Kevin P. McCluskey

          36 Rocky Woods Road, Hopkinton, MA 01748

          kevinmccluskey@comcast.net

(617) 448-2255

High-caliber, High energy, proven professional with more than 20 years experience building and leading highly successful sales and business development programs in Media and client side technology companies. A dynamic “Can-Do” attitude with outstanding solutions and value oriented customer focus yielding superior long term, mutually profitable relationships across all levels of customer organizations.

                    Areas of Expertise

·         Direct account sales, sales management and leadership.

·         Hire, train, develop and continually motivate sales people to overachievement.

·         Setting and implementing effective sales, marketing and business development strategies.

·         Superior internal and external communication skills and policies.

·         Expert contract negotiation skills yielding win/win scenarios.

·         Skillful focus on consultative and solution selling delivering real value and ROI to customers.

·         Leading by example – In the field with the customer!!! (Exceptional player/coach)

                    Awards and Advanced Training

·         IONA Technologies Presidents Club winner 2005.

·         Computer Associates Presidents Club winner 2004.

·         Nominated, accepted and participated in IDG’s highly prestigious United States Media Management Institute, which was developed to recognize and professionally develop IDG employees who exhibit proven success and great potential to continually contribute to the future growth of the company.

·         IDG’s Boviard Star award. Nominated by your peers and presented twice annually to an employee who continuously makes significant contributions to the success of the company.

·         Hearst Business Media Presidents Club winner 1991 through 1999.

·         Richardson Sales and Management Training: Selling to senior management and developing winning sales teams.

·         Sandler Sales Training:  Advanced selling and professional negotiation techniques.

·         Selling to VITO (Very Important Top Officer)

·         Guerilla Sales & Guerilla Marketing training.

                    Professional Experience

2009 – Present      United Business Media  (CMP Media)      Boston, MA

National Sales Director

·         Manage all aspects of sales, business development and client relationship management for this global technology media company.

·         Restructured & consolidated 3 separate sales teams into 1 to best serve our customer demands.

·         Managed sales team of 15 individuals across all of North America

·         Introduced a stream lined sales process designed to provide rapid delivery of customer proposals resulting in increased sales and profit margin.

·         Directed sales team in design of multi solution packages including, but not limited to Print, On Line, Events, Virtual, Demand Generation, lead nurturing

·         Q1`10 revenue target at 100%. First quarter after major restructure. 

2007 – 2009      Compuware Corp.      Framingham, MA

Vice President / Regional Director of Sales – New England

·         Manage all operations of the New England office for this major global software company.

Ø  Sales (9 reps), Pre Sales Engineering (4 SE’s), Delivery Services (4) and Partners  (1 Channel Mgr) SI’s, ISV’s, SAP’s.

·         Knowledge in the following areas:

Ø  IT Governance - Project Portfolio Mgmt. / Prof. Svs. Automation. (SaaS and/or Deployed model)

Ø  Application / Database Service Mgmt. -  End to End Monitoring / mgmt. of Servers, DB’s, Networks, Applications and end user experience.

Ø  Application Development / Delivery – Business Requirements Mgmt., Automated Development, Quality Assurance, Delivery Assurance.

·         Re-established New England office by hiring, training and developing an entirely new sales force.

·         Developed highly efficient go to market sales strategy to accelerate revenue generation for immediate ROI. 

·         Increased revenue over 200% as compared to previous 5 + years.

·         Completed FY08 at 100%. ($8M)

·         Completed first half FY09 at 180%.($9.5M)

2005 –  2007      IONA Technologies, Inc.          Waltham, MA

Vice President of Sales & Services – East

·         Manage East coast Sales and Services for this Service Oriented Architecture/Middleware infrastructure software provider.

Ø  Sales (7 reps), Pre Sales Engineering (3 SE’s)

·         Knowledge of various integration technologies and methods around Service Oriented Architectures and Enterprise Service Bus implementations.

·         Hire, train, develop and maintain a superior performing sales team of reps and solution engineers.

·         Challenged with, and successful in restructuring entire East coast team and sales strategy.

·         Work closely with and provide direction to Product Management, Marketing, and Partner Management to insure sales success in the field.

·         Experience managing and working with a distribution/channel/VAR model, as well as system integration and strategic alliance partners.

·         Major involvement in company’s successful launch of our “Value Assessment Program” aimed at delivering financial value and technical efficiency to “C” level decision makers in the Global 2000 arena.

·         Achieved 101% of quota in first year of $10M in new product and $30M renewal business.

2002 – 2005       Computer Associates International      Framingham, MA

Account Director – New England Major Accounts

·         Manage New England regional major account program for this global management software company. Special vertical focus on Financial Svs firms, including Insurance companies.

Ø  Liberty Mutual, MassMutual, Allmerica Financial, The Hartford, Cigna, Travelers, Aetna, etc…..

·         Knowledge of Infrastructure, Security, Storage and Data Center software technologies and solutions.

·         Responsible for setting overall sales, account penetration and management strategies for sales representatives and strategic account teams.

·         Manage multiple strategic account teams of 6+ people each to work toward a common goal of increased company revenue and customer satisfaction for assigned major accounts.

·         Executive level solution selling through development of an intimate understanding of customer business goals, objectives and specific initiatives.

·         Negotiation of multi million dollar contracts across multiple product solution sets.

·         Managed $20M sales quota to overachievement of 150% per year during tenure.

2000 –  2002      International Data Group (IDG/IDC)     Framingham, MA

Vice President of Sales & Business Development

·         Manage worldwide major accounts for this high tech multi media and IT research company.

Ø  3Com, AT&T, Avaya, Computer Assoc., Dell, EMC, Gateway, Intel, WorldCom, Unisys.

·         Responsible for developing and penetrating defined corporate accounts to negotiate global “Go to Market” marketing programs designed to generate leads and sell IT solutions to target customers. 

·         Sell and deliver IDG / IDC products and services through specific sales strategies and across multiple lines of business which result in delivering revenue ahead of set company goals.
·         Multi-media solutions: Web, Print, Events, Custom media solutions.

·         Develop and execute the negotiation of multi million dollar contracts with Sr. Marketing and Financial Mgmt. Personnel at F1000 companies and their Ad Agencies.

·         Manage a variety of diverse sales teams to insure that all sales efforts are working toward the common goal of increased revenue while selling into multiple divisions of these major accounts.

·         Work closely with Finance, Legal, and Management on all contractual activity and commitments.

·         Ensure that ongoing client satisfaction is maximized through the monitoring and resolution of issues

        ·         Developed and sold a number of new and custom promotional products and partnerships estimated at over $30 Million dollars which translates into 135% - 160% of revenue quota.

1989 – 1999      Hearst Business Media         Wellesley, MA

Regional Sales Manager (Player/Coach role)

·         Managed all advertising sales of various technology media solutions in New England.

·         Customized media promotional packages across Print, On Line, Events, and specialized custom media solutions.

·         Developed and set all sales strategies both internal and external, including planning, forecasting, prospecting, negotiating, and closing business of all revenue sizes. 

·         Increased regional sales over 500% in both new accounts and revenue.

·         Trained new hires in advanced selling techniques and partnership building programs — speeding profitability.

·         1991 – 1994: Most consecutive months of quota, 42.

·         1995 – 1998: Most net new account’s nationally at over 100.

·         1994 – 1999: Sales Manager of the year 6 years running.

·         1996 – 1999: Lead New England team to highest revenue award annually.

                    Education

State University of New York, College at Oswego               Oswego, NY
B.A., Communications.