Award winning sales professional with 20+ years enterprise sales experience in technology sector 

• Consultative, relationship-building hunter .  Highly effective at articulating value proposition, TCO, ROI and business cases selling to Boards, Committees, CEOs and Presidents
• Results-focused business driver with up to 350% of quota attainment on deals ranging to $3.2M
• Vertical market expertise includes commercial top 200, startup, government, telecom
• Very strong rolodex of decision-making executives in British Columbia and western Canada
• Extensive background nurturing VAR/partner channels
• Strong coaching, mentoring, presentation and project-management skills.  Effective at coordinating sales efforts with internal team, channel partners and all levels of customer organization.  Respected manager of direct and indirect reports. Customer-focused educator and facilitator
• Deep general hardware, software, telecom background with particular expertise in Internet / Web 2.0
• Disciplined, passionate, athletic and energetic
   

Analytics Marketing Inc.                                                                      Jul. '00 - present             

Managed contract business development service focused on increasing sales for growing businesses

• Crafted and executed business development strategy for offshore custom software development company targeting BC top 150 companies that delivered 10:1 ROI
• Spearheaded project for online travel client to re-develop technology infrastructure, create online/offline image and launch aggressive online marketing campaign within 60 days thereby avoiding costly lawsuit and facilitating significant financing
• Developed and implemented business development strategy for international event management business using open source “Web 2.0” content management software, SEO and online marketing
• Leveraged extensive network of contacts across Canada to test market wireless service resulting in 350% sales increase during first 4 months

SUMmedia.com Inc., Vice President, eBusiness                                    Dec. '99 – Jul. ‘00

 Accountable for major account sales and web development division for 200-person online coupon portal

• Designed, implemented and managed low-cost, high-margin product line based on templated websites that streamlined production pipeline from several months to hours
• Introduced and managed Incubator Division that resulted in majority of corporate revenues.  Clients included forSomeoneSpecial.com ($475K) & Siegesoft Internet Solutions ($245K)
• Facilitated business development strategy that won 2 major rounds of funding for SUM, generated a $3.2M purchase and prompted hiring from Oracle

Oracle Corporation Canada Inc.              Jan. '99 - Dec. '99
Territory Manager, British Columbia

Develop British Columbia market for Oracle software products and professional services

• Conceived and successfully implemented dot.com incubator initiative focused on startup strategy and technology infrastructure implementation (database, ERP, CRM, BI, applications)
• Improved executive level account penetration in BC top 150, drove new business through key reseller channels, pioneered new business development initiative focused on startups
• Clients Pacifica Papers ($1.8M)  and SUMmedia ($3.2M) were top wins in Western Canada during year

Wang Global (Getronics Inc.)                                          Oct. '97 - Sept. 98
Territory Sales Manager, Western Canada

Provide comprehensive suite of desktop and networking services to government and major commercial accounts

• rescued neglected key accounts and booked $1M during first six months
• strengthened channel partnerships (Microsoft, Cisco, HP, Oracle, ISM-BC) and created extensive network of subcontracted service providers (NT, Internet) within territory

Sprint International of Canada Inc, (Global-One / Equant)   Jan. '93 - Jul. '94
Major Accounts Manager, Western Canada  

Develop market for international telecommunications traffic in western region by promoting service platforms

• instrumental in generating a 235% growth in sales to 24 western region reseller channel accounts (fonorola, ACC, STN, Sprint Canada).

• closed five of BC top 20 international companies and developed close working relationship with upper management of major multinationals.
• pioneered commercial Internet in Canada by selling first T1 commercial accounts (INSINC, Cyberstore).  Developed Canadian Internet product.  Helped client (INSINC) formulate and take to market business plan that increased share price and resulted in lucrative acquisition.

IBM Canada Inc. / ROLM Canada Ltd.,     Jul. 87 - May '90
Marketing Representative / Account Manager, Commercial Major Accounts

 Sell telecommunication hardware (PBX) and applications (call center, ACD, call accounting, wiring) to new and installed commercial major accounts

• earned President's Club award for exceeding sales quota during each year of eligibility.
• Awarded Golden Circle award as top salesperson in country for performance at 220% of $1.8M quota

FORMAL                
EDUCATION    

Ecole des Hautes Etudes Commerciales (MBA) and University of Montreal

Bachelor of Arts, May 1978
University of Western Ontario, London, Canada

• familiar with Miller-Heiman, SPIN, The Forum, Relationship Selling, Strategic Selling sales methodologies
• award-winning mentor in Telus New Ventures BC, Vancouver Board of Trade “Leaders of Tomorrow” and UBC Sauder School of Business Executive Mentor program
• serve on faculty of University of Phoenix (Burnaby, BC campus) since Feb 01.  Instruct MBA, undergraduate adult learners, project management, eBusiness, telecommunications
• triathlon, ultramarathon running, former National Team Manager, athletic coach and Canadian record holder.  Serve on several volunteer amateur athletic Boards
• International Communications Association (ICA) scholar - SMU
• IBM Golden Circle, top sales performer in Canada