BRUCE ZIMMERMAN

Denver, Colorado 303-324-8694 bruce.zimmerman16@gmail.com www.linkedin.com/in/brucezimmerman16 http://contactbruce.webs.com/ http://brucezim.wordpress.com/

ENTERPRISE ACCOUNT SALES EXECUTIVE

Resourceful and experienced professional with consistent record of high-performance and over-quota achievement selling enterprise software, services, and solutions. A customer focused sales leader with demonstrated experience in establishing and growing large territories, building lucrative pipelines, managing opportunities, and closing six- and seven-figure agreements with top-tier clients. Confident and self-directed with talent for developing comprehensive sales plans, executing creative sales strategies, conducting technical demonstrations, and executive level presentations. Skilled with direct, indirect, and channel-driven sales models with proven ability and expertise in long and complex sales cycles.

Account/Opportunity Management Enterprise Application Software Strategic Planning Business Development Needs Assessments Sales Cycle Management Presentations Consultative Selling / Solutions Selling Negotiations Business Plans SalesForce.com SaaS Performance Management Social Media/Social Selling Complex Sales Business Process Management Enterprise Content Management Customer Relationship Management

SELECTED PROFESSIONAL ACCOMMPLISHMENT

Successfully penetrated new market, generating $12M+ in revenues over 3-year period, by leveraging creative demand generation techniques, consultative selling expertise, superior interpersonal communication, persuasion and listening skills. Performance ranked #3 Nationally. Provided exemplary performance over 6-year period against $3M+ annual quota by averaging 148% of target and winning multiple Presidents Club awards, along with ranking within top 10 nationally. Leveraged proven record of success in territory development, building quality pipelines, and cultivating top-tier client relationships, along with managing long-term, complex sales cycles to achieve six- and seven-figure agreements. Utilized internal resources, as well as customer team in conducting in-depth and thorough enterprisewide needs assessment/analysis of processes and related technology to close $14M agreement largest single order in regional territorys history. This was accomplished by leveraging strong trusted advisor relationship at clients executive level to achieve change in business model to accommodate technical changes required in best addressing market and industry trends Strengthened capabilities, performance, and professionalism of various sales teams helping multiple new hires through targeted mentoring and coaching. Enhanced essential sales skills, such as cold calling, prospecting, research techniques, proposal and solution development, relationship management, presentation/demonstration, and negotiations. Efforts with new hires, as well as overquota achievement and Presidents Club award winning sales performance resulted in achievement of Western sales operations Star Award for sales excellence. Increased pipeline sales by 300%, generating $2.5M+ in new client revenue by developing and implementing systematic process to improve effectiveness and efficiency of team in identifying, targeting, and generating new qualified opportunities.

PROFESSIONAL EXPERIENCE
PERCEPTIVE SOFTWARE Shawnee, CO 6/2012-4/2013 Division of Lexmark that provides enterprise content management solutions, business process management tools, intelligent data capture, enterprise search, and integrated technology. Manager of Sales State & Local Government Enterprises Hired to establish and guide government business unit across North America. Created and led talented sales team of enterprise software sales executives to expand footprint and grow revenues within state and local government markets. Recruited, trained, and motivated account executives for pipeline development, ensuring optimal performance. Developed sales territory coverage model, conducting business reviews and meeting / exceeding monthly, quarterly, and annual sales targets. Worked extensively with sales team to identify and qualify prospects, developing and implementing account tactics and strategies. Contributed to or led client / prospect presentations and meetings. Facilitated support of inside sales and support resources. XEROX CORPORATION Denver, CO 2/2002-11/2011 Worlds leading company for business process, content management, and document management solutions. Regional Sales Manager (3/2008-11/2011) Promoted to new division to orchestrate, develop, and execute clearly defined go-to market sales strategy for new division. Utilized proven record of success in selling end-to-end enterprise solutions, including complex software, hardware, and partner-based technology integration in building robust 8-state territory and pipeline with top-tier clientele in closing six and seven figure agreements with Fortune 500 accounts. Optimizing prospect development, demand generation, executive-level relationships, and proactive selling into multiple organizational levels. Delivered presentations and technical demonstrations and conducted sales forecasting and agreement negotiating/closings. Enterprise Account Executive (2/2002-2/2008) Held accountable for managing large, top tier, and highly visible strategic client accounts within state of Colorado in selling client server and mainframe-based content and document management, e-commerce, variable data, and database management software, services, and related printing solutions. Orchestrated all aspects of sales process, including lead generation, cold calling, prospecting, account strategy development, resource allocation, and solutions development. NUEDGE Denver, CO 5/2000-1/2002 Enterprise database marketing, marketing automation, and business intelligence software company. Senior Sales Executive National Accounts Served in hunter role in performing wide range of sales operations, including lead and demand generation and prospecting. Sold enterprise software solutions and consulting services for business intelligence data mining, customer relationship management, and enterprise content management.

EDUCATION
Bachelor of Arts in Business Administration, Western State College of Colorado, Gunnison, CO

CERTIFICATION/SPECIALIZED TRAINING
Solutions Selling Consultative Selling Buyer Focused Selling Challenger/Insight Selling Business Skills for Enterprise Selling Professional Negotiation

COMPUTER SKILLS
Microsoft Office Suite Website Development SalesForce Social Media Technologies

PUBLICATIONS
Active Blogger (http://brucezim.wordpress.com) and Content Contributor and Sales Expert to SOLDLAB