Sales SaaS M2M Software Enterprise in Detroit MI Resume James Dye

JAMES DYE
Wixom, Michigan 48393 248.613.0115 [email protected]
SALES ACCOUNT EXECUTIVE: Enterprise Software

Dynamic, highly motivated and versatile IT solutions sales professional, with proven success in propelling corporate performance and profitability through expert technical knowledge, market analysis, consultative selling, business development and client relationship management. Renowned for prowess in consistently winning major accounts despite intense competition from larger, more established industry leading firms. Agile critical thinker, insightful strategic planner and creative problem solver with superb time-management abilities and drive to exceed expectations. Skilled in tracking meticulous detail in challenging tasks despite demands of fast-paced and deadline-driven work environments. Strong communication, interpersonal, presentation and negotiation skills with stakeholders at all levels. Talent for working with productive cross-functional teams and for forging and maintaining critical alliances and partnerships to drive competitive advantage. Results oriented and focused decisionmaker, adept at managing priorities and committed to excellence in customer service.
Core Competencies Enterprise IT Solutions Marketing & Sales B2B/Consultative/CXO Selling Account Management New Business Development Prospecting & Lead Generation Market Penetration/Expansion Large Account Closing Customer Relationship Building & Management Revenue Growth Strategic Planning Market Research & Analysis Proposals & Presentations Communication Marketing Events & Seminars Product Demonstrations & Testing SaaS Sales Portal Solutions Healthcare Applications Collaborative Teamwork Negotiation Customer Service & Satisfaction
PROFESSIONAL EXPERIENCE Career Note: Hone professional skills and knowledge through peer networking and industry/market research, 2013 to present. FRONTRANGE SOLUTIONS USA INC., Detroit, Michigan 2012 to 2013 Global leader in hybrid IT service management (ITSM) software solutions for more than 15,000 organizations of all sizes, with $100M in annual revenues. Strategic SaaS Account Executive Furnished expert product enhancement advice as well as strategic marketing/sales research, planning and execution following recruitment by management to focus on growth opportunities for the newly created SaaS ITSM Division. Forged a $2.2M sales pipeline and successfully closed the companys 1 st SaaS-based retail enterprise account. Secured major accounts with DressBarn ($93K) and Gordmans ($32K). SERVICENOW, Detroit, Michigan 2011 to 2012 Premier provider of cloud-based services for automation of enterprise IT operations, in markets including North America, Europe, the Middle East, Africa and Asia Pacific. Territory Manager Consulted with clients to assess needs and guide in revolutionizing their enterprise IT through direct/indirect sales geared toward standardizing, consolidating and enhancing automated business processes organization-wide. Successfully prospected for new accounts, building a $3M pipeline in a territory comprised of Michigan, Ohio and Pittsburgh, through executive luncheon presentations, ITIL training workshops, e-mail, telemarketing and onsite support and meetings with prospective/existing customer user groups, and partner resellers.
Resume
JAMES DYE
Page 2
[email protected]
Territory Manager, SERVICENOW, Detroit, Michigan
2011 to 2012, continued:
Achieved quota 2 out of 3 quarters despite a grueling competitive environment, closing large accounts with customers including Emergent ($156K), Veyance ($85K), BDO ($267K) and Invacare ($450K). Consistently recognized for outstanding customer service in management of pre-existing accounts including OCLC, OARnet, dunnhumby, Entertainment Publications, Lakeland Healthcare, Concurrent Technologies and Accument. XLERANT, INC., Detroit, Michigan 2010 to 2011 Developer of cloud-based corporate budget preparation, forecasting, and management reporting software, with a focus on higher education institutions and mid-sized service organizations. Business Development Manager Handled all facets of the sales/business development process, including market research, strategic planning/implementation, client consultation and after-sales customer service. Won lucrative accounts from Northwood University, Tennessee Baptist Convention, Sholom Community Alliance and Iron Mountain South America. HEALTHMEDIA, Ann Arbor, Michigan 2005 to 2009 Subsidiary of Johnson & Johnson, developer of a pioneering SaaS system which emulates a nurse counseling session through scalable web interventions. Regional Sales Director Spearheaded development of new business relationships and increased client partnerships/alliances through consultative sales of custom software solutions, with a strong focus on eHealth initiatives designed for peak consumer effectiveness and revenue enhancement. Consistently topped the sales team in new account closings and revenue growth. Drove annual repeat income to $2.6M, while achieving $8M in total yearly earnings. Overachieved quotas in 2006 (115%), 2007 (111%) and 2008 (103%). Surpassed all colleagues in customer satisfaction evaluations throughout the period, achieving recognition as a 5 Star performer. Initiated, closed and managed 9 highly profitable accounts (HAP, Health Alliance, Ace Hardware, Advocate Health, Clarian Health Systems, Mercy Health Systems, Physicians Plus, MedCost and BCBSMI), with values ranging from $126K to $4.5M. XIOTECH CORPORATION, Detroit, Michigan 2004 to 2005 Provider of efficient, user friendly clustered storage solutions. Account Executive Sold custom storage solutions to mid-market/enterprise existing and prospective customers, through demonstrations of Xiotech flexibility, resilience and scalability, resulting in lowered outages, data loss and planned downtime, as well as detailed presentations of ROI analysis and cost justification data. Monitored Michigan reseller revenue generations and secured 3 new reseller relationships. Accomplished an impressive 110% 12 month quota, winning over such fierce competitors as EMC, HP and Dell. Closed and oversaw an impressive array of high-revenue accounts, such as J. Walter Thompson, St. John Healthcare, the State of Michigan, Masco, Dominos Pizza, Pfizer and Daimler Chrysler.
Resume
JAMES DYE
Page 3
[email protected]
Additional Experience (full details upon request): Major Account Manager, ART TECHNOLOGY GROUP, INC., Detroit, Michigan. (Developer of innovative custom online integrated CRM applications) Area Sales Manager, PLUMTREE SOFTWARE, INC., Detroit, Michigan. (Market leader in development of integrated corporate portal software applications) District Sales Manager, NORTEL NETWORKS, Southfield, Michigan. (eBusiness solutions provider, developer of the integrated Clarify eFront Office CRM application) Regional Sales Manager, COMPUTER NETWORK TECHNOLOGY, Detroit, Michigan. (Provider of enterprise application integration (EAI), business software and related services) Senior Sales Representative, COMPUWARE CORPORATION, Detroit, Michigan. (Market leader in the sale, integration and enhancement of eBusiness and enterprise software) EDUCATION Bachelor of Science, Business Administration: Management & Business Data Processing Central Michigan University, Mount Pleasant, Michigan PROFESSIONAL AFFILIATIONS Member, HDI: Michigan, Ohio & Pennsylvania Chapters COMPUTER SKILLS Microsoft Office (Word, Excel & PowerPoint) & Salesforce
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JAMES DYE

Wixom, Michigan 48393 248.613.0115 [email protected]

SALES ACCOUNT EXECUTIVE: Enterprise Software

Territory Manager, SERVICENOW, Detroit, Michigan

2011 to 2012, continued:

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