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Ellia Kassoff

3333 None Such Road

Newport Beach, California 92657

Home: (949) 999-9999

Work: 949) 88-8888

kassoff@ssrcorp.com

 

 

·        $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, Toyota

·        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, California (ABC Company)

                              Director

Big Big Software acquired ABC Company in 2002.  Market IBM, Hitachi, Amdahl software applications, and UNIX Client/Server software to resolve business pains/compelling events to the "C" level.  Global accounts include: CSC, SAIC, Sony, Toyota, Northrop, Edison, and others.  Resulted in:

               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, Los Angeles, California

                              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, Westwood, California

                              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, Los Angeles, California

                              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., China Lake, Metro Water District, CSC, and Sony.  Resulted in:

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, Boston MA

                              School of Management

 

                              *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.