SANDRA HANCOCK - RAINEY

(916) 521-7870

Sacramento, CA sandra.hancock916@gmail.com www.linkedin.com/in/sandrahancock/

VICE PRESIDENT SALES AND MARKETING

Start Up Global Sales Turn Around Rapid Revenue Growth Market Penetration SaaS Sales
Disciplined sales leader with a consistent record of dramatically increasing revenue in start-up environments
and underperforming sales organizations. Drove global sales growth in excess of $500M over the last 15
years. Highly experienced in key account development with C-Level executives at Fortune 500 organizations,
federal and state agencies. Accomplished at navigating complex, multi-million dollar sales processes. Hired
and mentored dynamic teams with hands-on style of management creating a cooperative sense of urgency
and desire to over achieve in sales organizations.

CORE COMPETENCIES

GLOBAL SALES / MARKETING
KEY MARKET ANALYSIS / GROWTH
MULTI-UNIT BUSINESS MANAGEMENT
TEAM BUILDING / TRAINING PROCESSES
NEW MARKET DEVELOPMENT
CONTRACT NEGOTIATIONS
NEW BUSINESS GENERATION
STRATEGIC ANALYSIS / PLANNING
C-LEVEL RELATIONSHIPS
COMPLEX SALE CONVERSIONS
STRATEGIC PARTNERSHIPS
RENEWABLE ENERGY
MULTI-MILLION DOLLAR
MULTIMILLION-DOLLAR P & L
METRIC DEVELOPMENT / ANALYSIS

SELECT CAREER HIGHLIGHTS

Implemented unique go-to-market strategy, resulting in a 300% increase in C-Level access, 4 times other
regions, combined.
Created start-up sales plan for a CA renewable energy manufacturer generating opportunities exceeding $5
million 1
st
year revenue.
Reduced cold calling cycle time 40% by designing and implementing a dynamic sales training program.
Redesigned sales plan for a Saas software firm to achieve 82% increase in new clients and 130% revenue
growth.
Achieved a $13+ million sales pipeline and $2+ million first-year net earnings by developing a profit-
generating strategy to launch a ground-up sales plan for a technology-based manufacturing start-up firm.
Negotiated $3.5 million venture funding for factory start-up supported by five-year, $13 million backlog.
Grew corporate gross profit 45%+ in software asset management solutions leading to $40M in installations.


PROFESSIONAL SYNOPSIS

Director of Sales, West, NC4, LOA ANGELES, CA 2013 2014

In underdeveloped western region, in an individual contributor role, implemented a go-to market strategy to
acquire new customers in the public safety and law enforcement sectors with a high-profile crime fighting solution.
Introduced new prospecting strategies to organization, resulting in a cultivation of immediate access to key
decision makers in larger, targeted law enforcement accounts.

Implemented unique go-to-market strategy, resulting in a 300% increase in C-Level access,
4 times that of other regions, combined.
Generated $7M in targeted sales pipeline activity resulting in yeses on $600K in
incremental sales.




Sandra Hancock Resume Page Two (916) 521-7870

PROFESSIONAL SYNOPSIS (CONTINUED)

Principle, S.V.T. LLC, Sacramento, CA 2008 2012

Utilize broad scope of industry knowledge and dynamic business acumen to design strategies for successful sales
launches, business development, and new contracts acquisition plans to achieve substantial revenue for diverse
group of client companies looking to increase sales, improve underperforming sales organizations and expand
sales into foreign markets.

Created start-up sales plan for a CA renewable energy manufacturer generating opportunities
exceeding $5 million 1st year revenue.
Established international expansion strategy for start-up financial technology firm,
decreasing time to market by 50% in Central America, while adding $2.3M incremental gross
revenue.
Added $1+ million in revenue with an organization specializing in high-tech distribution,
creating multi-unit locations and leveraging channel network.


Director of Sales, XANTHOS SYSTEMS, RANCHO CORDOVA, CA 2006 2008

Strategically steered redesign of sales processes in organization specializing in SaaS solutions to workers comp and
public safety professionals. Restructured with a modular approach, allowing faster revenue turns and incremental
improvements in sales. Initiating methods to build cross-functional teams to allow employee participation in
decision-making processes, improving morale, and increase customer retention.

Achieved an 82% increase in the number of customers via sales process redesign.
Acquired new contracts and an increase of 130% in revenue across a two-year period.
Increased revenue $1.3 million by developing a customer-centric metric system designed to
measure value of products and service offerings, and allowed addition of new service offers.

Vice President of Sales, FORMA HOME SYSTEMS, RENO, NV 2002 2006

With no factory in the U.S. and building method not known to our market segment of homebuilders in the United
States, developed and executed strategy to generate incremental sales for a start-up technology based
manufacturer of panalized homes. Obtained investment dollars for Proof of Concept home, engaged early
adopter builders. Defined additional markets, verticals, and field-tested systems for sales viability and
marketability resulting in $2.3 million in revenue within the 16 months. Collaborating with executives to plan for
production and product delivery while transitioning from imports to manufacturing plant opening.
With a new manufacturing process to the U.S., increased new customer acquisition in excess
of 110% of plan.
Participated in cross-functional team designing strategic development plan, resulting in pre-
production sales pipeline of $70+ million.
Acquired $3.5 million in start-up funding for a manufacturing plant opening.


Vice President of Sales, SYNCHRON NETWORKS, SCOTTS VALLEY, CA 2001 2002

Hired as a change agent to drive business growth in the security software space by developing strategies for
delivering technology to better secure system management and digital asset delivery. Recruited and mentored
high-performance sales achievers. Established core strategies for direct sales, channel markets, system
integrators, and sales agent models. Developed a $10-million pipeline and brand awareness campaign
recognized by Hartford Insurance, Ford, Chevron, CSC, and Boeing. Presented quarterly to Board of Directors,
Executive Team, and VCs.

Sandra Hancock Resume Page Three (916) 521-7870

PROFESSIONAL SYNOPSIS (CONTINUED)

Vice President of Sales, SYNCHRON NETWORKS, SCOTTS VALLEY, CA 2001 2002

Outperformed year-over-year sales plan by 150%.
Generated a 71% increase for new product installations from previous year.
Accomplished a 10% reduction of time sales spent on non-revenue generating tasks.


Regional Vice President West, CORPORATE SOFTWARE & TECHNOLOGY, BOSTON, MA 1998 2001

Applied strong leadership talents toward conceptualizing and developing effective sales and training strategies and
managing competitive sales leaders, including handling profit / loss for the entire region for a large software asset
management and reseller firm. Grew region from 4 to 32 account executives and from 4 to 13 states over 2.5
years. Initiated and navigated complex contract negotiations with large-scale financial institution encompassing
19 departments, 41 countries, and a bidding process to ultimately attain tripled division sales in three years.

Grew comprehensive corporate gross profits by 45% within existing client base.
Integrated approach to prospecting to create CXO access and reduce cycle time 40%.
Increased regions productivity from $100 to $500 million in 2.5 years.


EDUCATION

Bachelor of Science in Marketing CALIFORNIA STATE UNIVERSITY, SACRAMENTO