1. DAVID J. MILLER, CPIM
126 Pleasant Ridge Dr.
Saline, Michigan 48176
(734) 944-2101
PROFESSIONAL EXPERIENCE
Sales IBM Analytics and Watson Cognitive Computing – Eastern USA (Oct. 2012 to Oct. 2014)
Successfully met all targets and received quarterly bonuses each quarter, Developed business plan, execute the plan,
prospected, lead sales cycles to closure and negotiated agreements, acted as strategic resource to Customer Executives,
set and lead Executive meetings to map how analytics could add value to their organization. Developed hunters territory
consisting of Automotive, Financial Institutions, Retail, Manufacturing, selling Predictive Analytics, Advanced Analytics ,
BI, Cognative Computing Software and SaaS solutions. New IBM Analytics accounts created include General Motors,
Chrysler, Cummins, Stryker, Key Bank, Ingersoll Rand, Bank of America, BCBS of Michigan, Dow, Lenovo and others
SAS Institute Inc., Detroit, MI
Manager, Manufacturing Sales, SAS Institute (July 2004 to October 2012, 8+ years)
Develop business/strategic plans, execute the plans, exceed Total Software Revenue (TSR) targets and develop internal
relationships with Marketing, Professional Services, Driver Teams, R&D, Inside Sales and other SAS Business Units.
Established a strong Partner program building relationships and leveraging their skills to achieve target success. I
reconfigured the Sales Team by removing underperforming Account Executives and building a strong team. I have
consistently exceeded my MBOs while averaging 122% of a $21M average TSR target. Key skills I utilized to deliver
success includes: Overseeing and Executing Complex Sales Strategies (i.e. CAT, Deere, Honda, Toyota, Whirlpool, Dow
Chemical, etc.), Coaching, Mentoring, Strategic Planning, Monitoring Tactical Plans, and Motivating Sales Teams.
Additional success factors include building and maintaining a 4:1 ratio pipeline to target, Strong Negotiation Skills, develop
and deliver a clear sales vision for the Business Unit. Direct report to the Business Unit Vice President.
National Account Manager – General Motors, SAS, Michigan (April 2004 to June 2004)
Grow and manage the SAS relationship with General Motors. Utilize professional skills to deliver customer business
value through the creative use of SAS solutions. Participate in all aspects of managing GM/GMAC as well as coordinating
other SAS resources to support efforts. Participate in building and implementing growth plans for GM including all
elements of SAS solutions. Work closely with SAS executives on strategic account development goals, customer
relationships, industry programs, and product direction. Responsibilities include meeting sales and territory revenue
targets on a national level. Participate in all aspects of territory and strategic account management, with focus on
revenues, revenue growth, profitability, and customer satisfaction. Responsible for all activity in GM. Prepare complex
quotations and proposal information as needed. Effectively manage business expenses. Developed Warranty Analysis
Strategic Sales Opportunity which resulted in a $7.24M software sale in December of 2004.
Manager Automotive Sales, Salion, Michigan (April 2002 to April 2004, 2 years)
Surpassed new account acquisition goals for FY 2002 and finished at 140% of FY 2003 quota. Established a repeatable
and sustainable ROI selling process. Built the team to 3 Sales Executives, 2 Pre-Sales Consultants and 1 Inside Sales
Lead Generator while growing my personal territory. Negotiated long-term agreements with Delphi and Delco Remy as
well as pilot agreements with Dura and Dow. Extended Salion's presence within Delphi to multiple divisions. Active
selling pipeline represents over $8 million in bookings. Special Projects: GM RFQ Reverse Engineering Project and
establishing Salion’s Partners program. Enterprise Software Solutions including Supplier CRM, Analytics and Revenue
Acquisition Management applications for Complex Manufactures.
Manager, Hyperion Solutions, Michigan/Ohio/Indiana. (September 1998 to April 2002, 4.5 years)
Responsible for an annual Team quota of $20.4 million (FY ’02 = $26.52M booked revenue). Averaged over 131% of
Revenue Assignment. 9 of my 13-member team (including 2 Inside Sales Reps and Partners Manager) made Club and 3
of those 9 qualified for Inner-Circle. Rebuilt team from an under achieving status to a team of over achievers, 5 of which I
have hired into Hyperion based on past relationships. Consistently met corporate sales objectives within the financial
departments and expanding sales to existing customers. Excelled at the introduction of Hyperion software outside of the
traditional functional area, this includes: Lease Return Inventory Analysis, Automotive Program Management, Supply
Chain Management, Manufacturing, Sales & Marketing, Quality Warranty Analysis. Team lead country in Essbase sales.
Executive Champion for: Ford, GM, DCX, Honda, JCI and Lear. Negotiated GM Essbase Enterprise and Financial
Consolidation Agreement. Negotiated Enterprise Reporting Tools agreement with DCX.
DAVID J. MILLER, CPIM
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2. Director, Supplier Sales, i2 Technologies. (July 1997 to September 1998, 1.25 years)
Responsible for a Team quota of $10 million and an individual quota of $3 million. Averaged over 250% of individual quota
and over 110% of team quota. Managed a Sales Team dedicated to sales to Tier One and Tier Two Automotive
Suppliers. Responsibilities include: Generation and execution of a Business Plan for the Business Unit, Recruiting and
Hiring of Sales Reps, Strategic Account Planning, Partner Strategy, Contract Negotiations and Human Resource issues.
Personal account responsibility includes Cooper Tire and Rubber, Cummins, Meritor, TRW, Dana and others.
VP, Automotive/Transportation Div. Thru-Put Technologies, MI. (April 1994 to July 1997, 3.25 years)
Surpassed SCM/APS revenue assignment in first year while establishing the Automotive Division. Developed business
strategy, partner strategy, product pricing and marketing message for the Automotive/Transportation Div. Recruited and
managed Sales Executives, Pre-Sales Consultants, Application Director and Marketing Coordinator as well as being a
selling manager. Individual accounts included: Ford, GM, ArvinMeritor, Dana and others. Negotiated GM-Powertrain
agreement. This was a high risk/reward opportunity that did not mature into an IPO.
QAD Inc, Ann Arbor, Michigan. (May 1989 to April 1994, 6 years)
Business Unit Manager.
President Club Member for achieving 150% of a $28M quota (over $42M booked). Responsibilities include: Management
of 14 person team consisting of Sales Executive, Inside Sales Reps, Partner Manager and Pre-sales Consultants
dedicated to the Automotive Industry, Business Unit P&L, Strategic Account Planning, Contract Negotiations, Human
Resources, Business Unit strategic and operational planning. Establish Business Unit KPI's, individual goals and tracked
progress. Assisted in shaping marketing message and input to R&D for Automotive specific functionality.
Sales Manager.
Consistent President Club Member. The team averaged 127% of quota with highest year at 210% of quota. Personal
sales include: GM-Delco, Ford NA, Walbro, Dura Automotive, Tower, Flexalloy and others. Management responsibilities
include Strategic Planning, Training, Education and Contract Negotiations.
Sales Executive.
Consistent President Club Member averaging 127% of quota. Established Ford Emerging Markets, Lear, Rockwell
Automotive, Siebe, Allied Signal Automotive, Textron, Aeroquip and others as new QAD customers. Responsibilities
include: Sales, Strategic Account Management, Account Planning and Product demonstrations.
Xerox Computer Services, Ann Arbor, Michigan. (January 1983 to May 1989, 6.5 years)
Vice President, Automotive Business Unit
Delivered $7.6 million of software revenue in first year as a Business Unit. Established Automotive Business Unit
dedicated to sales to Automotive OEM's and suppliers. Hired Sales Representatives, Pre-Sales Consultants, R&D Liaison
Marketing Assistant and Administrator. Crafted vision and marketing message, established software partnerships to
supplement functionality and worked closely with R&D to prioritize requirements within the Chess ERP modules.
Partnered with customers to jointly fund development of automotive specific requirements. Responsibility also included
Business Unit P&L, Strategic Account Planning, Contract Negotiations, Human Resources, Business Unit strategic and
operational planning.
Sales Representative
PAR Club President for achieving 238% of quota; PAR Club attendee all years at Xerox. Established GM, DCX,
New Venture Gear, Federal Mogul, Fisher Manufacturing Company, Herman Miller, Inc., The Budd Company, Kellogg and
others as new Chess customers. National Account responsibilities include: Honeywell, Federal Mogul and Emerson, GM,
DCX.
Lanier, Minneapolis, Minnesota. (May 1981 to January 1983, 1.5 years)
Major Account/Sales Team Manager.
Raised average team quota achievement to 116% while maintaining a 156% average personal quota. Established major
accounts and expanded installed base. Developed major account program, supervised territory representatives,
conducted sales and training meetings. Represented Lanier Word Processing systems, personal computers, and Lanier
local area networks
EDUCATION Michigan State University, BA-Business Administration.