|
LINDA BURTON
Customer-Centric Corporate Leadership C-Level Fortune 1000 Sales Management Executive Profile
Twenty years’ IT-related senior leadership experience building businesses, handling aggressive corporate and client leadership roles, and solidifying profitable C-level relationships at Fortune companies in finance, technology, manufacturing, healthcare, communications, insurance, and others.
Current President and COO of Tera-Nova Technologies, a global e-CRM software development company serving the Fortune 500 and a worldwide host of government agencies and private sector firms. Spent five years in various vice president positions at Technology Associates (best known for Norton anti-virus products).
Known for ability to create and articulate corporate vision and then move teams to embrace it. Attract talented people and allow teams to take chances, believing that without creative risk taking there can be no true innovation. Drive self and staff hard, but managing with honesty and respect at all times while building an unparalleled staff loyalty that delivers results.
Areas of ability and oversight include multimillion-dollar P&Ls…meeting financial objectives in both expenses and productivity… core management team activities… consistent board of director contributions… international operations… product and market direction… new direct sales… customer satisfaction… existing renewal sales… sales analysis… professional services… pre-sales technical support… tier one and two technical support… implementation.
Sales + Marketing + Owner Mentality + Technology Aptitude + Daring Creativity = SUCCESS Performance
Build or energize sales channels while creating new revenues and clients from widening high-tech business lines. Make marketing and product divisions 100% client-focused and accountable, articulate corporate vision, and then reengineer processes to become more nimble and responsive. Successfully merge disparate acquisition cultures, strategically funneling activities to create new revenue.
Deliver high growth
Rocketed Tera-Nova’s first year growth to 400%. Key player in Technology Associates growth from $25 million to $990 million.
Open new distribution channels
Developed Technology Associates’ small to medium distribution channel, taking it from $10 million to $400 million. Championed Technology Associates’ first entry into retail sales—now 30% of all company sales.
Manage international marketplaces
At Technology Associates, based in the United Kingdom, ran $120 million operation that increased revenue by 24%.
Articulate corporate vision
During Tera-Nova Technologies’ initial funding and IPO, articulated short- and long-term vision of sales efforts and ability to retain and renew customer contracts. Established presence that allowed company to attract top executive management.
Increase sales productivity while decreasing costs
In 2001 economic downturn, cut staff and increased Tera-Nova Technologies’ remaining reps’ productivity to annual $450,000 from annual $280,000 by focusing on core businesses, training, and development.
Create revenue and profit through customer-centric focus
Obtain and condense customer and prospect realtime feedback into easily expressed message that determines target markets and vision, leading to acquisition of clients, revenue, and funding through delivering ROI-based solutions.
Negotiate and close multimillion-dollar deals
Top customers have included Citibank, Nike, Reebok, Electronic Arts, Orbitz, Travelocity, USPS, AT&T and many others.
Integrate merger partners
Managed, as transition leader, $100 million / 600 employee acquisition integration of Europe’s largest anti-virus vendor.
12345 Lombard Street, San Francisco, CA 94111? e-mail:
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
phone (h): 718-555-5555 ? phone (w): 212-555-5555 ? fax: 800-000-0000 ? cell: 718-000-0000
LINDA BURTON / page two of three
Career Development
TERA-NOVA TECHNOLOGIES, NEW YORK, NY 1999 to present
President and COO
Six-year-old Internet customer service (E-CRM) software developer, ranked second fastest-growing software company by Softletter in 2000. Over 1,200 global customers, $24.6 million annual revenue, and direct offices in the United States, United Kingdom, Germany, and Australia. Major customers include Nike, Reebok, Procter and Gamble, Black and Decker, Travelocity, Orbitz, British Airways, Social Security Administration, and United States Postal Service.
Day-to-day company leader, reporting to CEO, managing P+L, and directing entire operations of worldwide sales and customer service including all pre- and post-sales customer contact. Deliver revenue, maintain customer satisfaction, and ensure 70%+ license renewal rate. Reports include three VPs, director, three managers, and nearly 100 direct sales / customer service reps.
Met the challenge to evangelize the market space, educate the prospect, and get the customer to buy from a smaller vendor. (Giants like Siebel, Peoplesoft, Oracle, and Microsoft had identified this space and were putting development, sales and marketing resources at the opportunity.)
Helped build company from a 40-person firm in 1999 to today’s present global company by broadening distribution, opening new channels, developing an ASP delivery model, and delivering world class technical support. Grew sales 400% the first year, with International contributing 20% of all sales. In year-two, despite slowing economy, increased sales 16%, a larger growth number than any competitor. Increased customer satisfaction to 4.2 of 5.0 in 2001 from 2.5 of 5.0 in 1999.
Built customer base to over 1,100 in 2001 from 250 in 1999, average new deal transaction from $5,000 to $47,000, and annual revenue per sales rep from $200,000 to $459,000. Attained higher productivity by training sales force on a Strategic Selling sales methodology, recruiting more experienced sales people and implementing detailed account management. Revised pricing model to base on usage and higher pricing tiers, reflecting value received by customer and allowing product offering scaling for different types of customers.
TECHNOLOGY ASSOCIATES, ISLANDIA, NY 1993 to 1999
Vice President of Sales Business Direct, San Francisco, CA 01/98 to 04/99
Merger Transition Leader, United Kingdom 06/98 to 09/98
Vice President of EMEA, United Kingdom 06/97 to 12/97
Vice President of Eastern Sales, Islandia, NY 01/95 to 06/97
Director of Distribution, Islandia, NY 04/94 to 12/94
Major Account Sales, Islandia, NY 10/93 to 04/94
Publicly held, worldwide, top-ten software developer of e-business network security / availability solutions with $745 million in 2000 revenues. Created by 1997 merger of Norton Associates and Network General. Main lines of business (channel partner distribution) are Norton world class anti-virus products, Sniffer Technologies’ network / application management, and Magic Solutions’ web-based service desk solutions.
Directly involved in company’s accelerated growth. During tenure, revenue rocketed from $18 million to $990 million.
VP of Sales Business Direct ? Managed P+L, development, and operations of sales, marketing, finance and operations team with a small-to-medium target customer. Delivered new sales model that delivered 36% North American revenue-growing from $10 million / 45 staff to $400 million / 200 staff. Implemented semi-annual VP group meetings to study strengths, weaknesses, opportunities, and threats.
VP of EMEA ? Directed P+L and operations of 150+ member culturally diverse sales, marketing, technical support, finance, and operations team. Increased revenues to $120 million, a 24% leap over previous year.
Merger Transition Leader ? Led successful $100 million / 600 person acquisition integration of Technology Associates and Enviral, Europe’s largest anti-virus company.
VP of Eastern Sales ? Managed sales team P+L and operations, focusing on high-value large customers and C-level contacts. Grew sales / team from annual $8 Million / 10 staff to annual $40 million / 50 staff. Delivered some of firm’s largest contracts: Citibank, IBM, Federal Express, UPS, and AT&T.
195-32 37th Avenue, Flushing, NY 11358 ? e-mail:
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
phone (h): 718-555-5555 ? phone (w): 212-555-5555 ? fax: 800-000-0000 ? cell: 718-000-0000
LINDA BURTON / page three of three
Career Development, Technology Associates, continued
Director of Distribution ? Created initial retail distribution strategy for flagship anti-virus products. Negotiated agreements with Ingram, Merisel, and Tech Data. Secured retail shelf space with Egghead, CompUSA, Best Buy, Costco, Fry’s, Micro Warehouse, and PC Connection. Overtook biggest competitor, Symantec, in retail sales by establishing new utility product price point. Generated $4 million in the first 12 months of new channel.
Major Account Sales ? Helped launch sales of new Network Management Solution to Fortune 500 companies. Held individual contributor role and reported directly to CEO. Company, originally known as Brightwork Development, was acquired by Technology Associates in 1994.
LEADING EDGE SOFTWARE, NEW YORK, NY 1990 to 1993
Regional Sales Manager, East Coast
Increased Eastern Division’s annual revenue to $8 million from $1 million within three years. Managed 10 sales and sales support reps selling to Fortune 500 in 19 East Coast states.
SAVIN BUSINESS PRODUCTS , NEW YORK & ILLINOIS 1980 to 1990
District Operations Manager, Sales Manager, and Sales Representative
As District Operations Manager increased revenue 10% to 15% annually, delivering a consistent 25% bottom line profit. Managed 125-member team supplying sales, support, and finance of five Midwest states.
Education & Professional Development
B.A. Business Administration, University of Miami, Miami, FL 1977
Miller Heiman ? Strategic Selling Course (two days), Large Account Management Process (LAMP) (one day)
Holden Corporation ? Power Base Selling (five days)
Lanier Business Products ? Management, Sales, Legal, and Equipment training (five weeks)
Fortune 1000 Clients & Other Customers
Associations & Non-Profits: Family Life, World Wildlife Fund ? Automobile: Ford of Canada ? Technology: Adaptec, American Power Conversion Corp., Cisco Systems, GCC Technologies, Ricoh Corp., Xerox ? Consumer: Bissell, Inc., Columbia Sportswear, Nike, Inc., Polaroid, Procter and Gamble, Remington Arms, Schwinn ? Distribution & Shipping: US Post Office, UPS ? Dot Com: Military.com, Placeware, ScholarOne, Tuition Management Systems, YUPI co, Zooba.com ? Education: Colorado Extension Service; Digital Learning Interactive; Universities of Memphis, South Florida, and Washington ? Entertainment & Media: Electronic Arts, Forbes.com, Red Storm Entertainment, Sierra On-Line,TBS-Turner Broadcasting ? Financial: AMOCORE Financial, Inc., American Multicredit, Dreyfus Brokerage Services, First Internet Bank of Indiana, Trustmark ? General Equipment: Crossbow Technologies, DataCard Worldwide, IPEG Corporation ? Government: Air Reserve Personnel Center, Colorado Department of Revenue, Medicare.gov, Social Security Administration, VROM-Virage ? Insurance: AllState Insurance, Delta Dental, Veterinary Pet Insurance ? ISP & Web Hosting: Big Planet, Cybergate, Inc., Express Technologies, FutureQuest, Terra Networks, Virtual Internet ? IT Solution Provider: 123Signup.com, EJM Solutions, eProcesses, eProcessesConsulting, Inc., ScanSource, THINQ Learning Solutions ? Manufacturing: Bimba Manufacturing, BP Solar, CYRO Industries, M-Systems, Inc., Rockford Corp. ? Medical Products & Resources: Ambion, Inc., Applied Biosystems, Ventana Medical Systems ? Professional Services: Digital Discoveries, Factiva, iSeek Solutions, SafetyLogic.com ? Retail & Catalog: Hallmark.com, Michaels.com ? Software: Cohera, McAfee.com, DataCore Software, Fenestrae, Inc., MYOB, Nistevo Corp. ? Telecommunications: Alltel Corp., Motorola, Pocket.com, Quip!, VoiceStream Wireless ? Travel & Hospitality: AAA Carolinas, Abercrombie & Kent, Air Canada, BEYO, British Airways, Frontier Airlines, Lufthansa Airlines, Orbitz, Travelocity ? Utility & Energy: Nicor Energy, Powerware
195-32 37th Avenue, Flushing, NY 11358 ? e-mail:
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
phone (h): 718-555-5555 ? phone (w): 212-555-5555 ? fax: 800-000-0000 ? cell: 718-000-0000
LINDA BURTON Critical Leadership Initiatives
Established Tera-Nova Technologies as an international leader in the Internet customer service marketplace.
As President and COO, managed accelerated growth program necessary for company’s short-term funding, long-term viability and the attraction of top talent. Established additional distribution channels through international direct offices and indirect partners. Identified, recruited, and hired executive staff, sales, and support management.
Bottom-line
• Achieved 400% growth in year-one and 16% growth in year-two.
• Recruited CFO, VP Marketing, VP Customer Support, VP NA Sales, and VP International.
Positioned Tera-Nova Technologies for $32 million in external funding, 400% growth, and an IPO within two years.
As President and COO challenged to plan long-term domestic and international growth and then fund through venture capital leading to IPO for further growth. Identified and recruited venture capital firms and presented detailed sales strategy and long-term vision to investment banking firms for possible Initial Public Offering.
Bottom-line
• Secured $32 million funding within 18 months—$15 million (Greylock) in first six months, $15 million (Summit Partners) in first 18 months, $1 million (CSFB) in first 12 months, and $1 million (Mitsui) in first 18 months.
• Filed for an IPO with CSFB as lead underwriter in Summer 2000 (IPO was later postponed).
• Exposure to public marketplace instilled internal discipline and provided Tera-Nova external company exposure.
• New discipline allowed for achievement of 400% growth in first-year bookings.
Generated $400 million in new revenue and profits by developing untapped market.
As VP of Business Direct Technology Associates, charged with identification and development of low cost, effective telesales channel to sell into untapped small / medium market of companies under 1,000 people. Quickly recruited team to “speed-to-market” hire and train productive reps in only three months. Developed growth business plan presented to and accepted by executive staff.
Bottom-line
• In less than 18 months, produced revenue of $400 million (with 200 staff) from original start of $2.5 million (with 25 staff).
• New channel produced 36% of all of firm’s North American revenue.
• Cost of sales dropped to 22%, down from traditional direct sales models of 35%.
Developed new revenue stream, driving $4 million in year-one sales.
As Director of Distribution Technology Associates, challenged to establish a badly needed new consumer channel to broaden distribution, increase revenue, and allow company to compete with market leader. Identified and contacted master distributors and reseller channels. Established sales and marketing strategies to allow for shelf space in an already crowded utility marketplace.
Signed Master Distributors INGRAM, MERISEL and TECH DATA. Secured shelf space and marketing with Egghead, CompUSA, Best Buy, Costco, Fry’s, Micro Warehouse, and PC Connection. Established new price point of less then $50.
Bottom-line
• New consumer channel produced $4 million in new sales in first year.
• Positioned Technology Associates to go head-to-head with Symantec, it’s closest competitor.
Managed $100 million acquisition integration of Europe’s largest anti-virus vendor.
As transition leader for Enviral Acquisition at Technology Associates, hand selected by CEO to manage four-month integration of $100 million, 600-employee company. Established joint team to interview, evaluate, and map new organization. Met with key customers to ensure long-term viability and trust. Articulated vision of joint company and new mission.
Bottom-line
• Retained 80% of product development staff as well as key sales / support employees.
• Retained every Enviral customer.
• Set a new standard in firm’s handling of future integrations.
195-32 37th Avenue, Flushing, NY 11358 ? e-mail:
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
phone (h): 718-555-5555 ? phone (w): 212-555-5555 ? fax: 800-000-0000 ? cell: 718-000-0000
|
