CAROL HOLMES
580 Mill Creek Lane, #303
Santa Clara, CA 95054
408-727-1058
holmes132@yahoo.com
SUMMARY
Highly accomplished professional in sales and sales management of high tech systems and software application solutions with proven experience in channel distribution, government sales, new business development, sales training and customer relationship management for both start-ups and Fortune 500 companies including Lucent, Sprint, and Samsung.
* High achiever who consistently exceeds $3M - $5M annual sales quotas, managing Western and Pacific North West Regions.
* Hunter mentality with keen ability to identify and capture new market share and strategic business opportunities in highly competitive environments within the private sector and state, local, and federal government.
* Consultative selling building loyal, long-term and profitable customer relationships with client and partner accounts such as H.P., Cisco, Sony, Novell, Chevron, American Express, Bank of America, and Hilton Hotels.
* Targeted and implemented highly strategic and profitable channel distribution networks including computer and telephony dealers, VARS, system integrators, software providers, strategic alliances, Bell and Independent Telephone Companies, and major distributors such as Graybar Electric, North Supply, Anixter, and Alltel.
* Created, sold and conducted "value-based" sales training seminars for AT&T, Hewlett Packard, Graybar Electric, start-up companies, Independent Telephone Companies, interconnects, and dealers resulting in highly motivated salespeople producing extraordinary sales results.
PROFESSIONAL EXPERIENCE
Regional Sales Manager
Samsung Telecommunications of America
Richardson, TX
2003 to 2005
Responsible for new and existing business development within diverse markets and channel sales management for a five state territory for this division of a $14 billion international company which manufactures voice/data, IP telephony,
wireless systems, and software applications.
* Achieved 118% of quota within my first nine months, and was #2 RSM out of 15 regions in 2003.
* Responsible for recruiting new channel partners, managing and growing existing dealer base and developing new markets including government,computer and telephony VARs, and consultants.
* Provide product, sales and marketing training and support dealers in joint end-user sales presentations.
Marketing Manager
Digital Deck
Redwood City, CA
2001 to 2003
Managed all marketing requirements for this start-up software developer of a TiVo-like home entertainment media platform and networking solution for the home and small business.
* Managed strategies and content for the company's venture capital/strategic partner campaign.
* Identified and recommended strategic partners for software technology licensing with consumer electronic companies, set-top box manufacturers, PC and chip manufacturers, network providers (cable and satellite), telcos, and content providers.
* Project Manager for all marketing content: website, brochures, press releases, company profile, FAQ's, competitive analysis, board and management bios.
* Project Manager for Internal Focus Group on GUI. Wrote and managed online survey of TiVo and Replay users for focus group studies.
* Successfully garnered a 67% response which influenced product design and development.
* Conducted extensive competitive analysis, and market research which enabled company to be first to market with this innovative solution.
Regional Channel Manager
Sound Advantage, Irvine, CA
200l - 2001
Directed and managed new business development with major corporations and channel sales within 3-state territory for this start-up manufacturer of
server-based enterprise speech recognition software.
* Won highest sales award in company out of 12 regional sales managers within first three months, achieving 100% goal in new dealer recruitment campaign.
* Recruited and managed channel partners, VARS, dealers and call center consultants. Conducted sales training, product training, and end-user presentations.
National Account Manager
Sprint – Sprint North Supply
New Century, KS
1998 to 1999
Responsible for managing and directing all new and existing business development within Pacific Bell and Pacific Bell Wireless, supporting $200M
SBC contract for this major national distributor.
* Developed and managed $250K to $5M+ in new strategic revenue opportunities for the ASP co-location market.
* Initiated and developed relationships with Cisco to provide rack mounting solutions for routers and other integrated hardware components, and developed outsourcing partner relationships for equipment installation contracts.
Account Manager
Lucent Technologies
Fremont, CA
1997 to 1998
Managed sales of integrated voice and data and enterprise software applications for this $28 billion manufacturer.
* Developed and managed customer relationships with Fortune 1000 financial institutions including Sutro, Ernst & Young, Paine Webber, and Merrill Lynch.
* Managed Y2K system upgrades for major enterprise accounts, meeting all critical deadlines.
Western Regional Sales Manager
Comdial Corporation, Charlottesville, VA 1991 to 1996
Responsible for new and existing business development within multiple vertical markets and channel sales management for this $120M computer-telephony manufacturer of voice and data communication systems, wireless systems, and call center software solutions.
* Turned around lowest producing sales territory out of 15 regions, and within 1st year, became #1 revenue-producing region in the country, achieving 120% of quota by 4th quarter. By second year, managed an additional 7-state territory with a $5M quota and achieved 120% of quota for the new district.
* Initiated and sold to major enterprise accounts including Pacific Bell, GTE, U.S. West, Outrigger Hotels, Sony, Chevron, Bank of America, First Interstate Bank, State Farm, and Blue Cross.
* Built, managed and trained computer and telephony channel partners, VARS, strategic partners, national distributors, telcos, ISVs, and network system integrators within 10-state territory.
* Created and co-hosted with Novell Corporation, CTI call center seminars. Successfully branded Comdial in the hotly competitive call center arena, captured a new computer distribution channel, and significantly increased sales revenue. My seminars became a role model and implemented nationwide by both companies.
* Closed the very first computer-telephony application sale in the U.S., beating out AT&T and Fujitsu.
* Sustained in top 5% of revenue producers for five years, consistently exceeding annual sales quotas.
* Won President’s Club 1991 through 1995, and numerous sales leadership awards.
* Closed sales of over $2.5M with the State of California, Stanford University and U.S. Navy Recruiting District on very first appointments. Awarded three consecutive State of CA RFPs.
* Increased sales by over 35% within first year by leading the charge into the State, Local and Federal Government markets. Customers included: Department of Army, Department of Navy, Pearl Harbor Naval Station, U.S. Navy Recruiting District, Department of Forestry, Department of Energy, Department of Defense, FBI, DMV, California Highway Patrol, San Francisco Police Department, Federal Bureau of Prisons, IRS, California AAA, school districts and universities.
* Promoted to Government Sales Manager by fifth year; managing a 22-state territory.
* Negotiated and approved partner agreements, managed dealer sales performance, incentive programs, sales strategies, marketing programs, and conducted product and sales training seminars.
EDUCATION
San Jose State University, San Jose, CA
Professional Development Center -2000
* E-Commerce Management Certificate
* Internet Business Specialist Award
* Internet Marketing Communications
Business and Administration - DeAnza and Cabrillo Colleges
Entrepreneur Program Certificate – Silicon Valley - WIN March 2003
Lucent University – Professional Selling Program
|
