Paul B.Greenspan

send email to "mail at paulgreenspan.com"

see my linkedin profile here: http://www.linkedin.com/pub/0/30/95a

SENIOR SOFTWARE SALES EXECUTIVE

A creator of strategic business partnerships. Consistent quota achievement selling intangible complex products and professional services into both enterprise and OEM accounts. Works effectively with both business and technical management. Built and ran over-performing sales territories.  Recruited, trained, mentored and actively managed teams of up to 20 sales professionals.

PROFESSIONAL EXPERIENCE

EMC Software                                                       3/2004 - present Regional Director, EMC Software n     I manage a team of people developing strategic OEM and ISV opportunities with companies that wish to integrate with or build upon the EMC Software platforms (Legato, Documentum, Smarts, etc). I am looking for great business development executives with experience in OEM and Content Management to join the team. Trellix Corporation/Interland                                        3/2000 – 3/2004 Area Vice President, OEM and co-brand channels (2003) North American Sales Manager  (2000-2002)

n     Developed, trained and launched field sales organization that grew revenue for an XML & Java-based web publishing and e-commerce ASP solution from $0 to $6 million in 18 months. n     Closed over 35 complex licensing agreements valued from $250,000 to $600,000 each with companies including British Telecom, Verizon, Earthlink, Thomas Publishing, McGraw-Hill, Lycos, Monster Worldwide and C|Net. n     Created new strategic sales channel by partnering with Staples to sell suite of SMB services in flagship Staples BusinessExpo superstores.

StarPoint Corporation                                                   1999 – 2000 Area Vice President, Sales n     Closed largest e-business deal in Media/Entertainment vertical by selling McGraw-Hill a $2.6 million on-line learning portal. n     Closed new sales of e-business services of over $250,000 each into State Street, PTC, Fidelity, Lotus, Converge Global Trading Exchange (NECX). n      Recruited, trained and directed the sales efforts of 8 sales execs in Chicago, New York City and Boston. n     Established Strategic Alliances with partners including Akamai, Ariba, Percussion Software, ATG and Sun

IBM/Lotus Software                                                            1988-1999 Director, Worldwide Industry Sales & Marketing (1998-1999) n     Increased attach rate of vertical solutions into enterprise accounts by 20% year over year. n     Recruited more than 50 new industry VARs into Business Partner program. n     Recruited and mentored worldwide team of 20 sales executives & industry marketing managers who provided matrixed sales support into major accounts across all worldwide geographies.

Regional Sales Manager (1996-1998) n     Took new sales region to #1 in country by increasing annual revenue from $4m to $10m in 18 months. Nominated for Sales Summit (most prestigious Lotus sales award) n     Launched and managed integrated field event marketing program with over 35 solutions seminars covering 5 metro marketplaces. n     Recruited, staffed, and managed a startup organization of sales, marketing, and technical professionals.

IBM/Lotus Software                                                          1988-1999 Industry Sales Executive (1994-1996) n     Exceeded 145% performance against quota by achieving $25 million in global product sales. n     Developed executive level relationships with Siemens Health Services/SMS and Hewlett-Packard Medical Systems leading to 110% growth in healthcare channel revenue. n     Provided direction to matrixed team of global sales professionals.

Technical Sales Systems Engineer (1990-1994) n     Played major role in large accounts including Fleet, Fidelity, Raytheon, PTC, PictureTel, Textron, Millipore and Gillette. n     Earned Achievers Club (>120% of quota attainment) all 4 years. Applications Developer (1988-1990) n     Established successful consulting relationships with internal end-users and MIS professionals.

High School Science & Math Teacher                                  1985-1988 Guamani School, Guayama PR (1987) Windham High School, Willimantic CT (1985-1986)

United States Peace Corps                                                    1982-1984 Technical Development Specialist, Senegal, West Africa

EDUCATION

MA, Science Education  (1987)  University of Connecticut BS, Biology (1981)  University of Connecticut

AWARDS AND PROFESSIONAL RECOGNITION

Instructor, Bosworth Solutions Selling course.  Member, US Council on Competitiveness Health Care Working Group, Healthcare Information Management Systems Society presenter (2 papers published HIMSS 1996), Lotus Summit Award nominee, 100% Quota Club 1992, 1993, 1994, 1995, 1996, Lotus Community Volunteer of the Year Award