Brad A. Calderon
Chesterfield, Missouri 63005
Home Phone 636-***-****
ablsro@r.postjobfree.com
PROFESSIONAL EXPERIENCE
IBM Software and Analytics St. Louis, MO July 2000-Present
Advanced Sales Specialist - Software Group
Manage $1.3 million dollar territory consisting of Banking, Finance,
Insurance and Utility companies. Primary responsibilities include
promoting predictive analytics software to financial analysts and upper-
level management.
. Consistently exceed monthly sales quota, resulting in attaining over 100
percent of annual goal
. Develop and maintain $1.3 million dollars of new business
. Maintain revenue stream for software licenses and services within my
assigned territory, both from existing customers and new accounts
. Research each potential client and company prior to initial call to
determine the appropriate solution based consultation strategy
. Actively prospect for new customers outside of existing database
. Consistently re-evaluate customer needs and position product value
proposition relative to those needs
. Responsible for attending trade shows and educating consumer on data-
mining and analytical CRM tools
. Successfully work with Account Representatives and assist with their
professional development in a team-selling environment.
Account Representative September 1999 - June 2000
Responsible for selling SPSS and Data Mining software, training, and
consulting services.
. Generate leads for Account Manager and Senior Account Executives
. Routinely manage competing responsibilities in order to create sufficient
time to prospect.
. Develop and Maintain $500,000 of new Business and $200,000 of client
service maintenance
. Responsible for mentoring new hires
Telesales Representative February 1999 - August 1999
Sold SPSS software after qualifying customers through web leads and
incoming calls.
. Awarded Telesales Associate of the month
. Achieved quarterly goals in order to receive highest bonus
EDUCATION/ TRAINING
Mclory & Co. Solution Selling Workshops
. Three-day Sales Training Seminar (5/00) Chicago, IL
. In-house seminar customized for SPSS introduced basic sale strategies,
which included techniques in re-engineering a customer's buying vision
. Four-day Sales Seminar (8/00) Charlotte, NC
. Advanced strategy seminar: creating a customer buying vision, advanced re-
engineering techniques
CustomerCentric Selling
. Five-day custom sales Training (5/06) Chicago, IL
. Understanding customers buying behaviors, market knowledge, product usage
knowledge and customer centric selling skills.
Southwest Missouri State University, Springfield, MO Fall 1994 - May
1999
. Bachelor of Science in Marketing
. Minor in Sales/ Sales Management