Ken Guy Email & Phone Number

Mclean, Va

Defining ECM / BPM Enterprise Solutions to large vertical markets. These include Financial Services, Healthcare, Insurance and State&Local Government. Also work directly with large business accounts solving business application pain points, and recurring revenue ROI returns to the client. Assist with Business Application Developers, OEM vendors and quality VAR's and Resellers selling system software solutions. Recommend Enterprise Content Management Solutions - Business Process Management business development tools needed to provide solid direct sales. Set up and train End User groups on key cost saving vertical applications (ROI)needed to drive new business. Key Vertical Markets Include: Financial Services, State & Local Government; Healthcare EHR Solutions; Insurance; Manufactueing; Transportation & Utilities.Applications Include: Document Management; Business Process Workflow; Records Management Compliancy; PDF Conversion; and Shared Services / Distributed Capture services.

Senior Sales Accounts Manager for the ABBYY USA selling OCR / ICR Imaging Capture Software; SDK / API Engine Solutions to all vertical markets such as: Medical, Manufacturing, Government, Transportation Utilities, Education, Legal and Business Services Industries.. My Account Development Expertise and Consultive Solutions Sales skills centers around all the Content EDMS and ECM industry software applications. This includes front end data capture software; OCR recogination software; content /document image management; business forms design and data capture; and workflow business process applications development. My extensive list of OEM Vendor Relationships / and Major Accounts Relationships available.

Consultative Sales Channel Manager for the Mid Atlantic, Southeast / Southwest Region at Optical Laser - Chartered to establish sound & sensible business solutions with selected document management, data storage and security vendors. My charter was to work with existing partners; and to place under contract new quality VARS and System Integrator who can sell and market these Optical Lasers enterprise solutions.(EMC, Documentum, Captiva, Kofax, Akonix Plasmon)Key Markets: Medical, Government, Manufacturing, Financial and Business Services• Increased the OL Solutions sales revenue over 50% from the document management partners• Worked closely with the EMC - Captiva sale team replacing competitive business• Assisted partners with marketing seminars, trade shows and sales training programs• Required partner business plans which increased sales and monitored short term sales forecast • Updated the partner on new Vendor Spiffs and MDF programs which will increase partner sales• Assisted with Customer Vendor Web Presentation, on site prospect sales calls and training

Senior Strategic Account Manager for document / check imaging, content management and workflow solutions for BancTec. These BancTec solutions provide automatic capture, classification and distribution of all types of paper and electronic documents with minimal operator intervention. Plus, Banctec is a major provider of large volume, high-speed, scanning solutions for mixed document and multi-application processing environments. I was chartered with:• Establishing the BancTec VAR, Systems Integrator program for data capture (eFirst Capture), workflow (eFirst Process) content (eFirst Office) media management sales channel on the east coast. (ECM,BPM,ERP)• Financial vertical direct sales for check image cleanup, (Image Sentry) to ISV / System Integrators.• Managing relationships with Outsource Partners on managed services; ERP direct solutions to major accounts.• Develop application and knowledge solutions that close partnerships with Outsourcing, VAR, and System Integration Companies. (Alogent, V Soft, ACS, Great Plains, Raytheon, Exact, Sage, Vignette, CSC)

Director of Sales for Imaging and Storage Systems at OTG Software. Products include Client Integrated Cold, Document Imaging, Process Workflow, Data (SAN) Storage, and Internet Email and Web Connect server solutions. These systems support ODMA, ODBC-database connectivity, NT, XML, UNIX, SAN, and independent mass storage alternatives. With my extensive direct and channel markets industry knowledge, successfully implemented large network business process solutions though system channels to large corporate end users. Achievements include: • Signed to contract key Business Partner Relationships that generated quota + revenue• Contracted agreements with major large OEM - EDMS and Data Storage companies • Managing (8) senior sales consultants that have attained 100%+ of my annual corporate sales.• Increasing the company’s market share by steering new successful product development programs• Established pre & post sale support teams to install and service EDMS & Data Storage Systems. • Objectives attained: 100% sales objective of $19 million in 1998, $30 million in 1999, and $43 million in 2000.• Contributed to a successful 2000 IPO by meeting and exceeding sales quota twelve (12) straight quarters.