Scott Hawkyard

9253393383
Long Beach, California 90815

scottsemailbox@yahoo.com

PROFESSIONAL PROFILE - www.linkedin.com/in/scotthawkyard

Senior Inside Software Sales Representative

Recognized for increasing profitability, leveraging core strengths, and working diligently to maintain strong customer
and partner relationships.
Signature Strengths include:
Solutions / Consultative Inside Sales
Forecasting / Sales Cycle Supervision
Account & Territory Management
New & Existing Business Growth
Channel Sales Management
Start Ups / Turnarounds
International Business
SaaS Sales Expertise

Strategic Planning & Implementation

Persuasive Negotiator /Presenter
Sales Training & Development
Customer Relations / Service
Internet Marketing & Sales
IPOs and Joint Ventures
Open Source Expertise
Cloud Sales Expertise

BUSINESS DEVELOPMENT
Extensive experience with Proprietary and Open Source technologies and applications. Understand and implement unique
sales techniques required to sell Open Source paid versions vs. free versions.
Focused on generating sales of complex hosted and on-premises systems that drive direct sales and partner revenue.
Relate information sincerely and creatively, consistently generating and maintaining new business.
LEADERSHIP AND TRAINING
Motivational leadership style that instills confidence and enhances employees and partners productivity.
Leader capable of getting maximum efficiency out of employee, customer, partner, and vendor relationships.
Train and empower telemarketers and inside sales teams to achieve highest and best levels of productivity.
CAREER NARRATIVE & SELECTED HIGHLIGHTS
ZIMBRA; 4/2008 to 12/2014
Software Development Company, leader in open source email, collaboration, and social software. Note: VMware acquired
Zimbra from Yahoo 02/2010 and Telligent acquired Zimbra from VMware 6/2013
Zimbra Senior Software Sales Representative and Channel Manager (Service Providers); (02/2011 to 12/2014)
Responsible for increasing revenue by recruiting, enabling and growing Service Provider partners. Managed the Service
Provider Program and increased annual revenue from $1.25M to $5.5M. Worked with partners to build a substantial sales
pipeline, qualify opportunities and close sales. Wrote program guidelines, developed the Go-to-Market strategies, recruited
and signed over 30 Distributors and transitioned over 400 partners to the new program after Zimbra was sold by VMware.
Key wins include EarthLink, Verio, NTT, Merit, XMission, Inova, Netixia, and Comcast Business.
Competitors are MS Exchange, MS Office 365, Google Apps, IBM, and Scalix.
Goal was to increase overall revenues and per partner spend by delivering collateral, sales tools, self-service portal,
reporting capabilities, on-site visits, co-branded webinars, etc.
Notable results:
2014 - Attained 130% of quota
2013 - Attained 130% of quota
2012 - Attained 115% of quota
2011 - Attained 120% of quota
Zimbra - Senior Inside Software Sales Representative and Channel Manager (VARs); (02/2009 to 02/2011)
Dual roles responsible for managing >400 VAR partners worldwide, and maintaining quota for closing direct sales in Latin
America. Recruit, train and manage channel partners, forecast revenues and project pipeline. Work in complex system,
collaborating with Inside sales teams from Zimbra and VMware, partners, distributors, sales engineers and professional
service teams to close sales.
Collaborated with decision makers, and designed/executed dynamic sales strategies. Revamped partner programs
focused on meeting needs of customers, resulting in explosive channel sales during downturned economy.
Notable results:
2010 - Attained 150% of quota
2009 - Attained 200% of quota
Zimbra - Senior Inside Software Sales Representative (SMB); (04/2008 to 02/2009)

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9253393383

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Accountable for managing / converting high volume of leads from trial downloads, inquiries, inbound calls, and prospecting for
broadbased territory including Eastern North America, Latin America, and Asia Pacific region.
Strategically managed extensive workload, meeting deadlines and expectations by effective use of resources,
including personnel, to monitor pipeline and projections.
Achieved sales against key competitors Microsoft, Google, IBM, Novell, Send mail, Sun Mail through developing
powerful sales methodologies, providing online demos via Adobe Connect and WebEx, and maintaining excellent
relationships with customers.
Notable results:
2008 - Attained 110% of quota: $800,000 actual sales
POINT MARKETING COMPANY, San Francisco, California; 06/2007 to 03/2008 Develops Video Production Software.
Senior Inside Sales Representative
Responsible for prospecting, and converting sales leads to closed business while cultivating existing customers.
Generated new business, sold addons and upgrades to existing customer base, achieving 100% of quota.
Created new leads and sales opportunities by cold calling on Clevel management (VP of Marketing, VP of Sales).
Effectively managed pipeline via Sales force to track activities, schedule tasks, build reports, and project revenue.
Closed multiple deals with Fortune 500 companies, including HP, Business Objects, Cadence, Symantec, McAfee,
Synopsis and IBM.
CU FUNDING GROUP, Pleasanton, California; 06/2005 to 05/2007 - Private Mortgage Lending Brokerage.
Loan Officer & Sales Manager
Focused on building and maintaining pipeline via aggressive telemarketing and ad campaigns. Worked independently to
originate Apaper consumer home loans.
Spearheaded development of telemarketing department, trained and managed telemarketers, increased qualified
leads and sales during a tumultuous economy.
Implemented, and managed Sales force to track sales activity, pipeline and projections.
ACTIVANT SOLUTIONS, INC, Livermore, California; 12/2003 to 06/2005 Develops Business Management Software.
Inside Software Sales Representative
Sold stateoftheart software, hardware, upgrades, addons and web services to existing clients (named accounts), delivered
professional online software demonstrations to Clevel management teams, and trained and mentored new hires; took on
leadership role.
Sold software ranging from $5,000 to $100,000 for licensing fees, along with contracts for SaaS.
Attained over 125% of quota two consecutive years.
BETTER BUSINESS PARTNERS INC., Pasadena, California; 11/1998 to 11/2003 Develops Credit Reporting Systems.
Sales Director / Account Executive / CoFounder (1st salesperson in)
Responsible for developing startup company, including prospecting for clients, establishing pipeline, managing all business
aspects, in addition to hiring, training and directing staff activities.
Closed $500,000 sales first year with average deal size of $25,000.
Composed business and marketing plans securing funding of over $2 million for startup business.
Introduced and sold SaaS model to customers, helping cut costs and increase profitability.
Quadrupled sales revenue within first three years, and averaged $600 thousand in new sales yearafteryear.
Created and executed targeted marketing campaigns, fax broadcasts, Email campaigns, generating interest in product
and prospective sales leads.
Started partner program, recruited trained and managed partners, furthering visibility for products.
PROFESSIONAL DEVELOPMENT
VMware Business Presentation Classes; 2010
Yahoo Inside Sales Training; 2008
Activant Solutions Inside Sales Training; 200

IBM Consultative Selling Skills Training; 1995

Alldata Inside Sales Training; 1991, 1993, 1995
Anthony Robbins Seminars; various years
EDUCATION

SANTA ROSA JUNIOR COLLEGE, Santa Rosa, California

Completed two years of Business Marketing coursework