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LARRY GOLDSTICKER

2505 Browning Drive  Plano, Texas 75093  972.523.4654 
larry@goldsticker.com
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SUMMARY
Strategic sales leader with a track record of exceeding individual, team and corporate
goals. Effective communicator and negotiator with a talent for handling problem accounts
and promoting new business. Expert at developing strategies to optimize sales cycles
and manage resources. Experienced in demand generation using both traditional methods
and social media. Trained in managing and selling into multi-generational environments
(Baby Boomer, Gen Y and Gen X).
Core Competencies
New Business Development, Demand Generation, Client Retention, CRM, Pipeline
Management, Forecasting, Sales Strategy, Consultative Sales, Negotiation, Channel
Development, Partnerships/Alliances,
Specializations
Cloud/SaaS, Compliance, Enterprise Software, Security, Enterprise Content Management,
Professional Services, Document Management, Managed Services, Network Infrastructure,
VoIP
PROFESSIONAL EXPERIENCE
JUDARA
August, 2014 to present
Focused on transitioning product centric sales teams to a solutions oriented approach.
VP Sales
Review and analyze existing processes and procedures. Assist with the implementation of
those findings which will provide the most immediate impact. Develop sales candidate
profile to support hiring decisions. Formalize sales process.
Implement pipeline
management and forecasting supported by a CRM.
M-FILES
July, 2013 to June, 2014
M-Files, a start up, sells cloud-based and on-premise enterprise content management
solutions.
Channel Sales Director
Responsible for North American indirect sales and expanding M-Files’ partner/reseller
network.





80% YOY revenue growth
Increased average reseller performance by 30%
Doubled sales opportunities by utilizing channel marketing to augment partner
demand generation
Developed profiling criteria to better identify partner candidates and expected level
of performance
Negotiated and sold M-Files’ first white label OEM agreement
Spearheaded a team of internal and external resources resulting in M-Files’ largest
North American channel sale

RICOH USA
2010 to 2013

Ricoh is a global information and technology company selling office equipment, software
and services.
Manager, Professional Services Sales
Led team selling and implementing Ricoh’s technology-based solutions: Professional
Services (Mobility, Content Management, Collaboration and Workflow); IT Services
(Network Infrastructure, VoIP, Security, Monitoring Services and Backup and Disaster
Recovery) and Managed Services.



Three consecutive years of quota attainment (2012 – 101%, 2011 – 126%, 2010 111%)
Teamed with hardware team to sell $2 million solution to address compliance
requirements
Identified and negotiated a multi-year managed services engagement at the world’s
largest information technology company
$250,000 sale to a non-profit to provide a networking platform to support future
growth

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___________________________________________LARRY

GOLDSTICKER

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GLOBALSCAPE
2008 to 2010
GlobalSCAPE provides solutions to secure sensitive data and intellectual property.
Director of Sales, Mail Express
Responsible for all sales activities associated with Mail Express, GlobalSCAPE’s cloudbased solution.




Built a new sales team to complement the legacy sales team
Addressing a CIO’s budgetary requirements resulted in a $450,000 multi-location
sale
Directed a joint effort with the legacy team resulting in a $325,000 sale to meet
audit requirements
$240,000 sale to manufacturer to speed up the design process resulting in faster
product delivery
Re-sold nuBridges Protect, an integrated security software solution designed to
protect data

THRU
2006 to 2008
Thru provides cloud-based solutions for collaboration and data sharing.
Director of Sales
Managed and led a team of outside sales, insides sales and sales engineers.


Grew revenue 125% by implementing sales processes and targeting verticals
Sold $500,000 collaboration solution to address the needs of a CEO to respond
quickly to change
Converted an unhappy customer by re-establishing the value proposition and
quantifying the benefits to the end user. The resulting contract extension accounted
for 8% of annual revenue

MTM TECHNOLOGIES
2002 to 2006
MTM is a national VAR providing IT services to Global 2000 and midsized companies.
Area Director
Managed team of sales people and consultants. Responsible for relationships with
partners including, Citrix, Microsoft, Cisco, Appsense, RSA/EMC, IBM, OpenText (Captaris),
Trend Micro and Wyse.





Three consecutive years of quota attainment (2005 – 104%, 2005 – 117%, 2003 –
111%)
Produced eight consecutive EBITDA profitable quarters by implementing pipeline
management procedures resulting in shorter sales cycles and higher margins.
Used a merger and customer relationships as the driver to produce a single sale of
40,000 licenses
Generated $7.5 million from a dormant customer through team selling and
executive relationships
Doubled average salesperson performance through improved sales cycle
management
Awards – Citrix Top Revenue 2005, Citrix New Product Revenue 2005, Citrix Suite
Revenue 2005

COMPUWARE CORPORATION
1992 to 2002
Compuware provides IT services and solutions.
District Sales Manager
Sold enterprise software to reduce costs in application development


Three time President’s Club qualifier
$13 million revenue against an $11 million quota through team selling and multiproduct sales
Led team which sold a $35 million, multi-year, multi-product agreement

Channel Development (AutoTester acquired by Compuware)
Responsible for all aspects of channel sales including recruiting, training and support

Increased channel sales revenue from $300,000 to $4.5 million
Grew channel to a global presence with partners in EMEA, Asia, Australia and South
America

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EDUCATION
B.A. - University of Texas at Austin