ALLEN L. SPIEGEL
450 Commodore Drive (# 217)
Plantation, FL 33325
(954) 424-3382
allenspiegel@aol.com
SUMMARY
Twenty plus years experience in sales, sales management and sales training and development.
Consistently exceeded sales quotas by selling solutions at executive levels. Developed and delivered sales training & development programs in the areas of sales skills and electronic sales performance support systems (CRM). Led teams responsible for re-engineering field sales business processes. Team-oriented. Responds well to challenge and stress. Excellent interpersonal skills, and exceptional oral and written presentation and communication skills. Proven, creative problem solver with sound business judgment and customer centric focus.
EXPERIENCE
ASG (Allen Systems Group), Naples, Florida 2005-Present
Account Executive
Responsible for sales and marketing of ASG’s software solutions to new and existing major enterprise accounts in Florida territory.
. Established “C” level relationships at major accounts not currently using ASG solutions.
. Won a deal against IBM in a competitive sales opportunity.
ATTACHMATE CORPORATION, New York, New York 1995-2000, 2001-2004
Account Executive
Responsible for sales and marketing of Attachmate’s remote access, host connectivity and host to web solutions into existing and new accounts by prospecting selected target accounts. Sold solutions which
provided customers with access to LANs, enterprise host systems, corporate intranets and the internet.
. Exceeded quota in fiscal 1996, 1997, 1998, 1999 and 2003 as an Account Executive.
. Attained “Diamond Circle” sales recognition program in 1997 and 1999.
. Earned induction into Attachmate Hall of Fame in 1996, 1997, 1998, 1999 and 2000.
. Won a multi million-dollar enterprise agreement at a Fortune 500 Telecommunications
by unseating two incumbent competitors.
. Sold remote LAN access and software management solutions to Fortune 500 commercial and
Financial services companies in the metropolitan New York/ New Jersey area.
. Responsible for selling assigned products through resellers and other indirect sales channels.
. Successfully led the effort to sell remote access product as corporate standard at several large
accounts, including a major insurance company (a national account for Attachmate).
. Sales and thought leadership in launching of Attachmate’s professional services and consulting business.
. Designed and delivered training to regional sales force and resellers and channel partners on how to sell
remote access and software management solutions.
. Served on field task force that helped design custom implementation of Siebel CRM system.
. Delivered presentations, and in field training on Attachmate’s Siebel implementation to users.
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ADVANCED TELCOM GROUP, Long Island, New York 2000-2001
Product Marketing Manager, Internet Services
Responsible the overall regional business and revenue plan for the internet and high speed data services business for this national Competitive Local Exchange Carrier (CLEC) and Internet Service Provider (ISP).
. Performed due diligence for CFO and VP of Internet Services on ISP for alliances and/or acquisition.
. Developed and delivered sales training on Internet, IP and data products for corporate sales force.
. Initiated and closed alliances with complementary ISP partners.
. Assisted in planning of capital investment and site selection and build outs for internet points of presence.
EXCEPTIONAL PERFORMANCE SERVICES, New York, New York 1991-1995
Consultant - Training & Development, Technical Staffing
Independent consultant providing a full portfolio of training, business and sales development and staffing services to several blue chip high technology organizations in the United States, Canada and Mexico.
. Delivered workshops in the areas of presentation, interviewing, negotiation, and communication skills.
. Developed and delivered custom training program for the United States Postal Service retail outlets.
. Performed technical staffing services and consulting for projects in the areas of client server, systems
integration and business process and application re-engineering .
. Staffed and scoped a back office workflow consulting project for a major New York retail store chain.
. Led team that designed integration of various automated workflows into a CRM system.
DIGITAL EQUIPMENT CORPORATION, New York, New York 1981-1991
Recruited at the direction of senior management to be a change agent in changing the traditional Digital sales culture from that of demand satisfiers to that of new business demand creators.
Sales Executive - Information Systems 1989-1991
Assigned to restore and grow the business relationships with three valued and sensitive accounts.
. Salvaged a deteriorating customer relationship, preserving a $350,000 per year revenue stream.
. Sold new UNIX workstations for $250,000 at a major University
. Led proposal team in major enterprise wide network integration and upgrade project
Allen L. Spiegel Page Three
Sales Manager - Service Products 1986-1989
Designed and implemented sales strategy for district of 70 sales people, including five direct reports in the reseller market. Sales strategy opened new and untapped markets in the reseller channels for Digital’s enterprise systems integration business and services.
. Exceeded sales quota in each year 1986 -1989 with over $20 million in sales averaging 115%.
. Designed sales and business development programs to help resellers sell Digital’s service products.
. Developed and delivered training courses to help Digital reseller sales force to sell service products.
Senior Sales Training Consultant - Northeast Region 1984-1986
Delivered training programs in customer needs analysis, electronic sales performance support systems, negotiating skills, quantitative and financial proposal preparation and presentation and telephone skills.
Developed sales training programs that were part of the re-engineering of in field sales processes.
. Trained 500 newly hired sales persons in selling skills and techniques.
. Led the selling skills upgrade for 400 experienced sales representatives.
. Recipient of the Instructor Excellence Award in 1986.
. Performed training needs analysis for 400-person sales force.
. Served on design and development team for electronic performance support systems.
. Delivered in field training on automated quotation and system configuration systems.
Senior Sales Representative - New York City 1981-1984
Developed and implemented sales and marketing strategies designed to penetrate the developing market for enterprise wide mail, messaging and office automation solutions.
. Generated $4 million in revenue to achieve 148% of quota.
. Created and delivered seminars for prospects and customers that resulted in orders totaling $2.5 Million.
. Trained 20 sales people in electronic mail, PC and office automation systems sales.
. Achieved DECathlon recognition in 1983, top 5% of world-wide sales force with sales performance of
180% of quota.
. Won a major sale to a major engineering school for $500,000 defeating IBM.
EDUCATION
. M.B.A. Marketing Management, Baruch College, City University of New York, 1983.
Thesis: Motivation and Job Satisfaction of Industrial Sales people.
. B.A., Political Science, Brooklyn College, City University of New York, 1975.
. Sales Management School I & II, Digital Management Education, 1986 & 1987.
. Instructional Skills, Digital Management Education, 1984.
PERSONAL
. United States Marine Corps Reserve, Honorably Discharged, 1976.
. Nominated and listed in Who's Who in Finance & Industry, 1989.
. Participant in New York City's "Adopt-A-School" school partnership program, 1987-1990.
. Adjunct Professor of Marketing, Pace University, New York, NY 1998- 2002.