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(408) 888-9762 /
• Growing account revenue (5 year annual ave.): IDT 11%, ON Semi 49%, Micrel 35%
• Partnering with National Instruments on...
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Resume Todd McMullin 20151112G3


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Resume Todd McMullin 20151112G3

  1. 1. TODD McMULLIN (408) 888-9762 / ENTERPRISE SALES / BUSINESS DEVELOPMENT / ACCOUNT EXECUTIVE professional with experience driving sales for both established companies and technology start-ups. Demonstrated ability in establishing strategic alliances, engaging new and existing customers, pioneering new technologies, opening new markets and growing account revenues. Seasoned Account Executive to small/mid/large enterprises across multiple industries and global regions. Strengths include: • Direct and Channel Sales • Business Development • Account Management • Strategic Partnerships • Pricing and Contract Negotiation • Distribution Management • Bilingual - French PROFESSIONAL EXPERIENCE PINNACLE SALES & MARKETING GROUP, San Jose, CA 2009 - Present Founder / Principal Boutique sales agency providing sales, business strategy, business development and thought leadership to start-up Software-as-a-Service companies. Clients include: 2Cast Media Group, Apurba Technologies, Carmel Instruments, Compliance Xpressware and CustomerNation Business Development experience includes: • Co-launched Community Life - branded social media networks • Engaged and delivered Fortune 100 financial institutions (Royal Bank of Canada, J.P. Morgan, Wells Fargo, Merrill Lynch, Bank of America) to CEO for final contract negotiation • On-going collaboration with Fujitsu America on joint go-to-market strategy positioning XWand Cloud / Lyticas Cloud Data Insight Platform for successful product launch • New Product Introduction creating new $5M annual sales channel opportunity; collaborating with customers, partners and product engineering teams • Co-launched new SaaS CRM customer engagement and cross-marketing platform; increased sales pipeline through demand generation yielding hundreds of leads for management team • Launching SaaS customer engagement mobile marketing text messaging solution Strategic Alliance Formation experience includes: • Established revenue sharing partnership with WallStreetDocs resulting in winning Merrill Lynch and Bank of America generating new annual sales opportunity up to $260K • Formed partnership with Fujitsu America resulting in the successful positioning of a joint cloud- based data insight solution for launch to the financial investment sector • Formed alliance with NEC America resulting in a pilot project for a healthcare big data application identifying patient misdiagnosis and streamlining patient discharge • Created alliance with a Wells Fargo Affiliate resulting in the formation of an XBRL working group to enable data insight for the Construction, Energy and Transportation sectors through data structuring, data analytics and data visualization Sales and Account Management experience includes: • Managed and closed SaaS and Services sales opportunities through forecasting, account planning and web meetings resulting in 8 wins in first 9 months • Closed professional services agreements achieving 100% revenue target within financial, healthcare and construction sectors, meeting client’s requirements in multiple technology areas (data tagging, modeling, visualization, document processing and big data) • Established broad client base achieving 100% revenue targets and account success in Mil-Aero, Semiconductor and Scientific sectors winning IDT, Maxim, Analog Devices, ON Semiconductor, Micrel, Northrop Grumman, Lockheed Martin, European Space Agency, US Naval Observatory, US Army, French Army, NIST, John Hopkins APL and others
  2. 2. • Growing account revenue (5 year annual ave.): IDT 11%, ON Semi 49%, Micrel 35% • Partnering with National Instruments on sales strategy, winning clients with joint test solution BCL TECHNOLOGIES, Santa Clara, CA 2007 - 2008 Provider of high performance server-side PDF Software Development Kit and document conversion products Account Manager • Closed 200+ accounts within 20 months generating $500K sales without inheriting accounts • Won large law firm account, coordinated staff training and managed ongoing support and problem resolution • Identified application requirements and coordinated engineering services to support successful customer deployment • Co-designed company’s first SaaS pricing model creating annual recurring revenue opportunity 2.7x the standard per-unit server pricing • Co-designed company’s first revenue sharing pricing model creating annual recurring revenue opportunity 6x the standard per-unit server pricing SPECIALIZED BICYCLE COMPONENTS, Morgan Hill, CA 1991–2007 Top-tier global brand of high performance bicycles and equipment for the cycling enthusiast Sr. International Account Representative – Channel Sales / Account Management • Managed $16M Asia Pacific, Middle East and Africa region representing 34% of international distributor sales and 36% of international division gross profit, achieving quarterly and annual sales goals, ensuring premium brand positioning and distributor success • Launched new products annually via web-based presentations and live events, managing product positioning and strategies • History of overachieving annual sales quota over 16 year tenure • Achieved 108% of sales revenue and 128% of gross profit targets for FY 2006 • Increased unit sales to Japan an average of 26% per year over 10 years • Identified, selected and developed new reseller accounts in emerging markets increasing sales an average of 32% (Korea), 51% (So. Africa) and 74% (Israel) per year over a 3 to 8 year period • Contributed to growth of New Zealand / Australia business from $588K to $2.3M over 4 years • Instrumental in success of Canadian subsidiary revenue growth from $2.3M to $12M over 3 years • Salvaged $750K delinquent account and restored customer to good standing • Proposed strategic web-based customer retention / engagement / social networking marketing plan • Hired, trained and directed inside sales team of Canadian subsidiary exceeding annual sales targets (average 140% per year), ensuring best-in-class customer care • Regions managed over tenure include Americas, EMEA and Asia Pacific TECHNICAL EXPERTISE • Experience with SaaS, cloud-based enterprise and mobile software and hardware platforms • Experience with web-based customer engagement and retention software technologies • Familiarity with SaaS data transformation, analytics and visualization technologies • Familiarity with various revenue models: subscription, licensing, SaaS, revenue sharing EDUCATION B.S., Business Administration - Dual Emphasis in Marketing and Computer Based Information Systems University of Colorado, Boulder – Leeds School of Business Other Training: • Needs Based Solution Selling, Steve Corio, Santa Clara University MBA Professor • Effective Negotiating, Dr. Chester Karrass • Sales Training, Philips Information Systems (previous subsidiary of Philips International B.V.)