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Clark L. Totten
- 1. Clark L. Totten<br/>(760) 891-0806 www.linkedin.com/pub/clark-totten/6/b77/387 latottens@prodigy.net<br />Summary <br />Highly talented sales and account management professional with 20 years experience in retail systems market space. Familiar with identifying and addressing requirements of retailers for either store or corporate solutions. A dedicated team player who cultivates strong client relationships that can be leveraged beyond the initial sales cycle for follow-on revenue generation.<br /> <br />Noteworthy Expertise<br />Proven customer relationship developmentSales and Account Management expertise<br />Strong presentation capabilities<br />Comprehensive mix of solutions background: POS, CRM, Merchandising, Planning and Allocation, Financials, Loss Prevention, Business Intelligence<br />Career Portfolio<br />Island Pacific Systems, Inc.2009 - 2010<br />Senior Account Executive, North America<br />North American resource supporting all aspects of sales cycle inclusive of software, hardware, and services. Island Pacific provides merchandising and store operations software solutions to the retail industry globally. Key focus on development of partner relationships to aid in growth of sales opportunities via hardware procurement, managed/hosted services, rollout and help desk services.<br />Closed first “net new” opportunity in North America in over 4 years<br />Grew inclusion in new sales opportunities 7x over prior four years<br />In under 10 months, rebuilt sales pipeline from zero to over $4 million<br />Established key partner relationships with Fujitsu, Hewlett Packard, IBM, Ingram Micro, First National Technology Solutions, and Endeavor<br />Generated partner revenue opportunities of over $5 million in first year<br />MICROS Retail, Inc. (formerly Datavantage) 2006 – 2009<br />Regional Sales Director<br />Led sales teams of both functional and technical resources to drive opportunities to close within a $60 million business unit. MICROS Retail is a leading developer of retail software solutions for cross-channel retailers and is part of MICROS Incorporated. Solution portfolio included POS, Merchandising, CRM, Loss Prevention, and Sales Audit applications.<br />Closed over $1 million in new and existing business in first 18 months as Regional Sales Director<br />Promoted to selling full product portfolio within first 6 months<br />At time of departure was negotiating an additional $2.5 million in new business from verbal commitments<br />Successfully developed and managed a pipeline of $4 million<br />Island Pacific Systems, Inc.2003 - 2006<br />Senior Business Consultant / Project Manager<br />Successfully implemented solutions and drove add-on revenue opportunities for both new and existing Island Pacific accounts. Owned and managed the vendor/client relationship. Supported sales efforts through generation of project-related materials demonstrating implementation and services capabilities to meet prospect/client timeframes and budgets.<br />Generated an additional $100,000 in licensing and services across managed accounts in one year<br />Successfully delivered all new implementations within specified budget and agreed-upon timeframe<br />Assembled and oversaw technical and business teams in the analysis, development, and delivery of customized programming, third-party software interfaces, and data conversion<br />Promoted to implementation lead for RetailPro POS Version 9 for beta customers<br />The Disney Stores 2000 – 2002<br />Consultant<br />Performed as Senior Project Manager providing industry expertise for engagement involving multiple inventory control, finance, merchandising, and allocation-related projects. Managed to budget and project timelines while utilizing a team of three full-time contract developers. Provided technical subject matter expertise and troubleshooting to The Disney Stores’ Information Technology Department.<br />Project generated annual cost savings equivalent to two full-time employees<br />Developed analyses, requirements, charters, project plans, and budgets for projects mandated to provide greater data integrity, controls, and process improvements benefiting the organization through enhance financial reporting, tighter system security, and performance of best business practices<br />Liaised with all areas of the business unit in order to gather requirements, document specific issues, develop solutions approach, and educate end-users to insure a smooth implementation of new functionality.<br />Disney Regional Entertainment 1998 – 2000<br />Project Manager<br />Managed the implementation and on-going support of the back-of-house financial (SAP) and retail systems (Island Pacific) utilizing various internal and external resources to meet the demand and deadlines of end-users while staying within budgetary constraints.<br />Managed SAP Human Resources/Payroll implementation and system conversion from which 1,200 cast members were maintained. At time of first payroll run, no errors in withholdings or payment amounts were identified by cast members<br />Supported and trouble-shot integration issues between Island Pacific and SAP Financial Systems and provided analysis to Department Managers for issue correction/resolution<br />Forecasted and developed Disney Regional Entertainment’s $975,000 Corporate IT Annual Project Budget to meet project requirements<br />Island Pacific Systems, Inc.1990 - 1998<br />Project Manager / Account Manager1995 - 1998<br />Directed and managed concurrent implementations of a Retail Inventory Control System which supported merchandising, financial, warehouse management, and sales collection and audit functions<br />Conducted implementation meeting with team members resulting in their greater preparedness and understanding of client’s business and implementation requirements ensuring a high level of customer satisfaction<br />Maintained and cultivated client relationship throughout and beyond the implementation phase<br />Senior Application Specialist1994 - 1995<br />Instructed internal staff in the use of merchandising and financial applications<br />Conducted technical seminars for clients and internal staff<br />Support Desk Manager1990 - 1993<br />Developed, implemented, and maintained bi-annual client support questionnaire which demonstrated service levels exceeding the 90th percentile<br />Managed client support and quality assurance staffs<br />Education and Professional Development<br />B.A. Business Finance, California State University, Fullerton<br />SAP ASAP Implementation Methodology Certified<br />RetailPro Version 8 and Version 9 Certified Trainer<br />