Kevin C.

ODonnell - MBA
.linkedin.com/in/kevincodonnell/

636.233.7123
KevinCraigODonnell@Gmail.com

TECHNICAL SALES MANAGEMENT / SALES REPRESENTATIVE

Account, Channel & Business Development / Customer Relationship Management / B2B / Key Accounts / C-Level Sales / International Sales / Global Alliances
Insightful sales professional highly skilled at increasing revenue in competitive Fortune 500 arenas. Extensive consultative sales experience in the software and computer industries. Adept at formulating strategic plans and targeted selling concepts, new product marketing and roll-outs. Unique talent to combine competitive analysis, statistical data and relationship skills into bottom line results. Delivering C-level presentations that win and retain business Anticipating market needs while managing and growing regional territories Opening new channels with key accounts Strong leadership, communication and conflict resolution skills Described by peers as having a leadership style that encourages trust from staff, superiors, subordinates, prospects, and customer. PROFESSIONAL EXPERIENCE:

BMC SOFTWARE (ENTERPRISE SYSTEMS MANAGEMENT)

BUSINESS DEVELOPMENT MANAGER/SALES REPRESENTATIVE

SAINT LOUIS, MO

2004 APRIL 2013 2011- 2013

Grow software license business while providing a customized service/support function focused on ROI of mission critical, revenue generating applications, for enterprise customers. Lead sales opportunities and increased Premier Support business by >$6M of recurring annual revenue. Articulate the value propositions to C-level stakeholders to close new, incremental, uplifted and renewal support business. Present alternate Support Level options to executive levels throughout enterprise accounts Conduct comprehensive needs analysis to determine appropriate resource levels for mission critical tier 1 applications. Create customized support models based on needs analysis with clearly defined objectives focused on the customers success criteria. Provide timely status reports to BMC executive management levels including forecasts, resource needs, implementation requirements, and action items Primary point of contact for all Premier Support sales globally

SR. SUPPORT ACCOUNT MANAGER AT BMC SOFTWARE

2005-2011

Customer liaison for onsite implementations, assisted upgrades, professional services engagements, roadmap presentations, and product training programs. Increased account reference ability from 50% to 100% for use with prospecting and industry analyst reports Worked closely with customers project management teams to ensure a stable, trusting, and mutually beneficial relationship and successful project completions Primary point of contact for all support activity and technical escalations Ensured all Service Level Agreements are met or exceeded Planed, directed and facilitated customer facing activities that foster relationships and future business opportunities Designed and developed account strategies to meet customers business needs while aligning with expectations Conducted analysis and assessments of future business projections and adjust business plans accordingly Maintain technical competency through formal and informal training while remaining current on technological developments, best practices, and procedures

SR. ENTERPRISE ACCOUNT MANAGER AT MARIMBA (A BMC SOFTWARE COMPANY)

2004-2005

Identify new and incremental opportunities within assigned Enterprise accounts Effectively engaged entire account personnel to develop and implement customer account plans that directly increased account revenue by 46% from $900K to $1.3M

KEVIN C. ODONNELL - MBA

636-233-7123

KevinCraigODonnell@Gmail.com

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Focused on the customers requirements I averted 3 major accounts from uninstalling BMC products and moving to a competitive platform while simultaneously increased overall annual support spend by 25% Managed and stimulated revenue growth through complex implementations and Go-Live production strategies. Managed and executed sales process and activities effectively. Generated and managed new and existing business within assigned accounts

NORTHROP GRUMMAN - SPACE TECHNOLOGIES

SALES MANAGER - INDUSTRIAL LASERS

SAINT LOUIS, MO

2001-2004

Territory and Account Management. Providing Solid-State and Semiconductor Laser Systems. Developed and implemented sales campaigns that directly increased the customer base by 125% and annual sales revenue by 40% from $1.5M to $2.1M Consistently met revenue goals that increased margin and contributed to profitability Coordinated and conducted consultative sales meetings with customers and internal groups Facilitated design, development, and implementation of new products to capitalized on new market opportunities Communicated customer requirements to R&D, Engineering, Production, and Quality Management groups Provided post-sales support and follow-up to assure customers total satisfaction Negotiated prices and generated responses to RFQs that lead to sales

CORNING, INC. (PHOTONIC TECHNOLOGIES DIVISION)

SR. ACCOUNT MANAGER - NORTEL NETWORKS

CORNING, NY

2000-2001

Directed sales activities of photonic components within the global Nortel Networks account Promoted sales growth of photonic components to $70 million per month by identifying and implementing new manufacturing methodologies and increasing production efficiency Responsible for account activities at both international and domestic Nortel facilities including Northern Ireland, United Kingdom, Canada, and the United States Negotiated pricing and supply terms for annual sales contracts and supply agreements Managed expense budgets while supervising account activities of 5 employees Lead the vendor managed inventory project team Formulated and presented inventory and production requirement reports and forecasts to senior management Prepared and presented presentations to senior level management on account status and market trends

SPECTRA-PHYSICS LASERS (DPSS LASER DIVISION)

OEM SALES ACCOUNT MANAGER

MOUNTAIN VIEW, CA TUCSON, AZ

1999-2000

Managed sales activity of Diode Pumped Solid-State laser products within Original Equipment Manufacturer accounts. Grew OEM business within vertical markets by 25%, from $4.2 million to $5.25 million Negotiated sales contracts and assured timely and accurate product deliveries for integration and implementation of OEM products Conceived and executed methods of meeting customer expectations while negotiating price and delivery terms Supervised administrative teams who maintained CRM data and sales documents pertaining to OEM accounts, including RFQs, Invoices, RMAs Provided market trends analysis and account updates to senior management Lead market focus groups and implement strategic and aggressive marketing campaigns Ensured JIT manufacturing through accurate forecasting of customer requirements

VIDEOJET SYSTEMS, INC. (C.I.J. TECHNOLOGIES)

SALES ENGINEER II

WOODDALE, IL DALLAS, TX PHOENIX, AZ

1996-1999

Sales and territory management of Continuous Ink Jet technology equipment and supplies Developed and maintained a $1.5M/year sales territory Consistently exceeded annual sales plans by as much as 40% Uncovered new market opportunities through creative problem solving solutions Established cost saving production procedures at customer locations which led to incremental equipment sales Assured repeat business of equipment an consumable items including: inks, filters, spare parts by maintaining continual customer contact and building relationships Conducted cold calls and capitalized on referral based sales opportunities Member of Senior Sales Advisory Counsel

EDUCATION MASTERS OF BUSINESS ADMINISTRATION

LINDENWOOD UNIVERSITY BACHELOR OF SCIENCE UNIVERSITY OF ARIZONA

SAINT CHARLES, MISSOURI TUCSON, ARIZONA