https://tesisquare.com/en/
North American Sales Manager for $60M global supply chain software developer, specializing in EDI, supplier
relationship (SRM) and transportation management (TMS) SaaS solutions and services, serving Manufacturing,
Retail and CPG sectors.
Responsible for the recruitment of new end user logos, Consulting & Systems Integration partners, building a
domestic sales team, while supporting EMEA customers with supply chain operations in North America.
Client:Seuic
Position:sales manager-retail
Recommended date:2023.07.28
Key Accomplishments:
• Manage, support, and cross-sell to forty-five European accounts with supply chain operations in North
America producing $500K in recurring license and services fees annually, including Barilla Foods, Pirelli Tire,
Rana Foods, Campari, and Lavazza Coffee.
• Have developed in-depth knowledge of Supplier Relationship (SRM) and Transportation Management (TMS)
supply chain processes and workflows in less than 12 months.
• Continuous recruitment of NA Carrier partners to join portal costing and scheduling functionality for TMS
solution.

Rugged Tablets & Laptops, Territory Sales
Senior Account Manager, Named Accounts
https://www.zebra.com/us/en.html
Two sales positions at Zebra Technologies. The first role was to co-manage a team of twenty-five territory
salespeople tasks to increase Zebra's rugged tablet sales revenues and brand awareness activities with both
partner and end-user communities.
This included the larger Windows 10 and Android rugged tablets & laptops, accessories, and services. Before
joining the company, these products were not a focus by the TAMs at Zebra, being ignored in leu of the smaller
form factor handhelds and legacy forklift computers that were more familiar to position and sell.
The second role was a Senior Account Manager, developing and managing fifty named accounts made up of
Manufacturing, Utility, Transportation, and Field Service end users located throughout the mid-Atlantic region.
Engaged these accounts with the full portfolio of Print & Media, RFID, Data Capture, Mobile Computing, and
Services solutions. After discovering a project that could use any of the Zebra portfolio, a channel partner was
chosen and introduced to fulfill and integrate the solution for the customer.
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Key Accomplishments:
• Literally worked with twenty-five TAM’s nationally to help them overcome their fear and uncertainty of
positioning and selling a more expensive line of rugged computing portfolio, accessories, and services.
• Exceeded the sales quota of $14M by achieving $25M in sales for 2021, surpassing expectations by 178%
in first year with the company.
• Gained 42% growth in net new sales, including software and professional services revenues.
• Conducted training sessions for the top 10% of Zebra's partner community, educating them on prospecting,
positioning, and selling rugged tablet solutions and services to both existing customers and new prospects.
• Received the "Rookie of the Year" award from Zebra sales management, recognized by outstanding growth
and sales achievements throughout the first year in the company.
• Achieved sales and services revenues of $1M in Q1 and Q2 of 2022, surpassing quota by 130% selling the
entire Zebra portfolio of products.
• Successfully developed a base of Energy & Field Service accounts, including Dominion Energy, Duke Energy,
Southern Company, Eastman Chemical, and Crowley Maritime; accounts that had not previously purchased or
purchased a small amount of Zebra products in the past.
• Helped coordinate marketing and product development efforts, executed brand awareness campaigns
targeting the Utility & Energy sector across all product categories, resulting in revenue growth of over $5M within
just six months by working collaboratively with five individual contributors on the Rugged Field Service Team
Client:Seuic
Position:sales manager-retail
Recommended date:2023.07.28

Executive Territory Account Manager, Enterprise
https://www.na.panasonic.com
Two sales positions at Panasonic. Recruited from Datalogic as NSM responsible for achieving business plan of
$25M launching new category of Android-based rugged PDA’s and Tablet products for Retail, Manufacturing, Field
Service, and Utility verticals. Onboarded six new Senior Account Managers in less than 90 days, five outside of
Panasonic.
Created the businessdevelopment plans, marketing, and specific sales activities to promote and build brand
awareness to develop a distribution channel and partner community that previously had no knowledge of the
portfolio or company offer. Managed team expenses, deal registrations, quarterly and annual reviews, and
provided consistent coaching for individual and overall team success.
The second role was a TAM responsible for generating revenues of the Toughbook brand, services, and software to
Retail, Manufacturing & Field Service verticals in the Southeast. Demand creation targeted to personas in IT, Store
Operations, Supply Chain, and C-Suite decision makers directly, but orders fulfilled through channel partners like
CDW, SHI, and the AutoID channel community.
Key Accomplishments:
• In year one, obtained $14M in sales with new Android platform and thirty new channel partners from net
zero .
• Generated $23M in sales revenues in year two with a 46% profit margin, from net new resellers and end
users.
• Created individual territory strategies to build pipelines valued at more than 3x revenue goals.
• Drove the recruitment of over 100 new channel partners in a competitive market in first three years.
• Achieved sales revenues of $8.9M in 2017 (124% of plan), $9.7M in 2018 (110%) and $10M in 2019 (100%)
as an individual contributor.
• Presidents Club achievement three consecutive years with 35% increase in quota, year over year.
• Captured new logos including Walmart, Cintas, Reynolds American Tobacco, ATP Tennis, Carnival Cruise
Lines, and others that generated $20M in revenues over a three-year span, all buying competitive brands
previously.
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Datalogic North America | Eugene, OR | 2000 – Jun 2014
Regional Account Manager, Southeast
NA National Sales Manager, Mobile Solutions
https://www.datalogic.com
Two sales positions at Datalogic NA. The first role was a Southeast regional account manager responsible for both
channel and end user B2B sales, promoting barcode scanning data capture, label printing, RFID systems and
Windows CE/Mobile based handheld computing solutions to Retail, Manufacturing, Field Service sectors. Worked
jointly with NA Channel Team toengage with area partners to provide best of breed hardware, services, and
implementation capabilities to my target accounts.
Key Accomplishments:
• Dominated the Retail vertical in the Carolinas and converted most supermarket & general merchandise
chains to Datalogic scanning and mobile computer hardware.
Client:Seuic
Position:sales manager-retail
Recommended date:2023.07.28
• Closed multi-unit deals with Belk Department Stores, Cato Stores, The Home Depot, Cracker Barrel, BI-LO
Supermarkets, Ingles Markets, and Lowes Foods, as all used competitive brands previously.
• Presidents Club – 2003 ($3.5M-101%), 2004 ($4M-138%), 2005 ($5M-190%), 2006 ($6M-120%), 2007
($8M-110%)
• Closed point-of-sale opportunity at The Home Depot with new multi-plane scanner and integrated
Sensormatic RFID solution, beating the incumbent vendor for their scanning needs.
• Closed more mobile computing opportunities than any other salesperson combined during this time period,
selling and deploying over 20,000 mobile devices into the assigned territory.
• Increased revenues 76% from a flat performing product line of computing solutions ($13M to over $23M)
despite the extremely challenging global economic crises of 2008
The second role was as National Sales Manager, focused solely on Mobility sales. Recruited a team of ten
salespeople covering each region of the US and Canada to grow the Enterprise mobility handheld and forklift
computing business with both end user and channel partner communities, responsible for $20M quota.
Revamped existing Partner program that enabled sales teams to be more creative and capture mind share from a
historically opportunistic partner base. Enhanced relationships with existing Distribution partners which created
critical hardware inventory positions enabling faster deliveries to channel and end user customers. Focused on
Healthcare, Retail, Manufacturing and Warehouse applications. Managed sales strategies, activities, deal
registrations, expenses, pricing, profitability, and overall productivity to drive individual and Team revenue
goals. Created and implemented a "Deal Registration" program to key Partners that doubled mindshare and YOY
sales of mobile computers within a 6-month period where activity and sales lacked previously.
Key Accomplishments:
• Recruited 50% of sales team from outside of Datalogic and trained/deployed the team in less than 90 days.
• Drove 25% net new growth in non-hardware sales with software and professional services revenues.
• Created individual territory strategies that led to pipeline growth of more than 3 times the revenue goals.
• Implemented a cross-selling strategy for US based accounts that was subsequently leveraged into Canadian
market.
• Facilitated ongoing Quarterly Business Reviews with team measuring performance and gap analysis.
• Closed first ever self-shopping solution (JOYA) opportunity in North American market with Costco Wholesale
• Obtained 115% Quota attainment in 2012 and 100% in 2013 (13% increase in quota over 2 -year period)
• Demonstrated and coached a“Hunters Mentality”among each Key Account Manager, leading by example.
• Taught KAM’s specific sales tactics by using our core competencies and selling against competitive
weaknesses.
• Led team by demonstrating the importance of contacting executive management, building relationships
deep and wide, selling from the top down throughout multiple departments, establishing overall account control.
• Spearheaded the development of an antimicrobial solution for healthcare and special keyboard formats for
Retail that made an immediate impact leading to many successful key account wins.
• Interviewed frequently by industry trade magazines regarding the mobile computing industry – examples
include:
http://www.fieldtechnologiesonline.com/doc/one-mistake-to-avoid-when-selecting-handhelds-0001
http://www.fieldtechnologiesonline.com/doc/the-challenges-of-a-byod-policy-0001
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https://www.manh.com
Client:Seuic
Position:sales manager-retail
Recommended date:2023.07.28
Responsible for the software license and services sales of "Slot IT"; a picking optimization module of PkMS,
designed to monitor the slot placement and seasonal movement of items in a warehouse or distribution center over
time, using location data points collected by the inbound and outbound processes of the WMS system. The solution
continuously provided item placement guidance to warehouse stakeholders to optimize the efficiency of both
manual and automated picking workflows. Fast moving items were placed near the shipping dock, while slow
moving products were placed in less traveled areas. Territory included southern half of US and accounts included
Web Based Fulfillment centers, Apparel/Footwear manufacturers, Food & Grocery, Wholesalers, and 3rd Party
Logistics providers (3PL) to ultimately lower labor cost and increase productivity in the picking, put-away, and
cross-docking areas of the customer warehouse facility.
Key Accomplishments:
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• Achieved quota three consecutive years – 1998 ($350K), 1999 ($500K), and 2000 ($700K) after building
a sales pipeline from zero.
Developed working knowledge of Manhattan’s PkMS warehouse management system, operational
workflows and item management functionality utilizing both AS400 and Unix platforms
Partnered with Manhattan PkMS account managers to upsell and cross -sell into their named accounts
Collaborated with Manhattan Channel Teams to promote and educate partner community about the
solution and how to position/sell it into their accounts
Worked closely with product management teams to provide voice of the customer feedback on future
capabilities needed based on the specific verticals using the solution.
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