costs, billing cycles, fleet size, contract carrier costs, and mileage driven and improve pick up and delivery reliability. Their hosted, transactional and packaged solutions deliver repeatable, measurable results and fast time-to-value.

 

Accountable for:

            Global Field Operations including sales and sales operations, business development partnerships, professional
            services, the Global Logistics Network, customer support

 

Selected Results:

            Quarter-over-Quarter Growth

            Implemented global sales methodology and sales process

            Key new account sales, executive sponsor

 

 

Sychron

San Mateo, CA/Houston, TX

 

Sychron developed massively parallel systems software for datacenter and desktop virtualization.  The flagship product provided a complete, scalable, and cost effective solution for deploying and managing server-based virtual desktops.

 

Accountable for:

            Sales and sales operations

 

Selected Results:

            Successfully transitioned the company from a pure technology to virtual pc solution

            Led the sales efforts for initial customers and pilot projects

            Company was acquired

  

 

Softface

Walnut Creek, CA/Houston, TX

 

Softface, the Procurement Intelligence Company. Softface`s solutions speed and simplify the transformation of previously unusable product, services, and supplier data into intelligence that helps customers save millions of dollars. Customers leverage Softface’s proven core technology to transform the data they already own, inside their transaction systems, into granular spending visibility and precise product content. The results of Softface`s solutions drive cost-effective decisions, increase revenues, and enhance profits. Softface`s products include the Procurement Intelligence Suite and the Enterprise Content Suite.

 

Accountable for:

            Field Operations including direct sales, inside sales, partnerships, professional services, customer support

 

Selected Results:

            Successfully transitioned field team to spend analysis from catalog content management

            Implemented sales methodology, repeatable sales process, sales training, sales tools

            Successful partnerships with Ariba and SAS

            Positioned company for sale to Ariba

 


OnDisplay

San Ramon, CA/Houston, TX

 

OnDisplay provided B2B infrastructure software for powering next-generation e-business sites. Vignette’s acquisition of OnDisplay enables the company to offer XML-based technology and solutions in the broadest and deepest application platform for companies who are using the Internet to manage relationships with customers, suppliers, distributors and other trading partners.

 

Accountable for:

            North America Sales including direct sales, inside sales, presales

 

Selected Results:

            Successfully built direct sales force and inside sales, revenue increased from $200K to approximately $80M

            Directed acquisition of initial customers and assumed the role of executive sponsor

            Improved forecast accuracy by creating and implementing sales methodology and process

            Built compensation plans that attracted top talent and exceed company goals

            Implemented go-to-market strategy that led to IPO and acquisition by Vignette

 


Ortec Solutions

Houston, TX

 

Ortec was a member of the Oracle Application Dealer Network focused on selling to mid market businesses.  Financial management, supply chain and manufacturing solutions. 

 

Accountable for:

            Sales and presales

 

Selected results:

            As individual contributor, responsible 2 of the largest contracts for the year.

            Recognized for directing sales team at Ortec ranked as top performing sales organization out of 
                Oracle’s Application Dealer Network.

 


Dun & Bradstreet Software

Houston, TX

 

Dun & Bradstreet Software (formerly MSA) was the leader in ERP solutions.   

 

Accountable for:

            Direct sales, Team Sales

 

Selected Results:

            Consistently exceeded sales goals
            
Managed sales district ranked as #1; motivated employees and improved morale.






Mark J. Weisberger
Houston, TX
mark@markweisberger.net 

 

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