SHANE WAINWRIGHT
15 Charming Street • Saratoga, CA 95070
Cell: 408-555-5555 • Email: [email protected]
SENIOR BUSINESS DEVELOPMENT MANAGER
GLOBAL TIER 1 VENDORS | TECHNOLOGY AND SOLUTIONS SALES
HIGH VALUE TECHNOLOGY SOLUTIONS, SERVICES AND OUTSOURCING
"Customers Believe in him. He truly becomes the 'trusted advisor' to his clients" – State Manager
Senior Business Development Manager, acknowledged for well-defined understanding of the business-technology interface and capacity to identify and align clients' emerging technology needs with products and services. A successful and diverse background spanning technical, operational management, service delivery, project management, and business-development disciplines underscores expertise in engaging decision makers and devising winning sales strategies and solutions.
Uncompromising ethics and transparent communications underpin business-focused value propositions that leverage competitive advantage via top quality service. Skilled in optimizing teams dynamics, uniting diverse agendas to a common goal, and harnessing strategic and operational drivers to deliver results.
VALUE OFFERED
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BENCHMARKS AND MILESTONES
EMPLOYMENT NARRATIVE
NY UNITED GLOBAL SERVICES, Saratoga, 7/2006 – Present
Business Development Executive, Business Process Innovation
SNAPSHOT
Company: Global Tier 1 leader in document management solutions.
Budget : $2.3M Revenue target
Sales/Deals: $3-2M average deal size, 1-2 year sales cycles.
Summary: Targeted new business in enterprise companies with high-volume, document-intensive business processes to outsource and reengineer services.
Distinguished for developing a qualified pipeline of $52M for a new line of business and establishing the gold standard of prospecting and cold-calling processes later used by Business Development Executives worldwide.
Upon commencement, the challenges appeared daunting. The unexpected departure of the National Product Manager prompted the need to develop a personal strategy and the tools critical for driving sales.
Identified portfolio gaps and deficiencies and joined forces with the National Portfolio Manager to address issues, conduct market research, devise new strategies and produce the marketing collateral, sales tools and templates to support the sales effort for a new line of business nationally.
VOLUMABLE, Saratoga, 12/2004 – 6/2006
Business Development Manager
SNAPSHOT
Company: Largest systems integrator with $500M in revenues
Reported to: Sales Manager
Sales/Deals: $1K to $5M, 1 week to 1-year sales cycle.
Summary: Targeted new business in SME and enterprise companies across all commercial verticals, with full spectrum of technology offerings.
Won the largest new outsource services contract in the company's history, later used as the managed services flagship and reference company. The $5M three-year outsource service contract surpassed offerings by prime competitor IBM and incumbent provider HP.
EMPLOYMENT NARRATIVE
CORPORATE IT SOLUTIONS, SAN FRANCISCO, 4/2003 – 7/2004
Business Development Manager
SNAPSHOT
Company: Largest supplier of a diverse range of business products to the corporate market revenues of $897M.
Budget: $650K GP ($5M revenue target).
Reported to: ITS Sales Manager
Products/ Solutions: technical services, managed services, procurement services, infrastructure products, best-of-breed partner solutions, software and licensing.
Gained distinction as a superior business development performer, accomplishing 65% sales to budget from a zero base within the first 12 months. Later, handpicked to lead bid for the company's largest and most complex IT services proposal in its history that set a new benchmark for the ITS division.
MANUCHAIR, Rocklin, 7/1996 – 7/1999
Managing Director
SNAPSHOT
Company: Start-up manufacturer and national distributor of domestic furniture.
Propelled start-up business into a flourishing manufacturer and national distributor employing seventeen staff, and gaining distinction for rapid order turnaround and superior service that surpassed larger competitors. From just five leads, grew customer base to 100 regular customers, with larger retail franchises keen to sign national buying agreements.
Despite no prior industry experience and a shoestring budget, jump-started business with minimal capital. Within 12 months, the business had reached $600K turnover, producing and delivering 100 units weekly to 200 independent and franchised retailers.
EDUCATION & TRAINING
BA (Psychology)
University of California
Hundreds of hours devoted to ongoing professional development throughout career via workshops, formal and informal training courses, memberships in industry associations, market research subscriptions and more. Highlights include: Executive Briefing Presentation Certification, VITO Selling Strategy, Strategy - The Art of Winning, SPIN Selling, Operations Supervision and Control, Situational Leadership, Presentation Skills, Extraordinary Service Leadership, and more than fifty technical training courses spanning areas of systems, networks, architecture, platforms and data communications.