Summary
Overview
Work History
Education
Skills
Timeline
Generic

CHIP POLICH

Aliso Viejo,CA

Summary

Results-driven and highly accomplished Sales & Account Executive with over 20 years of experience and success in sales, account management, and new business development. Adept at educating clients on company products and services, establishing new key accounts with Fortune 500 companies, expanding the client base, and ultimately generating higher levels of revenue throughout assigned territories. Currently seeking a position as which will effectively utilize all acquired skills, abilities, and areas of expertise as follows: ERP/CRM Platform Optimization, Sales/Account Management, Territory/Market Growth, Key Relationship Building, Networking/Referrals, Team Building/Leadership and Strategic Sales Planning

Overview

28
28
years of professional experience

Work History

Account Principal

NetSuite
06.2019 - Current
  • Provided guidance and consultation to finance professionals on how to optimize the use of our ERP platform to attain the utmost return on investment.
  • Built and strengthened relationships with new and existing accounts to drive revenue growth.
  • Achieved 110% of quota first year in territory and lead a team of 6 in both revenue generated and activity.
  • Attended President's Club for over quota achievement in 2021 and 2022.

Arago Gmbh
09.2018 - 04.2019
  • Responsible for proactively positioning our HIRO Artificial Intelligence platform to Fortune 500 and 1000 companies
  • Successfully increased revenues within my account base by $500,000 during first three months of employment
  • Prospecting into a West Coast territory comprised of various market segments and verticals
  • Surpassed activity based targets and designated as team lead.

Account Executive

IBM
11.2015 - 02.2018
  • Responsible for promoting our SaaS-based Collaboration Suite, Box and Watson HR Cognitive Analytics
  • Quota achievement during first year in territory
  • Prospecting in to 25 Enterprise accounts in Northern and Southern California
  • Sustaining and growing 25% of the accounts and prospecting in to 75% of the accounts
  • Leading team with activity based goals and consistently recognized by management
  • Developed and organized marketing events and booths for IBM Think and IBM Watson Conferences
  • Assisting management with structuring licensing options for clients
  • Mentoring new team members on sales methodologies and strategy.

Account Executive

Salesforce
07.2014 - 11.2015
  • Responsible for selling our Salesforce Automation platform to mid-market accounts
  • Number 1 Account Executive on the team of quota May 2015 of quota June 2015
  • Number 1 team in region in May and July 2015
  • Won the “Tiffany’s contest” in May 2015 for most revenue closed in region
  • Successfully sold 6 new logos within the first 9 months
  • Consistently lead the team in activity quota and initiated/facilitated new partner programs.

Global Account Manager

InterCall
06.2009 - 07.2014
  • Held accountable for providing expertise in audio, web, visual, and unified communication while consistently exceeding quotas and winning awards
  • Forged the first partnership with Cisco and closed the largest Unified Communication deal on the National Account team ($4.4 million)
  • Attended Gold Club in 2011, 2012 and 2013 for above quota performance (130%)
  • Sold $500K in new streaming revenue and video equipment to Fortune 100 companies in the first year.

Account Executive

Solutionz, Inc
04.2008 - 06.2009
  • Specialized in video conferencing and audio visual room integration for Fortune 500 companies, government agencies, law offices, court systems and school districts
  • Won the Rookie of the Year Award for $140K in Gross Profit during first year in territory.

Meeting Consultant

InterCall
12.2002 - 04.2008
  • Provided consultation to Fortune 500 and 100 companies on improving communication through the use of audio, video and web conferencing
  • Consistently exceeded annual quota of $1 million and more, as well as qualified for Gold Club for 3 consecutive years
  • Played a key role in the effort to expand business in India with a large semiconductor corporation, leading to a partnership with Reliance, a major telecommunications provider in that region
  • Won several activity-based contests within my office, which generated over $25,000 InterCall dollars.

Sales Agent

JMG Security Systems
11.2001 - 10.2002
  • Specialized in offering security system solutions to medium-to-large, commercial, industrial and retail businesses in San Diego County
  • Products and services included: burglar alarms, fire alarms, closed circuit television, access control systems, patrol services, and state-of-the-art 24HR central station monitoring
  • Effectively closed competitive takeover with Ashworth Inc
  • For all their security needs which over the next five years will generate approximately $500K in total revenue
  • Successfully closed $30K in revenue during second month in territory.

Business Manager

Xsellsys Corporation
05.2001 - 09.2001
  • Responsible for establishing and cultivating channel relationships specifically in the Customer Relationship Management (CRM) software area
  • Attended and organized CRM tradeshow at the Jacob Javitz Center in New York, which generated qualified leads
  • Consistently met and exceeded “pipeline” requirements within the company
  • Frequently led and organized demonstrations of our Sales Force Automation tool to companies in the mid to enterprise level marketplace
  • Conducted several “needs analysis” procedures for Fortune 1000 companies to define their unique business model.

Corporate Account Executive

SoftChoice Corporation
06.1998 - 05.2001
  • Provided software acquisition and licensing expertise to organizations with 50 to 5,000 PCs
  • Developed and maintained most consistent account (Odetics) for office with average of $10K to $20K in monthly revenue
  • Signed Microsoft Enterprise Agreement for San Diego Union Tribune for all of their software licensing ($850K)
  • Received many recognitions for outstanding performance and achievement.

Account Manager

IKON Office Solutions
04.1996 - 06.1998
  • Provided document production service for 25 major accounts comprised of law firms and corporations in the Costa Mesa area that required high volume document reproduction to paper, plus coding and imaging
  • Promoted from Customer Service Representative to Account Manager within first 8 months, and have since developed 50% of the new accounts in assigned territory
  • Developed #1 account for IKON, Impac Commercial Industries, whose purchasing increased from $2K/month to $30K/month, and grew from 5 to 10 buyers.

Sales Associate

L.A. Futures
08.1995 - 04.1996
  • Gained valuable sales experience as a technical recruiter placing engineers, administrators, programmers, and consultants into permanent positions in the computer industry
  • Placed first candidate during first month of training, which produced $15K in revenue
  • Ranked #1 in 6-person group for call activity and contacts made.

Education

B.A. - Sociology

University of California Santa Cruz

Skills

  • Facilitating account development through client acquisition, effective marketing strategies, and by driving sales through consistent follow-up activities
  • Cultivating and nurturing relationships with clients to educate them on service or product specifications, including features, advantages, and benefits
  • Collaborating with other sales representatives to improve productivity, as well as designing various strategies to meet targeted revenue objectives
  • Strong work ethic and track record of success with a history of developing long-lasting relationships based on a foundation of trust, integrity, and outstanding performance
  • Ken Miller “Strategic Selling Seminars”
  • Sandler Sales Training
  • IBM New Seller Journey
  • IBM Global Sales School
  • Read SPIN Selling, The Oz Principle, Getting to a Yes, Hope is Not a Strategy and The Challenger Sale
  • Technical Proficiency: MS Word, Excel, PowerPoint, Salesforce CRM, NS CRM, Linked In Sales Navigator, Zoom Info, DataFox, DocuSign, Workday, Concur, Zoom, WebEx, GoTo Meeting web / video conferencing and Slack

Timeline

Account Principal

NetSuite
06.2019 - Current

Arago Gmbh
09.2018 - 04.2019

Account Executive

IBM
11.2015 - 02.2018

Account Executive

Salesforce
07.2014 - 11.2015

Global Account Manager

InterCall
06.2009 - 07.2014

Account Executive

Solutionz, Inc
04.2008 - 06.2009

Meeting Consultant

InterCall
12.2002 - 04.2008

Sales Agent

JMG Security Systems
11.2001 - 10.2002

Business Manager

Xsellsys Corporation
05.2001 - 09.2001

Corporate Account Executive

SoftChoice Corporation
06.1998 - 05.2001

Account Manager

IKON Office Solutions
04.1996 - 06.1998

Sales Associate

L.A. Futures
08.1995 - 04.1996

B.A. - Sociology

University of California Santa Cruz

Similar Profiles

CREATE PROFILE
CHIP POLICH