Summary
Overview
Work History
Education
Skills
Software
Passions
Timeline
Hi, I’m

Stephen Sutphen

Enterprise Sales Professional
Arlington,VA
Stephen Sutphen

Summary

Versatile Senior Account Executive offering experience in account development and expansion, new business development as a single contributor, manager, channel/alliance contributor. Expert at driving sales and building relationships that exceed quotas and expectations.

Domain Experience providing solutions to Financial Services, Insurance, Telecommunications, Media and Manufacturing clients

Overview

40
years of professional experience
4
years of post-secondary education

Work History

Boomi
Chesterbrook, PA

Sr. Account Executive
07.2022 - 12.2022

Job overview


  • Developed strategies using market research with support from cross-functional teams.
  • Met with new customers to share product and service information, listen to needs and learn about business operations.
  • Set and monitored sales targets and identified potential customers.

Mom
Freehold, NJ

Elderly Caregiver
03.2020 - 11.2022

Job overview

  • Developed and managed MOM's care plan for Mom ensuring care allowed her to live at home.

Red Hat
Raleigh, NC

Storage Account Executive
08.2018 - 03.2020

Job overview

  • Strengthened customer relationships with proactive and collaborative approach to managing needs with existing accounts, Verizon, AT+T, Sprint, Tmobile, Charter, Frontier Warner Bros.Discovery to drive revenue growth of 111% to $1.2M


Oracle
Redwood City, CA

Sales Executive - Engineered Systems & Storage
10.2014 - 08.2018

Job overview

  • Negotiated and closed profitable sales contracts with existing customers (State Street, Fidelity Invest, and Verizon to increase loyalty and retention.
  • Exceeded sales goals by implementing aggressive sales programs, overhauling processes and facilitating market development - '15 112% of quota.
  • Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
  • Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.

Fujitsu
Sunnyvale, CA

Sr Client Executive
06.2002 - 10.2014

Job overview

  • Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
  • Motivated team members to meet and exceed sales targets.
  • Contributed to annual revenue goals by selling new products- Server, Storage & Mobile Integration Services - Salesforce, Oracle, Data Center, Mobile Apps.
  • Perf: '10 -$10.5M 125%, '11-$12.4M 311%, '12-$10.5M 145%

Liaison Technology
Dallas, TX

Regional Sales Manager
01.2001 - 01.2002

Job overview

  • Collaborated with senior executives to evaluate performance in NE Region and develop strategies to expand revenue generation of our Content Management Platform.
  • Conducted product demonstrations and presentations to potential clients to capture more sales.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships at Penske, IDC and BD - $1.5M of net new business.

Computer Associates
Islandia, NY

VP Channel Sales
01.1999 - 01.2000

Job overview


  • Assessed, clarified and validated partner needs to nurture relationships and achieve success launching new Security Suite offerings
  • Managed revenue models, process flows, operations support and customer engagement strategies.
  • Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
  • Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.


Network Associates
Santa Clara, CA

Global Alliance Manager
01.1997 - 12.1999

Job overview

  • Designed alliances strategy that executed growth supporting business goals with GSI's - PwC and IBM GS - net new business of $1.5M
  • Developed business unit team at PwC that delivered go to market best practices, implementation run books that drove internal and more importantly external new clients for Network Associates
  • Maintained partner relationships across entire lifecycle from onboarding to ongoing success.

Lexmark
Lexington, KY

District Sales Manager
12.1992 - 01.1999

Job overview


  • Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
  • Built new business avenues by applying direct sales and channel-based strategies, bringing in more than $5M in annual sales.

IBM
New York, NY

Marketing Manager, Account Executive
10.1982 - 12.1991

Job overview


  • Executed comprehensive marketing plans that consistently achieved targets for increased revenue.
  • Top Sales performer in '84 launching NYC Area PC dealers such as Businessland Performance: $30M 300%. 4-100% clubs
  • Completed IBM Management School

Education

Miami University
Oxford, OH

Bachelor of Science from Business
08.1978 - 05.1982

University Overview

Skills

    Business development and planning

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Software

Microsoft Office

Salesforce

Google Workspace

Zoominfo

Sales Navigaotor

Passions

Passions
  • Water Sports, Bucket List check offs, Gardening
  • Diversity, Equity, Inclusion & Sustainability Causes
  • Volunteering: MS Society, Holiday Express, Ocean Conservancy

Timeline

Sr. Account Executive
Boomi
07.2022 - 12.2022
Elderly Caregiver
Mom
03.2020 - 11.2022
Storage Account Executive
Red Hat
08.2018 - 03.2020
Sales Executive - Engineered Systems & Storage
Oracle
10.2014 - 08.2018
Sr Client Executive
Fujitsu
06.2002 - 10.2014
Regional Sales Manager
Liaison Technology
01.2001 - 01.2002
VP Channel Sales
Computer Associates
01.1999 - 01.2000
Global Alliance Manager
Network Associates
01.1997 - 12.1999
District Sales Manager
Lexmark
12.1992 - 01.1999
Marketing Manager, Account Executive
IBM
10.1982 - 12.1991
Miami University
Bachelor of Science from Business
08.1978 - 05.1982

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Stephen SutphenEnterprise Sales Professional