ROBIN M.

TACKETT
Mansfield, Ohio 44907 614.557.6780 rtackett68@gmail.com

ACCOUNT MANAGER
Key Account Management / Growth Strategies / B2B / Contracts / Enterprise Sales / Channels / Negotiations Software Solutions / Business Requirements / Business Development / Territory Management / Turnarounds Award-winning sales professional with proven success in managing high profile accounts for BMC Software, IBM and others. I build solid relationships by identifying business requirements and demonstrating ROI for software purchases. Adept at turning around unhappy clients to become purchasing customers who provide referrals. Core competencies: Revitalizing underperforming territories and opening new markets Exceeding sales quotas in highly competitive markets Moving clients to a higher level of product maturity Growing territory sales year-over-year

Studied Computer Science at The Ohio State University. Additional training and certifications include ITIL Foundation V3 and Mendel presentation training. Received IBM Master Builder Award for consistently performing above expectations. SELECTED ACCOMPLISHMENTS Drove a 50% increase in service sales, from $4M to $7M, in one year . Assigned territory from BMC was floundering and sales had been down for several years. Revitalized confidence in services by re-engaging with customers, providing solutions to achieve high company return-on-investment, and following up on a weekly basis consistently. Grew territory sales from zero to $1.4M in first year . BMCs Ohio territory had not had a dedicated account manager and customer base was extremely unhappy. Rebuilt territory by renewing relationships with former clients and generating new relationships. Leveraged contacts to build solid relationships with senior management at Cardinal Health, Nationwide Insurance and Diebold. Increased software sales 45% in year one, and services from zero to $800K in year two . Upon joining MicroStrategy, the territory had not been covered for nearly a year; relationships with customers were poor, and competitors were poised to capture the business. Restored the territory by renewing existing relationships and establishing new ones. Reached 214% of quota in second year. Took over a Sterling Commerce territory which had been struggling due to lack of account coverage and new products. Established solid relationships within the territory and leveraged new software acquisitions. Closed a significant win at Limited Brands. Achieved top sales ranking status. Assigned an IBM saturated territory that required significant maintenance with few advantages. Established credibility and rebuilt relationships to uncover additional opportunities in the existing client base. Achieved 114% of quota by selling solutions to focus accounts. Received coveted extraordinary annual review. Attained 150% of quota in a highly competitive market . The territory was highly competitive and competitor solutions were significantly less expensive than the IBM offering. Leveraged IBM and partner resources to ensure customers understood the value and reduced risk involved in engaging IBM over the competition. CAREER SUMMARY With BMC Global Services, a $2.2B global computer software company: Services Solution Manager, 2011 to 2013. Transitioned to sell professional services supporting the implementation of the entire BMC portfolio including Cloud Lifecycle Management, IT Service Management, Proactive Operations and IT Business Management. Collaborated with solution architects, ensuring desired outcome. Involved in project governance. Account Manager, 2009 to 2011. Sold entire BMC software portfolio to enterprise accounts in central Ohio. Grew existing customer base and built new business. Met or exceeded all sales goals. Account Executive, MicroStrategy, 2007 to 2009. Sold software and services to enterprise accounts in Central Ohio for this business intelligence software firm. Key accounts included Nationwide, Limited Brands and Big Lots. Account Executive, Sterling Commerce, 2005 to 2007. Recruited to sell the entire portfolio including Supply Chain Management, Value Added Network, EAI software, and services for this provider of enterprise solutions and multienterprise integration of data, files and processes. Ranked in the top 10 of account executives out of 165. Earlier: Software Account Manager, IBM Software Group; Director of Alliances, marchFirst; Business Partner Technical Manager, Lotus Development Corp; Senior Systems Engineer, Banyan Systems; and Professional Services Consultant, Sarcom.