I value life, every second. There is no yesterday, there is no tomorrow – there is only right now. GO!!!
Baseball player – 8 years
2007 Inductee into The Florida Skateboard Hall of Fame http://www.olliebook.com/
charity founder http://www.boardsforbros.org Repurposing old skateboards with new parts and redistributing to kids who cannot afford their own.
father & husband TheSchwom website
sales rep for years. Looking for new position.
website designer http://www.mooresvillewebsites.com
Sales team leader and individual contributor, who achieves top and bottom line goals through highly strategic, finely orchestrated go-to-market strategies. Extensive experience building and managing teams with multiple reseller channels. Consistently maximizes team performance through professional development, product knowledge and deep understanding of clients’ business needs. Embraces consultative selling style reinforced by commitment to customer service and support. Particular expertise in IT, electrical/mechanical, data center and telecommunications market.
Delivering Results across the Sales and Market Development Process
- Revenue Optimization – Exceeded sales quotas and outperformed peers in virtually every role throughout career.
- Channel Development – Helped establish a reseller and manufacturer representative channel for Eaton and Subzero, putting company on track to surpass revenue and booking goals.
- Sales Team Leadership – Guided team to be at 64% growth year over year by July at Subzero.
- Lead Generation – Increased qualified prospect pipeline by 250% for Subzero.
- Territory Management – Traveled extensively in the Southeast developing reseller network, supporting reps and developing large accounts.
- Applying Traits and Skills that Create Performance
- Flexible
- Resourceful
- Innovative
- Analytical
- Customer-focused
- Enthusiastic
- Account Planning
- Motivated
- Presentation Design and Delivery
- Negotiation
- Proposal Generation
- Customer Retention
- Leading by Example
- Coaching
- Road Warrior
Account Manager
Nycom, INC. Mooresville, NC 7/15 – 6/17
Sales for Kewaunee Scientific dealer in Western Carolina, and parts of SC and TN. Providing laboratory casework, fume hoods, epoxy resin/stainless steel/laminate tops. We do labs like no one else.
Owner/Consultant
The Basin LLC, Mooresville, NC 2013 – present
Founded company and built website to represent a myriad of data center infrastructure products. Added Cloud computing offering as well. The Basin was my conduit to consult, stay in touch with and farm business from contacts. We provide consultation, product and ongoing services to high tech customers.
- Developed full infrastructure offering.
- Added cloud computing partner.
- Designed and continuously updated website.
- Continuously supported my customer base with relationship building.
Combining Vision, Strategy and Leadership to Achieve Revenue Goals
Worked through international communication challenges
CONSULTANT / DIRECTOR OF SALES – US
Canon T4 Inc., Charlotte, NC 2012 – 2013
Recruited to develop name brand recognition and develop channel partners. Helped launch Grand Opening of Ashburn, VA headquarters. Created industry buzz through direct contact, social media and trade shows. Managed, monitored and analyzed forecasting and pipeline activity to ensure targets were met.
- Landed first order of new launch.
- Developed AD&E relationships through lunch and learn campaign.
- Established funnel of proposals.
- Eliminated channel conflicts, clearing the way for more effective account coverage and management.
- Created a partner registration process, greatly enhancing channel relationships.
- Worked through international communication challenges.
REGIONAL MANAGER, SOUTHEASTERN REGION
Subzero Engineering, Charlotte, NC 2011 – 2012
Recruited to launch and drive regional go-to-market strategy. Directed sales team to work with channel partners in optimizing performance, efficiencies and cost of sales. Analyzed assignments to ensure account coverage. Led and motivated team of two outside and inside sales people, and one support engineer to maximize productivity. Managed, monitored and analyzed forecasting and pipeline activity to ensure targets were met.
- On track to achieve aggressive booking quota of $1.5M and revenue quota of $1M.
- Delivered 250% quarter-over-quarter increase in opportunities/pipeline via salesforce.com and 64% increase in quarter-over-quarter increase in closed opportunities via salesforce.com.
- Developed plans to eliminate low producers, recruit and train top performers.
- Eliminated channel conflicts, clearing the way for more effective account coverage and management.
- Created a partner registration process, greatly enhancing channel relationships.
- Utilized Salesforce.com
ACCOUNT MANAGER, SOUTHEAST REGION
Eaton Corp/Wright Line, RTP, NC 1992 – 2011
Work with Fortune 500, small/medium business and government accounts as a Data Center NAM specialist, calling on all levels, from data center managers to CIOs. Trained new hires and coached account managers. Prepared and presented forecasts, budgets and quarterly updates to the SE Regional Manager.
- Led team to exceed 100% of revenue goals every year from 1995 to 2000.
- Coveted President’s Club (top 10%of sales force in sales) five times.
- Gold Club two times (top 2% of sales force)
- Grew sales from $90K/yr. to $1.3M within five years.
- Excelled at General Office Sales (furniture), Data Center and all lines of the offering.
- Continued strong sales in the face of constant territory reduction (1/2 the state down to half a zip code)
- Dramatically expanded customer base by deploying highly efficient channel strategy.
- Helped land $4M sale the largest single air containment sale in company’s history.
- Increased organic and new account pipeline from 40% to 80%, depending on the year.
- Led committee to design new data center enclosure in data center market.
- Worked as field sales software beta tester.
SALES REP/VP,
Catawba Sales, Inc. (Now TAB Products), Tampa, FL 1983 – 1991
Managed pre- and post-sales and support teams, facilitating over $1M in revenue across seventeen counties in and around Tampa Bay. Trained on Bar Code reading/tracking of files in 1985 and V-220 monitor push in 1986. Led charge to penetrate data center with bursters and decollators. Consistently met quota while learning operations management skills, collaborating with senior leadership in designing and implementing sales operations strategies and success. Developed processes for maximizing account tracking, service and revenue.
- Developed account renewal and retention strategy that achieved 120% of goal.
- Reduced average time-to-close.
- Worked with Accounting and Software development to computerize commission statements.
Education
BACHELOR OF ARTS
Political Science
University of Florida, Gainesville, FL 1983
Technology Training
Data Center Forms Handling Equipment Training, Data Center Journal
Save Energy Now, ASHRAE,
7×24 Tech Conferences, AFCOM Data Center World Conferences
Geist, Baytech and ServerTech rack power training, Eaton – Ethics, International Sales,
UPS, Busway, DCIM, Airflow Management training.
Sterling R7
Sales and Leadership Training
Intensive Sales Training Program, Eaton and Subzero – Salesforce.com
Coaching and Teambuilding for Managers,
Franklin Covey-Helping Clients Succeed
References
Kevin Combopiano: Consultant NetApp, RedHat. Owner – Trans Cirrus kevin.combopiano@transcirrus.com 919-796-1533
Ralph Nee: Data Center Manager – RTP, NC Fidelity Investments ralph.nee@FMR.com 617-799-1520
Mike Jones Data Center Manager, BayCare Health Systems mike.jones@baycare.org 813-635-779
George McClellan REC Solar Lead Engineer Global 805-704-3226 george.b.mcclellan@hotmail.com
Chris Webb Kewaunee Scientific Regional Manager 704-871-3240 chriswebb@kewaunee.com
Paul Surdykowski Q-Cooling Regional Manager 404-791-3990 paul.surdykowski@qcooling.com
Vali Sorell Sorell Engineering 415-307-9834 valisorell@gmail.com
Pruitt Hall Kirkland Construction 336-454-6131 phall@kirklandinc.com