Ellia Kassoff
3333 None Such
Road
Newport Beach,
California 92657
Home: (949)
999-9999
Work: 949) 88-8888
·
$60+ Million
in pipeline, software sales
·
$28+ million,
software with services, closed in 2002
·
10+ years @
155% - 300%+ performance against
sales quotas of up to $16 million
·
Average deal
size $1 million+
·
Last 12
years’ W-2s @ $250K+; 2002 W-2 @ $900K+
·
Consistently
ranked in top 10% of computer industry sales representatives
·
Work with
Boards, Committees, CEOs & Presidents
·
Direct and
indirect reports of 100+, P&L responsibilities
·
15+ years
experience with Big 5, AT&T, IBM
Global, CSC, other strategic partners, F-500
·
Use value
selling, 9 box solution selling, other high end business styles
·
Key vertical markets
include general commercial, government, aerospace
·
In approx. 25% of deals, bring in professional services firms
and help close their deals with clients; total professional services sold
indirectly are $235 Million+, including Sony, Raytheon (Hughes
Aircraft), Northrop Grumman,
· Understand most hardware, software, and services offerings from a business perspective, including ERP, CRM, SCM, Data Warehouse, Business Intelligence, EAI, transaction processing, applications development
EXPERIENCE:
8/94 - Present Big
Big Software, Inc,
Director
Big Big
Software acquired ABC Company in 2002.
Market IBM,
2002: 178% of $16 million annual quota
2001: 372% of $11 million quota
2000: 156% of $11 million quota
1999: 218% of $5 million quota
1998: 163% of $4 million quota
1997: 184% of $3.9 million quota
1996: 177% of $3.75 million quota
1995: 219% of $2.85 million quota
5/89 - 7/94 Well-Known Software, Inc,
National Accounts Representative
1/91 - 7/94 B.M.S. Division
Marketed supply chain management software to the "C" level.
5/89 - 1/91 Nixdorf Division
Developed and created market presence for UNIX-based and personal computers. Major customers for the divisions included: AT&T, GTE, CSC, Litton Computer Services, Ralph's, Food For Less, Vons, Rockwell, Nissan, Northrop, Edison, Loral, Mazda, Wells Fargo Bank. Negotiated and managed new business from the beginning of the sales cycles: set-up of project teams for final rollout of products. Resulted in:
1990-1994: Presidents Club.
1993-1994: 184% of $3.8 million quota
1992-1993: 173% of $3 million quota
1991-1992: 218% of $2.4 million quota
1990-1991: 243% of $2.1 million quota
2/88 - 5/89 Another Major Software Company,
National Sales Representative
Sold AMSC turnkey UNIX and mainframe computer software to specific accounts such as: Rockwell, Hughes Aircraft, Boeing, Systemhouse, TRW, Navy, and Vandenberg AFB.
1988-1989: Ranked #6, out of 144 sales
representatives, with a $2 million quota
1989: 192% of quota
1988: 126% of $1.1 million quota
12/83 - 1/88 UUse it UBuy it
Software,
Major Account Marketing
Marketed IBM/DEC
mainframe, mini/micro computers, and 4GL software, to a large variety of aerospace, manufacturing,
government and distribution accounts.
Major customers included: Hughes Aircraft, Rockwell, Boeing, Farmers
Insurance, Beckman, N.O.S.C.,
J.P.L.,
1985-1988: Presidents Club.
Consistently ranked between #1 and #9 in sales out of 236 sales
representatives. 1987-1988: 237% of $2 million quota
1986-1987: 274% of $2 million quota
1985-1986: 249% of $1.5 million quota
1984-1985: 197% of $850,000 quota
1985: Named most valuable
marketing employee in sales for the division.
EDUCATION:
1981 - 1983 Harvard Business School
MBA
1977 - 1981 Boston
University,
*Self funded through both colleges by working as a computer COBOL programmer.
OTHER: Courses:
Relationship Selling, The Art Of War, Solution Selling, Karrass, Negotiations, Strategic Selling, Target Selling, SPIN, Harvard Business review, Six Sigma, other formal/non-formal technical, and non-technical courses.