MARTIN LAIRD

925 W EST ROXBURY PKWY CHESTNUT HILL, MA. 02467 617-827-7009 cell martinlrd@gmail.com

linkedin.com/in/martinlaird
Professional Summary Accomplished and motivated, award-winning sales professional with superior record of delivering revenue growth and market expansion. Highly skilled negotiator and influencer with key stakeholders. Decisive, results driven leader focused on building pipeline and creating new opportunities. Excels in product marketing, partnership building and closing new and existing business. Expert in collaborating with strategic partners. Effective in sales cycles of varying lengths. Proven history in seizing market share. Proven Strengths A passion for innovative technology Solutions Selling Vendor and Client relations Key Account & Territory Management Alliance Building RFP & Contract Negotiations Compelling presenter and motivator CRM software (Sales Force Automation) user Proficient user of Microsoft Word, Excel, Outlook, PowerPoint

Professional Accomplishments

Developed all channels for product growth from initial stages to a multi-million dollar business for both Printronix/Tally Genicom and Pitney Bowes products and services. Negotiated contract terms with the City of New York/New York Police Department providing more than 3.5M in revenue while remaining competitive yet profitable. Secured contract for the State of New York/Department of Motor Vehicles for new product in excess of 1.5M after negotiating terms and conditions for 24 hour service. Initiated channel marketing opportunities by defining customer requirements and identifying business opportunities for several Fortune 500 companies including UPS, Honeywell, Johnson & Johnson and Meditech. Applied consultative approach to secure new clients from the value added community by conducting ongoing discovery processes in several vertical markets including medical,financial, and telecommunications. Achieved 100+% Quota Award consistently for 8 consecutive years while at Printronix/TallyGenicom.

PITNEY BOWES STAMFORD, CT Business Development Manager 2010 - 2011 Created business growth by leveraging prior relationships to obtain market share in key strategic vertical markets including government agencies, healthcare, financial, legal, and retail chains. Developed market share for Pitney Bowes Products and Services through: -Strategic alliances with previous key contacts at Fortune 1000 companies including: General Dynamics, Samsung and Partners Healthcare. - Onboarding of major national Distributor to further champion the product brand. Delivered and executed new business development by 1M first year. Initiated new Distributor incentive program increasing sales by 500K first year. Enhanced marketing campaigns via Web, email and direct mail promoting company brand, new products and services, and upcoming tradeshows to distribution list of 200 customers and prospects.

PRINTRONIX/TALLYGENICOM IRVINE, CA Regional Sales Manager

1990 - 2009

Developed sales channel through Reseller, Distribution, Major Accounts and Vertical Markets including Healthcare, Public Safety, Government, Financial and Medical. Secured 5M+ in contracts within the public sector that included New York Police Department and the New York Department of Motor Vehicles. Partnered with several national Distributors and VARs; training, mentoring and motivating while providing the value proposition and distribution strategy to their sales teams to further grow the channel by 5% year over year. Developed Co-op Program for Resellers and VARs which increased revenue from 1.5M to 2.1M per year. Grew retail channel by 1M with new business from CVS and Walgreens. Built territory sales to greater than 4.2M with annual growth of up to 8%. Lead regional technical solutions team focused on ObjectiveLune Software bundled as a total solution. Lead cross-functional team across product lines to resolve customer issues. Increased customer satisfaction to 95% as evidenced by customer satisfaction surveys. Consistently recognized for success in direct sales, territory management, retention strategies, and market development

Education University of Massachusetts - Bachelor of Science-Business Administration Huthwaite Sales Excellence Training Military United States Coast Guard Reserves, Honorable Discharge
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