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Lance Nordyke

3701 Quick Hill Rd

Austin, Tx 78728

SUMMARY Sales professional with over ten years building business relationships,
overachieving quota, and overcoming competitors. Proactively adapts tactics and
strategy to succeed in a challenging economy. Successful closing complex multi
-million dollar deals utilizing experience gained in direct relationship sales a
nd product marketing.
* Solution-Based Consultative Sales
* Team Building, Training & Motivation
* Product Launch
* Strategic Partnerships & Alliances
* Strategic Sales & Negotiations
* Executive Level Presentations

Dell Inc. Austin, Texas 2006 - 2010
Sr. Account Manager
Plan, manage, forecast and drive sales initiatives within complex OEM accounts t
hat customize, brand and integrate Dell hardware into final products; interface
with design engineers, product managers and senior leadership of both SMB and la
rge US based companies with a global presence.
Manage $50M in annual sales through acquisition and growing development account
s with a quota of $12.5M quarterly
Grew account base 25% year over year; received various awards based on metrics,
exceeding quota and over attainment of quota 4 years straight
Prospected and closed $20M in incremental annual run rate business across 8 pro
jects at Fortune 100 accounts in H1 2010 during a challenging economic environme
Prospect, build relationships with decision makers; acquired new business at Hi
tachi Data Systems capturing and growing the account from $10K per quarter to ov
er $2.5M per quarter within one year of account assignment
Achieved over 118% annual attainment against multi-million dollar quota averagi
ng $12.5M per quarter
Closed multiple opportunities ranging from $50K to $3M per quarter of new incre
mental run rate business; sample accounts include Hitachi, Kodak, Unisys, Xerox
and United Technologies
Manage sensitive product transitions across large account base, alleviating ope
rational and financial impact to OEM customers estimated at $2.5M in savings acr
oss account set
Drive deliverables among cross functional teams allowing customers to successfu
lly meet time to market goals that are critical to their resale objectives and r
evenue streams
Dell Leadership Award 2/2010: Key Contributor award for developing advanced sale
s training curriculum and presenting to sales organization
Dell Leadership Award 2/2010: Mentor of the year voted by peer group and manage
ment team
Margin Growth Awarded in 3/2010 with cash bonus
Dell OEM 110% club for exceeding 110% of quota in 2008 during a down economy
Awarded Dell Bonuses for three OEM Design Wins in 2009 valued at $10M
Awared Five OEM Design Wins in 2010 valued at $25M
Arrow Electronics Inc. - Dallas, Texas 2002 - 2005
Account Executive (Acquisition)
Field sales professional tasked with acquisition of new customers in a defined
Achieved over 150% of quarterly quota without a miss
Doubled quarterly revenue from $500K to over $1M per quarter within first year
Aggressively grew market share 25% through prospecting, cold calling, solution
based sales and building relationships with key decision makers, channel partner
s and suppliers to secure new business.
Interfaced with design engineers, purchasing professionals, executives and seni
or management
Successfully delegated tasks across various teams and managed priorities to clo
se sales
Intervoice Inc. - Dallas, Texas 2001 - 2002
Sr. Product Marketing Specialist
Launched five product lines globally; weeks ahead of schedule that was critical
to strategic timeline
Team leader tasked with directing cross-functional team initiatives to close sa
les opportunities and drive product market on a global scale, provided key data
for product strategy, wrote key elements of the divisions annual business plan f
or $100M division
Managed key aspects of business development functions, channel marketing and V
AR co-op marketing
Assisted in closing sales with Safari Telecom, Sprint, Qwest, AT&T, BT, and Vod
afone among others with solutions ranging across basic IVR, 3G Apps to Unified C
ommunications and Managed Hosting
Analyzed customer requirements, competition and industry trends resulting in ne
w software features, enhancements and functionality ultimately driving product l
ine roadmap
Inet Technologies Inc. - Richardson, Texas 1998 - 2001
Product Marketing Specialist
Through customer interaction and market analysis influenced product roadmap tha
t was strategic to the growth of the companys 700% growth in two years
Managed tactical marketing initiatives through cross-functional teams to includ
e sales, sales engineering, product management, strategic marketing, MarCom, tec
hnical writing, and design engineers
Supported a global sales force directly assisting with closing multi-million do
llar deals with companies such as AT&T, Sprint, Japan based NTT Docomo, Deutsche
Telecom, and Telstra among many others
Responded to technical RFPs, significantly improved RFP success rate; liaised w
ith resellers, recommended applications and pricing to sales team contributing t
o the companys explosive growth
Solutions included SS7 network monitoring, testing, quality, billing and fraud
U.S. Army - 10th Special Forces Group (Airborne) Ft. Carson, CO 1990 1995
Bachelor of Business Administration - Major: Business Management - Sul Ross Stat
e University
Sales Skills:
prospecting, qualifying leads, developing and delivering presentations, closing
sales, solution sales, consultative sales, channel sales, direct sales, customer
needs assessment, field sales management, key account management, negotiation,
sales cycle management, sales training, team building / leadership
Professional Development: Dell Account Executive University 2009, Exceptional Pr
esentations 2009, Managing Negotiations 2009, Executive Business Review 2009, Ad
vanced Sales Techniques, Effective Negotiating by Chester Karrass, Time Manageme
nt by Ziegler Telecommunications for Non-Engineers, SS7, IN, Wireless, and VoIP,
Interviewing and Labor Law Training
Training: Dell Enterprise, Storage, & Client Systems,, SS7 Signal
ing, Data and Voice Telephony, Intelligent Telco Networks, IVR (Interactive Voic
e Response), VoIP, 3G, GSM, e-Marketing, Unified Communication, Managed Hosting