James Needham Email & Phone Number

Windsor, Connecticut, US

San Jose, CA, US

• Market and Sell Adobe Digital Marketing Solutions to a Named set of Strategic Accounts.
• Develop effective and specific account plans to ensure revenue target delivery and balanced growth.
• Act as a trusted advisor by forming positive relationships based on knowledge of customer requirements and dedication to value.
• Orchestrate a team of Product Sales Specialists, Solutions Consultants and Products Experts to executive developed account plans and successfully achieve Sales Objectives.
• Develop and deliver a comprehensive business plan to address customer's priorities and hurdles.
• Utilize Strategic Value Assessments, benchmarking and Return on Investment data to support the customer’s decision process.

Dublin 2, IE

• Build the Consumer Goods practice with target closed sales for Accenture Consumer Good Software and Services
• Develop a go-to-market strategy for assigned strategic accounts
• Build and direct a team of sales professionals to achieve the overall sales target for strategic accounts
• Cultivate enterprise relationships focusing on C-Level, chief architects and senior business executives to ensure growth of software revenue in complex, multi- tower/ transformational opportunities
• Established a Global Agreement with The Cola-Cola Company for Accenture CAS Software solutions to all Coca-Cola Bottlers worldwide
• Expanded the Accenture CAS Solution offering with the Coca-Cola Company by closing a $2.5M co-development opportunity for a Direct Store Delivery application with Coca-Cola

South San Francisco, California, US

• Led the sale of SaaS Performance and Talent Management Solutions to large enterprise organizations covering the GA ad FL market
• Annually, established a territory plan and strategy for meeting yearly sales objectives
• Weekly tracked and managed accurate sales pipeline forecasts
• Coordinated insides sales team and develop territory marketing campaigns and targeted account plans to generated qualified leads
• Regularly met with C-Level Executives to align business benefits of SuccessFactors Solutions to their business objectives
• Developed and executed sales strategies to win Net new customers for SuccessFactors

Dublin, CA, US

• Marketed and sold Enterprise Incentive Compensation Software to organizations with revenues above $1 Billion focusing on new account generation in the Financial Services and Telco industries
• Identified and qualified prospects
• Developed new client relationships and leveraged existing and past client relationships to build and manage a sustained pipeline of opportunities
• Developed proposals, responded to RFP's and conducted sales presentations for prospective customers
• Maintained a pipeline of qualified prospects sufficient to meet quarterly/annual quota requirements
• Maintained revenue and build new revenue within established account base

Pleasanton, CA, US

• Led the Sale of PeopleSoft CRM applications to net new accounts above $500 million in revenue covering the Southeast Territory
• Built Sales and Account Strategy for new Accounts in the Southeast Territory
• Identified and qualified prospects
• Collaborated with PeopleSoft ERP representatives to position the entire PeopleSoft Platform in Account
• Developed proposals, responded to RFP's and conducted sales presentations for prospective customers
• Successfully achieved annual quota in the first 6 months by selling a $1.2 million CRM software deal to GS4 Secure Solutions

Austin, Texas, US

• Managed the sales of Siebel’s CRM Software solutions to a set of named account in the Southeast with revenue’s above $1 Billion in annual revenue
• Built sales and account strategy for assigned named accounts
• Created and executed marketing campaigns to generate new leads and build sales pipeline
• Worked with Alliance Partners to identify opportunities and to close transactions
• Called on VP and C-level executives to position Siebel Solutions.
• Developed proposals, responded to RFP's and conducted sales presentations for prospective customers

NL

• Installed base Account Executive for Baan Company selling ERP and Supply Chain Software to the existing the customer base
• Developed, built, and maintained executive-level client relationships
• Sourced, negotiated and closed new opportunities within the existing client base
• Actively monitored and improved client satisfaction of existing client base, and ensure client reference-ability
• Assisted Sales Leadership to develop and implement the annual business plan and strategy for the existing Southeast territory client base
• Sold $2.8 Million in licenses and Achieved 112% of quota in 1998

Austin, Texas, US

• Responsible for establishing new business opportunities in the Southeast focusing on the healthcare industry
• Created and executed marketing campaigns to generate new leads and build Sales Pipeline in the newly defined Healthcare vertical
• Identified and qualified prospects
• Engaged Customer Account Leads for larger Applications and ERP sales.
• Successfully uncovered new business opportunities at HealthSouth and Cigna Healthcare by working directly with healthcare providers and Insurers
• Worked with Assigned Client Account Lead closed $4.6 Million in first year sales

• Responsible for selling software development, database and reporting tools. (Delphi Client Server, C++, Interbase and Report Smith)
• Worked with inside sales identify prospective customer and build a pipeline of Sales opportunity to meet assigned quota of $1.1 Million in Software Sales
• Developed proposals, responded to RFP's and conducted sales presentations for prospective customers
• Attainted 110% Quota Attainment first year in sales
• Awarded Presidents Club first year in sales

• Demonstrated Borland software solutions to potential customers, created presentations and answered detail technical questions related to the Delphi Object Oriented Client Server development tools
• Launched a new object oriented, client server development tool call Delphi

• Created software demonstration and marketing presentation materials used in the sale of client server development tools and 3270 and 5250 screen scraping development tools
• Responsible for the planning and coordination of trade show and marketing events for Knowledgeware solutions
• Traveled extensively presenting Knowledgeware software solutions at Marketing Events

• Provided Software demonstrations of GTE Retail point of sale and Network and file transfer Communications software
• Created presentation and proposal for GTE Software solutions

• Planned, scheduled and managed the implementation of Coin Financial Systems in the West Coast Territory
• Managed and trained a team of 5 implementation technicians
• Coordinated building and shipping of computer systems for new systems implementations
• Communicated with dealerships on the implementation and preparation for new systems implementations