J. RANDY PHARES HTTP://WWW.LINKEDIN.COM/IN/RPHARES Phone (678) 538-7772 email@example.com 2685 VALIENT DRIVE Cumming, GA 30041 (North Atlanta) EXECUTIVE SALES, ACCOUNT MANAGEMENT, & BUSINESS DEVELOPMENT Focused Energetic Resourceful HunterSUMMARY 16+ years of extensive IT industry experience in sales, business development, account management, and channel development. Achieved Presidents Club and Top Ranked Sales Performer multiple times Experienced in selling software, hardware, services, and technology solutions at the executive level, business and IT decision makers (Agency Director, CIO, CFO, and Senior Managers). Proposal (RFP/RFP) writing and development of executive ROI business case development. Pricing strategy, contract, and master services agreement development. Experienced in interviewing, hiring methodology, candidate selection, compensation negotiation, and employee development. Strong background in working with global software companies and early stage venture backed technology firms.SPECIALTIESComplex Enterprise Sales & Sales Leadership, Channel & Partner Management, Executive Relationships with SystemIntegrators including Deloitte, Xerox/ACS, CGI, Accenture, Wipro, Cap GeminiTechnology Domain Expertise:Service Oriented Architecture (Software AG webMethods, IBM WebSphere, Oracle SOA Suite/Fusion, SAP NetWeaver), SOAData Governance, Enterprise Service Bus (ESB), Application Integration, Enterprise Architecture, Business Process Management& Workflow Automation Solutions (BPMS), Business Process Modeling (BPM), Enterprise Job Scheduling & Event DrivenProcess Management, Business Activity Monitoring (BAM), Master Data Management (MDM), Complex Event Processing(CEP), Performance Monitoring Applications, Service Delivery Management, SaaS, Cloud Computing, Mobile Applications,HCM - Human Capital Management (HRMS/Payroll, Recruitment Solutions, Talent Management, Time & Attendance,Employee Scheduling, Absence Management), Data Collection Hardware Terminals.Public Sector:Federal, SLED (State, Local, K-12, Higher Education), Medicaid IT Architecture (MITA) for Public Health & Assistance Systems(MMIS/Medicaid Eligibility/HIX - Insurance Exchange, TANF, Child Support Enforcement), Criminal Justice & Court CaseManagement Integration (CJIS / NIEM), Municipal Utilities (SmartGrid / AMI)Commercial:Manufacturing, Retail, Hospitality, Service & Distribution, Food & Beverage, Utilities/Energy-Oil & Gas, Professional ServicesCOMPUTER SKILLSWindows, MAC, Adobe Acrobat & PFD File Creation, Visio, Microsoft Project, Siebel CRM, SAP, SalesForce.com,Microsoft Office (PowerPoint/Excel/Word), Live Meeting-Webex
CAREER HISTORYSoftware AG – Alpharetta, GA 7/10 to PresentGlobal leader in Business Process Excellence solutions…with more than 40 years of innovation including the invention of thefirst high-performance transactional database, Adabas; the first business process analysis platform; ARIS, the first B2B serverand SOA-based integration platform, webMethods; and pioneering big data technology with Terracotta’s BigMemory.Regional Sales Manager, Southeast State & Local Government Responsible for SLED (State, Local, K-12) and Public Utilities across SC, GA, FL, AL, MS, LA, and U.S. VI. Key customer deals include: Georgia Technology Authority - State of Georgia, Florida Department of Financial Services, Mississippi ITS, Mississippi Department of Human Services, Louisiana Department of Children & Family Services, South Carolina Budget & Control Board, US Virgin Islands Department of Child Enforcement Services, Miami-Dade County Public SchoolsKronos, Inc. – Alpharetta, GA 1/08 to 6/10Global human capital management software and data collection hardware organization widely recognized as the market andthought leader in managing the workforce by providing a core of best-in-class solutions— from time and attendance, to payroll,employee scheduling, and talent management.Senior Enterprise Sales Executive, Southeast Key product deals included Flowers Foods, Tommy Bahama, Jabil, PGA Tour Inc., Southern Wine & Spirits, Beaulieu, Superior Essex, and Husqvarna. Sold Kronos Workforce Central Suite and 4500 Series Data Capture Terminals for real-time labor control applications both as a traditional licensed model and also SaaS hosted subscription. Demonstrated ROI of Kronos Workforce Timekeeper, Absence Management, Employee Scheduling, and Labor Analytics BI module. Educate customers and prospects about Absence Management (FMLA, FLSA) compliance laws. Positioned Workforce Scheduling & Optimization module with leading retailers, dining, hospitality, and manufacturers to reduce labor cost.Redwood Software, Inc. – Atlanta, GA (Houten, Netherlands) 9/04 to 12/07A privately held global software company that enables organizations to maximize the value of their IT infrastructure andbusiness information through effective, real-time event-driven IT operational process automation, job scheduling and enterprisereport management solutions.Regional Sales Director, Southern United States Finished as companies #1 sales performer in the USA and #2 globally in ’05 and ’06. Exceeded sales milestones against annual quotas averaging 1.5 million in revenue. Successfully planned and managed all booth activity at major tradeshows including multiple SAP Sapphire and America’s SAP Users Group (ASUG) conferences. Developed relationships with all SAP Account Executives and Platform Sales Executives to jointly close business in the SE Region under the SAP/Redwood reseller agreement of SAP Central Process Scheduling by Redwood. Key customers wins include Tesoro, (750K) Nortel (600K), US Census Bureau (390K), Amtrak, Newell Rubbermaid, Alabama Gas/Energen, E.ON (Louisville Gas & Electric), South Florida Water District, Florida Crystals, Cox Newspapers, Burton Snowboards, Flowers Foods, ACH Foods, North Carolina Department of Transportation, TBC Brands (NTB-Tire Kingdom), and Neustar Communications.Seventh Wave Technology, Inc. – Alpharetta, GA 4/99 to 9/04Venture backed technology firm providing a software suite for predictive enterprise system management, applicationmonitoring, IT services automation (ITIL based), and KPI Web-based reporting. The patented system monitoring technologyenabled corporate enterprises and service providers to provide highly efficient support of technical infrastructure at reducedcosts by automating the assignment of critical support tasks to appropriately skilled IT support resources regardless ofgeographic location.Sales Director, Enterprise Software Solutions Responsible for leading all new business development and direct selling efforts of WaveOnline solutions suite to new prospects. Booked 800K+ in sales through final month of employment (August 2004).
Consistently top ranked performer exceeding sales milestones against annual quotas in excess of 1 million for 3 straight years. Closed the companies’ first major software and services agreements in both the Public Sector and General Contractor verticals, bundling the core ASP technology suite with ongoing managed services. Worked with key IBM Principals through IBM xSP partner channel on joint sales efforts. Successfully planned and managed major tradeshows including America’s SAP Users Group (ASUG) conferences. Developed marketing collateral and sales tools including website content, ROI pricing calculators, executive presentations, and marketing PDF’s for competitive analysis. Key customers include Florida Power & Light, Amtrak, Bexar County (San Antonio), Texas, State of Utah, Ogilvy & Mather, Publix, Barnes & Noble, Morrison Homes, T-Mobile, Chiron Pharmaceutical, SAP America, and Pilgrims Pride.Senior Sales Executive Developed relationships with Fortune 500, mid-market (SMB) throughout the United States. Responsible for managing all aspects of sales cycle to new clients for WaveOnline solutions and IT services including outsourced onshore/offshore support. Successfully marketed new professional services engagements in the areas of SAP, Oracle, Enterprise Portal, Employee Self Service, Security, Data Warehouse, and Data Archiving solutions. Chosen to represent Seventh Wave at multiple software and user conferences. Promoted into Sales Director role.Van Treadaway Associates – Marietta, GA 9/97 to 3/99Privately held firm specializing in BPO solutions around Human Capital Management in the areas of HR hiring processes andcorporate recruiting for emerging technology companies.Senior Consultant Novient (acquired by Solution 6, ASX: SOH). Implemented the first substantive hiring process for this international professional services automation (PSA) and services process optimization (SPO) software company. Resumix, Inc. (acquired by Yahoo-Hotjobs). Charged with planning and managing a national recruiting effort for the companies professional services divisions in Atlanta and San Francisco. The company pioneered the development of leading HR solutions and candidate tracking software that interfaced with the HR modules of SAP, Peoplesoft, and Oracle Applications.Allegis Group, Inc. (TEKSystems) – Atlanta, GA 5/95 to 8/97Multibillion-dollar company and international industry leader offering a full line of comprehensive IT services includingtechnology deployment and enterprise support services. The company helps Fortune 500 and mid-market businesses design,install, and manage their information systems by providing top-flight technical consulting services.Account Executive Turned lowest ranking sales territory to one of the highest within first ten months Responsible for managing up to 4 technical recruiters resulting in improved performance levels through positive reinforcement and motivational management style. Sold and managed over a dozen major accounts in the Atlanta area including Lockheed-Martin, Sprint, SITA, Norfolk Southern, SunTrust, and Delta Technology. Created more accurate sales forecasts by designing and implementing an automated custom sales tracking system utilized by my team to effectively manage pipeline. Achieved a quota of 128% in ’96 resulting in nearly $700,000 in recognized revenue and had reached 92% of annual goal through August of ’97 resulting in over $500,000 in revenue. Nominated to lead team-building sessions at multiple quarterly national sales meetings. Total sales responsibility for the Lockheed-Martin account resulting in being selected, as one of three approved prime vendors for all of their technical subcontracting needs. Personally prepared the winning RFP.
COMMITTEES, TRAINING & CONFERENCE PRESENTATIONSInfomentis Sales TrainingDale Carnegie Sales TrainingStephen R. Covey Sales TrainingTarget Account SellingForrester Research Sales TrainingPresenter - SAP TechEd ConferenceSAP Sapphire Conference (5 times)SAP ASUG Conference (4 times)Committee Member:North American State CIO (NASCIO) Enterprise Architecture & Governance CommitteeNorth American State CIO (NASCIO) Health Care IT Working GroupEDUCATIONB.A. in Political Science/Policy AdministrationAUBURN UNIVERSITY – Auburn, ALCompleted 3 semesters toward J.D. - Law (Incomplete due to personal reasons)Scored in the 80+ percentile range on the LSAT entrance examMERCER UNIVERSITY – Macon, GAPERSONALAbility to travel extensively as required.Excellent References Provided On Request.