Keith Joeris
Keith.Joeris@global.t-bird.edu
Keith.Joeris@AggieNetwork.com
147 Survista Lane
New Braunfels, TX 78132-3530
Google Voice: (512) 609- 0462
Mobile: (830) 481-3580
Business Development / Sales & Marketing / Strategic Planning
· Well-connected, well-educated and globally experienced executive with an extensive c-suite network
· Experienced in managing sales teams and directly contributing in strategic selling of hardware and software solutions to global Fortune 500 companies with complex matrix decision making structures
· Works professionally multi-disciplinary teams both internal and external and with direct and matrix style management structures to produce maximum results throughout the organization
· Enthusiastic motivated leader with the charisma to turn sales and marketing organizations into highly functional productive business units
· Highly qualified and extensively experienced in methodically evaluating market data to define problems, drive innovative ideas, and develop business strategies that generate market leadership position boosting revenue and shareholder value
· Excelled in the Thunderbird School of Global Management’s Executive MBA program
Professional Experience
Xerox Corporation, Inc. January 2009 – August 2010 (1 Year, 8 months)
Program Director, Production Color Solutions, January 2010 – August 2010
Central Texas Operations
Led 5 product specialists to execute an integrated hardware and software solution based go-to-market plan generating a 12 month pipeline of 25 potential customers and orders with revenues in excess of $4,250,000 by developing and executing the following:
· Identified target prospects
· Developed targeted executive level value proposition
· Educated and motivated 2nd line sales specialist
· Led all sales cycles
· Produced value based solution proposals
· Produced ROI analysis
· Negotiated purchase agreement terms
· Negotiated on-going service agreements
· Coordinated post sales implementation
Coordinated all aspects of a regional product launch event, generating significant revenue through a regional product launch “event” in Dallas which targeted potential customers
Production Color Solutions Executive, January 2009 – December 2009
Texas Public Sector – Presidents Club
Generated first year revenues in excess of $5,250,000 (260% of $2,000,000 quota), achieving #2 ranking in the US
IBM (Info Print Solutions Company) 2007 – 2008 (2 years)
Director of Production Color Printing, July 2007 – December 2008
Americas Group (US, Canada, South America)
Managed 3 sales specialists and 2 presales sales analysis and designed a comprehensive sales process that that delivered a consistent flow of supportable and profitable sales generating 2008 revenues in excess of $20,000,000 by developing and executing the following
· Leveraged industry contacts and consultants to identify target prospects
· Led all sales cycles based on the fundamentals of Strategic Selling
· Developed targeted “C” level value proposition
· Delivered WebEx presentations for prospective clients, industry consultants and IBM account managers
· Educated and motivated Info Print 1st line sales executives
· Developed value based solution proposals
· Produced ROI analysis
· Negotiated purchase agreements terms
· Negotiated on-going service agreements
· Coordinated post sales implementation
Developed a customizable professional proposal that provided executives with a concise explanation of the Implementation cost, capital expenditures, operating cost, return on investment (ROI) and opportunity cost
Major Accounts Manager, January 2007 – June 2007
South Texas
Developed and executed a strategic sales account plan that resulted in the sale of a solution platform generating account revenues in excess of $12,000,000 and exceeding mid-year 2007 fiscal plan quota of $5,000,000.
Kodak Versa mark (Scitex Digital Printing) 2002 – 2006 (4 years)
Strategic Accounts Manager
US and UK - Presidents Club
Leveraged industry and market events and applied fundamentals of strategic selling to close and head up the first major credit card company’s worldwide “Trans Promo” initiative resulting in a master agreement generating in excess of $50,000,000 in revenue and worldwide printer placements
Consistently exceeded yearly sales quotas during the merger between Scitex Digital Print and Kodak by applying the fundamentals of strategic selling, and sold many new products.
Coordinated all aspects of Kodak’s first “Trans Promo” summit in Dallas, Texas that changed the industry of transactional and promotional printing
Answers.com, Inc. 2001 – September 2001 (9 months)
VP Sales – World Wide
Launched a worldwide campaign for our internet software offering eCRM, peer-to-peer knowledge collaboration software with natural language based search engine
First Data Corporation 1995 – 2001 (6 years)
Director of Business Development, Mergers & Acquisitions (M&A), 1998 – 2001
Managed a 5 member cross-functional team of analysts deployed to:
· Evaluate potential M&A companies resulting in a 10X top line revenue growth
· Establish business policy and procedures to engage divisional management and drive profitable operations
· Educated and motivated 50+ sales executive and 15+ sales managers in complete line of eCRM outsourcing service bureau solutions
· Directly involved with major account sales cycles leading to profitable revenues in excess of $100,000,000
National Accounts Manager, 1995– 1997
Strategic accounts – US – Presidents Club
Designed, proposed, and sold a complete out-sourcing billing solution that incorporated multiple divisions and outside subcontractors for Verizon allowing FDC to secure a $25,000,000 multi-year contract
Designed, developed, sold and negotiated the multi-year contract for the first complete eCRM billing solution.
Bell + Howell Phillipsburg - Account Manager – Fort Worth, Texas
Executive Converting Corporation – Sales/Account/OEM/Product Manager - Americas
EDUCATION
MBA - Global Management - Thunderbird School of Global Management, Glendale, AZ
Ranked #1 in the WORLD – U.S. News & World Report 2011
BS - Economics, Minor Business - Texas A&M University, College Station, TX