Ken Graceland

 

SALES EXECUTIVE – High Technology Software

4809 E. Thistle Landing Drive
Phoenix, AZ 85044
602-385-3000

Key Contributor to Driving Growth, Increasing Revenues, & Improving Profitability

High performance sales career leading organizations through accelerated growth. Successful at orchestrating entire sales process by utilizing value-based selling techniques from opportunity identification, qualification, contract negotiations, and customer capture and retention. Driven, decisive, and self-motivated with strong problem-solving skills. Track record of repeatedly over-achieving quota.

  • Innovative – Innovative and highly focused sales professional with proven track record of driving profitable growth, consistently exceeding sales quotas. Developed $7 million pipeline in formerly unsuccessful territory and closed $1.4 million in sales.

  • Territory Development – Highly successful in developing new territories. Developed $850,000 pipeline in first four months of starting a territory that did not have any previous pipeline.
  • Strategic Initiatives – Resourceful in developing strategic initiatives and sales tactics and closing complex, high-value deals. $4.69 million order closed with Texas Instruments, representing largest contract with TI to date.
  • Management – Persistent, dedicated, and creative manager with keen ability to read and react to customers’ needs for building trust, which results in closing deals.

ACHIEVEMENTS

Strategic Selling Initiatives

  • $7 million pipeline developed during 2007 by analyzing territory and developing and tailoring a strategic selling campaign for the area. Read Full Story
  • 165% to sales goal realized by identifying key design projects likely to drive in future business for the company.
  • Exceeded annual sales goal by $1.24 million (165%) by looking at accounts from a macro perspective and making the right decisions to close the sale.

Leadership & Management Skills

  • 122% to sales goal achieved in a market that had never previously reached its sales goal. Read Full Story
  • 85% increase in sales revenues seen by effectively managing a 22-person regional team of application engineers, managers, and administrators.

Business Development Skills

  • Identified and developed an $850,000 pipeline within 120 days in a territory that had no previously established pipeline. Read Full Story
  • $300,000 sale achieved by collaborating with directors, engineers, and network administrators to provide a solution to an extremely time-sensitive issue.

Account Development Skills

  • Closed a three-year $2.9 million contract by identifying and building profitable relationships with key decision makers in the organization. Read Full Story
  • $1.5 million order closed by utilizing key account development and relationship management practices.

Strong Quota Attainment / Pipeline Track Record

  • Closed a $4.69 million deal, the largest in company history, by identifying key business drivers and utilizing real-world experience and formal training to gain a competitive edge. Read Full Story
  • Met 184% of a $2.55 million goal by understanding the specific business drivers that provoke customers to buy due to a strong compelling event.

Value-based Selling

  • Maintain the ability to understand the client’s key business drivers, including financial and technological issues.
  • Lead clients to understand the value of provided solutions as it pertains to solving the issue at hand.

30 % Investor Return

2011 Sales

2 Million in Sales

2012 Sales

5 Million in Sales

2013 Sales

7 Million in Sales

WORK HISTORY

Click on company below for more information

$50 million VAR of BMC Business Service Management solutions as well as developer of Case Management and ITSM solutions.
Senior Enterprise Sales Executive
Recruited to develop enterprise territory for web monitoring solutions

$8 million provider of collaborative performance management services for complex web ecosystems, web applications, site management, and monitoring using SaaS model.
Senior Enterprise Sales Executive
Recruited to develop enterprise territory for web monitoring solutions.

  • $850,000 pipeline identified and developed within first four months of starting a territory that did not have any previous pipeline.
  • Closed key accounts.

Software developer for enterprise infrastructure technology management with $4 billion in 2005 sales.
Senior Solutions Strategist
Represented products including network and systems monitoring, asset management, storage management, database management, and Business Service Management (BSM) solutions.

  • Concluded tenure in 2008 with $9 million pipeline.
  • $1.4 million closed in 2007 in formerly unsuccessful territory and $7 million pipeline developed.
  • 109% of quota achieved in 2006 with $1.6 million goal and ranked #1.
  • $2.9 million, three-year contract closed in 2006.

Leading provider of Electronic Design Automation solutions improving efficiency throughout the IC design flow.
Strategic Account Manager
Managed new business development.

  Goal Booked Performance to Plan
2004 $1.9 million $2.975 million 165%
2003 $1.75 million $2.4 million 137%
  • $4.69 million, three-year contract closed in 2004 representing largest order in company history.
  • Recognized as the #1 account manager worldwide in 2004.
  • $1.5 million order closed in 2003, representing largest contract with anonymous company to date.

Creates hands-free, audio processing software, semiconductor, and system solutions for telecom manufacturers worldwide.
VP Worldwide Sales
Managed worldwide sales team of five application engineers and one account representative. Validated market demand and built pipeline by traveling extensively throughout U.S. and Europe. Reported to CEO and presented quarterly strategic sales plan to board of directors.

World leader in electronic design automation (EDA) supplying the global electronics market with software, IP, and services used in semiconductor design and manufacturing.
Consulting Sales Executive
Managed new business development and existing account expansion.

  • Closed $2.1 million in 1998; performance to plan of 123%.
  • Grew consulting business 11-fold from 1997 – 1998.

Provides electronic design automation (EDA) tools and libraries for deep submicron application-specific integrated circuits (ASICs) and application-specific standard products (ASSPs).
Regional Sales Director
Supervised six sales representatives and six application engineers.

  Goal Booked Performance to Plan
1997 $3.4 million $4.1 million 122%
1996 $3.6 million $3.7 million 102%

Global provider of software for electronic design automation (EDA), methodologies, and services to design and verify advanced semiconductors used in consumer electronics, networking and telecommunications equipment, and computer systems.
Regional Manager (1993 – 1995)
Managed upper mid-west region as leader of 7 account managers, 11 application engineers, 1 application engineer manager, and 3 administrators.

  • Increased sales revenues 85% and maintenance revenues 65% from 1993 to 1994.

Senior Account Manager (1988 – 1993)
Managed Southern California territory and Arizona.

  Goal Booked Performance to Plan
1992 $2.55 million $4.7 million 184%
1991 $2.5 million $2.75 million 110%
1990 $2.4 million $3.84 million 160%
1989 $2 million $2.04 million 102%
1988 $450,000 $1.08 million 240%
DOWNLOAD MY RESUME

EDUCATION

CONTACT ME