Western Regional Account Executive

Posted on: 2008-02-24

Lori Ann Martin 33 Rainbow Ridge Irvine, California 92603 (949) 679 6660 Summary: Self-motivated, ability to be creative and think “out of the box” to earn new business, long term relationship builder Professional Experience: Currently employed November 2005- Present Western Regional Account Executive • Currently assigned to western region territory developing new opportunities and Selling complex software to large enterprise (Fortune 500) companies for software start-up • Adept at executing enterprise sales strategies with multiple participants and key Decision makers (such as C level, head of operations, head of a line of business) Across many departments within an organization • Established existing relationships with company decionmakers at Qualcomm, Walt Disney Company, Warner Brothers, Northrop, Wells Fargo, Washington Mutual, Avery Dennison, Virgin Mobile, Safeway • Ability to effectively communicate and build relationships with various levels of Management in a prospective account opportunity, from technicians to executives • Ability to work in a team environment, strategizing with company management, And directing pre-sales resources through a complex sales cycle • Heavy cold-calling, prospecting, software technology overview presentations Platform Computing July 2000 – November 2005 Sales Account Executive • Achieved 563% of quota for fiscal year 2005. Total revenue $ 4,034.340 • Achieved 217% of quota for fiscal year 2004. Total revenue $ 2,249.890 • Achieved 100% + of quota for fiscal years 2001-2003 exceeding $5 million • President Club Member Award (2001,2002,2003,2005) • Conducted direct sales to Fortune 1000 Companies of software (business intelligence software and middleware) and consulting services • Created and implemented strategic account plans focused on attaining enterprise-wide deployments of Platform software and consulting products • Developed executive relationships with key management and influencers within customer base to leverage during sales process Average order size 100K-350K • Customer base included: Qualcomm, Nokia, Northrop Space and Technology, Applied Micro Computer Circuits, Emulex, Qlogic, Conexant, Mindspeed, Skyworks, Walt Disney Company, Adaptec, Amgen, Johnson and Johnson, Diversa, Structural Genomix , Applied Biosystems, Entelos, Pixelworks. • Engaged strategic partners ex. HP, Dell, SAS, IBM, EMC, NetApps, Oracle, Macrovison ASAP Software March 1998 – July 2000 Senior Account Manager • Achieved 168% of quota in 1999 for total sales of $12,778.672. • President Club Member 1999 • Sold software licensing agreements and services to Fortune 1000 companies • Focused on new business development within corporate and gov’t accounts • Developed and negotiated strategic account management plan for TRW, Inc. worldwide. • Signed contractual agreements with TRW, Inc. Worldwide, LA Metro Water District, Hughes, Direct TV, County of Orange, City of Long Beach, City of Torrance, County of Kern, City of Pasadena and County of San Bernardino. • Managed inside sales team Entex Information Services March 1995 – December 1997 Senior Account Executive • Achieved total sales of $3,469,695 Ranks 3rd out of 81 • Sold microcomputer products and services to Fortune 1000 Customers included: Dole Foods, International Technology, Walt Disney Company 800-Software November 1988 – March 1995 Senior Account Manager • Achieved sales of 6.2 million fiscal year 1994. 111% of quota. • Sold microcomputer products and services to Fortune 1000 companies Signed corporate agreements with American Honda Motor Company, Countrywide, Health net, Home Savings of American, Hughes Aircraft, International Technology, First Interstate Bank, Magnetek, Transamerica, the Walt Disney Company and TRW Nationwide over seven years. • Developed and focused on new business Achievements Gold Sales Award 1990, 1991, 1992, 1993, 1994 • Silver Sales Award 1989 • Million Dollars Sales Award 1989, 1990, 1991, 1992, 1993, and 1994 • Sales Account Manager of the Month Award 1989. 1990, 1991, 1992, 1993, 1994 • President Sales Award 2nd, 3rd, 4th quarter of 1993 (highest month/highest volume) • 5 Year Outstanding Achievement and Support Award 1993 Education: California State University Northridge B.A.