BRIAN T.

DUNNE
157 Fern Drive Plantsville, CT 06479
Mobile 860-670-0636
bda44234@westpost.net
NATIONAL ACCOUNTS DIRECTOR ~ BUSINESS DEVELOPER ~ STRATEGIC MANAGER
Sales & Marketing Leadership * Strategic Planning
* Contract Negotiations
Customer Acquisition & Penetration * Client Relations
* Business Management
Award-Winning Sales Leader: Proven track record in securing new business by leve
raging strong consultative sales and closing skills. Adept at identifying and c
apitalizing on cross-sell, up-sell, and referral opportunities to promote custom
er satisfaction/retention and surpass revenue goals. Negotiate key contracts wi
th multiple constituents to drive profits and maintain market competitiveness.
Develop and lead national training efforts. Direct top-producing sales campaigns
and manage trade shows to identify and monetize new opportunities.
Strategic Account Manager: Adept at building strong, long-term relationships wit
h executive decision makers at Fortune 500 companies, partners and VARs. Manage
d high-profile accounts that included Caterpillar, United Rentals, General Elect
ric, The Hartford, Aetna, Travelers, Starwood Hotels & Resorts and Cigna. Direc
ted all regional sales and account management activities for a broad range of co
mpanies including United Technologies, Stanley Works, State of CT, Hartford Stea
m Boiler, CL & P/NU and Mass Mutual.
Business Development & Alliance Expert: Ignite high-revenue sales opportunities
by nurturing and managing relationships with business partners in global B2C, B2
B and B2E spaces. Identified and closed national agreements with leading compan
ies including MSNBC, CNBC, Yankee Group, Forrester Research, and Meta Group Rese
arch. Designed and implemented effective training programs to increase partner k
nowledge and tracked partner performance by establishing KPIs and reporting dash
board. Directed national software, education and training sales efforts with st
rategic partners such as IBM, Microsoft, CA, Websense and Persystent Technologie
s.
MS, Management Science - Albertus Magnus College, 2002 BA, Communications - Al
bertus Magnus College, 1999

SELECTED ACHIEVEMENTS & SKILL

* Intergis LLC: Identified and closed the second largest license deal in company
history, resulting in company-wide license and $2.3 million in annually recurri
ng revenues. Achieved highest closed dollar volume in software sales for company
(2009). Increased Enterprise sales division revenues by 48% in first year throu
gh consultative selling techniques and new/existing business development strateg
ies.
* Universal Solutions Group, Inc.: Exceeded multi-million dollar sales quotas wi
thin highly competitive market by leveraging senior Fortune 500 contacts and kno
wledge to design solutions across multiple platforms. Developed key industry par
tnerships that resulted in international product expansion and diversification.
Increased net profits 18% in 2006 and 23% in 2007 through effective negotiation
 tactics.
* Computer Associates International (CA): Earned several accolades as Customer A
dvocate and selected to participate in Customer Value Corner at CA World (2004).
Recipient of Education and Training award for generating most business unit re
venue. Planned and executed top-producing sales campaigns.
* Qwest Communications, Inc.: Exceeded expectations by achieving 118% of sales q
uotas in 2002 and 152% in 2003. Improved results and ranked in Top 10% by devel
oping and introducing strategic account planning practices and enhancing sales p
resentations delivered to C-level management. Extended market reach for various
products by developing relationships with key VARs.

CAREER OVERVIEW AND FORTUNE 500 EXPERIENCE

* Intergis LLC - National Strategic Accounts Manager, 2007 - 2010

* Universal Solutions Group, Inc. - Software IT Consultant / Business Strategist
, 2006 - 2007
* CA - Storage Sales Executive / Customer Relationship Manager / Customer Advoca
te, 2003 - 2006
* Qwest Communications, Inc. - Global Account Manager / Channel Sales Manager, 2
001 - 2003
* Additional account management and alliance development experience working for
AT&T and SageMaker, Inc.

OTHER PROFESSIONAL INFORMATION

Six Sigma Lean Certified * Dale Carnegie High Impact Presentations * Connectic
ut Technology Council Member * Proficient in CRM tools ACT, Salesforce, Siebel,
and Goldmine * MS Certified Professional * Experience with SMB Software, CA E
nterprise Management Suite and BrightStor * Willing to travel and relocate withi
n Tri-State area.