David A. Jenkin
415/637-8400 mobile
Throughout my career I have been a prolific sales generator, regardless of the complexity of the technical terrain. In addition to the software background listed on my resume, I am familiar with traditional, (client/server) as well as Web-enabled business solutions. I have successfully managed lengthy/complex sales cycles, in the process persuading disparate groups within Fortune 500 companies to form the consensus necessary for purchase. I am looking for an early-stage, (strong value prop/visible ROI) start-up situation.
Some of my strong points are:
+ consistent history as the top producer;
+ adept at generating new business relationships QUICKLY;
+ strong conceptual aptitude with regard to technical issues;
+ proven ability to meet and exceed projected sales targets;
+ ability to negotiate successfully at the highest level within an organization.
I've got many “C-level” names/contacts at “Fortune-size” companies. If you have a wish-list of companies (which are not on my list) that you’d like to bring into the loop, please note: my cold-calling/lead generating skills bring rapid-time results with key decision-makers and are second to none – NO MATTER the vertical domain or size of the organization.
My approach to sales is consultative (a la Miller-Heiman) with an emphasis on listening, customer focus and patience. From experience I know the road to the end-game "close" is preceded by successfully achieving smaller "mini-closes" along the way such as; obtaining info directly from the customer on system/process issues and goals; scheduling a deeper three-way information gathering phone call with myself, customer and SE or equivalent; setting up a "live" meeting with decision leaders at the customer's site; getting the customer to participate in a proof-of-concept, etc. As these mini-closes/agreements occur and trust happens, the table is being set psychologically...for the BIG close. Although I refer to myself in the post heading as a wizard, there's no magic here. Try intelligence, persistence, resourcefulness and the just-in-time savvy to head off and liaison a quick resolution of customers' technical and political issues. My commitment/mission is to work purposefully and passionately toward the goal of making the better-faster-cheaper actually happen for the customer...their win = our win.
Objective
To work with an organization that places a high value on integrity, and is comprised of a core of people with the proverbial "fire in the belly". Whose compelling service offering or product significantly reduces the customers' IT and business costs, while improving practice/process. I hope to contribute my tactfully dogged, (or doggedly tactful?) yet winning, optimistic, sales talent/savvy to such an organization, enabling it to soar and roar in these appear-to-be uptrending, "new tech times". As I'm fascinated by and really have a love for technology sales, I look forward to putting that drive, ambition and "fire" toward the end of achieving the greatest possible traction and revenue for that company. - another "win/win" example.
Sales and Business Development Experience
BedfordMicro - Ehardware Renewal
Business Development - August 2004 to Recent
My efforts resulted in the successful development and initiation of Bedford's prior untested service model. In addition to signing mid-size customers, I brought in contracts with organizations such as Oracle, Robert Half International (with over 300 sites in the US) and Sybase.
Tech Collapse Survival Mode De Jour
April 2002 to July 2004
I can only sell something that I really dig - please read on. When meaningful tech sales opportunities became practically non-existent in early 2002, I made a radical low-tech right turn and started my own furniture moving and delivery business - (deriving work mainly from craigslist – fleeing dot.goners - and from furniture stores) typically specializing in short notice delivery of heavy pieces like expensive armoires (add three flights of stairs). In my own furniture "heyday" I had a crew of about 20 guys who filled in as needed, depending on the requirements of the job. I'm now (more than) ready to use my brain instead of my brawn.
Sales and Business Development Experience
Certain Software - ISV - PC Centric
Software Sales-Contract Position August 2001 to February 2002
Our product, Event Planner Plus facilitated event management. I was consistently the highest producer, selling more copies of the software than the rest of our sales force combined.
Other Experience
I traveled, (mainly Europe) from 10/98 to 6/99, then attended San Francisco State, (Business Administration) from 8/99 to 12/00.
Xense Technology - Software Development/Consulting Organization
Manager of Sales and Business Development February 1997 to July 1998
After development ended on our Java-based ad-hoc query/reporting tool, I worked remotely with beta customers (Travelers Group, Salomon Brothers, AAA) to deploy a Java version we built, of Maximizer Technologies CM product. I then sold our Java consulting services on a long-term contract basis to Bank of America, to effect delivery of their online banking system. We subsequently disbanded as a product company, as our founders were now committed (to B of A) off-site, full-time.
Datastructure, Inc. - ISV - HP 3000 (midrange/mainframe) Platform
Manager of Sales and Business Development - March 1994 to August 1996
- Responsible for all phases of the sales cycle, from lead generation/initiation to closing.
- Achieved international sales of our data warehouse/data retrieval
software to Fortune 500 companies and leading organizations including: Exxon, The Boeing Company, BASF Corporation, United Artists, University of California, as well as to major Healthcare entities.
- Exceeded sales expectations, and achieved unbroken consecutive monthly revenue.
- Created an alliance with a major HP 3000 vendor, DISC and integrated DB/Access to their product Omnidex, increasing our marketability and revenue with an add-on product.
- Succeeded (virtually single-handedly) in achieving HP Channel Partner status for Datastructure when the honor was granted only to HP 3000 ISV's with a UNIX version (HP 9000) of their product, we were non-UNIX, 3000 only.
- Secured placement of articles and reviews in HP 3000 oriented magazines and publications.
- Was responsible for creating sales and marketing materials for Datastructure.
Prograph International - ISV - Macintosh Platform
Regional Account Representative May 1993 to March 1994
Sold a visual, object-oriented development tool and programming language, Prograph CPX) to engineers, developers and programmers.
* Top producer company-wide for upgrade product, Prograph CPX
Education
Business Administration, San Francisco State University, San Francisco, CA
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