Sales Management

Brian Gustason

**** ********* ****, ********, ** 30068

703-***-**** * abhejd@r.postjobfree.com

Summary

. Proven sales leader with 8+ years of sales and sales-management success.

. High-performing sales contributor managing all activities from lead

generation to closing sales.

. Strategic orientation with strategic planning and strategy consulting

experience.

. Strong business acumen leveraging sales management, financial and

strategy experience.

. BS from The Wharton School, University of Pennsylvania, MBA from Oxford

University (UK).

Experience

Salient Corporation, Inc. Horseheads, NY

June 2010 - June 2011 An

innovative Business Intelligence software platform enabling users to view

and access data in meaningful ways to support better decision-making;

recognized by Gartner in their Magic Quadrant Report for Business

Intelligence 2011.

Vice President of Sales & Business Development

Sales and Business Development role focused on growing Healthcare,

Financial Services and Public Sector market presence/client base through a

combination of direct sales to Fortune 500 companies, creating channel

partnerships with top tier firms and engaging in RFP's with government

agencies. Manage field sales force and develop training/coaching.

. Developed organization's first Sales Plan outlining market direction and

resources.

. Developed organization's first internal sales-training program to up-

skill team.

. Developed a sales system to move leads from generation through sales

funnel.

. Developed new marketing collateral to conform with new market messaging.

. Developed & managed growing relationships with Fortune 500

partners/resellers.

Expert Choice, Inc., Arlington, VA

December 2007 - February 2009

Expert Choice is a decision-support, collaboration software platform

helping organizations prioritize more effectively and make better decisions

that achieve alignment with speed and transparency.

Director of Commercial Software & Services Sales

Commercial sales role engaging C-level, Fortune 2000 finance, strategic

planning, product development and IT executives. Managed outbound sales

including all activities from lead generation to closing sales. Position

eliminated (with half of all positions) as commercial sales stalled during

recession and focus shifted to Government sales.

. Developed outbound sales process including a new lead-generation system.

. Led consulting engagements with C-level client teams through strategic-

planning, budget allocation and project selection facilitations using

SaaS solution.

. Fully trained on Sandler Sales System and the use of Salesforce.com CRM

tool

Corporate Executive Board, Washington, D.C.

December 2003 - December 2007 Corporate Executive Board is a publicly

traded (EXBD), leading $500MM best-practices research & advisory services

company providing role-specific business research and tools to Fortune 1000

and Global 2000 clients.

Director, Sales & Marketing (Finance Team)

Sales team leader engaging C-Level Sales to Fortune 2000 finance executives

across the United States and Canada. Managed portfolio of four best

practice research products and services and all sales activities -

prospecting, pre-sales call planning, forecasting, sales-cycle management.

. Consistently ranked as one of the top finance sales performers with more

than 140 transactions closed across 4 years to C-Level Fortune 2000

executives

. Closed the highest number of CFO-specific transactions each year for last

2 years

. Achieved President's Circle status - top 10% vs. goal and total revenue

. Promoted from Associate Director to Director and Sales Team Leader

. Managed consultative sales team productivity in a high-activity

environment

Overture Services, Pasadena, CA

December 2002 - August 2003

Overture Services created the paid Internet search (pay-for-placement)

market and was acquired by Yahoo in 7/03. Strategic planning position

eliminated as strategic planning groups consolidated due to Yahoo's

acquisition of Overture Services.

Manager, Corporate Strategy & Planning

Booz Allen Hamilton, Inc., McLean, VA

February 2001 - April 2002

Booz Allen Hamilton is a leading global strategy/IT consulting firm.

Associate Strategy Consultant in International & Transportation Group

PricewaterhouseCoopers, Dallas, TX

February 1999 - November 1999

PricewaterhouseCoopers is a leading global accounting/consulting firm.

Associate Consultant in Business Regeneration/Corporate Turnaround Group

Bank of America NT&SA, Los Angeles, CA

June 1995 - June 1997

Bank of America is a leading commercial bank.

Financial Analyst in Healthcare & Airline/Aerospace Industry Groups (Job

Rotation)

Education

Oxford University, Said Business School October

1997 - October 1998

Masters of Business Administration (MBA)

Concentrations in Strategic Management and International Business

The Wharton School, University of Pennsylvania

September 1990 - May 1994

Bachelor of Science in Economics (BS)

Concentrations in Transportation (GPA: 3.68) and Multinational Management

(GPA: 4.0)

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