Strategic Enterprise Software Sales Manager in Philadelphia PA Resume Jon Sundstrom

609-220-3601 c;
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JON SUNDSTROM
PERFORMANCE
PROFILE

Accomplished Sales Executive with strong background in new business
development and account management in complex environments. Highly
analytical, strategic thinker with the ability to create go-to-market strategies,
messaging, campaign development and execution. Blending a hunters mentality
while utilizing a consultative sales approach has enabled successful navigation
through complex political and matrix environments. Excel at learning new ideas,
technologies and innovative products so that I can quickly optimize generating
revenue, profit and brand awareness. Trained in multiple solution sales
methodologies including Miller Heiman and Barry Rheim.
SKILLS & ABILITIES Highly motivated team player with valuable and successful experience managing and
collaborating both internally and externally
Strong pharmaceutical and clinical background with sustainable relationships
National/Global Account Management
Excellent verbal, and written skills that enable me to win
Strong successful background working with and selling to C-Level executives which has led
to being a Trusted Advisor and thought leader
Excellent negotiation skills to ensure both revenue and margin goals are attained
Partner and Strategic Alliances experience with long-standing relationships
Skilled in developing and implementing marketing techniques that drive revenue and
increase sales
Exceptional ability to research, analyze and translate information to diverse audiences
Excellent communicator with a consultative sales style and a keen client needs assessment
aptitude.
EXPERIENCE
Consultant Global Enterprise Software and Services
2014 Present
Working with CEO of a startup Big Data software company and a UK consulting
firm to develop US business opportunities.
Director, VP Business Development, Lodestone Management Consultants (SAP
High Value Consulting Business Partner)
2010 2013
Recruited to LMC to build brand and grow the client base in US. LMC specialized
in high value SAP and Supply Chain consulting
BD efforts helped grow US business from $14M 2011 to $24M in 2013
Additional responsibilities included selling a custom built SAP solution. The
Clinical Trial Supply Management solution was used to manage end-2-end
pharma clinical supply chains.
Developed pipeline greater than $140M with Merck, Lilly, Abbott, BMS, Pfizer,
J&J, Roche and other pharma accounts
Closed 4 Clinical Trial Supply Mgmt clients with Total Contract Value (TCV) over
Page 2
$20M

VP Sales Life Sciences Jonova Inc., - Global
2003 2010
Unique Value Chain Decision Support software startup
Built strategic and tactical sales and marketing plan with CEO
Grew revenue from $500K to $12M per year
Exceeded quota 5/7 years
Built strategic and platform accounts with Abbott, Janssen Pharma, J&J Biologics,
J&J Chemicals, Roche, Genetech, Astra Zeneca and Bristol Myers Squibb
Director Business Development EDS, -New Jersey, Delaware Valley
2000 2002
Recruited to help EDS and ATK sell the Ariba SaaS solution
Exceeded goals for Ariba program and quota as sales consultant
Developed compelling ROI to sell $12M TCV for EDSs Ariba SaaS
Migrated to the Consulting business after 1 year
Sold $8.4 M in TCV in consulting projects to Avaya, Novartis and CSL Behring
Across several technology platforms - PLM, Supply Chain, and Web site design
Account Manager Ariba, -Delaware Valley
1999 2000
Worked with CFOs and CPOs to harness and control spend management
Effectively worked with SAP, Oracle, and Big 5 Consulting Partners
Built and executed sales plan which enabled 3 net new accounts and quota
attainment
(Sunoco, Large Chemical Company, and Unisys) TCV $12.6M
Account Executive/District Manager FileNet, -Delaware Valley
1988 1999
Joined FileNet (ECM) as one of the early employees
Earned Presidents Club 4/5 years as Account Executive
1992 sold largest license deal (at the time) of $2.8M to US Healthcare
Promoted to District Manager in 1993
Achieved Presidents Club 5/5 years (Increased YOY P/L by more than 20% from
1995 -1997
EDUCATION
Florida Institute of Technology
BS, Management Science
COMPENTENCIES Solution Sales, Business Process Analysis, Contract Negotiations, Order
Management, Sales & Marketing, Relationship Development, Strategic Accounts,
Alliances and Partner Management, Document Management, Business
Development, Sales Management, Supply Chain, Value Chain, Decision Support,
ECM, eProcurement, Clinical and Pharma experience, SaaS

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