Friday, November 14, 2003
KAREN L. STEVENS
4804 Rue Loiret · San Jose, CA 95136 · 408-365-7327 · karen_stevens@pacbell.net
SALES MANAGEMENT AND BUSINESS DEVELOPMENT
Over eighteen years experience building, managing and motivating highly successful direct and channel sales teams as well as expert hands-on “sole contributor” sales expertise selling in solution-oriented Internet and computer hardware/software firms. Results-oriented sales executive with the ability to produce under pressure. High energy level.
MAJOR ACHIEVEMENTS
· Proven ability to hire, mentor, manage and motivate outside direct and channel sales teams as well as inside lead generation teams, from those with little experience to senior representatives (CARDONET, DECISE, SAVOIR, TEGRITY, AMI, COLORAGE).
· Implemented the e-commerce sales plan for SAVOIR TECHNOLOGY, the first distributor of software delivered via ESD [Electronic Software Distribution] over the Internet.
· Created sales strategy and channels plan for TEGRITY, encompassing computer resellers, OEMs and VARs.
· Conceptualized and designed first Consumer VAR distribution agreements and prospected, signed and managed first Consumer VARs for APPLIED MEDICAL FORMATICS. Sold companies medical HouseCall software, a new product in a new market for a company with no retail sales history, adding 75% to bottom line revenue.
· Increased COLORAGE’s Freedom of Press sales by over 240% within one year.
· Implemented creative sales and marketing strategies at APPLIED MEDICAL INFORMATICS, resulting in reseller agreements with major computer retailers such as Egghead, Computer City, and CompUSA.
· Created and implemented indirect sales strategy for start-up enterprise software firm CARDONET, encompassing OEM, reseller, and alliance partnerships achieving 103% of team quota in 2001.
PROFESSIONAL EXPERIENCE
2003 – Present SIMPLICITY SOLUTIONS, INC. Redwood City, California
(Simplicity Solutions is a web content management system delivered as a hosted service for small- and medium-sized businesses.)
Director of Sales
· Joined Simplicity Solutions to develop sales strategy, sales forecast, and establish sales infrastructure.
· Responsible for selection of beta customers, and closing company’s initial direct sales.
· Create and manage sales presentations and demonstrations, service pricing and payment terms, and license agreements.
· Hire and manage sales team.
· Development of indirect sales strategy and programs.
· Partner recruitment, business planning, performance evaluation, and growth development.
· Development of product features, perform QA on alpha and beta product.
2002 – Present ADIRA San Jose, California
(Adira is an e-commerce and brick-and-mortar retailer of costumes and costuming supplies.)
Principal Owner
· Started Adira to provide costuming supplies to professional and amateur dancers, performers, and partygoers.
· Developed business plan, including sales forecast, cost projections, and profitability projections.
· Determined marketing strategy, creating differentiated messages for print advertisements, mailers, and email solicitations.
· Implemented business infrastructure and processes required to comply with governmental regulations.
· Created Web store, including web site development and catalog development.
· Selected appropriate retail location. Merchandised and stocked store.
· Initiated vendor relationships, including domestic and international, selected inventory, developed item descriptions and images.
· Performed all back office functions, including purchasing, billing, and accounts receivable, accounts payable, and general ledger.
2001 – 2002 CARDONET, INC. Santa Clara, California
(Cardonet, Inc. is a Sequoia Capital-funded developer of enterprise-level catalog content management software with an average selling price of $275,000.)
Director, Channel Sales
· Joined Cardonet to create a channel organization from the ground-up including channel program and team. Hired, trained, managed and motivated four channel managers, one program manager, and a trainer.
· Led team that was responsible for 20% of company’s 2001 revenue to achieve over 23% of company revenue. Achieved 103% of quota revenue for 2001 despite downturn in economy.
· Developed indirect sales strategy from scratch and prospected for, recruited, signed and trained company’s first channel partners, resulting in numerous productive channel relationships: OEM (Interwoven), VAR (Commerce One, Peregrine Systems, Unisys), and alliance [business development] (BEA, Cayenta, Deloitte & Touche, Documentum, J.D. Edwards, Oracle, PwC, SAP).
· Created successful indirect pricing model, and implemented channel sales plan.
· Developed and implemented company’s channel program, including program marketing components, support, and training.
· Directed partner interaction between channel sales and direct sales teams, including partner deals, and revenue sharing.
1999 – 2001 DECISE San Jose, California
(Decise is an Internet software developer of agent technology for the collection of competitive information and business intelligence, and sold as a service.)
Vice President, Sales
· Joined Decise to perform strategic sales planning and to recruit, manage, mentor and motivate a six-person sales team.
· Closed company’s initial sales with Visa, Sprint, and Hewlett-Packard.
· Implemented telemarketing, contact management, sales forecasting, and order entry, and reporting system.
· Responsible for the planning, development, and management of the smooth introduction and distribution of new services.
· Devised an account management program to solidify customer relationships.
· Developed strategic alliances with firms including Exodus Communications and Aurora WDC.
· Led team to achieve – 1999: $3M in revenue, 100% of team quota; 2000 $4M in revenue, 100% of team quota.
1997 – 1999 SAVOIR TECHNOLOGY GROUP, INC. Campbell, California
(Savior Technology Group is IBM’s largest customer and technical distributor of mid-range hardware and software solutions. [Acquired by Avnet.]
Director, VAR Sales
· Joined Savoir to increase wholesale margin, increase the number of productive VARs, and
restructure the sales team and sales processes for higher productivity.
· Managed and motivated consultative sales organization of 20 outside and inside representatives.
· Restructured sales team to achieve team focus – paired 1 inside rep with 1 outside rep. Each rep held personal quota, but also held a team quota; created 10 teams.
· Responsible for $42 million in yearly revenue and delivered $43 million of revenue, achieving 102% of team quota.
· Increased margin from 16% to 18%.
· Developed business plan focused on value-add distribution of IBM AS 400, RS 6000 systems; Compaq Servers, SAN and NAS Systems.
· Recruited and signed companies first SI – Computer Associates.
· Recruited over 2,300 VARs, increasing sales by 26%.
· Highest volume distributor of Santa Cruz Operation UNIX software, and largest distributor of Caldera Linux.
· Obtained distribution contracts for the IBM and Computer Associates software lines, including Unicenter TNG.
· Managed reciprocal sales relationships with Ingram, Tech Data, and Merisel.
· First ESD (electronic software distribution) distributor, with first customer Beyond.Com, resulting in top honors from such publications as Computer Reseller News.
1996 – 1997 (Start-up) TEGRITY, INC. San Jose, California
(Tegrity is a developer of software-based audio-visual systems for meetings and teaching.)
Director, Channel Sales and Marketing
· Joined Tegrity as it original sales executive (employee number 3), tasked with closing its first sales and development of a channel sales program and team.
· Hired, trained, managed and motivated 6 direct/channel sales reps.
· Closed company’s initial direct sales with Intel, Bank of America, and Sterling Commerce, and Mission College.
· Closed OEM deal worth $1M with Proxima.
· Developed sales strategy, including distribution channels, and target market segments.
· Created reseller program, including discount structure, co-op advertising, lead generation, and sales tools.
· Created initial business processes for sales, including credit policy, order entry, delivery, and product installation.
· Achieved 200% of forecast for first year's revenues.
1994 – 1996 APPLIED MEDICAL INFORMATICS Salt Lake City, Utah
(Applied Medical Informatics is a start-up developer of medical informatics based diagnostic software for physicians, and medical reference software for consumers. [Acquired by Mosby Publishing Company.])
Director, Channel Sales and Marketing
· Joined Applied Medical Informatics to initiate a medical VAR sales channel and to launch its consumer line into retail computer stores.
· Managed sales and marketing, developed product positioning, coordinated advertising agency and public relations firm efforts.
· Hired, trained, mentored and motivated company’s first channel sales reps, over-achieved team quota by 150%, which more than doubled company revenue.
· Recruited 112 Iliad software medical VARs during the first year of the company’s VAR program.
· Signed Merisel distribution agreement for new consumer software product Medical HouseCall in less than 90 days after introduction.
· Started up successful consumer channel that added 75% to company’s bottom line revenue.
· Negotiated additional resale contracts with Ingram, Tech Data, and Inacom.
1992 – 1994 COLORAGE, INC. Billerica, Massachusetts
(ColorAge, Inc is a developer of raster image processing software, a competitor to Adobe’s PostScript.)
National Sales Manager 1992-1994
· Initiated the creation of the National Sales Manager position, to focus marketing and increase sales of the Freedom of Press product line.
· Hired, trained, motivated and managed company’s first channel sales reps.
· Designed and implemented sales plan producing an installed base of over 112,000 Freedom of Press users.
· Increased sales from less than 30% of plan to over 110%, resulting in placement on Ingram Micro's BEST SELLERS LIST.
Western Region Sales Manager 1991 - 1992
· Joined ColorAge to start-up and manage the Western Sales Region.
· Managed Western Region sales office, a 13-state “start-up” territory, recruiting 45 productive VAR accounts during 1991 - 1992.
· Introduced the concept of multi-tiered distribution. Developed sales promotions for resellers.
· Conceived the idea of creating a lower-end software package to interface with inkjet and laser printers to be sold to small business and the consumer.
1988 – 1991 HEWLETT-PACKARD COMPANY Sunnyvale, California
Channel Manager, Personal Computer Group
(Hewlett-Packard is a manufacturer of computers and peripherals.)
· Joined Hewlett-Packard to develop computer reseller accounts for HP’s Vectra personal computer product line.
· Responsible for sales development activities for $220 million Vectra PC business.
· Developed marketing plans to position HP PCs as the quality choice for personal computing.
· Created and maintained relationships with over 50 resellers, including ComputerLand and MicroAge.
· Closed multi-million dollar contracts with Fortune 1000 companies including Taco Bell, MAI Systems, and Beckman Instruments.
· Overachieved sales quotas – 1988: $220M, 100%; 1989: $230M, 105%; 1990: $240M, 110%.
· Determined future product specifications and target markets.
EXPERIENCE PRIOR TO 1988
· Over 6 years direct B2B sales experience selling financial software and CAD packages to the Fortune 1000: Solomon, Peach Tree and Great Plains as well as numerous CAD packages. In addition, sold personal computer and LAN hardware to Fortune 1000 companies.
· Sales and Marketing: Generated and managed sales and marketing plans for computer resellers (VARs, dealers, retailers).
· Marketing: Developed a successful marketing strategy for LAN-based accounting products.
· Training: Designed and taught sales management, store operations, and product courseware for computer storeowners.
· Product Management: Managed software development projects, including design specification, testing, and coordination of all efforts necessary to bring product to market.
EDUCATION
BSBA Marketing, UNIVERSITY OF PHOENIX, Phoenix, Arizona
4804 Rue Loiret · San Jose, CA 95136 · 408-365-7327 · karen_stevens@pacbell.net
SALES MANAGEMENT AND BUSINESS DEVELOPMENT
Over eighteen years experience building, managing and motivating highly successful direct and channel sales teams as well as expert hands-on “sole contributor” sales expertise selling in solution-oriented Internet and computer hardware/software firms. Results-oriented sales executive with the ability to produce under pressure. High energy level.
MAJOR ACHIEVEMENTS
· Proven ability to hire, mentor, manage and motivate outside direct and channel sales teams as well as inside lead generation teams, from those with little experience to senior representatives (CARDONET, DECISE, SAVOIR, TEGRITY, AMI, COLORAGE).
· Implemented the e-commerce sales plan for SAVOIR TECHNOLOGY, the first distributor of software delivered via ESD [Electronic Software Distribution] over the Internet.
· Created sales strategy and channels plan for TEGRITY, encompassing computer resellers, OEMs and VARs.
· Conceptualized and designed first Consumer VAR distribution agreements and prospected, signed and managed first Consumer VARs for APPLIED MEDICAL FORMATICS. Sold companies medical HouseCall software, a new product in a new market for a company with no retail sales history, adding 75% to bottom line revenue.
· Increased COLORAGE’s Freedom of Press sales by over 240% within one year.
· Implemented creative sales and marketing strategies at APPLIED MEDICAL INFORMATICS, resulting in reseller agreements with major computer retailers such as Egghead, Computer City, and CompUSA.
· Created and implemented indirect sales strategy for start-up enterprise software firm CARDONET, encompassing OEM, reseller, and alliance partnerships achieving 103% of team quota in 2001.
PROFESSIONAL EXPERIENCE
2003 – Present SIMPLICITY SOLUTIONS, INC. Redwood City, California
(Simplicity Solutions is a web content management system delivered as a hosted service for small- and medium-sized businesses.)
Director of Sales
· Joined Simplicity Solutions to develop sales strategy, sales forecast, and establish sales infrastructure.
· Responsible for selection of beta customers, and closing company’s initial direct sales.
· Create and manage sales presentations and demonstrations, service pricing and payment terms, and license agreements.
· Hire and manage sales team.
· Development of indirect sales strategy and programs.
· Partner recruitment, business planning, performance evaluation, and growth development.
· Development of product features, perform QA on alpha and beta product.
2002 – Present ADIRA San Jose, California
(Adira is an e-commerce and brick-and-mortar retailer of costumes and costuming supplies.)
Principal Owner
· Started Adira to provide costuming supplies to professional and amateur dancers, performers, and partygoers.
· Developed business plan, including sales forecast, cost projections, and profitability projections.
· Determined marketing strategy, creating differentiated messages for print advertisements, mailers, and email solicitations.
· Implemented business infrastructure and processes required to comply with governmental regulations.
· Created Web store, including web site development and catalog development.
· Selected appropriate retail location. Merchandised and stocked store.
· Initiated vendor relationships, including domestic and international, selected inventory, developed item descriptions and images.
· Performed all back office functions, including purchasing, billing, and accounts receivable, accounts payable, and general ledger.
2001 – 2002 CARDONET, INC. Santa Clara, California
(Cardonet, Inc. is a Sequoia Capital-funded developer of enterprise-level catalog content management software with an average selling price of $275,000.)
Director, Channel Sales
· Joined Cardonet to create a channel organization from the ground-up including channel program and team. Hired, trained, managed and motivated four channel managers, one program manager, and a trainer.
· Led team that was responsible for 20% of company’s 2001 revenue to achieve over 23% of company revenue. Achieved 103% of quota revenue for 2001 despite downturn in economy.
· Developed indirect sales strategy from scratch and prospected for, recruited, signed and trained company’s first channel partners, resulting in numerous productive channel relationships: OEM (Interwoven), VAR (Commerce One, Peregrine Systems, Unisys), and alliance [business development] (BEA, Cayenta, Deloitte & Touche, Documentum, J.D. Edwards, Oracle, PwC, SAP).
· Created successful indirect pricing model, and implemented channel sales plan.
· Developed and implemented company’s channel program, including program marketing components, support, and training.
· Directed partner interaction between channel sales and direct sales teams, including partner deals, and revenue sharing.
1999 – 2001 DECISE San Jose, California
(Decise is an Internet software developer of agent technology for the collection of competitive information and business intelligence, and sold as a service.)
Vice President, Sales
· Joined Decise to perform strategic sales planning and to recruit, manage, mentor and motivate a six-person sales team.
· Closed company’s initial sales with Visa, Sprint, and Hewlett-Packard.
· Implemented telemarketing, contact management, sales forecasting, and order entry, and reporting system.
· Responsible for the planning, development, and management of the smooth introduction and distribution of new services.
· Devised an account management program to solidify customer relationships.
· Developed strategic alliances with firms including Exodus Communications and Aurora WDC.
· Led team to achieve – 1999: $3M in revenue, 100% of team quota; 2000 $4M in revenue, 100% of team quota.
1997 – 1999 SAVOIR TECHNOLOGY GROUP, INC. Campbell, California
(Savior Technology Group is IBM’s largest customer and technical distributor of mid-range hardware and software solutions. [Acquired by Avnet.]
Director, VAR Sales
· Joined Savoir to increase wholesale margin, increase the number of productive VARs, and
restructure the sales team and sales processes for higher productivity.
· Managed and motivated consultative sales organization of 20 outside and inside representatives.
· Restructured sales team to achieve team focus – paired 1 inside rep with 1 outside rep. Each rep held personal quota, but also held a team quota; created 10 teams.
· Responsible for $42 million in yearly revenue and delivered $43 million of revenue, achieving 102% of team quota.
· Increased margin from 16% to 18%.
· Developed business plan focused on value-add distribution of IBM AS 400, RS 6000 systems; Compaq Servers, SAN and NAS Systems.
· Recruited and signed companies first SI – Computer Associates.
· Recruited over 2,300 VARs, increasing sales by 26%.
· Highest volume distributor of Santa Cruz Operation UNIX software, and largest distributor of Caldera Linux.
· Obtained distribution contracts for the IBM and Computer Associates software lines, including Unicenter TNG.
· Managed reciprocal sales relationships with Ingram, Tech Data, and Merisel.
· First ESD (electronic software distribution) distributor, with first customer Beyond.Com, resulting in top honors from such publications as Computer Reseller News.
1996 – 1997 (Start-up) TEGRITY, INC. San Jose, California
(Tegrity is a developer of software-based audio-visual systems for meetings and teaching.)
Director, Channel Sales and Marketing
· Joined Tegrity as it original sales executive (employee number 3), tasked with closing its first sales and development of a channel sales program and team.
· Hired, trained, managed and motivated 6 direct/channel sales reps.
· Closed company’s initial direct sales with Intel, Bank of America, and Sterling Commerce, and Mission College.
· Closed OEM deal worth $1M with Proxima.
· Developed sales strategy, including distribution channels, and target market segments.
· Created reseller program, including discount structure, co-op advertising, lead generation, and sales tools.
· Created initial business processes for sales, including credit policy, order entry, delivery, and product installation.
· Achieved 200% of forecast for first year's revenues.
1994 – 1996 APPLIED MEDICAL INFORMATICS Salt Lake City, Utah
(Applied Medical Informatics is a start-up developer of medical informatics based diagnostic software for physicians, and medical reference software for consumers. [Acquired by Mosby Publishing Company.])
Director, Channel Sales and Marketing
· Joined Applied Medical Informatics to initiate a medical VAR sales channel and to launch its consumer line into retail computer stores.
· Managed sales and marketing, developed product positioning, coordinated advertising agency and public relations firm efforts.
· Hired, trained, mentored and motivated company’s first channel sales reps, over-achieved team quota by 150%, which more than doubled company revenue.
· Recruited 112 Iliad software medical VARs during the first year of the company’s VAR program.
· Signed Merisel distribution agreement for new consumer software product Medical HouseCall in less than 90 days after introduction.
· Started up successful consumer channel that added 75% to company’s bottom line revenue.
· Negotiated additional resale contracts with Ingram, Tech Data, and Inacom.
1992 – 1994 COLORAGE, INC. Billerica, Massachusetts
(ColorAge, Inc is a developer of raster image processing software, a competitor to Adobe’s PostScript.)
National Sales Manager 1992-1994
· Initiated the creation of the National Sales Manager position, to focus marketing and increase sales of the Freedom of Press product line.
· Hired, trained, motivated and managed company’s first channel sales reps.
· Designed and implemented sales plan producing an installed base of over 112,000 Freedom of Press users.
· Increased sales from less than 30% of plan to over 110%, resulting in placement on Ingram Micro's BEST SELLERS LIST.
Western Region Sales Manager 1991 - 1992
· Joined ColorAge to start-up and manage the Western Sales Region.
· Managed Western Region sales office, a 13-state “start-up” territory, recruiting 45 productive VAR accounts during 1991 - 1992.
· Introduced the concept of multi-tiered distribution. Developed sales promotions for resellers.
· Conceived the idea of creating a lower-end software package to interface with inkjet and laser printers to be sold to small business and the consumer.
1988 – 1991 HEWLETT-PACKARD COMPANY Sunnyvale, California
Channel Manager, Personal Computer Group
(Hewlett-Packard is a manufacturer of computers and peripherals.)
· Joined Hewlett-Packard to develop computer reseller accounts for HP’s Vectra personal computer product line.
· Responsible for sales development activities for $220 million Vectra PC business.
· Developed marketing plans to position HP PCs as the quality choice for personal computing.
· Created and maintained relationships with over 50 resellers, including ComputerLand and MicroAge.
· Closed multi-million dollar contracts with Fortune 1000 companies including Taco Bell, MAI Systems, and Beckman Instruments.
· Overachieved sales quotas – 1988: $220M, 100%; 1989: $230M, 105%; 1990: $240M, 110%.
· Determined future product specifications and target markets.
EXPERIENCE PRIOR TO 1988
· Over 6 years direct B2B sales experience selling financial software and CAD packages to the Fortune 1000: Solomon, Peach Tree and Great Plains as well as numerous CAD packages. In addition, sold personal computer and LAN hardware to Fortune 1000 companies.
· Sales and Marketing: Generated and managed sales and marketing plans for computer resellers (VARs, dealers, retailers).
· Marketing: Developed a successful marketing strategy for LAN-based accounting products.
· Training: Designed and taught sales management, store operations, and product courseware for computer storeowners.
· Product Management: Managed software development projects, including design specification, testing, and coordination of all efforts necessary to bring product to market.
EDUCATION
BSBA Marketing, UNIVERSITY OF PHOENIX, Phoenix, Arizona
