Current 2016 resume

1. PE T E R SM I T H , MBA
135 Chestnut Street ￨ Andover, MA 01810 ￨ (978) 289-2625 ￨ smth755@yahoo.com
 Dynamic Leader who offers a background in Multimillion-Dollar Sales, Channel Development, New Business
Development, TerritoryDevelopment, StrategicAnalysis / Planning, Consulting, and Trends Tracking; contributes
talent in Team Building and Training; and exhibits an ability to see the “big picture” in global evolving markets.
 Top Performer who boasts above-average career results, and who can make decisions to reflect positively on
operations in alignment with a company’s vision, value, and goals to attain a significant competitive advantage.
 Visionary Professional withcommendableaccomplishmentsacrossglobal channelsalesinitiatives,andwhocanrise
above challenges to increase revenue, double territory channel sales volume, and drive winning outcomes.
 Excellent Communicator who builds and sustains synergistic relationships with globally based C-level executives,
sales teams, and internationalclients; who excels in both autonomous and collaborative work environments; and
who leads staff by example and with integrity while continually and effectively identifying sales opportunities.
P R O F E S S I O N A L S Y N O P S I S
SYSTRAN SOFTWARE, INC. 2013 – PRESENT
 Capitalize on the opportunity to lead profit-generating Financial and Legalsolutions for the Americas, including
developing a specific product offering for key markets, as well as selling air-gapped secure multilingual solutions.
 Successfully closed 10 F100 accounts.
 Built a large-scale client base and product portfolio.
 Effectively closed agreements with Deloitte, E&Y, KPMG , and PWC.
 Closed 75% (10+) of Gartner’s top eDiscovery firms
 Closed financial and eDiscovery firms (e.g. BNY Mellon, Goldman Sachs, S&P Capital IQ, JP Morgan Asset
Management, Morgan Stanley, Liberty Mutual, Xerox Legal Services, and Liberty Mutual).
 Signed corporate partner agreements with kCura. Creating industry leading Big Data eDiscovery solution
Director of Business Development TECHLOGIX, INC. 2012 – 2013
 Strategically steered forward-thinking sales and marketing for this global IT solutions company across five
delivery centers worldwide, including developing and deploying a solution-selling methodology where none
existed, as well as deepening extensive experience in Big Data, BPM, BAM, SOA BI, and Enterprise Architecture.
 Contributed talents in assisting clients in achieving enterprisetransformationbyharmonizing people, process, and
technology and leveraged practice-specific delivery methodologies using globally distributed development teams.
 Signed a corporate partner agreement with Oracle Corporation.
 Signed a corporate partnership with Software AG. Focused on the finical Services Vertical
 Closed a $650,000 contract for IT services with a national Wind Farm Corporation.
Boston Business Manager WHITEGLOVE HEALTH, INC. 2011 – 2012
 Utilized broad scope of industry knowledge toward opening the Boston market selling to the largest New
England-based corporations, including strategically revolutionizing the way primary care, chronic care, and
wellness were delivered to a company’s employees and dependents selling Bid Data and BI Technology
 Achieved FY 2011 revenue by 120% and attained MBO goals.
 Grew revenue by using a unique cold calling and field marketing approach.
 Successfully opened the market by closing on one of the company’s largest deals.
Director of Data Governance & Channel Sales KALIDO, INC. 2008 – 2011
 Directed sales of adaptive data store for Big Data,and business intelligence, with data warehousing, With a core
focus on banking, insurance, pharmaceutical, and healthcare industries Direct sales of data governance and
compliance solutions to meet or exceed operational objectives.
 Lead sales in Compliance and Data governance sales in US
 Established a sustainable channel ecosystem of VARS, and integrators including Deloitte, PWC and Infosys.
 Generated 110% of quota for FY 2009 with zero pipeline at start -u
 Developed a go-to market Microsoft strategy and channel sales plans during first 90 days.
 Signed contracts with global systemintegrators (HP, Infosys, MindTree, WIPRO, SAIC Deloitte, Microsoft).

2. Peter Smith, MBA ￨ Page Two ￨ (978) 289-2625
International Sales Manager CORTICON TECHNOLOGIES (PROGRESS SOFTWARE) 2006 – 2008
 Maximized bottom-line performance by aggressively opening new accounts, including high-profile ABN AMRO
– Netherlands,BarclayPLC –UK,AEGON –Netherlands,andU.S.BankandELM Resources – U.S., as wellasmanaging
sales and channel development with Adobe Software, TIBCO, BEA, IBM, Global 360, and Lombardi Software.
 Achieved 163% of quota attainment for FY 2006.
 Closed the largest transaction in the company’s history.
Closed Multinational deals with ABNN AMRO, Barclays U.S Bank and Aegon N.V.
Northeast Regional Sales Manager SYBASE, INC. (SAP) 2003 – 2006
 Applied strong leadership talents turning around a failing Northeast USA District
 Successfully carried $33mm in net new license quota.
 Drove business growth by recruiting, training, mentoring, and managing results-generating sales teams, along
with facilitating sales of Sybase solutions into 25 named accounts (e.g. National Grid, New York State, Fidelity
Investments and PepsiCo).
 Closed the region’s largest professional services deal of $2.7 million.
 Increased revenue in named Northeast Region-based accounts by 175%.
 Closed a $12 million deal with fidelity to build the Net -Benefits platform upon
 Doubled territory channel sales volume to achieve 104% of quota in 90 days.
 Managed a major new $2.1-million software account and $500,000 in professional services.
Director of Channel Sales IPHRASE TECHNOLOGIES, INC. (IBM) 2002 – 2003
 Played a vital role in developing results-focused channel strategies emphasizing regional and federal system
integrators, including creating a national channel sales program with BEA, Interwoven, and Northrop Grumman.
 Recruited 8A System Integrators to capture lucrative federal business.
 Recruited and trained 4 SIS and 2 FSIs in one quarter to achieve 3 deals worth $780,000.
 Recruited by CEO and Vice President of Sales to create the start -up company’s Channel Sales function.
A D D I T I O N A L P R O F E S S I O N A L E X P E R I E N C E
HEWLETT-PACKARD COMPANY 1989 – 2002
Senior Sales Specialist – HP Middleware Division (2001 – 2002)
Sales Specialist – e-commerce Solutions Organization (1999 – 2001)
Channels Manager – Open Enterprise Software Organization (1997 – 1999)
Software Sales ￨ Federal Sales ￨ Technical Sales Representative (1989 – 1997)
 Rapidly advanced professionally with numerous roles at industry-leading HP, including contributing talents in
directing sales lifecycles through channels within a Northeast U.S. Region, building lucrative partnerships with
high-profile IT companies, coordinating development of start-up sales forces in the U.S. and Canada, creating a
start-up resale channel with $25+ million in revenue, and leveraging relations to grow competitive business.
 Achieved #1 companywide ranking in quota performance in World Wide.-based sales.
 Personally closed profitable accounts with SAIC,NYSE, Citicorp, Lucent, and Bear Stearns.
 Achieved 238% of quota YTD via consistent and aggressive sales methods and partnerships.
 Selected to lead and train HP’s Enterprise sales force and managers. On HP’s eService’s message
 Competitively positioned HP’s value proposition within key enterprise systems management space.
 Generated the highest percentage of sell-through channel partners in N.A. for HP OpenView products.
 Closed a $10-million UNIX workstation deal with the FAA and achieved Top 1% sales force recognition.
E D U C A T I O N
Master of Business Administration (Emphasis in Finance) SUFFOLK UNIVERSITY
Bachelor of Science in Mechanical Engineering UNIVERSITY OF LOWELL