david sheridan

* Participated in developing the overall vision and strategic plan to guide the organization. * Provided input to all areas of the business including staff, budget, company assets and other company resources to help make the best use of them. * Fostered new channel relationships with complimentary partners and vendors. * Motivated and mentored staff to ensure a positive organizational culture. * Key Accomplishments * Helped the company earn the second consecutive North American Partner of the Year award. * Launched and promoted the Rapid Deployment Service for mid-market clients, thus reducing the risk and entry point into leveraging enterprise software.

* Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company’s strategic goals * Develop and participate with the Senior Staff, in the development of the Strategic Marketing and Sales Plan for the Company * Manage sales direction and quotas for US & Canadian sales reps. * Seek out and target new customers and new sales opportunities, initiate action plan to approach and secure new business * Coordinate sales operations with Marketing and other departments/divisions of the Company. * Sponsor and attend OpenText EnterpriseWorld and Innovation Day events across North America. * Sponsor and attend SAP FKOM and Sapphire annual events. * Focused on sales execution and leadership with OpenText Enterprise Information Management (EIM) solutions sales across Canada and USA. * Focused on SAP partnership promoting OpenText xECM for SAP and Vendor Invoice Management (VIM) solutions.

* Manage all enterprise client relations (government, FI) as well as relations with vendors and partners. * Specialized focus in ECM and portal solution space, including solutions from OpenText, BEA, FileNet, Vignette, Reddot, Redhat and Documentum * Exclusive Canadian reseller of Schemalogic Metadata & Corporate Taxonomy solutions * Handle all client requests regarding software licensing and renewals from IBM, Oracle & BEA. * Work with our channel business partners and suppliers to build a unified approach to solving our customers’ challenges. * Custom application development

Managed all IBM interactions with 50 top tier accounts across Southwestern Ontario including: municipalities, hydros, pharmaceuticals, financial institutions and distributors. Focused on selling/integrating enterprise software and applications, such as SAP into target segment. Created demand generation marketing materials, and run successful campaigns. Achieved 125% of quota. Developed extensive relations with C-level executives to ensure their growth strategies are being met Worked with our channel business partners and suppliers to build a unified approach to solving our customers’ challenges.

* Managed 1100 accounts within the SMB space in Toronto, with primary focus on the above industries. * Responsible for coverage across all 14 IBM brands, including software, hardware and services * Initiated/drove events at IBM’s eBusiness Technology Center, driving further interest in IBM’s eServer brands * Continually developing relations in the Business Partner and ISV community to help with account coverage and to leverage skill set. * Leveraging the CIO Agenda, a recent study which communicates to the CIO the opportunity to create a self-funding model for the development of new business enabling capabilities.

* Responsible for supervising over 35 sales reps in two provinces * Daily activities include: sales training, call coaching, solution delivery, reporting/forecasting, cadence reviews as well as interviews, managing marketing campaigns and local business partner relations. * Assisted in the team evolving to a new model called Software Acquisition and Channels team (SWAC), driving ISV core solutions with backend IBM software into SMB and white space markets. * Chosen to assist IBM Asia Pacific in starting up the SWAC model in the Brisbane, Australia call center, based on the success seen in the Americas centers. The engagement included interviewing, nominating and recruiting ISVs and business partners in Sydney, Australia, Bangalore, India and in Beijing, China. * Continued to drive the model into Latin America, and currently looking to expand into EMEA. * Drove and supported my sales team to over 165% of their quota, and being recognized in the 100% club.

As an inside sales rep responsible for both large account and SMB customers across North America. Consistently achieved over 100% of quota, and won various sales awards of excellence. Skills for the role include wide brand and solution knowledge, solid understanding of various sales channels and ensuring superior customer experience. - completed IBM's Signature Sales Method course, as well as extensive training in the following e-business arenas: CRM, SCM, EAS/ERP, SAP, portals, data management, Linux o/s, e-commerce and e-procurement.

*  Develop, execute and maintain a Sales staffing and territory plan that ensures sales targets are achieved *  Develop, execute and maintain an overall Sales operations plan that ensures lead generation, Inside Sales, Outside Sales and Marketing are aligned and effective for all key stakeholders *  Recruit, mentor, manage and lead a world-class team of field-based Sales professionals to achieve quarterly and yearly sales targets *  Coach Sales Reps to penetrate accounts, identify decision makers and overcome selling obstacles *  Work with Sales Reps to create and execute tactical sales plans that ensure quota attainment *  Work with Marketing and Product teams to develop sales tools that empower reps to be more * effective in their selling efforts *  Develop and maintain expertise in Vena product features and benefits and provide feedback to * Product and Services teams on customer requirements *  Accurate pipeline management and quarterly sales forecasting. *  Provide line items of role responsibilities

* Ensuring sales team employees achieve performance metrics related to number of calls, demos and opportunities. * Ensuring all sales team employees achieve their quota & targets * Working with SVP and CRO to determine staffing required to achieve current and future targets, and recruiting to support the growth plan. * Coaching and mentoring team where required to help in the successful completion of deals. * Ensuring training programs are in place and being leveraged for both new and incumbent employees. * Conducting monthly 1:1 meetings and annual performance reviews with direct employees and reviews of all staff. * Work with Marketing to assist with tailored messaging to specific verticals.

Activities and Societies: Editor, English Literature Society