Kelly Jon Gillespie
(720) 690-0798
EDUCATION:
01/89 - 05/94 Texas A&M University,
B.B.A. in Business Analysis / Management Information Systems
B.B.A. in Management
HONORS:
05/89 United States Naval Academy,
Competitive Nomination by United
States Congressman Mac Sweeney
CERTIFICATIONS:
Cisco
Certified Network Associate (CCNA)
Cisco
Certified Academy Instructor (CCAI)
EMPLOYMENT:
12/08 Present Terma Software Labs,
Sales Development Manager
Proactively acquire new prospects through
networking, lead development, and cold calling
Gather intelligence regarding prospects, decision
makers and their needs
Create and conduct effective proposal
presentations that identify prospects business issues, the effects of these issues,
and the solutions to their issues
Update CRM application with client and prospect
information
Strategize with sales team to accomplish monthly
business growth goals
Manage pipeline expectations and sales cycle
Enhances the commercial effectiveness of the
sales force by supporting the learning and implementation of campaign
strategies
Develop processes, training, and development
programs to increase the effectiveness of the sales staff
Continually work on increasing the quality of
business intelligence obtained
Provide communication on qualitative performance
measures to sales force
Coordinate and streamline sales force reporting
requirements
Collaborate with Account Management team on all
closed accounts
Maintain constructive, efficient working
relationships among staff, customers, vendors and
outside consultants
Build trust, value others, communicate
effectively, drive execution, foster innovation, focus on the customer,
collaborate with others, solve problems creatively and demonstrate high
integrity
Use proven business development and technical
background to develop and grow client base by marketing products and services
Demonstrated success in business development,
negotiation, communication and problem-solving skills.
Monitor competitors and Strategic Programs
differentiators
Attend, exhibit, and present at conferences and
trade associations
Developing ideas for new products and/or
enhancements to existing products
Defining the product/service and its market
Writing business requirements
Developing use cases
Developing the market strategy
Presenting business cases supporting the
product/service.
Create product management/development plans from
concepts, customer requirements, and business strategies.
Ability to manage cross-functional areas
(technical, sales, marketing) in order to achieve market driven product
requirements.
Strong analytical skills, including financial
modeling and creative problem solving.
Excellent written and oral communications skills
07/08 10/08 Coverity Inc.,
Sales Development Contractor
Work
with enterprise customers to uncover opportunities through the ability to
interact with many different types of individuals, including VPs of Software
Engineering, Software Architects, CTOs, Engineering
Managers and business professionals. A
broad background and general knowledge of technical areas and a basic
understanding of related terms and software development processes
Cold call into prospect accounts to establish a dialogue around source
code analysis tools
Develop and move prospects through a shorten sales cycle via
demonstrations, trails, and closed deals
Solid communication skills, project management skills, sales ability,
and technical expertise
Demonstrated confidence in conducting demonstrations, training, and
experience working in Business-to-Business situations
Develop outbound leads by researching and calling
into target accounts, indentifying appropriate contacts, qualifying the lead
and developing opportunities
Qualify and develop inbound leads and convert
them into opportunities
Collaborate with sales to hand-off qualified
opportunities and generate and execute on strategies to develop business in
your territories
Manage and track leads in the lead database
through salesforce.com. Track and report
lead metrics
Collaborate with marketing on lead generation
activities
10/06 - 07/08 Three Value Logic Sales Institute,
Senior Sales Associate
Oversee
various Sales Augmentation projects as a principal account manager.
Manage
every step of the sales process for clients.
Working closely with clients to create goals, find Ideal Target Profiles
and provide a variety of reporting structures.
Provide on-going progress
reports
Intimately understand the
client's business and their needs
Maintain constant and
responsive communications with the clients
Complete responsibility
Sales Team, including training, coordination and motivation
Provide responsive
coaching and clarification as needed
Maintain Quality Control
of all the Associates' activities
Plan and execute various
Campaigns to meet your clients' needs
Resource Acquisition:
maintain awareness of potential Associates
Salesforce.com
Administration
Experienced in the entire
business-to-business sales process
Sales Augmentation Projects Clients:
I
am the lead US Sales Representative for the Curl Rich Internet Application
(RIA) platform used by developers to implement a new class of complex,
business-critical, web-based applications
I
am also the US Sales Executive on the Curl project, defining Ideal Target
Prospect criteria, Curl Value Positioning, and development of a
consultative-oriented sales/evaluation process
Led
the demands creation/prospecting efforts for Clear Technologys suite of
employee-centric software products for insurance companies
Led
the demands creation/prospecting efforts for the Prognosis Integrated Research
precise Voice over IP monitoring solutions
Led the demands creation/prospecting efforts for the Servion contact center solutions that improve optimization & efficiencies with customer interactions.
07/00 - 08/04
Westwood College of Technology,
College Instructor
Provide
instruction to computer programming and computer networking students. Courses
include Windows 2000, A+, Cisco CCNA, Database Design, Cisco Top Down Network Design, Unix/Linux, PC Hardware / Workstation
OS, and Access development Windows programming.
07/00 - 09/01
Devry / Denver Technical
College,
College Instructor
Provide
instruction to computer programming and computer networking students. Courses
include Windows 2000, A+, Database Design, C+, COBOL programming, and Perl
Scripting.
01/00 - 04/00
State of Arkansas,
I. T. Contractor
Consultant
to Hot Springs
Rehabilitation Center
Development
and support in AS/400 environment utilizing RPG programming. Smaller systems
administered on NT servers, which include Access databases, and AS/400 data
downloads. Develop documentation on internal LAN systems and document all RPG
programs running on AS/400. Provide helpdesk support to all site end users.
11/98 - 03/00
Analysts International Corporation,
I. T. Contractor
Client: TRW
Development of client tracking system Convert Microsoft FoxPro
database to Microsoft Access database. Multiple user interface changes,
query by form report generation screens, and background code for password
administration and security features.
Client: TRW
Y2K
analysis, COBOL program and JCL corrections, and testing of mainframe systems
in a MVS/TSO environment
Client: Arkansas
Crime Information Center - State Police
Development of Automated Fingerprint Information System. COBOL II online and batch development in an
MVS/TSO environment utilizing VSAM and flat files
07/97 - 11/98
Software Innovators,
I. T. Contractor
Client:
Development
and support of existing Medicare systems These systems
include COBOL and Assembler code. Batch processing is done at night with the
majority of daily processing being done in an on-line CICS environment. These
cycles are executed using MVS/JCL, VSAM, and flat files. Development of data
download COBOL programs to transfer EBCDIC mainframe files to ASCII PC files
for import into Microsoft Access database utilized by quality assurance
department. I support nine Blue Cross / Blue Shield sites which rely on
02/96 - 04/97 Regal Ware Inc.
Kitchen Fair Division,
Computer Programmer / Systems Analyst
Design computerized systems per user
department specifications, code, test, implement, and maintain the programs
these systems require. Act as a lead person coordinating major projects. To
review hardware and software literature on products available and make
recommendations to use where appropriate. Carry out related or special projects
as required. Report to
the president of Kitchen Fair. Provide functional or technical guidance to
all departments. Development of Microsoft Access databases and Visual Basic
projects for monthly sale promotion incentives utilizing data from mainframe
COBOL VSE/DOS environment. Development of annual sales qualification program with Visual C++.
Architect information
system for startup of new sales division, Savour International. Procured
equipment and software utilizing Microsoft NT 4.0 network and Visual FoxPro
database to handle all functions for Savour International a division of Regal
Ware
10/95 - 02/96
ALLTEL
Information Services,
Computer Programmer / Marketing Support
Plan enhancement needs, conversion cost, and business needs of
potential systems solution clients. Prepare formal proposals with
technical estimates concerning software, hardware, architecture,
implementation, support, training, and documentation services. Provide insight
into the paging industry to Virtuoso development team. Help team modify product
to handle pagers as well as cell phones. Design practical approach to producing
formal proposals. Development of Microsoft Access documentation
database in Novell environment. Database function is to record Virtuoso
system solution functionality and technical information about hardware and
database engine requirements. The purpose of database is to speed the time
required to gather information for potential system solution clients. Once
clients information is input into the query by form screens the relevant
information gathered from previous client proposals is imported into Microsoft
Word proposal document template.
06/94
- 08/95 PageNet, Plano, Texas
Computer Programmer / Systems Analyst
Design,
develop, and test software in UNIX environment. Design, develop, and test
documentation to support computer operations, related manual procedures, and
technical references. Define customer requirements and design required systems
functions. Define new business processes to be implemented with new information
systems. Execute test plans to adequately test new information systems. Resolve
customer problems. Provide high-level of customer service to all users. Develop
high-level design for components of large systems. Development
with Applixware a G.U.I product for UNIX environment. Development of
customer invoice modification application for collections department. Develop
text-paging software, which held pager numbers for entire office staff,
allowing users to page anyone by name, with a text message, from their desktop.
Review detail design for software and related systems work products. Develop
and deliver user training in twenty-three cities through out the
COMPUTER
SKILLS:
NETWORKING
TECHNICAL: PROGRAMMING
TECHNICAL:
A+
Maintaining Your PC Hardware Advanced
SQL
A+
Supporting DOS/Windows Operating Systems Algorithms
/ Flow Charting
Accessing
Data In Distributed Systems Analyzing
Business Requirements
Accessing
Remote Data ANSI
C
Active
Directory And Network Design Including Networking PC
Systems With TCP-IP ASP
AD
Replication Strategies Automating
Tasks And Loading Data
Administering
DHCP BASIC
Administering DNS C++
Administering
Resources Classes
And Inheritance
Administering
Users COBOL
Administering
Web Sites Creating
Internet Applications
Analyzing
Network Requirements Data
Access
Analyzing
The Network Security Design Data
Base Programming
Automating
Installation Data Communications Configuring Active Directory Data
Warehousing
Configuring
Hardware Devices Database
And Built-In Objects
Configuring
Network Connectivity Database Objects And Security
Configuring Network Protocols Database
Structures
Configuring
Networking Services Databases
Configuring
Remote Installation Services DB2
Configuring
Server Resources Debugging
And Compiling Applications
Configuring
Storage Use Decisions / Looping Configuring Web Services Designing
Databases And User Interfaces
Customizing
Desktops Desktop
Programming
Data
Warehousing Distributed
Programming
Designing
A Wide Area Network Infrastructure
Designing
Access Solutions Exceptions
And Threads Developing
Routing
Strategy FORTRAN
Developing
Logical Design Functions / Arrays Developing
Technical Architecture
HTML
Exporting Virtual LAN Implementing Data Integrity Frame Relay And ISDN Indexes
And Constraints
IE
5.0 Setting Up Components Internet
Programming And Deploying
Implementing
Change And Configuration Management Logical Storage
Structure Interoperability
Managing Data Processing
Implementing
IP Routing Managing
Databases
Implementing
Local Security Microsoft
Visual C++
Implementing
Virtual Private Networks Multi
Threaded Programming
Installing
Windows 2000 Member Server Natural
Adabase
IP
Routing Configuration Network
Programming
IPX
Routing Object
Oriented Analysis And Design
LAN
Switching Optimizing
Query Performance
Maintaining
Windows 2000 Server Pascal
Managing
Active Directory Objects Perl
Managing
And Monitoring Network Services Procedural
Languages
Managing
File And Print Resources Programming
And Tuning
Managing
Resources Retrieving
Information
Managing
Terminal Services RPG
Managing
User Environment And Software Deployment Server
Side Programming
Microsoft
Exchange Server 2000 Administration, Design, And Implementation
Shell
Programming
Microsoft
SQL Server 2000 Administration SQL
Programming And Database Design
Monitoring
& Optimization Startup, Shutdown Process Network Operations Statements
& Variables
PC
Maintenance, Upgrading & Repair VBScript
Storage
Architecture Visual
Basic
Performing
Unattended Installation Web
Development
Understanding
Storage Allocations
Providing
Security In A LAN Environment
Providing
Security In A WAN Environment
Securing
Applications On The Internet
Sharing
Resources Over The Internet
TCP/IP
Services
Telnet
& SSH
PC
APPLICATIONS: OPERATING
SYSTEMS:
Access 2000 DOS
Access 2002 Linux
Access 97 MVS / TSO
Act! 2000 OS / 400
Adobe--Acrobat UNIX
Corel Presentations 9 VSE / DOS
CorelDraw 9 MS-DOS
6.22
Excel Windows 3.11 for Workgroups
Excel 97 Windows 95
Excel 2000 Windows 98
Excel 2002 Windows ME
Excel 2003 Windows
NT
Excel 2007 Windows 2000 Professional
FoxPro Windows XP Home
FrontPage Windows XP Professional
FrontPage 2000 Windows 2000 Server
FrontPage 2002 Windows 2000 Advanced Server
FrontPage 98 Windows
Internet Explorer Windows
Internet Explorer 5.0 Windows
Vista Home
Internet Explorer 6.0 Windows
Vista Business
Internet Explorer 7.0 Windows
Vista Enterprise
Internet Explorer 8.0 Windows
Vista Ultimate
S afari
FireFox
Mozilla
Thunderbird
Lotus 1-2-3 97
Lotus FastSite Millennium
Lotus Notes 4
Lotus Notes 5
Lotus Notes Deluxe 4.5
Lotus Organizer--Millennium
Lotus Word Pro 9.1
Microsoft Excel
Netscape Communicator
Outlook
Outlook 2000
Outlook 2002
Outlook 2003
Outlook 2007
Outlook 98 Pocket PCs
PowerPoint
PowerPoint 97
PowerPoint 2000
PowerPoint 2002
PowerPoint 2003
PowerPoint 2007
Project 2000
Project 98 Deluxe
Publisher 2000
Publisher 98
QuickBooks Pro 5.0
Quicken 2000
VBA For Access 2000
VBA For Access 97
VBA For Excel 2000
VBA For Word 2000
Word
Word 97
Word 2000
Word 2002
Word 2003
Word 2007
WordPerfect 9