Territory Account Manager Resume
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Resume:
SANDRA D. STEARNS
CAREER SUMMARY
Enterprise Software Sales, years
Big Consulting Enterprise Sales, year
Banking and Bank Consulting, years
EXPERIENCE
A seasoned professional with over years experience financial, web analysis and business management systems with emphasis on application software sales and consulting. A confident, thorough, and people-oriented leader who works well with individuals at all levels.
EMPLOYMENT HISTORY
– Present Keynote Systems, Inc. Plano, Texas
Territory Account Manager
• Responsible for sales to new and existing customers in New York.
• Sold and serviced customers such as JP Morgan Chase, Citicorp, American Express, IBM North America, including IBM Global Services, Barnes and Noble, Time Inc., Morgan Stanley, TV Guide, and Flowers.
• Services included website monitoring services, load testing, website compliance, and customer experience management.
– SSA Global (Infinium) Plano, Texas
Sales Executive
• Managed sales in a states and providences of Canada.
• Supported and sold to over customers utilizing Team and Strategic Selling techniques.
• Handled several strategic sales cycles, resulting in bring the only new business software sales in the last year with over % favorable decisions.
• Did more face to face meetings with customer then had been done in the last years, building relationships and trust.
• Through the use of surveys, customer contacts and business acumen identify and document business issues and processes to present customized solutions to customer requirements.
• Work with implementation consultants to ensure delivery of proposals and requirements.
• Participate with the sales team to set goals and business objectives that help SSA Global become a better place to work and do business. Attended Siebel Team and Strategic Selling.
Cap Gemini Ernst & Young Irving, Texas
Senior Manager, Sales Executive
• Responsible for selling consulting services, these services included ERP, Strategic Technology, CRM, Cost Reduction, Supply Chain, and IT Strategy, to companies with revenues $. billion and less utilizing Team and Goal Selling techniques.
• Worked with such clients as Palm Harbor Homes, Michaels, Santa Fe International, and Blockbuster.
• Worked with partners such as IBM, Ernst & Young LLP, Genuity, Hyperion Solutions, Siebel, Oracle, PeopleSoft, and others.
• Sold to the CXO levels in these companies.
– Lawson Software Dallas, Texas
Account Executive
• Responsible for new business sales in territory. Assigned territories were either geographic or industry focused.
• Coordinated all sales activities and resource coordination for sales cycle utilizing Customer Focused Selling techniques.
• Sold such clients as Bass Enterprises, Mobile Express Capital Corporation, Vectrix (first ASP deal), AE Petsche, Chipdata, and Chemical Lime.
• Worked on deals with such clients as Southwest Airlines, Ensco International, Blockbuster, Selkirk, and others.
• Worked closely with industry leading implementation partners such as Deloitte & Touche, Ernst & Young, Arthur Andersen, and Experio.
– ABI-Trutrac, Inc. Plano, Texas
Regional Manager
• Responsible for development of sales territory in a seven state region, account management through implementation, prospecting, executive presentations, technical process reviews, and demonstration of Time and Attendance, Labor Management, and Access Control software with hardware. These applications included a WEB solution.
• Assisted other sales people in presentations, prospecting, and meetings as a Management representative.
• Assisted in developing and modifying sales formula for successful prospect sales closings.
• Key accounts included Bell Helicopter, Shell Oil, City of Las Vegas, Southwest Airlines, Delta Airlines, Halliburton, and Boeing.
– Hyperion Solutions Dallas, Texas
Regional Sales Manager
• Responsible for sales and demonstrations of all software offerings, along with training and consulting services to Fortune corporations utilizing Solution selling and presentation skills training.
• Attained % Club for last two years.
• Closed % of deals worked.
• Key accounts include Enron, AMR, BJ Services, NASA, PageNet, Luby’s and USAA.
– Financial Consulting and MIS Mgmt Dallas, Texas
Project Manager and Director MIS
• Project manager and earnings improvement consultant to financial institutions resulting in significant increases in bank revenues.
• Evaluated such areas as work performance, organizational structure, product profitability, market strategies, expense control, and product development.
• Managed fifteen people as manager of MIS department at Savings Bank.
• Responsible for strategic planning, asset/liability management, operations procedures, product pricing and development, advertising, and marketing for a financial institution.
• Project manager for installing new and enhanced systems, system training, evaluating systems, solving user problems, and performing quality control.
• Responsible for sale of consulting services to financial institutions.
EDUCATION
– University of Texas at Dallas Richardson, Texas
BS in Business and Public Administration
Concentration in Finance and MIS
INTERESTS
Scuba diving, travel, dining, wine collecting
SANDRA D. STEARNS
ROYAL MELBOURNE DR. PLANO, TEXAS • PHONE
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