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STEVEN HARTLEY

Spring, TX.77389  Tel: 281-851-2377  Email: harts65ss@aol.com

SENIOR BUSINESS DEVELOPMENT EXECUTIVE
CONSULTATIVE SOLUTIONS SELLING / GLOBAL ACCOUNT MANAGEMENT / ENTERPRISE ALLIANCE MARKETING

Technically sophisticated and business-savvy Sales and Marketing Executive with a career reflecting strong leadership
skills coupled with a focus of achieving successful and predictable bottom-line results.
 Proven expertise selling enterprise wide software solutions and professional services which provide business
transformation capabilities to world-class companies in Oil/Gas, Energy & Marine, Manufacturing, Aerospace,
Automotive & Transportation, Industrial Machinery, Heavy Equipment, Medical Device, and Government sectors.
 Expert at establishing long term trusted advisor relationships with key decision-makers, and influencers.
 Extensive experience selling SAAS, BIM, PLM, CAD, CAM, CAE, SCM, MRP & ERP software solutions.




KEY ACHIEVEMENTS
Hired new HP NA ISV Sales Team driving workstation sales to over $274M within first 15 months of operation.
Developed HP ISV alliance strategy tripling storage sales to $27.4M at Shell, Exxon-Mobil and Conoco-Phillips with
ISV partners SAP, Oracle, and Microsoft.
Positioned Concentra Corporation for “Initial Public Offering” and placement on the NASDAQ stock exchange.
Awarded “Top Gun” for selling automated knowledge based engineering solution to Morton International generating
$420K within 38 days representing the shortest recorded sales cycle in Concentra Corporation history.
CORE COMPETENCIES

Sales and Marketing Leadership “Player/Coach”
Campaign Strategy and Execution
Marketing Collateral/Corporate Identity
Global Account Management and Retention

Technical Systems Integration and Consulting
Public Speaking/Executive Level Sales Presentations
Enterprise Solutions Field Sales Training
Strategic Alliance Development and Management

PROFESSIONAL EXPERIENCE

Bentley Systems, Inc., Houston, TX

2014 to Present
Bentley is a global leader dedicated to providing architects, engineers, geospatial professionals, constructors, and owneroperators with comprehensive software solutions to accelerate project delivery and improve asset performance.
Global Account Manager
Responsible for selling Bentley’s comprehensive solutions portfolio to Global Engineering Procurement and Construction
companies Chicago Bridge & Iron (CB&I), Technip, Wood Group Mustang, and 20 other accounts.
 Successfully turned around our negative relationship with Wood Group Mustang and their affiliate divisions.
 Exceeded 2015 Annual Reoccurring Revenue requirements for CB&I, Technip, and Wood Group Mustang ($2.6M).
 Drove an incremental $575K in new software application sales during FY 2015.
 Developed “Trusted Advisor” relationships with my accounts while developing a qualified 3X pipeline for 2016.

FISHER/UNITECH, Troy, MI

2011 - 2014
FISHER/UNITECH provides IT solutions to the manufacturing community and is a leading reseller of the SolidWorks
family of 3D tools to design, communicate, simulate, and efficiently manage a company’s product development process.
North America Sales Manager - SolidWorks Product Lifecycle Management (PLM)
Responsible for all go to market PLM sales, marketing, and consulting services activities in North America.
 Exceeded software and consulting services revenue objectives two years running (105%, and 118%).
 Successfully trained and managed 35 BDM’s who drove PLM market penetration from 6% to 20% over last two years.
 Established highly effective PLM Sales Playbook which has increased BDM sales success by more than 50%.
 Created Strategic Value Assessment program, a 1 to 2 day onsite workshop, which guides our experienced Solution
Consultants in qualifying a customers current business objectives, product development requirements and
manaufactruing integration needs which has driven our customer satisfaction levels to 93% plus.

AVEVA, Incorporated, Houston, TX

2009 - 2011
AVEVA is the world's leading engineering IT software provider to the plant, power and marine industries. AVEVA's
integrated engineering software drives every phase of a project's engineering workflow.
Director Marine and Oil & Gas Corporate Accounts
Responsible for all Marine activities in North America including General Dynamics NASSCO and Aker Philly Shipyards
and Shell, Aera Energy, Chevron, and BP Oil & Gas accounts in North America.
 Recognized as Top Performer for Fiscal Year 2010 at 127% of quota.
 Developed successful marine sales new business development penetration plan and company sales model.
 Established executive level trusted advisor relationships within my assigned accounts.

Dassault Systemes Americas, Houston, TX

2005 - 2009
Dassault Systèmes, the 3DEXPERIENCE Company, provides business and people with virtual universes to imagine
sustainable innovations. Its world-leading solutions transform the way products are designed, produced, and supported.
Regional Sales Manager
Channel sales responsibility for strategic business partners VARs, OEMs, and Agents in TX, OK and NM.
 Recognized as Regional Sales Manager of the Year for 2009 at 175% of quota
 Nurtured and secured relationships with customers and relevant industry players to include third party influencers,
potential new partners, representatives, and consultants, yielding three X pipeline for 2007, 2008, and 2009.
 Structured go to market industry specific field marketing plans for business partners addressing Aerospace, Process
Power and Petroleum, Automotive and General Manufacturing industry segments.

Hewlett Packard, Houston, TX
Leading provider of technology solutions to retail customers and enterprise businesses world-wide.
North America Microsoft Alliance Sales and Marketing Manager
2002 - 2005
 Launched sales enablement alliance programs with SAP, Microsoft, Oracle, Accenture, CapGemini, and Deliotte.
 Coordinated sales engagements, contract negotiations, budgeting, quotas, staffing requirements and worldwide sales
training in a multi-cultural environment.
 Produced industry-specific and segment-specific sales collaterals, customer presentations, RFP/RFQ responses,
customer success stories, and references.
 Managed and mentored a staff of 75 employees, while overseeing an annual sales and marketing budget of $6.7M.
 Exceeded Sales goals with SAP, Microsoft, Oracle, Accenture, CapGemini, and Deliotte with sales of over $75.3M
over a three year period.
Manager, North America Workstation Field Marketing
1996 - 2002
 Expertly generated revenue through the creation of sales and marketing campaigns exceeding annualized quotas of
$75M, $125M and $200M three years running.
 Enhanced business development by signing new alliance partnerships with UGS, PTC, Dassault Systems, SDRC, i2.
 Hired, Trained and provided leadership to 15 Senior Sales Managers, increasing annual sales by over 47% annually.
 Successfully planned and implemented a “War Room” process, resulting in quick response to issues which increased
customer satisfaction by 78%.

Concentra Corporation, Detroit, MI

1989 - 1996
Provider of knowledge based engineering (KBE) process improvement software and technology consulting services.
Director, Midwest Regional Operations
1994 - 1996
 Sold Knowledge Based Engineering software and services to Automotive, Aerospace, and Heavy Equipment.
 Hired, Trained and Managed 20 Account Managers, 10 Consultants, and 4 Application Engineers.
 Positioned company for “Initial Public Offering” and placement on the NASDAQ stock exchange.
 Achieved award for new account penetration at John Deere, Caterpillar, Navistar, Peterbilt, and Kenworth, with a
combined sales generation of $5.3M.
Midwest Regional Operations
1992 - 1994
 Developed new account penetrations at GM Buick-Oldsmobile-Cadillac, Delphi Saginaw, Delco Moraine, Delco
Electronics, Ford, Pratt, & Whitney, Boeing, and Johnson Controls, doubling sales to $9.3M.
 Attended Presidents Club in Bermuda, Hawaii and Cancun all three years.

Automotive Global Account Manager
1989 - 1992
 Built business skills and fostered goal achievements by providing client training programs.
 Awarded with Salesman of the Year for exceeding objectives with $4.7M in sales during fiscal year 1991.
 Honored with the Presidents Club recognition for fiscal year 1990 by exceeding quota with $2.2M in sales.

PDA Engineering, Detroit, MI

1986 - 1989
Provider of Computer Aided Engineering (CAE) pre & post processing finite element analysis (FEM) software and
technology consulting services.
Midwest Regional Manager
 Managed five Sales Representatives, three Application Engineers in three remote offices.
 Grew revenues from zero to annualized annuity of $20.6M over a three year period.
 Established five new accounts: GM, Ford, GE Aircraft Engines, McDonnell Douglas and Wright Patterson AFB.
 Secured GM/EDS C4 certification endorsement for complete product and services portfolio.
 Negotiated GM/EDS “Master Purchase Agreement” in 1989.
 Number One Region three years running and attended Presidents Club all three years.

Applicon, Inc. (Division of Schlumberger, Ltd.), Detroit, MI

1979 - 1986
Provider of Computer Aided Design (CAD) hardware and software systems and technology consulting services.
Automotive District Sales Manager
1983 - 1986
 Managed five Sales Representatives, two Application Engineers in two remote offices.
 Recognized as “Top District” for 1983-1986 with yearly revenues of $6.7M, $12.3M, $16.4M respectively.
 Entire team attended “Presidents Club” and maintained “Top Sales Honors” for the number one and two sales
representatives within the company three years running.
General Motors Corporate Account Sales Manager
1981 - 1983
 Recognized as “Top Salesman” for 1981-1983 with yearly revenues of $2.7M, $3.3M, $4.4M respectively.
 Attended “Presidents Club” and maintained “Top Sales Honors” within the company three years running.
Sales Representative
1979 - 1981
 Sold first CAD system to Fraser Automation ($265K), Modern Engineering ($536K) and Uniroyal Tire Co.($1.2M).
 Recognized as “Top Salesman” for 1981 and “Rookie of the Year” for 1980 and attended “Presidents Club” in Boca
Raton and Cancun.
DESIGN ENGINEERING PROFESSIONAL EXPERIENCE

Cadillac Gage, (Division of Ex-Cell-O), Warren, MI

1976 - 1979

Manager, Design Engineering – Computer Aided Design
 Managed 50 CAD Engineers supporting US Army XM-1 Series Battle Tank Weapon Control Systems.

Burroughs Corporation, Detroit, MI

1973 - 1976
Manager, Mechanical Design Services
 Directed 23 Draftsman on mechanical development and documentation for 1039 High Speed Check Sorter Terminal.

Modern Engineering Services, Warren, MI

1970 - 1973
Automotive Design Draftsman
 Provided mechanical design layout documentation for assigned GM, Ford, and Chrysler projects while in high school.

EDUCATION
Design Technology Engineering Coop Program
University of Michigan, Ann Arbor MI

1973 - 1977

PROFESSIONAL TRAINING & CERTIFICATION



Tuck Management Program at Dartmouth University
IBM “Solutions Selling Methodology”
Miller Heiman “Train the Trainer” Sales Program
Holden Vanguard ACS Solutions Selling




Dassault CATIA, SOLIDWORKS, ENOVIA, DELMIA
Siemens NX, SolidEdge, Teamcenter
AUTODESK Plant & Civil 3D, Revit, PLM 360
Microsoft Word, Excel, PowerPoint, SharePoint