STUART SHILITZ

37 Jerome Avenue Glen Rock, New Jersey 07452 (201) 251-7634 ssf13062@we
stpost.net
ENTERPRISE SOFTWARE SALES AND MARKETING PROFESSIONAL
Innovative, results-driven Sales and Marketing Professional with a successful tr
ack record of developing / expanding territories, increasing sales, and enhancin
g profits for Enterprise Technology Solution companies across multiple industrie
s within Fortune 1000 companies and government sectors.
Areas of Expertise include:
Project & Portfolio Management Document Management Enterprise Search ECM Web
Collaboration SaaS Solutions
Outstanding success in building and maintaining relationships with key executive
corporate and government decision-makers, resulting in high-profit accounts wit
h excellent levels of loyalty and retention. Expert in aligning innovative sales
and marketing strategies with organizational vision / goals, and identifying an
d capturing market opportunities to accelerate expansion, increase revenues and
improve profit contributions. Possess dynamic presentation skills, coupled with
the ability to develop detailed proposals and quotes based upon thorough needs a
nalysis sessions. Innate ability to drive new business revenues through developm
ent of strategic partnerships. Strengths lie in coordinating cross-functional te
ams to achieve revenue contribution and customer satisfaction goals.
Core Competencies:
Strategic Territory / Partnership Development
Consultative / Solutions-Based Sales Techniques
Financial & Contract Negotiations
Client Relationship Management
Direct Sales / Channel Management
Market Expansion / Penetration
Industry & Product Expertise
Proposal & Press Release Creation
Innovative Sales Presentation Methods
Cross-functional Team Coordination

PROFESSIONAL EXPERIENCE

SENIOR ACCOUNT EXECUTIVE

POWERSTEERING SOFTWARE, East Coast Region, November 2009 Present
Recruited to turnaround and grow an underperforming territory (NY, MA, NJ, and C
T), charged with selling a Project Portfolio Management (Enterprise SaaS) soluti
on designed to fulfill distinctive requirements of strategic project portfolios
(IT, PMO, Lean and Six Sigma) and improve strategy execution / financial perform
ance for large companies. Target, identify, and call on key decision makers (Bus
iness Process and IT Leaders) at potential accounts across several verticals in
the pharmaceutical, manufacturing, and technology industries. Conduct client req
uirements identification sessions, demonstrate product capabilities, qualify / c
lose deals, and provide on-site follow-up subsequent to implementation. Supervis
e one telemarketer direct report and a dotted-line team of solution consultants.
Implement lead capturing techniques to target new business opportunities.
Selected accomplishments:
Grew account base 100% and increased market share 32% in an eight-month timefra
me.
Closed 7 deals worth $800,000 in an 8-month timeframe with several large compan
ies, including SAP, Staples, Merck Pharmaceuticals, Biogen Pharmaceuticals, Vert
ex Pharmaceuticals, McGraw Hill / Platts, NewPage Corporation and Hachette Book
Publishing.
 Built potential business pipeline to $1 million in projected revenues through s
trategic account targeting methods, representing the company at trade shows, and
conducting executive breakfast meetings.
REGIONAL SALES DIRECTOR (Contract Assignment)
EXALEAD, Northeast Region, February 2009 November 2009
Selected to initiate and build business on the East Coast (NY, NJ, PA, MA, & CT)
for a robust search-based technology that utilizes advanced semantic technologi
es to provide structure, meaning and accessibility to content within existing we
bsites, databases, email, and other enterprises applications and leverage inform
ation for internal and external business applications.
Selected accomplishments:
Negotiated deal with major Pharmaceutical company, displacing the Google Search
Appliance to provide mission critical information access within multiple applic
ations which involved buy-in from senior executives and technical personnel, gen
erated $300,000 in revenue, and enabled potential follow-on business.
Sold call center software application to a major international financial instit
ution in New York for $120,000, which augments companys existing system with add
itional information access capabilities for agents by unifying content from mult
iple repositories.
Secured $210,000 software deal with prominent online services provider to power
search for their online classified websites globally.
REGIONAL SALES MANAGER
COVEO SOFTWARE CORPORATION, INC., Northeast Region, January 2007 February 2009
Recruited to develop marketing / branding strategies and drive revenues for the
newly created Northeastern US territory for an enterprise search technology and
content management software company. Prospected for key executive and IT decisio
n makers within the Federal, Financial, Technology, and Pharmaceutical industrie
s, conducted requirements identification sessions with multiple internal client
groups, recommended products to meet customer objectives, developed detailed pro
posals, and closed lucrative contracts. Utilized innovative and cost effective m
arketing approaches to demonstrate search solution and content management unific
ation capabilities delivered to multiple client business units.
Selected accomplishments:
Achieved sales of $3.1 million in two years of employment by landing new busine
ss deals with numerous industry leaders and government entities, including ESPN,
GEICO, Seagate Technologies, Computer Associates, Dow Jones, DE Shaw Financial,
Buck Consultants, US Army Logistics Agency and the US Army War College.
Signed three reseller partner agreements projected to produce $750,000 in reven
ues.
Received the Presidents Club Award for exceeding quota by 15% and Rookie of the
Year for 2007 / 2008 for top sales production.
Authored the Deal Book, encapsulating successful procedures for closing sales,
which resulted in recognition from the Vice President and adoption by other sale
s representatives.
Arranged guest speakers and conducted mini webinars with decision makers and te
chnical personnel in the life sciences market, including Johnson & Johnson, Nova
rtis, and Bristol Meyers Squibb.
DIRECTOR OF SALES
FAST SEARCH & TRANSFER, Needham, MA February 2004 December 2006
Ignited the Mid-Atlantic region of an industry-leading Enterprise Search technol
ogy organization by crafting business development strategies and implementing ta
ctical sales plans, which targeted leading publishing, pharmaceutical, and new m
edia organizations. Managed and mentored a four-member team, consisting of inter
nal / external sales and support personnel. Uncovered sales opportunities with F
ortune 1000 senior-level business and technology executive prospects through eff
ective research and networking efforts; prepared and delivered sales proposals.
Conducted presentations at industry associations as a subject-matter expert; coo
rdinated and managed participation in special events and trade shows. Identified
and cultivated direct and channel partner opportunities to enhance company sale
s objectives.
Selected accomplishments:
Generated sales in excess of $5.2 million by infiltrating and building major cl
ient base, which included McGraw Hill, Merck, Roche, CSA Publications, and the U
nited Nations.
Spearheaded the penetration of the company into the pharmaceutical market, whic
h resulted in selling the first market intelligence application within the indus
try to Merck, producing $165,000 in revenue.
Championed the United Nations deal, which resulted in replacement of the Google
Search Application in multiple business units with Fast Search & Transfers sear
ch application product.
Produced $2+ million in revenues by forming relationships and leveraging busine
ss system capabilities with 4-5 new channel partners.
DISTRICT MANAGER
OPEN TEXT CORPORATION, Waterloo, ON December 2001 February 2004
Recruited to accelerate growth and increase profits within the New York / Tri-St
ate region for the leading provider of Enterprise Content Management solutions,
which included Document, Business Process, Web Content, Learning System, LiveLin
k, and Work-flow process management solutions. Amplified revenues by gaining ent
rance to leading corporations in the financial, pharmaceutical, and information
technology sectors through researching the territory, establishing business deve
lopment strategies, conducting cold calls to create relationships with new clien
ts, and determining methods to exploit new opportunities with existing client ba
se. Formulated recommendations for clients based upon existing systems, targeted
goals, and input from engineering personnel.
Selected accomplishments:
Generated $3.2 million in sales by penetrating leading corporations, including
Merrill Lynch, Allegheny Global, Goldman Sachs, AXA Financial, Merck, Roche, and
Warner Lambert.
Consistently met and exceeded sales quotas and was named the companys Top Produ
cer in Northeast in 2002.
Landed and assisted with the deployment of a $1 million, 10,000 seat, LiveLink
deal with Merrill Lynch.
Awarded Learning Management Ambassador title for the Eastern sales region due t
o superior sales performance and exceptional knowledge of the Learning Managemen
t marketplace.
DISTRICT SALES MANAGER
VERITY SOFTWARE, INC., Sunnyvale, CA April 1998 December 2001
Directed and executed the sales and business development initiatives for the lea
ding provider of Enterprise Search solutions in the New York Tri-state area. Pen
etrated Fortune 1000 companies by identifying and targeting key business and tec
hnology executives and utilizing consultative / technical sales techniques to ac
hieve revenue targets. Utilized valuable knowledge in forecasting and reporting
methodologies.
Selected accomplishments:
Captured $5.8 million in software sales to numerous major corporations, includi
ng Prudential Securities, JP Morgan, Bristol Myers Squibb, Aventis, Organon, AT&
T, and Lucent Technologies.
Closed approximately 10-12 deals per quarter with average revenue generation of
$80,000 to $375,000 per contract.
Achieved sales of $800,000 per quarter four consecutive times.
Conceptualized and partnered with internal / external IT personnel to develop a
solution to manage e-commerce for CDNow and a search button solution for an out
ward-facing site for Prudential Securities.
Awarded membership to Verity Presidents Club two years in a row for outstanding
sales revenue generation.
EDUCATION BACKGROUND

B.A. in Business Management & Interpersonal Communications State University Col

lege at Brockport

PROFESSIONAL ASSOCIATIONS

Association of Image and Information Management (AIIM) (1992-Present)

Toastmasters (1995-1998)
Society of Human Resource Management (2006-Present)
Rotary International (2000-Present)

MILITARY SERVICE

Veteran United States Air Force; Humanitarian Service Medal Recipient