JACK I. GRAFF
915 E. BUTLER DR.
PHOENIX, AZ. 85020
Re: Regional Sales Manager/National Account Manager/Major Account Manager
Having established myself in the business community as an accomplished, versatile and well-qualified candidate in sales and marketing, I am submitting my resume for your review.
Over 20 years of Enterprise Software Solution sales & Management experience.
Ability to uncover opportunities.
Convert those opportunities to sales.
Develop references and generate referral business from those sales.
Strong understanding of ROI (Return on Investment)
Strong experience as negotiator in a win-win environment.
Profit & Loss responsibility
PC proficiency with spreadsheets, word processing, email, PowerPoint, Contact Management software (CRM) and Web Conferencing software.
Excellent time management skills.
Flexibility with the ability to handle multiple tasks simultaneously.
Able to work independently as well as in a team environment to achieve common goals.
Detail-Oriented and analytical.
Very aggressive and tenacious in a professional manner.
Strong written and verbal communication skills.
Strong sense of business and moral ethics.
Experience with managing large accounts.
Experience with both End User and Channel Sales.
Thank you for your time and consideration of the enclosed resume. I can be reached at the above phone numbers or e-mail address. I look forward to hearing from you in the near future.
Jack I. Graff
Multi-faceted sales professional offering a strong and progressive career in the areas of sales management, product marketing and client development. Focused and highly defined skills in virtually all phases of product development, product support, new client solicitation, and client support and retention. Excellent communicator and negotiator capable of establishing and maintaining strong client rapport.
Overview Southwest Digital Scottsdale, AZ 2/08-Present
Major Account Manager
Selling into Fortune 1000 accounts re-conditioned hardware to include Servers,
Desktops, Laptops, and Network Communication equipment
Camisa Technologies Tempe, AZ. 10/05 to 12/07
Business Development Manager
Sold Microsoft Dynamics SL (Solomon) ERP Enterprise Accounting, Microsoft Dynamics CRM and Financial Management Software to various businesses markets in the state of Arizona. Conducted system and business needs analysis, demonstrated software, prepared proposals and closed business. Assisted with development of Marketing Plan, identified key markets, help design mass mailers, and selected industry specific seminars. Developed partnerships with other VARS for lead referral relationships.
Sold first ERP system to Ace Asphalt valued at over $250,000 dollars
Sold first Microsoft Dynamics CRM to the Burgundy Group valued at over $45,000 dollars
Helped develop positive relationship with local Microsoft office to increase lead referrals.
Achieved 105% of $ 1.2 million dollar quota.
Integrated Information Systems Tempe, AZ 10/03 to 8/05
Regional Territory Manager
Sold complete Suite of Enterprise Network Security products which included
automated Patchmangement software to insure patch compliance of entire
network as well as Antiviral and Antispam software in the Southwest Region
consisting of six states. Also sold Enterprise CRM software applications.
Determined client needs and requirements and configured and priced
software to meet those needs and requirements. Conducted demonstrations
to generate initial interest and prepared proposals to present solutions to
customers. Also worked with the company channel partners to increase
sales in my territory.
Sold first Antiviral solution for company to National Hot Rod Association
valued at $50,000 dollars.
Secured software evaluation with the Arizona Diamondbacks.
Secured software evaluation with Los Alamos County New Mexico.
Achieved 102% of $ 800 thousand dollar quota.
Telesoft Corporation Phoenix, AZ 3/02 to 4/03
Regional Sales Manager
Sold Enterprise Level Telecommunications Software solutions to Fortune 1000 companies as well as county and state governments. Provided both in-house and ASP solutions to customers. Geographic territory consisted of 15 mid-central states. Determined client needs and requirements and configured and priced software to meet those needs and requirements. Conducted demonstrations to generate initial interest and prepared proposals to present solutions to customers. Also responded to RFP’s based on companies ability to provide required solutions. Also worked with channel partners to increase market share.
Sold first media account to the Tribune Company valued at over $375,000
Recruited new business partners responsible for $250,000 dollars in sales in one
quarter. This was an increase of 12% from previous quarter.
Helped established inside sales telemarketing plan to generate new level of sales leads. This increased sales leads by over 25%.
Achieved 105% of $ 1.2 million dollar quota.
SBT ENTERPRISE SYSTEMS Scottsdale, AZ 10/99 to 12/01
Western Regional Sales Manager
My position involved hiring, training, managing, motivating and developing a team of high quality, success-oriented sales executives. I had 5 direct reports with 3 sales and 2 technical personnel. Conducted weekly meetings with sales representatives to manage pipeline activity, provide product and industry training, assess sales strategies, review accounts and ensure maximum revenue growth of all SBT products. Was able to enhance the relationship between SBT Enterprise Systems and all Business Partners as well as end-users. Providing support and training to new and existing business partners in the Southwest and West coast. Referred qualified leads to business partners and helped with the sales process to close deals. Sold ERP Enterprise Financial applications, CRM and
E-commerce software to new customers. Maintained database of all leads to business partners and produced forecast based on their sales projections. Sold upgrades to existing customers and resolved problems with their current systems.
Increased business partners by 15%
Helped business partners close $750,000 dollars in business.
Helped business partners identify new markets.
Help sales executives achieve 95%-110% of quota.
Achieved 101% of $ 1.5 million dollar quota.
SHERWOOD SYSTEMS Phoenix, AZ. 9/97 to 09/99
Major Account Manager
Sold Great Plains ERP Enterprise Accounting, E-Commerce, CRM and Financial Management Software to various businesses markets in the state of Arizona. Conducted system and business needs analysis, demonstrated software, prepared proposals and closed business. Assisted with development of Marketing Plan, identified key markets, help design mass mailers, and selected industry specific seminars. Developed partnerships with other VARS for lead referral relationships.
Sold Peter Piper Corporate Account valued at over $165,000 dollars.
Sold Phoenix YMCA Account valued at over $ 110,000 dollars.
Instrumental in implementing sales force automation for internal use.
FIRST SYSTECH INTERNATIONAL, INC. Phoenix, AZ. 2/95 to 8/97
Charged with growing and developing the Arizona market, when company recently relocated from Amarillo, Texas to Phoenix, Arizona. After seven months of employment I was promoted from senior account executive to sales manager. I was responsible for all aspects of sales and marketing of computer systems both nationally and internationally. Directed and developed company relationships with all hardware vendors to maintain highest possible profit margin on all systems sales.
Sold largest system to date with company valued at $250,000 dollars.
Consistently increased sales volume by over 15% per quarter.
Increased market share in Arizona by over 25%.
REYNOLDS & REYNOLDS Phoenix, AZ. 6/89 to 12/94
Senior Account Executive
Increased market share from 17% to 35% first year with company
Consistently sold competitive accounts with one valued at $475,000 dollars.
Capable of establishing, maintaining and retaining diverse client base.
VALLEY COMPUTER SYSTEMS, INC. Phoenix, AZ. 5/84 to 5/89
Senior Account Executive
Developed highly profitable sales of third party security software.
Opened new markets for company
Consistently recognized for quality service and ability to develop and establish excellent client relations.
PDPS COMPUTER SERVICES, INC. Phoenix, AZ. 10/82 to 5/84
Won approval of company to list of certified vendors with state of Arizona.
Consistent top producer. Recognized for maintaining the highest sales percentages within the company.
Secured contract with the University of Arizona for document retrieval system valued at $ 250,000 Dollars.
R&B COMPUTER SYSTEMS, INC. Tempe, AZ. 9/78 to 10/82
Consistently ranked within the top five producers of the company on a monthly and yearly basis.
Sold first medical accounting systems.
Recognized as top sales producer on numerous occasions.
UNIVERSITY OF ARIZONA Tucson, Arizona 1974 – 1978
Degree: Bachelor of Science in Biochemistry
Minor: Chemistry and Physics
GRADUATE COURSES TAKEN
ARIZONA STATE UNIVERSITY Tempe, Arizona 1985 – 1995
Managing High-Technology Companies
Design and Implementation of Distributed Processing Systems
Understanding Local Area Networks
Marketing for High Tech Companies
Developing a Business Plan
The Sandler Sales Institute: 7-Step System for Successful Selling
The New Strategic Selling
HARDWARE / SOFTWARE
IBM PC’s & Compatibles (Dell & Compaq), IBM RS /6000, DEC –VAX, NCR Tower, MIPS, MS-DOS, MS-Windows 3.xx, 95, 98, 2000, 2003, XP and NT, MS-Outlook 97, 2000, 2003, MS-Word, MS-Excel, MS-Access, Power Point, UNX, Linux, AIX, VMS, Informix, Citrix and Novell. Web-Conferencing Software: Webex, Placeware, iLinc and Sonexis. CRM/SFA: Saleslogix, Goldmine, ACT, & Salesforce.com