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TOM DAVIS

58 Birch Drive Plainview, NY 11803 516.513-0312 tdavis@hotmail.com LinkedIn.com/in/tomdavis

SALES PROFESSIONAL
Award winning, aggressive software and professional services sales experienced account manager with over 15 years of success in transactional and high level strategic IT sales. Consistently exceeding business development goals, developing and growing sales regions for startups as well as large sales organizations (IBM and Computer Associates).

KEY STRENGTHS
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Highly effective fast-paced sales territory manager with excellent organizational abilities. Able to translate corporate sales strategy into over quota revenue achievement. Tenacious hunter and farmer with a proven ability to rapidly qualify, build and grow a sales territory. Skilled and experienced with the consultative and customer focused sales process Experienced with selling at various management and business executives levels. Trained in tiered prospecting and networking to secure multiple inside coaches and decision makers. Proven ability to rapidly learn new technologies and business solutions.

PROFESSIONAL EXPERIENCE Yammer Sales Account Manager/Director N.A. 2010 – Present

Yammer is the free private social network for companies. The company is well established overseas and is looking to develop a new profit center in the U.S. Responsibilities include: As sole U.S. representative, hunter, planning and executing business development plan, developing business relationships with business executives (CTO, CFO, CIO) of mid to large size companies, present and conduct solution presentations and demos, generate high quality interest leading to business transactions.

Oracle Corporation Sr. Sales Specialist Information Management (IM) Competitive & Winback Leading information technology company

2004 – 2009

Coordinated the sales team effort including field sales, technical sales and Global Professional Services for Information Management solutions including DB2, Informix and Optim. Led competitive software wins and winbacks mainly against Oracle and Sybase to solidify IBM’s DB prominence. • Inducted into the IBM Hundred Percent Club – 2008, 2007, 2006, and 2005. • 2008: Ranked #1 (of 4 sales specialists) with 56% of the total team revenue of $125M.

Microsoft Corporation 2000 – 2004 East Coast Sales Director Hong Kong-based Startup Company, provider of database performance optimization software solutions.
Managed solution selling to the DBA and developer teams requiring advanced SQL optimization methods. Main contacts were CIO and senior business side management as well as DBA managers.
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Achieved 146% of sales quota in 2003/2004 by adding 76 new accounts and introducing new optimization solutions. Generating $2.2M in new sales revenue. Achieved 125% of quota in 2002/2003 by adding 35 new accounts, despite record downturn in IT purchases during that period. Generating $1.25M in new sales revenue.

International Business Machines Corp. (IBM) Sr. Sales Specialist Information Management (IM) Competitive & Winback Leading information technology company

1996 – 2000

Coordinated the sales team effort including field sales, technical sales and Global Professional Services for Information Management solutions including DB2, Informix and Optim. Accounts included: Investment Banking, Financial Organizations and Insurance Companies along with major pharmaceuticals and other S&P 500 companies.
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Inducted into the IBM Hundred Percent Club – 2008, 2007, 2006, and 2005. 2008: Ranked #1 (of 4 sales specialists) with 56% of the total team revenue of $125M. 2007: Revenue of $42M, total team: $85M (49% of total team) 2006: Revenue of $34.5M, total team: $70M (49% of total team) 2005: Revenue of $14.5M, total team $40M (36% of total team)

LECCO Technology, Inc. 1992 – 1996 East Coast Sales Director Hong Kong-based Startup Company, provider of database performance optimization software solutions.
Managed solution selling to the DBA and developer teams requiring advanced SQL optimization methods. Main contacts were CIO and senior business side management as well as DBA managers. Instrumental in developing new sales territory and growing net new revenue sales. Solutions included SQL performance optimization software for the Oracle, Sybase and MS SQLServer databases, consulting and professional services. Managed 3-person sales team while still managing own sales territory (2004).
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Achieved 120% of sales quota in 2001/2002 by doubling number of accounts with 50% of the accounts doing repeat business. Generating $1.2M in new sales revenue. Recipient of Top Field Sales Manager Award FY2000, 2001, 2002, 2003 (discontinued in 2004)

Computer Associates International, Inc. (CA) Regional Account Executive / Systems Business Consultant $3 billion, leading enterprise software company.

1990-1992

Managed a northeast sales region selling CA-Unicenter TNG. Experience included all phases of territory development and management for enterprise system management solutions on distributed and Mainframe platforms.
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Achieved 95% to 225% of sales quota annually. Attained CA Compass Club status (exceeding 100% of quota), 5 times. Consistently ranked in the Top 10% in a 15 member sales team. Grew software sales revenue and developed major new business relationships with S&P 500 clients.

EDUCATION & PROFESSIONAL DEVELOPMENT
The University of California, Los Angeles Bachelor of Business Administration (BBA) Major: Corporate Finance and Management Information Systems Stanford University, Stanford, CA Masters of Business Administration (MBA)