Current Resume for Abe Smith

1. Abraham Smith Sales, Marketing and Business Development Professional
3659 San Benito St., San Mateo, CA 94403 Tel.: (650) 525-0505 e-mail: abesmith@yahoo.com
PROFESSIONAL OVERVIEW:
♦ 17 Year history of accomplishment in Sales, Marketing, Business Development & International Relations
♦ Fortune 500 work experience at Cisco, EMC Corporation, American Express and Shearson Lehman
♦ Web 2.0 & Software High Tech sales & marketing leadership at WebEx, VisionPlanner Inc. & Heroix Corporation
♦ Internet Startup consultant to US and China based firms
♦ International Work with the SBA’s Exporter of the Year, Petrofsky’s International, & Japanese Government
EMPLOYMENT:
“Abe brings a higher level of strategic thinking to the group and has become a valuable resource for managers and reps alike. His skill
set in addition to his work ethic has brought him the admiration of his peers and the management team. I give him the highest marks
possible!” Ryan Azus, Vice President of Sales, WebEx Communications, Inc.
CISCO/WebEx—CISCO acquired WebEx in Mid-2007 (almost 7.5 years in total at WebEx now CISCO)
CISCO/WebEx, Santa Clara, CA-- (visit www.cisco.com)—NASDAQ: CSCO
Sr. Director, Emerging Markets—Report to Peter Carson, VP of EM and Alliances—01/2006--Present
♦ Promoted in 2006 to revitalize Asia Pacific and Latin American Markets for Collaborative Software Services Group
♦ General Management responsibilities include product planning, marketing, customer success and expense oversight
♦ Built inside Web-Touch Sales Model, Mid-Market/Enterprise Segment & Channel Program in Emerging Markets
♦ Drove business units to first ever 100% Annual Achievement (CY 2006) after declining numbers
♦ Devised EM Strategy by adding India and Middle East/Africa (CY 2007)—Added Central and Eastern Europe (CY 2008)
♦ Grew division from a bookings run rate of approximately $1.4M per year to $8.5M per year by close of CY2007
♦ Bookings increased under leadership from sub $500,000 per quarter to present $5M per quarter—projected $9M by Q4 FY09
♦ Projected revenue growth in excess of $50M for CY 2008 based on expansion presently being executed
♦ Responsible for 110 Sales Reps and Extended Team of 350 People in China, Japan, Hong Kong, Australia, India, EE & LATAM
♦ Deployed Vital Few Management Structure and Sales Methodology to achieve dramatic growth
♦ 2007 Achievements-- #1 Business Unit WW Sales (Q1), #2 Business Unit WW Sales (Q2, Q3 and Q4)
♦ One of a few to achieve 100%+ annual quota achievement 4 years in a row (CY 2004, 2005, 2006, 2007)—President’s Club
♦ Guiding CISCO/WebEx Integration Process at the Theatre Level for CISCO and WebEx—first business unit with joint sales win
♦ Led group to 114% finish (Q3, FY08) and 107% finish (Q4, FY08) respectively during inaugural Cisco quarters (finish of FY08)
WebEx Communications Inc.—(visit www.webex.com) Formerly NASDAQ: WEBX
Sr. Regional Sales Manager—Reported to Ryan Azus, SJ VP of Sales & David Berman, President WW Sales—10/2002—
12/31/2006
♦ Managed a team of 14 Sales Reps for the US, Canadian and Latin American markets for online meeting services company
♦ Responsible for approximately $2M in quarterly quota/$8M annually
♦ One of only a few managers to achieve 100%+ annual quota achievement 2 years in a row (CY 2004, 2005)
♦ Driver in strategic planning for the SMB Team
♦ Achieved Manager of the Quarter ranking and consistent high booking attainment
♦ Certified in Solution Selling and selected to lead as group facilitator
♦ VITO Sales Methodology (Very Important Top Officer) qualified and appointed instructor for the curriculum
♦ Completed Fundamentals & Advanced Sales Management—American Management Association (AMA)
♦ Participant in Change Management Program
♦ Graduate of MAP for Managers
Corporate Sales Consultant—Reported to Ryan Azus, Regional Sales Manager—07/2001--10/2002
♦ Responsible for complete sales cycle in Greater Boston/Canada for online meeting services company
♦ Awarded Rookie of the Quarter Sales Award— (Only 2 months of selling)—140% of Quota Achieved (Q3, 2001)
♦ Recipient of Prestigious Top Gun Sales Award in First Full Quarter of Selling—238% of Quota Achieved (Q4, 2001)
♦ Achieved “100K” Club Sales Accomplishment (top 10% of Corporate Sales)—118% of Quota Achieved (Q1, 2002)
♦ Top 2 Corporate Sales Producer/”100K” Club Sales Accomplishment—142% of Quota Achieved (Q2, 2002)

2. ♦ #2 Corporate Sales Producer/1 of 7 out of 93 Reps to Make “100K” Club-- 131% of Quota Achieved (Q3, 2002)
Abe Smith’s Resume, Page 2
“Abe Smith stands out as one of the most talented, driven and bright people I have had the privilege of working with and I would highly
recommend him for any management position. Abe’s skills and experience in marketing, public relations and sales positioning
combined with his diligence, professionalism and dedication will be valuable assets to any organization.”
Hsiao Lai Mei, President, VisionPlanner, Inc.
VisionPlanner.com, San Jose, CA-- 03/00—06/01 (visit www.visionplanner.com)—Operations Ceased
Director of Marketing & Sales—Reported to Hsiao Lai Mei, President of VisionPlanner, Inc.
• Responsible for complete brand development & sales infrastructure for startup, real estate ASP/Enterprise technology
• Reported directly to Founder and President & CEO
• Wrote strategic sales & marketing plan and implementation strategy with budgets for corporation
• Conducted research to define target market, events and potential partners
• Formulated focus group sessions with representatives from market leading firms
• Conceptualized and defined core collateral; managed entire project from inception through print production
• Defined layout, scribed all content and prepared complete navigational plan for corporate web site
• Primary liaison in negotiations between Nihon Unisys, Japan and VisionPlanner. Traveled to Tokyo for presentations
• Responsible for establishing pricing and revenue model
• Initiated public relations campaign; crafted press kit; yielded 3 awards and stellar accolades before product unveiled
• Integrated sales database and populated with qualified sales leads, media contacts and others
• Created sales opportunities to convert first customers
• Mastered the nuances of a new industry in 6 months
“If I were starting a sports team and had to pick the best player to start the team with, I would choose Abe. We are talking of a very
special individual that is deserving of the highest recommendation that I personally can offer.”
Jerry Shapiro, President, Petrofsky’s International & Pizzas of Eight, Inc.
Petrofsky’s International/Pizzas of Eight Inc., St. Louis, MO-- 11/ 94—03/00 (visit
www.pizzasofeight.com)
Director of Sales & Marketing—Reported to Jerry Shapiro, President of Petrofsky’s International
♦ Hired to head a national roll-out for new in-store food service products and restaurant pizza kiosks (QSR)
♦ Managed broker network in seven (7) states, outside direct sales staff (3) and inside telesales group (2)
♦ Strongly contributed to sales increases of: 425% (94’-’95, 2nd
year), 200% (95’-’96, 3rd
year), 80% (‘96-’97, 4th
year)
♦ Instituted a CRM and lead classification system totaling over 7,000 active contacts
♦ Increased accounts from 1 to 250 through personal direct sales and sales management
♦ Personally won clients in 42 states and 5 countries
♦ Reduced sales cycle by 35% and also decreased customer acquisition costs thus increasing gross profit
♦ Concurrently focused on international sales which amounted to 15% of new business (1997)
♦ Conducted sales missions overseas in Tokyo, Japan, Jeddah, Saudi Arabia, Manila, Philippines and Tel Aviv, Israel
♦ Coordinated special events & trade show marketing in over 70 major conventions nationwide
♦ Featured speaker at national conventions and regular panelist at seminars
♦ Guest journalist and expert contributor for select trade publications
♦ Generated literally millions of impressions for Pizzas of Eight
“Abe's sales skills are excellent; he is able to build empathy with the customer and prospect, however he realizes that at the end of the
day, you have to close the deal. I would highly recommend Abe Smith for any endeavor he should choose as he possesses the key
attributes that make him successful.” Ken Leoni, Director of Business Development, Heroix Corporation
Heroix Corporation (formerly CIS), Newton, MA-- 03/93—10/94 (visit www.heroix.com)
Sales Consultant—Reported to Ken Leoni, Director of Business Development for Heroix Corporation
• Managed complete sales cycle of VAX/VMS and UNIX enterprise system software-- a highly technical product
• Duties included product presentation, technical consultation, pricing, closing and follow up. Consistently top producer

3. Abe Smith’s Resume, Page 3
“Mr. Smith’s open-mindedness, adaptability and sensitivity to the Japanese culture allowed him to succeed at this position.”
Shujiro Nishimura, Principal, Fukushima Junior High School
Fukushima Town Junior High School, Nagasaki Japan-- 08/91—08/92
Assistant English Teacher—One Year Contract.-- Reported to Shujiro Nishimura, Principal of Fukushmia JHS
♦ Selected by Japanese Ministry of Education for Japan Exchange and Teaching Program (JET)
♦ Stationed in Fukushima, Japan—a rural fishing village—population @ 3,000, non-English speaking residents
♦ Created daily lesson plans and historic/cultural presentations
EDUCATION:
University of Massachusetts, Amherst, MA
Bachelor of Arts Degree, Political Science
Certification: International Relations
Honors: Phi Beta Kappa, Summa Cum Laude, University Honors Program, Commonwealth Scholar
Exchange Student: University of Hawaii, Monoa, HI
SKILLS/TRAVEL:
• Versed in Japanese language/culture. Studied Spanish formally for 6 years
• Extensive travel experience
• Adept in numerous office software packages including WebEx, MS Office, Pivotal/Goldmine/ACT Contact Management
• WebTouch Sales and Sales Management
• Industry SaaS Veteran