Jeffrey F.

Glenn
Cell (832) 454 V 6985
jg5560b0@westpost.net
Job Objective: Leader, Driving Sales Growth and New Clients
Summary of
Qualifications:
Tactical
Senior Sales Professional
Communications Technology
Help Desk Management
Communication Systems Design
Computer Lab / Classroom Design
Managerial
Training & Instruction
Leadership & Team Building
Cost Containment / Budgeting
Client Relationship Management
Project Management
Experience:
JeffKtruly does live the Spirit Values. He is one of the most conscientious, pr
ofessional, committed, accountable, candid and passionate associates I have had
the privilege of supporting.
Jim Sinichko
Director of Training - Avaya
Cognitive Technologies V 2009 - Present
Cognitive Technologies delivers high performance services that assure your succe
ss. What sets us apart is our consistent use of people and process-centered appr
oaches and the extensive experience and know how we bring to every project. Cog
nitive Technologies provides consulting, methodologies, and tools to Fortune 100
0 and government clients whose technology projects absolutely must succeed.
NATIONAL SALES DIRECTOR
Corporate responsibility for building the sales pipeline and delivering new busi
ness results in Program and Project Management, IT Consulting, Collaboration Pro
cess and Organizational Effectiveness
Built key strategic partnering relationships with Journyx, AEM, SAIC and Micros
oft within first 6 months.
Closed over 5M in new sales partnering with Microsoft in technical sales using
MS applications Project / Server and Share Point Solutions
Exceeded targets and objectives V 136% in 2009
Facilitated closing the first two strategic target accounts (LCRA and APS Healt
hcare)
Developed and grew both City of Austin and Austin Energy clients by 200%
Organically grew APS healthcare to 2.2M in revenue, up 100% from 2008
Self Generated 11 new leads for our sales team
Built internal relationships with key target account (BP America) at the leader
ship team level and closed new contract with Journyx estimated at over 1M annual
ly
Created and developed 2010 marketing plan. Coordinated with Microsoft and deve
loped quarterly events to target strategic accounts in the South Central region

RSA Corporation V Houston, Texas 2006 - 2009

$20M privately held corporation with 75 employees in two locations in Texas. RS
A provides IT Strategy, Consulting and Services (including ERP consulting and sy
stems integration, business technology advisory services, managed IT support and
IT staffing) to wide range of clients in the Public & Private sectors).
DIRECTOR OF MARKETING and SALES
Overall responsibility for strategic vision and tactical implementation for grow
th of Sales and Marketing plan for the corporation, managing a team of 10 staff.
Report directly to CEO and President
Key performance indicators include 13 net new clients in 2007 and 26 in 2008
Generated over $7M in new revenue to RSA Services Organization ($5M quota)
Consistently closed 70% of the sales opportunities in SMB and Mid Market accoun
ts
Developed a 3X sales funnel ($15M qualified leads)
Developed and launched new corporate web site
Developed and implemented corporate social media strategy with RSA culture
Avaya Inc. partner - Lantana Communications V Houston, Texas 2004 - 2006
SALES COACH and TRAINER / CONSULTANT
Recruited and hired 8 new sales people to build the Lantana field sales force
Developed sales training and curriculum for the new hires and veteran team
Coached the sales team in weekly client meetings and appointments to improve ho
w they handle prospects, strategize to win and improve close ratios (10%)
Grew the gross sales by 25% over previous fiscal year (5% margin increase)

Avaya Inc. (formerly AT&T) V Houston, Texas 1985 V 2004

Avaya enables businesses to achieve superior results by designing, building, and
managing their communications networks. Focused on enterprises small to large,
Avaya helps customers leverage existing and new networks to create value and enh
ance business performance.
SALES MANAGERVMID MARKET / ENTERPRISE TEAM
Coach, manage and lead Account Executives in the South Texas market
Key metrics include driving profitable new business sales (GPM)
Achieved 108% of quota target for 2002
Developed the Account Executive Activity model and incorporated the Guidelines
for Success model that tracks sales activities (cold calls, appointments)
COURSE MANAGER/SALES INSTRUCTORVLearning & Performance
Contributed to and supported national sales success through delivery and ongoin
g enhancement of Sales Manager/Director and Account Executive training
Developed student competencies in Expanets services, solutions and product line
; selling techniques; contracts and negotiations; administrative responsibilitie
s
ACCOUNT EXECUTIVEVCommunications Systems
Contributed to company profitability through sales of business communications s
ystems to small and medium size business customers
Exceeded objective every year on plan (1995 - 125%, 1996 - 147%, 1997 V 151%, 1
998 V 176%, 1999 V 163%, and 2000 V 155%)
Selected by the General Manager for the mentoring program in 1998 and served as
the AE advisor to the leadership team
CALL CENTER MANAGER
 Ensured customer service, met sales revenue targets and created incentive plans

Certifications / Training:
Managerial
Business Directions V Strategies for Growth
Writing Performance Appraisals
Time Management
Quality Improvement Process
Leadership & Coaching
Managing Employee Performance
Creating a High Performance Team
Managing People and Performance
7 Habits of Highly Effective People
Managing Problem Employees
Awards:
Lone Star award for team sales results over 100% (2004, 2005 and 2006)
Selected to represent corporate training staff (2 out of 600 reps)
Chairman V Leadership Longview -2000, Expanets Elite V Top 3%
Achievers Club V 1995 V 2002, Stand Out Award for Outstanding Performance
AT&T Spirit of Communications V Eagle Award
Education: East Texas Baptist University V BS, Business Management & Computer S
cience