PAUL RAYBURN

3608 Flagstone Drive * Carrollton, Texas 75007

(972) 492-6070 * (214) 205-2900 [M] * prbc03f6@westpost.net

SALES LEADERSHIP: INFORMATION TECHNOLOGY

Forward-thinking management professional accomplished in restoring profitability
for wavering branches and divisions, coupled with keen market insights to uncov
er and close major business opportunities.
* Influential, adept communicator with superior interpersonal and communication
skills to forge mutually beneficial partnerships, facilitate executive decision-
making, and deliver compelling presentations.
* Long history of achievement includes attaining profit growth by securing new b
usiness, optimizing team performance, and ensuring customer satisfaction.
* Results-centric professional and tenacious hunter offering proven techniques a
nd a creative approach to generating leads and achieving sales.
Areas of Expertise
Sales Management * Business Development * Strategic Planning * Market Penetratio
n * Relationship Building Team Building * Customer Service * Solution Selling St
rategies * Problem Solving * Sales Pipeline Expansion
Contract Negotiations * P&L Management * Lead Generation Campaigns * Sales Funne
l Management
Account Management * Market Research * Partnerships * Sales Training * Revenue G
eneration

SELECTED CAREER HIGHLIGHTS

* Captured 20 new accounts and generated $20 million in revenue by optimizing th
e performance of the team as Western Region Director of Sales for MoreDirect. Th
e branch achieved #1 ranking for multiple consecutive years.
* Produced $1.1 million in sales in a single year by winning new clients as Sout
hwest Region Manager with Diebold Inc.
* Closed and negotiated a $22 million deal, the largest help desk outsourcing co
ntract in the Branch's history as Area Sales Director with Siemens.
* Accelerated growth in the first 4 months by closing 4 new accounts valued at $
3 million as Branch Manager with NET.
* More than doubled profits from $7.4 million to $15.6 million a year as Branch
Manager with Pioneer Standard Electronics.
PROFESSIONAL EXPERIENCE
HEWLETT PACKARD, Dallas, Texas * 2008 - Present
Field Commercial Account Manager - North Texas: Prospect the market and identify
opportunities. Sell a wide range of products, including hardware. bridges/hubs/
routers/switches, servers, and storage solutions to companies in IT, Manufacturi
ng/Shipping Services, Oil & Gas, Capital Goods/Machinery, and CPG industries.
MOREDIRECT/AMHERST TECHNOLOGIES, Dallas, Texas * 2003 - 2008
Western Region Director of Sales: Managed branch P&L. Provided leadership, train
ing, and coaching to sales executives and customer support representatives. Opti
mized team performance, championed customer care, and managed sales funnels.
* Catapulted profits 30% by maintaining long-term relationships with manufacture
r and distribution partners, such as HP, IBM, Lenovo, Cisco, and Microsoft, amon
g others.
* Ensured timely delivery of client projects and established ongoing business by
building a mutually beneficial relationship with local Service Partner.
* Generated over $2.3M in gross profits, while maintaining a 99% of all SLA goal
s.

PAUL RAYBURN * prbc03f6@westpost.net * PAGE TWO

PROFESSIONAL EXPERIENCE
(Continued from previous page)
DIEBOLD INC., Dallas, Texas * 2002 - 2003
Southwest Region Manager: Identified and selected for this high-level role to bu
ild a start up division targeting the Retail Industry. Led sales of physical sec
urity products and services. Defined go-to-market strategies and plans. Remained
on the pulse of key competitor moves and penetrated accounts by conducting comp
rehensive market research.
SIEMENS (IT SERVICES DIVISION), Dallas, Texas * 1997 - 2002
Area Sales Director: Spearheaded sales team efforts across a 4-state area, with
full P&L responsibility. Drove sales of complex IT solutions, services and outso
urcing. Formed relationships with decision-makers in Fortune 1000 client base.
* Restored branch profitability within 7 months of start date by delivering high
-impact leadership, driving productive negotiations, and closing new contracts.
* Captured over $11 million in sales by acquiring and growing new client from st
art up to full production.
NET, Dallas, Texas * 1996 - 1997
Branch Manager: Directed all aspects of market strategy, account development, em
ployee retention, revenue generation, and contract negotiations. Supervised 8 re
presentatives. Forged channel partner relationships and delivered training. Mana
ged key accounts such as EDS, TI, and SBC.
PIONEER STANDARD ELECTRONICS, Dallas, Texas * 1994 - 1996
Branch Manager: Chosen to turn around a failing branch and did so by revamping t
he structure of the Sales Team, hiring new talent, and expanding the customer ba
se to improve profitability. Managed P&L.
* Excelled in reaching goals; achieving #1 branch ranking within the first year
of start date, as well as #2 ranking in the second year.
* Strengthened the market presence of the branch, from last place to #1 distribu
tor ranking.
* Earned the respect of key partners, positioning the branch favorably to achiev
e preferred distributor status.
Additional experiences included winning 6 National Awards serving in diverse man
agement, sales, and marketing roles at Digital Equipment Corporation. Details on
request.
EDUCATION
BBA, University of Central Oklahoma
Professional training included Target Account Selling, Xerox Selling, Spin Selli
ng, and Franklin Covey Selling, among other courses. Details on request.