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MAJOR
TECH COMPANY, San Jose, CA
Sales Manager (2002-Present)
Manage $21 million in sales of software subscription/upgrades
to SMB market and support services to Fortune 500 client base.
Hire, mentor, and motivate 15-member sales team consisting
of 4 lead representative territory managers, 7 account managers,
and 4 support renewal account managers. Direct a 3-tier sales
distribution model focusing on Intel UNIX install-base (end
user) and redirect business through VAR channel program. |
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Delivered 120% divisional goal attainment, $2+ million over
objective.
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Boosted margin 32% over prior year's performance.
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Generated highest division-wide gross profit per headcount
at $46,000.
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Transformed inexperienced sales team into quota-achievers,
with nearly 80% exceeding Q3 and Q4 quotas.
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Expanded relationships with key distributors, premier resellers,
and authorized support centers. |
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Constructed 1999 and 2000 Business Plans for major releases,
along with featured products in layered, enterprise license
banding, and SMP licensing.
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Appointed Task Team Leader to develop and guide corporate-wide
sales training modules, curriculum, and transactional accounting.
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Web
Products Sales Manager (1999-2002)
Challenged with launching new division, a direct
marketer of enterprise-wide software applications with focus
on intranet, Internet, and e-commerce solutions for medium
and large businesses. Directed team of territory account managers. |
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Ranked as top sales performer company-wide three consecutive
quarters, generating 136% of quota.
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Established new business with key accounts such as 3Com, Intel,
and Cadence Design Systems.
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Led division to earn recognition as Outstanding Netscape Communications
Corporation Preferred Reseller.
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Built revenue from zero-based startup to $3 million.
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Fredrica
Hill
fredricahill@hill645.com
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