John M. Charpentier
425.827.1734
206.669.5412
www.linkedin.com/in/johncharpentier
Summary of
Qualifications
Award-winning sales professional with a
proven track record of success:
High-energy sales
executive with over 25 years of experience in Enterprise Software and the
High-Tech Industry. Develop new
markets and increase revenue by selling six-figure solutions to Fortune 500
companies. Consistently exceed sales goals regardless of economic conditions.
Experienced in
competitive strategy and business process management:
Hands-on strategist
with the goal of optimizing opportunity, efficiency and relationships to
achieve maximum return on investment. Disciplined approach to
ensure team cohesion in serving our customers.
Excellent
communicator and negotiator:
Design and implement winning sales
strategies from the ground up. Create, recognize and capitalize on new business
opportunities. Dedicated, thorough and creative
problem-solver. Build repeat business through a consultative sales
approach. Thrive in fast-paced,
entrepreneurial start-up environments.
Tech-savvy
self-starter:
Great
organizational and project management skills. Expert
knowledge of CRM systems and direct email campaigns for lead generation.
Daily user of software tools.
Fluent
in English and French.
Professional
Experience
JMC Consulting 1987 – Present
Sales & Management Consultant
Strategic
consulting including business planning, competitive analysis, partner
development, business process development, and sales strategy.
Clients include:
Directions on Microsoft, CONNX Solutions, New Horizons, Print, Inc., Integra
Telecom, Bell & Howell, O.C. Tanner, Rossi & Sons.
Recent projects
include:
Directions on Microsoft,
Provider of independent analysis of Microsoft technology and strategy. One of
the products is the current Microsoft organizational chart of 600+ senior
executives from GM's up to Steve Balmer, CEO.
Director of Sales
Responsible for generating new business by
prospecting and signing C-level users including; Microsoft enterprise customers
and partners, ISVs, hardware vendors, software companies, and IT
decision-makers worldwide. Key accomplishments include:
Directly
contributed to the increase in sales revenue by finding new accounts and
closing additional business.
Recommended and
implemented company’s first CRM solution for use by sales, marketing, and
services and support.
CONNX Solutions, Inc.,
Leading provider of SQL data access, integration,
migration, and replication software solutions.
Director of Marketing
Drive all global marketing and sales
initiatives to generate new business. Key accomplishments include:
Oversaw creation of new company website,
ads, email campaigns and printed collateral.
Designed effective marketing strategies for
lead generation to land key new accounts.
Promoted
company brand and increased product awareness throughout client base.
Successfully
managed high profile partners including Microsoft, HP, IBM Oracle, Sun and
MySQL.
TranSenda / BioClinica,
Global provider of
clinical trial management software and services.
Account Executive
TranSenda was a start-up.
Managed sales, marketing and business development for BPM (business process
management) platform used to build custom solutions for healthcare and life
sciences organizations in
Established
strategic partnerships to increase company visibility and drive sales revenue.
Brought
in 90% of all company sales revenue.
Signed 70% of all referenceable
customers in North America.
Compuware
Corporation,
Leading worldwide provider of software products and
services designed to increase productivity.
Major Account Manager
Directed
sales and marketing seminars for APM (Application Performance Management)
software and services to IBM mainframe customers.
Generated new business from Fortune 500
companies.
Mended broken
relationships with major accounts throughout territory.
Strategy
Software, Inc., Kirkland,
WA 1999 – 2001
Provide Information Management Software, systems, utilities and services to
instantly create strategic decision-making reports.
Sales Manager
Hired by the Founder/President during
business start-up to establish the sales, marketing and support teams focused
on worldwide sales.
Implemented all sales, marketing and
support functions closing sales revenue of over $1M.
Start-up,
established the first company office and CRM solution used by sales, marketing
and customer service.
Sold to AlliedSignal/Honeywell, Alstom
ESCA, AT&T Wireless, Bausch & Lomb, Bell Helicopter, Benjamin Moore
& Company, BioLab, Boeing, ConEdison,
Corning, Delta Dental Plan, Enron, Fluke Corp., KPMG, LexisNexis, Lucent
Technologies, MasterCard International, Microsoft, Nacco
Materials Handling, Siemens Medical, Vodafone, Waste Management, & Wah-Chang/Allegheny Teledyne.
INRANGE
Technologies Corporation / Brocade,
Provider of innovative networking solutions that help the world’s leading
organizations transform their businesses.
Major Account Manager
Opened first sales office in the Pacific
Northwest.
Increased sales revenue to over $2M or 250% within two years
Developed strategic partnerships with:
Dell, EMC, HP, Hitachi Data Systems, IBM, StorageTek,
Tivoli, & Veritas.
New accounts developed include: Premera Blue Cross, SeaFirst
Bank, & US West.
Attachmate Corporation, Montreal, QC,
Canada & Bellevue, WA 1991 – 1997
Technology solutions for host connectivity and systems, and security
management.
Senior Account Executive
Directed sales and
marketing of software and services for IBM mainframe and other Enterprise
systems.
Member of Gold Heart Club for achieving a
minimum of 110% of yearly sales quota most years.
Generated total sales of $1.6M (118% of
quota) and $2.1M (121% of quota).
Closed largest new business order in the
Pacific Northwest region of $280,000.
Promoted to Senior
Account Executive after successfully opening the first sales office in
Montreal.
Matrox,
Leader in designing hardware and software
solutions in the fields of Graphics, Video editing and Image processing.
Sales
Manager
Created a new reseller sales channel
to sell and support high performance graphics solutions for use with AutoCAD
from Autodesk as well as other major CAD applications throughout
Increased sales from $500K to $2.5M over a
period of 12 months.
New
accounts developed include: Walt Disney Imagineering, Boeing, General Dynamics,
& Minardi Racing Team.
Hired
and managed the sales, marketing and support teams supporting
Recommended and implemented a CRM solution
for end-user customers, prospects and resellers.
HP,
HP
is the world’s largest IT Company, with revenue totaling $126 billion for
fiscal year 2010.
Sales
Representative
Closed major new accounts via direct and
reseller channels including United Nations ICAO for over $2M in sales.
Honeywell,
Information Systems Division / Bull,
Global manufacturer of computing hardware,
software and services.
Account
Manager, Information Systems Division
Two-time
winner of the Pacesetter Membership Award with over 100% of sales quota.
Two-time winner of the Million Dollar Club
Award with over 120% of sales quota.
Top Canadian
General-Systems Operations Representative with 168% of sales quota.
Software
Microsoft Office
Suite, MS CRM, SharePoint, FrontPage, Project, Publisher, Visual Studio
Adobe Photoshop,
InDesign CS, Dreamweaver MX
Salesforce, Sage
ACT!
Education
Bachelor of
Commerce, Marketing Major Concordia University
Montreal , QC ,
Canada
I believe this is an effective strategy for creating
sales wins:
The Five Competitive Forces That Shape Strategy by Michael
E. Porter
The
Five Forces That Shape Industry Competition
Link to Original HBR Article & Video Interview with Michael
E. Porter
Michael E. Porter