RS Resume
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Ron Shell has over 20 years of experience in marketing and sales management for enterprise technology companies. He has a track record of growing revenue through strategic planning, business development, and overseeing sales teams. Some of his accomplishments include developing global partnerships that increased revenue from $0 to $650k, launching new products that generated 15 pilot projects, and facilitating deals that resulted in $4 million in gross revenue. He holds an MBA from Carnegie Mellon University and specializes in sales leadership, software sales, and technology sales.
RS Resume
- 1. RON SHELL ________________________________________________________________________ 217 Doubletree Drive, Venetia, PA 15367 http://linkedin.com/in/ronshell ron.shell@ymail.com, (C) 412 897-3748 SUMMARY ● Experience in marketing and sales management of enterprise technology and service solutions with executive influence in complex B2B and B2G environments. ● P&L, budgeting, forecasting, strategic development & business planning skills. ● Competence in recruiting/training/mentoring/coaching of employees and partners. ● Expertise in designing, implementing & executing plans that leverage various channels (value-added resellers, strategic alliances and direct sales) to meet corporate objectives. ● Hands-on executive who launched and managed products & services with start-ups and sold and delivered for established businesses. EXPERIENCE iCarnegie (www.icarnegie.com) and Panopto International (www.panopto.com) 2010 to Present These are start-ups aligned to deliver human capital management solutions. Offerings include eLearning/training products plus a SaaS video technology platform. Vice President of Global Sales and Business Development Key Insight Gained: Aptitude in evangelism and conceptual selling while building partnerships across international markets; understanding of new technology plus became well versed in demand creation of sales. Growth: Revenue (since 2010): $3 to 12 million based on 2 large clients; personally added $1.4 million in sales and 40+ clients in 2013 for video technology platform. Greatest Milestone: Networked, recruited, signed and trained 20+ global partners. ● Developed a global strategy to build a sustainable business across emerging markets. Result: partner channel grew from $0 to $650K in revenue from Apr ’12 to Jun ‘13. ● Researched, designed and then advanced new product development. Result: signed up 15 new prospects for six-month pilot projects in 2013. ● Created efficient processes for training/marketing/sales/service to scale the business. Result: tested and certified over 90 individuals who represent employer in 20 countries. ● Compiled data for, authored and self-promoted a series of educational webinars; then networked to fill seats and taught material to groups of prospects in various countries. Result: recorded a pipeline growth of 80% over 8-weeks and closed $200K in revenue. ● Hunted and secured a partnership with an Indian industrial automation solutions firm. Result: signed a five-year (back-end loaded) contract for a minimum of $5.5 million. Challenge: Company is still working on build out of pilot products to take to market. 2007 to 2010 EDUCATIONAL COMPUTER SYSTEMS, INC. (www.ecsi.net/) – PGH, PA A services and technology business delivering solutions to universities and businesses. Senior Vice President of Marketing and Sales (Player/Coach) Key Insight Gained: Proficiency with services business in an entrepreneurial setting. Growth: Revenue: $8 to 22 million, sales: $3–5 million/yr, clients: 350 to 1,100+. Greatest Milestone: Produced total organic revenue growth of 131% for 2006-2009. ● Systematized the sales process to bring efficiencies, effectiveness and accountability. Result: attained new sales growth of 50%, 67% and 80% over the period of 2006-2009. ● Launched a new offering to expand the market to capitalize on industry regulations. Result: increased market share 18% and positioned us to cross sell our main service. ● Overhauled the company’s web strategy and restructured it to provide better self-service to clients and drive in new prospects via Inbound Marketing Strategies. Result: 10% of total FTE hours were eliminated and company leads increased 35%. Transition: Privately held company sold all assets to Heartland Payment Systems.
- 2. 2004 to 2007 FISERV INC. (www.fiserv.com/) ── Pittsburgh, PA A provider of information management and e-commerce systems for financial services companies. This business focused on data analytics, business intelligence and CRM. Director of Marketing and Sales Key Insight Gained: Experience with strategy & operations inside a large company with 120 business units, including crucial integration projects and entry into adjacent markets. Growth: Revenue: $20 to 25.5 million, sales: $5–7 million/yr, clients: 120 to 150 Greatest Milestone: Facilitated 2 strategic deals with other divisions leading to $4 million in gross revenue over an 18 month period. ● Created a culture driven by niche marketing programs designed to acquire, grow and retain prospects, customers and partners. Result: achieved quota in 2005 (114%) and 2006 (117%) with a sales growth of 21%. ● Led a team of farmers to effectively service and cross-sell existing customers. Result: landed five (5) year enterprise deals with three clients consisting of $2.8, 1.6 and 0.75 million. Results from corporate client surveys were 21% higher than the goal. ● Devised the company CRM plan and built internal marketing & sales business processes for lead generation, account management and sales effectiveness. Result: increased the amount of new clients by 100% (2005) and 65% (2006). Transition: Business unit was consolidated into a larger group. 2000 to 2004 INNOVATIVE SYSTEMS, INC. (www.innovativesystems.com) ── Pittsburgh, PA A global, enterprise software company delivering customer data management solutions. Executive Vice President, Marketing and Sales Key Insight Gained: Experience in selling to Fortune 500 companies across all verticals. Growth: Revenue: $6 to 12 million, sales: $3–5 million/yr, clients: 125 to 185. Greatest Milestone: Responded to the market after 9/11/01 by adapting an existing solution to serve a need which reinvented the company producing significant contracts. ● Released new ASP offering which amounted to one of the largest orders in the decade. Result: positioned the company to capitalize on a new application for processing large amounts of data and negotiated a contract exceeding $850 thousand per year. ● Expanded the service line into a Risk Management app and sold a multi-year deal. Result: solidified a $700 thousand contract with world-leading information provider. ● Developed a “Sales Playbook” for employees, who interface with outside vendors, prospects & customers and initiated a forum for continued role playing. Result: restored a “customer centric” environment for employees to foster corporate growth. This contributed to 94% and 96% customer retention rates in 2002 and 2003. Transition: Consultant who hired me into company recruited me for hiring into Fiserv. EDUCATION CARNEGIE MELLON UNIVERSITY ── Master of Business Administration PENN STATE UNIVERSITY ── Bachelor of Science in Mechanical Engineering SANDLER TRAINING ── Professional Development for Marketing, Sales & Strategy OTHER ● Board of Directors for a Non-Profit Organization (2009 – Present). ● Interests: technology, music, sports and physical fitness. ● Key Qualities: Focus, Self Motivation, Confidence, Energy and Creativity. ● Wall of Principles: Teamwork, Focus & Execution, Accountability, Skills Improvement, Integrity & Respect and Getting Out of Your Comfort Zone. ● Three most challenging career successes: completed General Service Administration (GSA) scheduling process; finished graduate degree while working full-time with travel; jumped into new industry as first employee and ran overseas operation. KEYWORDS: Sales, Sales Leadership, Technology Sales, Software Sales, SaaS Sales, VP Sales