Greg Steffy Email & Phone Number

Senior sales leader for North American electronic security sales team. Assigned by the CEO to transform the sales team and increase growth in services and hardware in the markets of Commercial, Financial, Government, Enterprise, Retail and Fortune 1000. Sales team included 1 Vice President, 8 Sales Directors and 90 Sales Representatives.• Completely reorganized sales team, changed managerial structure and created 37 new positions, thus increasing productivity and increasing sales from $230M to $275M.• Won new $65M annual comprehensive contract for alarm systems, video systems, access control and maintenance at a major financial institution, the largest contract awarded in company history. • Performed strategy development for security outsourcing model to include managed services sales model, resulting in 20% increase in services sales. • Created services sales strategy portfolio model focused on long-term security monitoring contracts, achieving a recurring revenue stream.• Shifted the business model from hardware centric to solution service business processes. Developed and implemented sales education curriculum to reeducate sales team for migration to consultative solution-selling model. • Presented our new strategies to investment analysts / industry experts and major shareholders every year for 4 years, resulting in favorable press from the analyst community in major publications. • Utilized CRM tool (Salesforce.com) to manage Diebold business.• Responsible for quota distribution and monthly recurring monthly revenue (RMR) sale goals. • Responsible for margin analysis and pricing approval for all large contracts. • Managed TCV pricing models, including hardware, software, installation and services, creating recurring revenue that increased market share and share of customer spend.

Selected by the CEO to create an outsourcing sales model for ATM programs. Developed comprehensive ATM outsourcing strategy to include solution architecture, sales strategy, value proposition, sales organization build out, pricing models, sales tool kit, 7-step sales process, compensation development, legal contracts, marketing tools and creation of customer reference program. • Transformed the sales strategy from one-time hardware sale to a long-term comprehensive self-service outsourcing solution, including ATM hardware, software, transaction processing, cash handling, content delivery, logical security, business processes, telecommunication network and maintenance. • Grew organization from a zero-based new niche market to over $1.2B TCV in under 7 years.• Served as best practice model worldwide for sales strategy transformation to outsourcing solution. • Grew the 5-person sales team to over 30 people, and indirectly supported the sales organization of 200 people. • Created a 7-step consultative sales process to guide customer from current operation model to target operating model. • Created and attended over 50 customer symposiums to deliver company’s transformation strategy directly to customers.• Created strategic alliance and partnerships to include cash handling, mobile banking and debit card transaction processing, resulting in broader solution to customer and larger revenue stream.• Presented frequently at Board of Directors meetings.• Received IAOP Outsourcing Award for four consecutive years.

Raleigh, Nc

Directed global sales force and value-added resellers for device management middleware in Europe, North America, Australia, South Africa and New Zealand.• Grew sales over 175% within two years, increased volume of distribution network and increased sales to direct end users.

Charlotte, Nc

Developed new nationwide business relationships and retail delivery platforms in non-bank financial services market such as Merrill Lynch, E*Trade, MetLife and Schwab. • Designed first retail bank branch for industry leading financial services company

Charlotte, Nc

Managed customer with 4,000 ATMs, and 2,600 branches. Managed ATM sales, service operations, finance, system engineers, electronic security sales, consumer transaction solutions and software.• Transformed dissatisfied customer to loyal strategic partner. • Sold over $40M annually.

North Canton, Ohio

Served as liaison for company executive management team and sales leadership in this headquarters assignment to manage National Account Program for the top 15 National Accounts in the United States.

Pittsburgh, Pa

Sales responsibility for top 11 financial institutions in Pittsburgh, PA, and all regional and community banks in Southwestern Pennsylvania and Northern West Virginia. Grew sales from $500K to over $7M.