Dennis Sullivan

Senior Account Manager at Computer Associates, Inc.

Location
Greenville, South Carolina Area
Industry
Computer Software

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Dennis Sullivan's Overview

Current
Past
  • Sales Manager at Activant Solutions
  • Business Development Manager at Activant Solutions (Enterprise Computer Systems)
  • Inside Sales Manager at Activant Solutions (Enterprise Computer Systems)
  • Senior Account Manager at Activant Solutions (Enterprise Computer Systems)
Education
Connections

83 connections

Dennis Sullivan's Summary

Extensive experience in sales and 1st line direct sales management with a record of achievement and demonstrated success in driving sales growth in a highly competitive market. Adept at increasing growth of company revenues through the creation of new product offerings and services. Viewed by associates as an exceptional mentor and coach. Respected by clients for superior customer service and account management.


• Quota attainment of $8M+
• New Product Development
• Supply Chain Management
• Strong Negotiation Skills
• Key Client Retention
• ROI Analysis
• Team Building
• Process Management
• Strategic Business Planning
• Tactical Innovator

Specialties

Value Based Selling, Solution Selling, Enterprise Resource Planning (ERP), Transportation Logistics, Document Management, Business Intelligence (BI), Financial Management, Inventory Optimization, Manufacturing & Production Scheduling, EDI, B2B Procurement

Dennis Sullivan's Experience

Senior Account Manager

Computer Associates, Inc.

Privately Held; 51-200 employees; Information Technology and Services industry

July 2009Present (5 years 3 months)

Sales Manager

Activant Solutions

Privately Held; 1001-5000 employees; Computer Software industry

20052008 (3 years)

Created a successful marketing plan to migrate legacy customers over to “go forward” software.
•Managed an inside sales team and achieved 150% of quota in first year after acquisition.
•Managed nine field salespeople and despite down turn in the building material industry continued market penetration resulting in over $4 million dollars in revenue over the last two years.

Business Development Manager

Activant Solutions (Enterprise Computer Systems)

20012005 (4 years)

Complete responsibility for profitability, marketing, long range strategic planning and the development of new business opportunities in three major departments: Professional Estimating, Business Forms and our ERP product Version 2. Responsible for eight direct reports and six indirect reports.
•Created a new customer service program in 2003 that generated over $600,000 in gross profit in its first two years.
•Negotiated and implemented vendor agreements which positioned our company as a solid strategic partner between customers and suppliers.
•Researched and implemented new product opportunities in 2003 that produced over $535,000 in revenues in its first year.
•Improved the gross profit performance of the Document Solutions department by 5% and increased its overall profit margin by 4% for FY 2004.
•Saved a total of 18 accounts in FY’s 2003 and 2004 from defecting to competition resulting in $250,000 in new revenue while preserving $300,000 in recurring yearly revenue

Inside Sales Manager

Activant Solutions (Enterprise Computer Systems)

19972001 (4 years)

Responsible for 16 inside sales people spanning over 5 different product lines. Total P&L responsibilities of $8.5 million.
•Developed and implemented sales strategies, created both individual and team goals and conducted monthly sales training to ensure the success of the group.
•Achieved 100% of quota each year.

Senior Account Manager

Activant Solutions (Enterprise Computer Systems)

19831997 (14 years)

Territory accounts manager for 10 northeast states. Marketed ERP systems to the Distribution, Retail and Manufacturing industries.

•Achieved quota and President's Club 12 out of 14 years
•Prepared extensive Business Analyses, ROI assessments and business transformation strategies

Dennis Sullivan's Education

University of Connecticut

BA

19671971

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