Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Account/Opportunity Management Enterprise Application Software Strategic Planning Business Development Needs Assessments Sales Cycle Management Presentations Consultative Selling / Solutions Selling Negotiations Business Plans SalesForce.com SaaS Performance Management Social Media/Social Selling Complex Sales Business Process Management Enterprise Content Management Customer Relationship Management
PROFESSIONAL EXPERIENCE
PERCEPTIVE SOFTWARE Shawnee, CO 6/2012-4/2013 Division of Lexmark that provides enterprise content management solutions, business process management tools, intelligent data capture, enterprise search, and integrated technology. Manager of Sales State & Local Government Enterprises Hired to establish and guide government business unit across North America. Created and led talented sales team of enterprise software sales executives to expand footprint and grow revenues within state and local government markets. Recruited, trained, and motivated account executives for pipeline development, ensuring optimal performance. Developed sales territory coverage model, conducting business reviews and meeting / exceeding monthly, quarterly, and annual sales targets. Worked extensively with sales team to identify and qualify prospects, developing and implementing account tactics and strategies. Contributed to or led client / prospect presentations and meetings. Facilitated support of inside sales and support resources. XEROX CORPORATION Denver, CO 2/2002-11/2011 Worlds leading company for business process, content management, and document management solutions. Regional Sales Manager (3/2008-11/2011) Promoted to new division to orchestrate, develop, and execute clearly defined go-to market sales strategy for new division. Utilized proven record of success in selling end-to-end enterprise solutions, including complex software, hardware, and partner-based technology integration in building robust 8-state territory and pipeline with top-tier clientele in closing six and seven figure agreements with Fortune 500 accounts. Optimizing prospect development, demand generation, executive-level relationships, and proactive selling into multiple organizational levels. Delivered presentations and technical demonstrations and conducted sales forecasting and agreement negotiating/closings. Enterprise Account Executive (2/2002-2/2008) Held accountable for managing large, top tier, and highly visible strategic client accounts within state of Colorado in selling client server and mainframe-based content and document management, e-commerce, variable data, and database management software, services, and related printing solutions. Orchestrated all aspects of sales process, including lead generation, cold calling, prospecting, account strategy development, resource allocation, and solutions development. NUEDGE Denver, CO 5/2000-1/2002 Enterprise database marketing, marketing automation, and business intelligence software company. Senior Sales Executive National Accounts Served in hunter role in performing wide range of sales operations, including lead and demand generation and prospecting. Sold enterprise software solutions and consulting services for business intelligence data mining, customer relationship management, and enterprise content management.
EDUCATION
Bachelor of Arts in Business Administration, Western State College of Colorado, Gunnison, CO
CERTIFICATION/SPECIALIZED TRAINING
Solutions Selling Consultative Selling Buyer Focused Selling Challenger/Insight Selling Business Skills for Enterprise Selling Professional Negotiation
COMPUTER SKILLS
Microsoft Office Suite Website Development SalesForce Social Media Technologies
PUBLICATIONS
Active Blogger (http://brucezim.wordpress.com) and Content Contributor and Sales Expert to SOLDLAB