Duane Smith
Penn Valley,PA
Summary
Experienced sales leader with over fifteen years of experience leading teams, developing market penetration strategies, building customer relationships and driving revenue. Self-motivated problem solver with proven leadership capabilities, who is able to work across organizations to motivate internal and external stakeholders to achieve results. Goal-oriented manager with distinguished experience in multiple industries and proven leadership abilities. Track record of increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent.
Overview
29
29
years of professional experience
Work History
Vice President, Sales
IFS
07.2023 - Current
- Responsible for managing the manufacturing business all up across North America for the IFS manufacturing business in net new logos
- Key tenants of the role are to establish a new team of 8 Regional Account Managers to grow revenue in this segment which included
- Created a new go to market strategy for the Large Enterprise business across North America which included new territories, business development alignment, partner alignment and goal setting
- Established a new onboarding and training program to accelerate the time to productivity process which included a new quarterly employee review process across all sales teams in North America
- Cultivated strong relationships with key stakeholders, including customers, vendors, regulators, and community leaders to promote collaboration and long-term success.
- Established a culture of continuous improvement, fostering innovation and driving sustainable growth across the organization.
- Product suites include ERP, Field Service Management and Enterprise Asset Management.
- Established and maintained strong relationships with customers, vendors and strategic partners.
Regional Sales Leader Global Accounts
Microsoft
03.2020 - Current
- Managing a team of sellers in a territory consisting of enterprise and strategic accounts in multiple verticals including manufacturing, professional services, business services, retail, and others
- Products suites include the full suite of Microsoft products including Azure, ERP, Modern Work applications, database solutions, artificial intelligence, consulting and technology
- Responsible for driving transformational change with our customers by managing and directing an integrated customer facing team supporting all facets of Microsoft’s business
- Achieved overall attainment of 128% 2020, 136% 2021 and 138% 2023
- Significant responsibilities included upskilling, hiring and coaching employees in the region
- Established a national mentor program that connected 125+ mentors and mentees to help with cultural development and career growth
- Developed a national onboarding program to enable more rapid productivity with new hires
- National table captain for the Brené Brown training program.
Regional Sales Leader
Rimini (RSI)
03.2019 - 03.2020
- Joined RSI to build and upskill the northeast region by establishing new sales best practices and reshaping the sales team with new talent
- Responsibilities focused on building a team to achieving revenue goals through net new business
- Grew business by approximately 135% and finished with the #2 region for worldwide attainment
- The region achieved budget for the first time
- Additional responsibilities included territory development for the region and marketing plan development
- Managed a team of 6 sellers
- Instituted new forecast disciplines that resulted in more predictable results for the aggregate forecast.
VP Sales – NE
SAP
07.2012 - 03.2019
- Grew revenue by 159% in 2018 and achieved Winner’s Circle. The NE achieved budget for the first time
- Worked closely with the GTM team to redesign our marketing and customer segmentation methods which resulted in a 21% increase in install base revenue.
- Responsible for meeting revenue targets primarily through new business generation
- Focused on multiple verticals including manufacturing, consumer products and business services organizations
- Obtained top results resulting in 5 of 7 Account Executives achieving quota and 4 achieving Winner’s Circle
- Merged our single and multitenant teams, which required hiring of new Account Executives and reorganization of two teams
- Instituted new forecast disciplines that resulted in more predictable results for the aggregate forecast
Global Account Executive
SAP
- Strategic accounts manager with a goal to drive significant revenue and adoption of the full SAP applications suite
- Exceeded sales quota in 2013, 2016, 2017
- Guided the territory through the process of migrating from a primarily on-premise software model to a hybrid cloud and on premise model in parallel to SAP’s strategy
- Drove penetration of new SAP product offerings including cCommerce, CRM, platform and analytics
- Major responsibilities include driving revenue, managing change within account base, generating and maintaining a healthy pipeline and creating a satisfied and referenceable customer community
- Dotted line management of an inside team of LOB Account Executives, business development consultants and marketing representatives supporting the territory.
Application Sales Manager
Oracle Corporation
02.2008 - 07.2012
- Primary role as a quota carrying territory manager responsible for revenue generation at new and existing customers
- Exceeded quota in 2008, 2010 and 2011, 2012
- Number one in sales revenue for fiscal year 2010 and 2012 in the region
- Named top performer for New York Metro region
- Significant responsibilities include managing the partner community to best position Oracle to win business, generate additional pipeline and create a satisfied customer community
- Dotted line management of an inside team of sales representatives and business development consultants.
Territory Sales Manager
BizTech, Certified Oracle Partner
12.2006 - 02.2008
- Primary objectives include revenue generation with new and existing Oracle customers in the New York and Philadelphia regions
- Channel responsibilities include managing relationships with Oracle Regional Managers, managing lead generation to and from Oracle, and positioning BizTech to support each territory based on strengths and strategic capabilities
- Marketing responsibilities include identification and execution of marketing campaigns and conferences for each region.
Senior Sales Executive
CDI Corporation
06.2004 - 12.2006
- Major focus of position was building and developing CDI presence within the target market through revenue generation and marketing activities
- Responsible for prioritizing and managing the flow of resources to open requirements with clients in the Philadelphia region
- Primary customers included business and professional services companies
- Achievements: Top ten producer of margin growth nationally in 2005 and top revenue producer at Philadelphia IT branch for 2005
- Annual revenue run rate of approximately $2.5m in sales
- Top three producer in Eastern Region for consulting placements over last half of 2005.
Business Development Manager
CognitiveArts
07.2002 - 06.2004
- Responsible for generating new business in targeted verticals and with other untapped prospects
- Co-developed strategies and products for the Retail Solutions Group
- Representative clients included Albertsons, Lowes and Altria
- Broke into new retail companies as Development Manager of the company’s Retail vertical
- Assisted with the development of marketing materials and collateral for retail vertical, conferences and customers
- Lead sales team in revenue for 2003.
Senior Account Executive
Knowledge Impact, Inc.
03.2000 - 05.2002
- Successfully developed new regional market achieving President’s Club in first year after generating 110% of quota
- Responsible for managing alliances with PeopleSoft, Siebel and Clarify delivery teams in Pennsylvania and New Jersey region to drive more business and revenue through channels
- Developed client marketing plans and vertical penetration strategies for new territory.
Business Development Manager
ASI Business Solutions
05.1995 - 03.2000
- Responsible for approximately $2.5m in annual sales revenue
- Sales revenue leader in 1996, 1997 and 1998
- Large Accounts Manager responsible for accounts generating greater than $1m in revenue.
Education
MBA -
05.2006
B.S., Business Marketing -
01.1993
Skills
- Negotiation expertise
- Client Engagement
- Technical understanding
- Cross-cultural communication
- Team Collaboration
- Team Leadership
- Customer Relationship Management
- Business Planning
- Verbal and Written Communication
- Employee Training
References
Available upon request
Timeline
Vice President, Sales - IFS
07.2023 - Current
Regional Sales Leader Global Accounts - Microsoft
03.2020 - Current
Regional Sales Leader - Rimini (RSI)
03.2019 - 03.2020
VP Sales – NE - SAP
07.2012 - 03.2019
Application Sales Manager - Oracle Corporation
02.2008 - 07.2012
Territory Sales Manager - BizTech, Certified Oracle Partner
12.2006 - 02.2008
Senior Sales Executive - CDI Corporation
06.2004 - 12.2006
Business Development Manager - CognitiveArts
07.2002 - 06.2004
Senior Account Executive - Knowledge Impact, Inc.
03.2000 - 05.2002
Business Development Manager - ASI Business Solutions
05.1995 - 03.2000
Global Account Executive - SAP
Villanova University - MBA,
University of Scranton - B.S., Business Marketing,
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