Senior Sales Representative

Posted on: 2006-03-06

MARY LOUISE LULA 204 Eton Road Home: 412-937-4633 Cell: 412-680-7189 Pittsburgh, PA 15205 Email: [email protected] Fax: 412-937-4633 CAREER SUMMARY Extensive Sales and Marketing experience in the areas of computer systems, networking, software and data storage. Major strengths include: · End-user sales and account development, both hunter and closer · Consistent achievement of goals and quota performance · Approximately 70% to 80% net new business · Channel Sales recruitment and development · Sales into Fortune 1000, Government, Medical, Financial and Educational Markets · Successful “Major Account” wins versus competition · Relationship development at all levels, including “C-Level” executives · Consultative sales approach · Marketing, seminar planning and execution · Opening and managing five virtual sales offices PROFESSIONAL EXPERIENCE INDEPENDENT SALES 2004 – Present Sales Consultant: Assisting various organizations with their sales and marketing efforts. LYNX TECHNOLOGIES 2001 – 2004 Senior Sales Representative: Working as a contractor to assist in opening the Lynx Pittsburgh Sales Office covering the Western Pennsylvania/West Virginia market for this reseller of Network Appliance, Overland, Citrix, Veritas, Legato products. NETWORK APPLIANCE 1998 – 2001 Senior Sales Representative: Opened the Pittsburgh Virtual Office selling Network Attached Storage (NAS), consulting services and Service Level Agreements (SLA) both direct and thru channel sales. Sales territory consisted of Pennsylvania, Upstate New York and West Virginia. Left due to corporate-wide layoff. · Achieved 120% of FY2000 $3.5 million quota · More than 300% overall territory sales and revenue growth · First NetApp sale and implementation into an Apple environment · Largest NAS Sale $900,000+ MADGE NETWORKS 1995 – 1998 Senior Account Manager/Channel Sales Manager: Opened the Pittsburgh Virtual Office with the initial responsibility of working with resellers to sell the Madge Token Ring products in the Western Pennsylvania territory. With the acquisition of two companies, Madge Networks’ product lines grew to include Ethernet, ATM and WAN/Video switching products, sold both directly and thru channel. Also sold the Madge Consulting Services and various Service Level Agreements. Territory grew to include all of Pennsylvania, Upstate New York, Southern New Jersey and Delaware. Left due to corporate-wide layoff. · Achieved 100% of 1997 $9 million quota · Achieved 126% of 1996 $8 million quota · First Madge Asynchronous Transfer Mode (ATM) product sale in the Northeast Region GENERAL DATACOM 1992 – 1995 Senior Account Executive: Responsible for the sale of the complete line of GDC LAN and WAN products in the southern portions of both Western Pennsylvania and West Virginia, with national account responsibility to USX Corporation. · Achieved 98% of FY 1994 Quota · Achieved 200% of FY 1993 Quota CISCO SYSTEMS 1990 – 1992 Senior Account Manager: Opened and managed the Pittsburgh Office, and successfully introduced Cisco and the Cisco networking products to Fortune 1000 customers in Western Pennsylvania and West Virginia. Worldwide sales management for Westinghouse and Alcoa. 3COM COROPRATION 1987 – 1990 Account Manager: Opened and managed the Pittsburgh Office for Bridge Communications, which later merged with 3Com Corporation. Initial responsibility was for the direct sales of Bridge Communications networking products to Fortune 1000 companies in Western Pennsylvania and West Virginia. Westinghouse became the largest direct account, with national account responsibilities. Additional responsibilities after the merger included working with and recruiting authorized resellers to sell the 3Com workgroup products, along with the direct sales of Bridge products. STRATUS COMPUTER 1985 – 1987 Account Executive: Involved in the introduction and sale of Stratus fault-tolerant systems for Western Pennsylvania, West Virginia and Eastern Ohio marketplace. Successful sales included the first Stratus installation of a 911 Emergency Management System. Also worked with and recruited various software application companies to work with Stratus. MOTOROLA/FOUR-PHASE SYSTEMS 1982 – 1985 Marketing Representative: Sold this minicomputer product line to prospects and existing customers in the assigned Western Pennsylvania territory. Major account responsibility was with Heinz, Mobay, Brockway and Matthews International. SPERRY CORPORATION 1977 – 1982 Marketing Representative: First year of sales was with the data entry products, with the remainder of this period in systems sales. National account responsibility for National Steel Corporation, as well as concentrating in the areas of distribution, hospitals, business services and public sector. EDUCATION Liberal Arts/Sociology – University of Pittsburgh, Pittsburgh, PA Liberal Arts/Business – Robert Morris College, Pittsburgh, PA CONTINUING PROFESSIONAL DEVELOPMENT “Target Account Selling” – Target Market Systems “Professional Selling Skills” – Learning International “BASE for Strategic Sales Presentation”: “Sales Workshop for Selling Systems” – David H. Sandler Among various other company internal and external sales training.