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Senior sales & business development executive

Ed Graham
Ed Graham

Senior Sales & Business Development Executive Resume

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Senior Sales and Business Development Executive
SENIOR SALES AND BUSINESS DEVELOPMENT EXECUTIVE
Decisive, results-driven executive with global high tech expertise and record of exceeding corporate & client metrics

High-energy sales executive with a proven track record for generating revenue and building profitable businesses. Hands-
on, transformational leader, who conveys vision, inspires people to action and executes with urgency across all functions of an
organization. An individual possessing a positive attitude with a good sense of humor, high values, strong work ethic and
unquestionable integrity. Broad leadership experience in sales, marketing, process development, and executive-level operations.

•   As President and General Manager of the SunKorea operation, successfully turned around an unprofitable business to achieve
    sustained growth and profitability by resolving internal operational and staffing issues.
•   Masterminded an innovative, cutting edge business venture and successfully positioned it for a lucrative sale.

Industry reputation as an executive with successful experiences in diverse disciplines including direct, global, and international sales
– ranging from leading worldwide sales teams at Fortune 500 corporations to entrepreneurial ventures.

EXPERIENCE & ACHIEVEMENTS

ClearEdge Power, Inc.
Director, Global Strategic Sales • March 2011-Present
      Responsible for developing and executing new business opportunities including: new geographical markets, partner
programs    and the global energy industry. Closed the largest order in the companies history-$40M.

Boston-Power, Inc.
Sr. Director, World-wide Sales • August 2010-November 2010
       Recruited to develop and lead a global sales force, create an indirect sales channel and to develop scalable sales process to
       manage the business.
VERSATILE
Executive Vice President, Business Development • 2007 to July 2010 (Acquired Sagent Solutions)
       Retained as EVP following acquisition of Sagent Solutions to transform the company from a product-oriented reseller to a
       solutions-driven service organization.
Lead the virtualization practice that designed, developed, and delivered end-to-end mission critical information solutions – from the
data center to the desktop. Representative projects:
• Education —Centralized infrastructure and focused global access development capacity, intellectual property, and key
  architecture for the largest provider of educational content in the industry. Garnered offshore business agility on a global scale
  with VDI mechanism.
• Financial Services — Architected a solution for Fortune 50 investment banking firm to enable disaster recovery
  solutions, compliant with SEC mandate and conforming to corporate risk and mobility concerns. Unseated incumbents and
  provided a more agile solution at a lower cost.

SAGENT SOLUTIONS; Somerset, NJ
Managing Director & Founder • 2005 to 2007 (Sold to Versatile 2007)
       Developed business model, business plan, and execution strategy to launch a new business enterprise that provided bundled
       virtualization products and services addressing the full range of IT infrastructure needs.
Built boutique system integrator focused on virtualization technologies enabling enterprises to leverage cost efficiencies and agility
benefits of virtualizing their IT infrastructures. Provided an extensive suite of services in the areas of desktop, server, and storage
virtualization. Originated and maintained strong business relationships with several Fortune 50 clients and numerous mid-markets
customers
Grew company from zero to a multimillion-dollar organization and proactively positioned and sold Sagent Solutions to
Versatile, which expanded their solutions portfolio to their customers.

GRAHAM CONSULTING GROUP LLC; Edison, NJ
Principal Partner • 2004 to 2005
       Provided sales and marketing consulting services focused on channel strategy and go-to-market initiatives from startup companies to
       Fortune 10 corporations.
Independently engaged business opportunities to provide strategic direction, fuel fresh strategies, and propose technology insight along with
practical operational management, program/project leadership, and business intelligence for diverse clients and industries. Selected projects
included:
• Top Fortune 50 Technology/Electronics Corporation — evaluated competitive programs and presented assessments to compete in the
   global channel; developed comparisons and practical marketing solutions.
• Startup Software Company — engaged by parent company to perform due diligence/assessment of their business plan; made
   recommendations on long-term sales focus, messaging, and go-to-market strategies.
LUCENT TECHNOLOGIES; Murray Hill, NJ
Group Vice President, Global Business Partners • 2003 to 2004
      Recruited to champion a top strategic initiative to develop business partnerships and alliances for the enterprise.
Led 200-person global sales team with revenue quota of $575M to Lucent’s second tier accounts through its 300+ channels and
alliance partners. Hired a new senior leadership team in both APAC and China.
• Spearheaded a cross-functional team uniting Lucent’s diverse, multiple channel programs into one corporate-wide channel
    architecture providing a consistent message to partners, customers, and analysts.
• Successfully launched new channels for the enterprise market that generated $100M in pipeline opportunity.

SUN MICROSYSTEMS [1988 to 2003]; Menlo Park, CA
Vice President Sales Operations & Partner Sales – Asia Pacific Region • 2000 to 2003
      Provided leadership for 500-person organization with a broad array of responsibilities including Partner Sales, APAC
      Corporate Accounts, Call Centers, eBusiness, M&A integration, sales processes, productivity initiatives
Led $2.5B partner sales organization across multiple Asian geographies that were responsible for recruiting, developing, and
managing all partner types: Independent Software Vendors (ISV’s), Distributors, Value Added Resellers (VAR’s), Systems
Integrators (SI’s). and Original Equipment Manufacturers (OEM’s).
• Restructured the sales strategy and resource alignment to concentrate on SIs, ISVs, and OEMs resulting in hundreds of new
   partners and generating $100M+ incremental revenue in new markets.
• Successfully advanced APAC’s corporate/major accounts to an average 20% growth in a down economy while increasing
   customer satisfaction 30% by implementing a new coverage and engagement model.
• Integrated disparate sales and service organizations into one cross-functional team resulting in $2M cost savings and increased
   levels of service to employees, partners and customers. Achieved highest partner satisfaction ratings in the world.
• Architected and implemented five new calls centers across Asia and incrementing revenues by $20M in low-end products and
   services.
President – SUNKOREA; Seoul, Korea • 2001 to 2002
      Appointed to interim position to turnaround six consecutive negative quarters of both revenue and profitability. Relocated to
      Korea to assess situation and take corrective actions.
• Accountable for $350M in revenue and full P&L responsibility; directed a team of 325 multicultural sales and service
  professionals. Led a cross-functional team to officially license Samsung, LG, SKTelecom on Sun’s Java technology and eliminating
  any IP violations.
• Transformed SunKorea into a profitable organization within two quarters; achieved both revenue and profitability metrics 103%;
  refocused the sales and service organization around targeted accounts.
• Rebuilt the Korean leadership team by hiring a new, permanent President and senior management team.
Sun Microsystems (continued)…
Regional Sales Director, US Channels • 1997 to 2000
       Responsible for leadership of 80-person sales and technical organization focused on recruitment, development, and
       management of channel partners and revenue responsibility exceeding $1B.
Achieved quota assignments each year by an average of 120% through innovative recruitment initiatives; teams were consistently
recognized for performance. Transformed a stagnant sales organization into a highly functioning business unit through rigorous
performance management.
• Generated $100M incremental sales by refocusing the partner recruitment strategy to attract Proprietary Value Added Resellers.
• Successfully launched the new iForce channel program to 700+ Value Added Resellers and Distributors in the United States
   resulting in $1.7B revenues and 30+% growth.
• Team received numerous worldwide leadership and excellence awards including Rookie of the Year, US Sales Representative of
   the Year, District Manager of the Year, and Regional Director of the Year.

Marketing and Business Development Director, North East Area; Paramus, NJ • 1994 to 1997
       Led a 20-person cross-functional field marketing and business development organization aligned by industry, application, or
       product sales and marketing. Managed a $5M marketing budget.
Built the first field business development organization focused on industries, applications, and product sales initiatives; fueling the
next wave of growth opportunities such as storage, ecommerce, and new industries.
• Transformed Sun’s sales coverage model by segmenting and aligning resources around targeted industries and large, named
  accounts resulting in dozens of new accounts and 40% growth.
• Orchestrated innovative go-to-market sales initiatives for emerging growth opportunities and provided solution-selling
  expertise, which was subsequently rolled out worldwide.

Global Account Manager, Merrill Lynch; NY, NY • 1993 to 1994
Responsible for the global sales leadership of 6 sales representatives and $25M sales quota.
First Sun financial services team to penetrate into the core back office applications that formerly resided on the Mainframe.
Exceeded sales objectives by 148%.

Enterprise Computer Consultant, North East Area; Somerset, NJ • 1991 to 1993
      Business Development Manager responsible for expanding Sun’s growth beyond the technical workstation markets into the
      commercial markets with enterprise servers.
Exceeded Revenue target by 200% and 150% respectfully and was the highest performing region in enterprise server sales
worldwide.

Sales Representative AT&T; Somerset, NJ • 1988 to 1991
Achieved revenue targets in the 120-180% range each year. Closed new OEM design wins resulting in $100M+ annually and
beating incumbent HP.
Other experience:
FLOATING POINT SYSTEMS; Woodbridge, NJ — Sales Representative • 1986 to 1988
DIGITAL EQUIPMENT CORPORATION; Los Angles, CA — Sales Representative • 1980 to 1986


EDUCATION

BS Degree in Business Management, THE PENNSYLVANIA STATE UNIVERSITY • 1979

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Senior sales & business development executive

  • 1. Senior Sales and Business Development Executive
  • 2. SENIOR SALES AND BUSINESS DEVELOPMENT EXECUTIVE Decisive, results-driven executive with global high tech expertise and record of exceeding corporate & client metrics High-energy sales executive with a proven track record for generating revenue and building profitable businesses. Hands- on, transformational leader, who conveys vision, inspires people to action and executes with urgency across all functions of an organization. An individual possessing a positive attitude with a good sense of humor, high values, strong work ethic and unquestionable integrity. Broad leadership experience in sales, marketing, process development, and executive-level operations. • As President and General Manager of the SunKorea operation, successfully turned around an unprofitable business to achieve sustained growth and profitability by resolving internal operational and staffing issues. • Masterminded an innovative, cutting edge business venture and successfully positioned it for a lucrative sale. Industry reputation as an executive with successful experiences in diverse disciplines including direct, global, and international sales – ranging from leading worldwide sales teams at Fortune 500 corporations to entrepreneurial ventures. EXPERIENCE & ACHIEVEMENTS ClearEdge Power, Inc. Director, Global Strategic Sales • March 2011-Present Responsible for developing and executing new business opportunities including: new geographical markets, partner programs and the global energy industry. Closed the largest order in the companies history-$40M. Boston-Power, Inc. Sr. Director, World-wide Sales • August 2010-November 2010 Recruited to develop and lead a global sales force, create an indirect sales channel and to develop scalable sales process to manage the business.
  • 3. VERSATILE Executive Vice President, Business Development • 2007 to July 2010 (Acquired Sagent Solutions) Retained as EVP following acquisition of Sagent Solutions to transform the company from a product-oriented reseller to a solutions-driven service organization. Lead the virtualization practice that designed, developed, and delivered end-to-end mission critical information solutions – from the data center to the desktop. Representative projects: • Education —Centralized infrastructure and focused global access development capacity, intellectual property, and key architecture for the largest provider of educational content in the industry. Garnered offshore business agility on a global scale with VDI mechanism. • Financial Services — Architected a solution for Fortune 50 investment banking firm to enable disaster recovery solutions, compliant with SEC mandate and conforming to corporate risk and mobility concerns. Unseated incumbents and provided a more agile solution at a lower cost. SAGENT SOLUTIONS; Somerset, NJ Managing Director & Founder • 2005 to 2007 (Sold to Versatile 2007) Developed business model, business plan, and execution strategy to launch a new business enterprise that provided bundled virtualization products and services addressing the full range of IT infrastructure needs. Built boutique system integrator focused on virtualization technologies enabling enterprises to leverage cost efficiencies and agility benefits of virtualizing their IT infrastructures. Provided an extensive suite of services in the areas of desktop, server, and storage virtualization. Originated and maintained strong business relationships with several Fortune 50 clients and numerous mid-markets customers Grew company from zero to a multimillion-dollar organization and proactively positioned and sold Sagent Solutions to Versatile, which expanded their solutions portfolio to their customers. GRAHAM CONSULTING GROUP LLC; Edison, NJ Principal Partner • 2004 to 2005 Provided sales and marketing consulting services focused on channel strategy and go-to-market initiatives from startup companies to Fortune 10 corporations. Independently engaged business opportunities to provide strategic direction, fuel fresh strategies, and propose technology insight along with practical operational management, program/project leadership, and business intelligence for diverse clients and industries. Selected projects included: • Top Fortune 50 Technology/Electronics Corporation — evaluated competitive programs and presented assessments to compete in the global channel; developed comparisons and practical marketing solutions. • Startup Software Company — engaged by parent company to perform due diligence/assessment of their business plan; made recommendations on long-term sales focus, messaging, and go-to-market strategies.
  • 4. LUCENT TECHNOLOGIES; Murray Hill, NJ Group Vice President, Global Business Partners • 2003 to 2004 Recruited to champion a top strategic initiative to develop business partnerships and alliances for the enterprise. Led 200-person global sales team with revenue quota of $575M to Lucent’s second tier accounts through its 300+ channels and alliance partners. Hired a new senior leadership team in both APAC and China. • Spearheaded a cross-functional team uniting Lucent’s diverse, multiple channel programs into one corporate-wide channel architecture providing a consistent message to partners, customers, and analysts. • Successfully launched new channels for the enterprise market that generated $100M in pipeline opportunity. SUN MICROSYSTEMS [1988 to 2003]; Menlo Park, CA Vice President Sales Operations & Partner Sales – Asia Pacific Region • 2000 to 2003 Provided leadership for 500-person organization with a broad array of responsibilities including Partner Sales, APAC Corporate Accounts, Call Centers, eBusiness, M&A integration, sales processes, productivity initiatives Led $2.5B partner sales organization across multiple Asian geographies that were responsible for recruiting, developing, and managing all partner types: Independent Software Vendors (ISV’s), Distributors, Value Added Resellers (VAR’s), Systems Integrators (SI’s). and Original Equipment Manufacturers (OEM’s). • Restructured the sales strategy and resource alignment to concentrate on SIs, ISVs, and OEMs resulting in hundreds of new partners and generating $100M+ incremental revenue in new markets. • Successfully advanced APAC’s corporate/major accounts to an average 20% growth in a down economy while increasing customer satisfaction 30% by implementing a new coverage and engagement model. • Integrated disparate sales and service organizations into one cross-functional team resulting in $2M cost savings and increased levels of service to employees, partners and customers. Achieved highest partner satisfaction ratings in the world. • Architected and implemented five new calls centers across Asia and incrementing revenues by $20M in low-end products and services. President – SUNKOREA; Seoul, Korea • 2001 to 2002 Appointed to interim position to turnaround six consecutive negative quarters of both revenue and profitability. Relocated to Korea to assess situation and take corrective actions. • Accountable for $350M in revenue and full P&L responsibility; directed a team of 325 multicultural sales and service professionals. Led a cross-functional team to officially license Samsung, LG, SKTelecom on Sun’s Java technology and eliminating any IP violations. • Transformed SunKorea into a profitable organization within two quarters; achieved both revenue and profitability metrics 103%; refocused the sales and service organization around targeted accounts. • Rebuilt the Korean leadership team by hiring a new, permanent President and senior management team.
  • 5. Sun Microsystems (continued)… Regional Sales Director, US Channels • 1997 to 2000 Responsible for leadership of 80-person sales and technical organization focused on recruitment, development, and management of channel partners and revenue responsibility exceeding $1B. Achieved quota assignments each year by an average of 120% through innovative recruitment initiatives; teams were consistently recognized for performance. Transformed a stagnant sales organization into a highly functioning business unit through rigorous performance management. • Generated $100M incremental sales by refocusing the partner recruitment strategy to attract Proprietary Value Added Resellers. • Successfully launched the new iForce channel program to 700+ Value Added Resellers and Distributors in the United States resulting in $1.7B revenues and 30+% growth. • Team received numerous worldwide leadership and excellence awards including Rookie of the Year, US Sales Representative of the Year, District Manager of the Year, and Regional Director of the Year. Marketing and Business Development Director, North East Area; Paramus, NJ • 1994 to 1997 Led a 20-person cross-functional field marketing and business development organization aligned by industry, application, or product sales and marketing. Managed a $5M marketing budget. Built the first field business development organization focused on industries, applications, and product sales initiatives; fueling the next wave of growth opportunities such as storage, ecommerce, and new industries. • Transformed Sun’s sales coverage model by segmenting and aligning resources around targeted industries and large, named accounts resulting in dozens of new accounts and 40% growth. • Orchestrated innovative go-to-market sales initiatives for emerging growth opportunities and provided solution-selling expertise, which was subsequently rolled out worldwide. Global Account Manager, Merrill Lynch; NY, NY • 1993 to 1994 Responsible for the global sales leadership of 6 sales representatives and $25M sales quota. First Sun financial services team to penetrate into the core back office applications that formerly resided on the Mainframe. Exceeded sales objectives by 148%. Enterprise Computer Consultant, North East Area; Somerset, NJ • 1991 to 1993 Business Development Manager responsible for expanding Sun’s growth beyond the technical workstation markets into the commercial markets with enterprise servers. Exceeded Revenue target by 200% and 150% respectfully and was the highest performing region in enterprise server sales worldwide. Sales Representative AT&T; Somerset, NJ • 1988 to 1991 Achieved revenue targets in the 120-180% range each year. Closed new OEM design wins resulting in $100M+ annually and beating incumbent HP.
  • 6. Other experience: FLOATING POINT SYSTEMS; Woodbridge, NJ — Sales Representative • 1986 to 1988 DIGITAL EQUIPMENT CORPORATION; Los Angles, CA — Sales Representative • 1980 to 1986 EDUCATION BS Degree in Business Management, THE PENNSYLVANIA STATE UNIVERSITY • 1979
  • 7. Over 30 years of progressively diverse general management, sales and business development experience in hardware, software and services both domestically and internationally. Founded a successful business and held senior roles with companies ranging from venture capital-backed, early stage firms to Fortune 500 technology organizations. An established and proven track record for generating revenue, building profitable businesses and providing successful leadership. A reputation as an innovative, hands-on leader with unquestionable integrity. Relentless focus on people development and transforming organizations through up and down business cycles. Lives by the "Golden Rule" and believes that "positive thoughts produce positive results" and good humor makes all things tolerable.