Sales Manager
Resume:
Bill Heck
Email: abqq9a@r.postjobfree.com
Address: **** ******** ***** *****
City: Medina
State: OH
Zip: 44256
Country: USA
Phone: 330-***-****
Skill Level: Management
Salary Range: $120,000
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
Bill Heck
3818 Weymouth Woods Drive
Medina, OH 44256 abqq9a@r.postjobfree.com
BUSINESS CAREER SUMMARY
I have consistently exceeded assigned revenue attainment, profitability and personnel development objectives. I am accountable for all aspects of individual selling, sales force management, market awareness development and operational delivery of business-critical solutions. My personal success is greatly influenced by my ability to develop and position true business value for my customers while building strong business relationships based on mutual trust and delivering on my commitments.
September '10 to December 2012 - Hewlett Packard - HP Software Client Principal, Global Accounts
I developed key assigned account relationships and lead HP Software Professional Services IT Performance Suite solution sales cycles to address customer data center and business requirements. I was responsible for developing account business and campaign plans consisting of organization charts, business segments, business priorities and account competitive and compliance challenges. I worked collaboratively with cross HP Business Units and Global Account pursuit teams to leverage account knowledge and relationships to maximize Professional Services opportunities and revenue while adding business value for our customers. I established and maintained working relationships with third-party HP Software and Services providers to assist in my customer technical delivery requirements. I actively maintain account campaign, sales cycle activity and opportunity stages and forecast reporting in SFDC.
August '08 - July '09 - AVANADE - Ohio, Michigan and Kentucky - Direct Business Development Manager
I developed many Microsoft sales account team relationships to position the implementation and support of the entire Microsoft product offering by Avanade. I established revenue pipelines quickly and closed 6 Microsoft implementation opportunities in excess of $2M in systems integration projects in my first 9 months. Involving business stakeholders as well as IT management, I identified critical business issues and worked within Avanade and Microsoft solutions teams to define and position the best solution for my customer. Avanade eliminated the vertical position due to lack of national performance.
April '07 - August '08 - TATA CONSULTING (TCS) - Cleveland, Ohio - Business Development Manager
Responsible for Business and Technical Process Outsourcing new business development in Fortune 500 companies in Ohio. I developed several territory awareness campaigns and closed 5 new outsourcing and staff augmentation accounts with contract values in excess of $250M. Having exceeded my W2 earnings cap two years in a row, I left TATA for a more rewarding earnings potential.
January '05 to October '06 - SUCCESSFACTORS, INC. - Midwest Named Account Manager
Responsible for 40 Enterprise Account with greater than 25,000 employees within 12 Midwest states selling outsourced SaaS Human Capital Management solutions. I established CXO and business stakeholder relationships in all accounts and closed 6 new multi-million, multi-year accounts - Sears Holding Company, Ascension Healthcare, ScotiaBank and others. Ahead of $4M quota in 2006, I left SUCCESSFACTORS due the company investors wanting to take a faster track in adding new customers with shorter sales cycles. The Enterprise sales pursuits were refocused to the SMB market.
July '98 - December '04 - CAMBRIDGE TECHNOLOGY PARTNERS - Detroit, Michigan - Sales Director
Calling on business stakeholders and CXO's, I was responsible for selling and delivering large, complex Fixed Price business management and IT consulting opportunities in Detroit. I assembled and managed diverse sales pursuit (6 field sales representatives and solution architects) and project delivery teams (230-300 technical delivery consultants) to deliver high business value solutions. This included managing customer expectations and project deliverables throughout the customer relationship. Cambridge was acquired by Novell in July of 2001. My sales and delivery performance at Cambridge and Novell:
1998 - 185% of $4M delivery quota
1999 - 285% of $8M delivery quota
2000 - 288% of $8M delivery quota-$23M in delivered services-2000 Salesman of the Year
July of 2001, Cambridge was sold to Novell, Inc.
2001 - 110% of $4M delivery quota
2002 - 97% of $4M delivery quota
2003 - 120% of $4M product and services quota
1997 - July '98 - SCOPUS TECHNOLOGY - Cleveland, Regional Sales - Enterprise Customer Care
Selling Integrated Call Center Solutions (CRM), I exceeded all assigned objectives and assigned quotas $4M quota - 250% attained in 1997. Scopus was sold to Siebel Systems in July of 1998. At that time, I was on target to exceeding my $4M Scopus annual quota.
1994 - 1997 - ARTHUR ANDERSEN-LLP - Cleveland, Ohio, Director, New Business Development
I was responsible for business development and client relationships calling on CXO's in Northern Ohio. I developed Firm-wide Y2K service offering business plan and delivery strategy. Closed several new-name accounts and exceeded all assigned annual revenue and market development goals for the firm.
1991 - 1994 - acuCOBOL/inc. - Cleveland, Ohio, Great Lakes Regional Sales Manager
Developed and closed the largest transaction in acuCOBOL's history at $1.6 Million with Chrysler Corporation within the first six months in the territory. My personal performance was not less than 300% of assigned quota each year.
1990 - 1991 - GENERAL ELECTRIC CONSULTING SERVICES - Cleveland, Ohio, Regional Manager
I was responsible for rebuilding customer facing sales team, technology delivery and profitability of GE's mainframe delivery consulting services organization in Cleveland. With total P&L responsibility, established cost controls and accurate staffing to realign sales (4) and delivery (120 consultants) teams. This GE division was sold to Keane & Associates.
1984 - 1990 - ORACLE CORPORATION - Cleveland, Ohio - Regional Manager
Responsible for individual selling, staffing, opening and managing of four branch sales offices with over 65 pre-sales, sales and professional services consultants. I produced in excess of $12.5M in license and $10M of professional services revenue in FY 1990 while maintaining fifteen quarters of revenue attainment of no less than 185% per year.
OTHER Individual Selling and Managing Experience:
* APPLIED DATA RESEARCH
* UNITED INFORMATION SERVICES
* McDONNELL DOUGLAS AUTOMATION COMPANY
* LITTON AUTOMATED BUSINESS SYSTEMS
SALES AWARDS and RECOGNITION
Over 20 President's Sales Attainment Clubs and exceeding assigned revenue goals
Numerous Top Performer of the Month, Quarter and Year Awards
ICP Million Dollar Award Winner
Listed in Sterling Who's Who in American Business
Cambridge Technology Partners - 2000 Salesman of the Year
#1 Office at Cambridge Technology Partners (from last in 1999 out of 53 offices in both 2000 and 2001)
EDUCATION
The University of Cincinnati, 1971 Major: Computer Science and Business Administration
Continuing Management and Executive Level Education: Xerox Sales Training, Strategic Selling,
Personnel Development, Sales Contract Negotiating, Miller Heiman - Strategic/Solution Selling and
various Product Marketing, Solution Selling and CRM Methodologies.
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