Territory Account Manager

Posted on: 2007-01-24

SANDRA D. STEARNS CAREER SUMMARY Enterprise Software Sales, 14 years Big 4 Consulting Enterprise Sales, 1 year Banking and Bank Consulting, 10 years EXPERIENCE A seasoned professional with over 24 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 2005 – 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 1800Flowers. • Services included website monitoring services, load testing, website compliance, and customer experience management. 2002 – 2005 SSA Global (Infinium) Plano, Texas Sales Executive • Managed sales in a 6 states and 2 providences of Canada. • Supported and sold to over 75 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 75% favorable decisions. • Did more face to face meetings with customer then had been done in the last 5 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. 2001 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 $2.5 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. 1999 – 2001 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. 1997 – 1999 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. 1992 – 1997 Hyperion Solutions Dallas, Texas Regional Sales Manager • Responsible for sales and demonstrations of all software offerings, along with training and consulting services to Fortune 1000 corporations utilizing Solution selling and presentation skills training. • Attained 100% Club for last two years. • Closed 90% of deals worked. • Key accounts include Enron, AMR, BJ Services, NASA, PageNet, Luby’s and USAA. 1982 – 1992 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 1979 – 1982 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 3216 ROYAL MELBOURNE DR. PLANO, TEXAS 75093 • PHONE 214-728-5990 E-MAIL [email protected]