Sales Executive / Sales Management

SALES EXECUTIVE / SALES MANAGEMENT

Ability to quickly meet or exceed quota through smart and creative selling, establishing partnership with channels, and identifying key decision-makers. An ambitious and optimistic Sales Executive with 20 years of proven high tech solution selling to “C” level executives in the Fortune 1000. Quickly grasps complex concepts, analyzes and interprets ideas into an effective selling strategy. Excellent presenter with highly perceptive listening and people skills. Natural closer that excels in both the hunting and farming of the sales role.

PROFESSIONAL EXPERIENCE Sales Manager Jan. 2002/Current DirectAdvice Hartford/Connecticut

DirectAdvice sells web based financial planning tools to assist large financial institutions with building richer relationships with their customers. Responsibilities are to create interest in a new target market and penetrate the top 100 financial institutions. District Manager Dec. 2000 / Sept. 2001 SIEBEL SYSTEMS INC. Ft. Lauderdale/Florida

Responsible for selling the full suite of Siebel eBusiness applications to ten named financial services accounts in the Southeast. These accounts were comprised of large insurance companies, banks and investment brokerages. Utilized the Siebel Sales Force Automation systems and Targeted Account Selling Methods. Sales cycles included cold calling, working with partners, managing internal resources, responding to RFP’s, presenting solutions to executives, preparing customized ROI analysis and proposals for implementation.

Regional Sales Manager Jan. 2000 / Dec. 2000 UNICA CORPORATION Ft. Lauderdale/Florida

Accountable for selling web based “one-to-one” marketing and campaign management solutions to assigned prospects. Unica is a small pre-IPO analytical marketing solution provider that announced a new set of capabilities for managing campaigns and web based marketing solutions for mass merchandisers. Competition was E-piphany, Kana, Exchange Applications, Prime Response, and SAS.  Exceeded assigned quarterly quota.  Established sales office in Florida with account focus in the Southeast.  Sold marketing automation solutions to financial services, retail, mass merchandising and catalog distributors.

Sales Director March 1997 / Jan. 2000 PEGASYSTEMS Hartford/Connecticut

Directly responsible for introducing workflow/CRM capabilities to the insurance industry. Pegasystems was well established in the banking community but had no presence in the insurance industry. In 1996 the company went public and targeted the insurance industry as its strategic growth area. As the first insurance Sales Director, I implemented the go to market strategy, budget and goals.  In the first year achieved 220% of annual quota ($5.2 million in license revenue) thereby qualifying for Pegasystems' Medallion Club. Folkert P. Koelman Page Two

PEGASYSTEMS continued  Established insurance unit by selling initial solutions to The Hartford , BCBS of GA, Guardian Life, AIG, and Northwestern Mutual Life  .Sales cycle included lead generation, first presentations, consulting on existing processes, identifying business drivers and propose solutions, designing and presenting prototypes, constructing pricing models, and negotiating contracts.  Promoted to Sales Director, responsible for the planning of growth for the Insurance Unit. Managing lead development, sales strategies, hiring and motivating of sales people. Direct supervision of three sales managers with an annual group quota of $11 million.

Senior Sales Representative / Sales Executive / National Acct. Manager Sept. 1984 / March 1997 DIGITAL EQUIPMENT CORPORATION Hartford, Connecticut  Obtained the Circle of Excellence award on two occasions and received the DEC100 designation eight times for exceeding assigned quotas.  Sold the first underwriting system to a mid sized life insurance company with an initial value of over $3 million.  Promoted to National Account manager, with the responsibility for increasing sales across a Fortune 100 company, implementing marketing strategies, account planning, resource allocations, budget and expense control, and maintaining customer satisfaction.  Increased annual revenue from $6 million to $11 million while hardware prices were decreasing.

District Sales Manager March 1982 / Sept. 1984 WHITE HAT SYSTEMS Hartford , Connecticut  Received the district “Sales Leader of the Year Award” twice  Established sales strategies, implemented marketing activities, managed technical sales support and administrative personnel for the New England District.  Sold specialized application software for job shops and discrete manufacturing companies.

Territory Manager/Sales Zone Manager Oct. 1973 / March 1982 UNISYS (formerly Burroughs Corp.) KINGSTON, New York  Received the Legion of Honor Award three times for exceeding quota.  As a new territory manager received extensive basic sales training. Territory consisted of all financial accounts in the greater Poughkeepsie, N.Y. area.  Promoted to zone manager, supervised four sales representatives. Responsibilities included setting sales strategies, motivating people, application training, customer relations, district reporting and recruiting of sales people.

MILITARY SERVICE 1972 / 1973 Served as a sergeant in the Dutch army for 18 months with Basic Training in the Netherlands, sergeant duty served in northern Germany (Seedorpf).

EDUCATION College of Amsterdam, the Netherlands, B.S., Business Management -1970 One year internship with Loblaws, Buffalo, NY. 1970 / 1971