Download to read offline
Steven Ohlhoff Resume
- 1. Steven Ohlhoff 6976 Meadowpoint Tr. New Market, MD 21774 Home: (301) 865-9071 Mobile: (301) 257-4060 stevenohlhoff@yahoo.com SUMMARY OF QUALIFICATIONS An experienced sales/account executive with success selling electronic commerce solutions to Fortune 1000 companies. Skilled at prospecting, qualifying and closing large software and services deals and thrives at leading cross-functional sales teams. Excellent ability to translate business problems into solutions that meet customers' requirements. Expertise includes: Opportunity Identification Forecasting and Account Planning Public Speaking / Presentation Account Relationship Management Solution Selling Team Selling ROI / TCO Driven Selling Solution Design EMPLOYMENT EXPERIENCE OPTIMOS INC. Senior Solutions/Business Development Manager – Federal Systems Integration – July 2010 to Present Business Development professional responsible for growing a 20 million dollar systems integration practice focused in the federal IT industry. As an Oracle Platinum Partner and Microsoft Gold partner the business has a five year plan of establishing a sustainable 20% growth run rate. Responsibilities include; federal capture strategy, RFI and RFP response, federal solutions strategy, manager, and direct sales. ORACLE AMERICA, INC. Applications Account Manager – Public Sector CRM Solutions – April 2009 to July 2010 Application sales specialist focused on new business in the Federal government. Public sector accounts included; DHS, Justice, NARA, US Courts, State, USPS, LOC, OPM, Agriculture, Treasury, Labor, FDIC, NLRB, FTC, World Bank, IMF, Federal Reserve, SEC, NASA, and all of the DOD including the armed forces. Products with-in my purview include; Siebel CRM, CRM On Demand (SAS) Oracle EBS CRM, People Soft CRM, Oracle Master Data Management, Oracle Policy Automation, Universal Product Knowledge, and Contact Center Anywhere. • Quota responsibility of 2.8 million • Key deals included; $198,000 Siebel CRM deal with Surface Deployment and Distribution Command, a $418,000 CRM On Demand close at Tennessee Valley Authority, $350,000 Master Data Management deal at the National Labor Relations board, $1.2 million Siebel Public Sector sale at Joint Strike Fighter. GXS/GLOBAL EXCHANGE SERVICES (formerly GE Information Services) 1999-2009 Progressed from inside sales to strategic and executive sales positions. Marketed and sold business-to-business, supply chain / e-commerce software and services (EAI, XML, EDI, BPI, BPM) to Fortune 1000 companies on a geographic or strategic account basis. Quota History 1999 - 105% 2001 - 92% 2003 - 95% 2005 - 213% 2007 - 96% 2000 - 101% 2002 - 98% 2004 - 126% 2006 - 116% 2008 – 87% Senior Account Executive South East Region – 2007 to Present Managed accounts in the Southeast region one billion dollars in revenue and above. Sales responsibilities included generation and execution of new out-sourcing and consulting opportunities.
- 2. •Established $7 milliondollars in pipeline STEVEN OHLHOFF Page 2 •Worked directly with high level business executives to lower operation costs, increase existing cash positions and improve business agility by deploying automated supply chain processes. •New business target of $2.3 million, base revenue target of $5.7 million •Accounts managed: Federal Express, Coca Cola, Circuit City, BMW, Lowes, Home Depot, Diebold, and Bowater Senior Software Account Executive – 2005 to 2007 Charter: A new business focus for integration software suite including GXS Application Integrator, Enterprise/Partner Gateway Wed Methods) and Microsoft BizTalk/BtoB Suite for Trading Grid. Developed business plans, managed key relationships and sold business-to-business, e-commerce software and services to numerous companies and industry verticals. •Sold first instances of GXS Partner Gateway and BtoB Suite for Trading Grid •Developed new business pipeline of more than $5 million •$2.7 million in new business •Managed 3rd party services partners including contract negotiations •Presidents Club nominations in 2005 and 2006 •Sales Top Gun award winner in 2005 with 213% of annual quota Senior Account Representative – 2003 and 2004 Sold full suite of GXS B2B e-Commerce products, services and managed services in the Eastern region across all industry verticals (Manufacturing, Retail/CPG, High Tech, and Automotive). •Presidents Club nomination in 2004 Inside/Outside Sales Team – 2002 to 2003 New team created as a hybrid with direct sales and lead generation responsibilities • Total quota responsibility of $1.8 million •Milestone: Sold first instance of new GXS integration platform InterLinks, 500K deal value. US Tele-Sales and Lead Generation Team - 1999 to 2002 Sales responsibilities included the selling of EDI enablement solutions including Value Added Network, Desktop Translation, ASN Label (Zebra and Monarch) and Data Transformation software to suppliers of GXS’s large Hub customers in the retail and automotive industries. • Exceeded 100% of quota in 1999 and 2000 SKILLS, TRAINING AND CERTIFICATIONS Business Process Experience: Billing/Invoicing, Financial, Manufacturing, Supply Chain, Sales and Marketing - GE Six Sigma Trained and Greenbelt Certified - Business By Phone training by Art Sobczak - Selling to VITO - InfoMentis Opportunity Management (Revegy) - Theater Presentation at NRF Conference 2007 - Performed Integration and Sales Strategy training at GXS Velocity Sales Kick-off 2005 and 2006 for Internal Account Executives, Account Managers and Field Sales organization.
- 3. EDUCATION - BA in Economics, St. Mary’s College of Maryland, St. Mary’s City, Maryland - Currently pursing MBA from the University of Phoenix with concentrations in Global Management and Economics. Scheduled to graduate in August 2010.