James Hornung
2745 Octavia St., #2 ~ San Francisco, CA 94123 ~203-247-5427 ~ abc@xyz.com

Summary of Qualifications

  Accomplished IT new business development leader with a proven track record of exceeding performance metrics.

  Experience pre-qualifying B-to-B prospects and consistently outperforming monthly quota for securing appointments.

  More than two years of valuable, hands-on experience building and maintaining rapport with prospects over the phone.

  Gained the trust, confidence and respect of superiors to lead forecasting meetings and also to train new hires on best practices of new business acquisition.

  Proficient with Windows, Microsoft Office Suite and Salesforce.com.

Professional Experience

Marketo Sept. 2013-Present

Account Executive (Nov. 2014-Present)

  Set appointments on behalf of account executives by executing cold calls while attempting to secure new business.

  Meet in person with clientele to conduct product demonstrations and generate new accounts.

  Build and grow relationships with partners and meet their specific needs.

  Serve as Team Lead, leading forecast meetings with major sales personnel.

Accomplishments:

  Closed $700,000 in annual recurring revenue, with 25% resulting from outbound efforts training new representatives.

  Consistently met or exceeded sales quotas.

Sales Development Representative (Sept. 2013-Nov. 2014)

  Set appointments on behalf of account executives by cold calling and sourcing for new business opportunities.

  Pre-qualified prospects before confirming appointment to ensure legitimate new business opportunities.

  Made up to 70 cold calls per day to generate qualified meetings, and also responded to inbound calls or followed up on leads generated from marketing campaigns.

Accomplishments:

  Consistently exceeded monthly quota for securing appointments with pre-qualified prospects.

  Gained the trust, confidence and respect of the Sales Development Manager to participate in the interviewing process for new sales development representatives and also to train these new hires.

  Earned praise from the Director of Insightera, a start-up company acquired by Marketo, for successfully securing 21 new appointments on behalf of its account executives.

Salesforce.com June 2012-Aug. 2013

Enterprise Business Representative Intern (Feb. 2013-Aug. 2013) 

  Used LinkedIn, Google search, Hoovers and Zoom Info to identify key influencers for enterprise business representatives.

  Worked daily with a team of 12 new business development colleagues to achieve sales performance goals.

Accomplishments:

  Ranked as the No. 1 intern for researching and pre-qualifying the most leads for enterprise business representatives.

  Directly influenced 35 new selling opportunities that lead to more than $1.5 million in new revenue.

Sales Alignment Intern (June 2012-Aug. 2012)

  Worked closely with account executives to develop revenue-focused hierarchies for 15 enterprise accounts such as The Home Depot, Nike and Citigroup.

  Helped enterprise account executives with strategic data modeling to shorten the sales cycle and boost sales efficiency.

Accomplishments:

  Played a key role generating more than $3.7 million to the sales pipeline and $1.1 million in All-commodity value.

Education and Training

Bachelor of Science, Marketing and Entrepreneurship and Emerging Enterprises, Syracuse University; earned 2012

  Completed John Barrows Sales Training, as well as BASHO Email Prospecting Training.