Sales | Marketing | Training

J REGINALD HARMAN BACKGROUND SUMMARY

17+ years of detailed experience in every aspect of domestic and international computer and solution sales and marketing; including sales management, marketing management, and channel development. Product focus includes systems, applications, and peripheral products from Unisys, IBM, EMC, StorageTek (Sun).

• Results oriented. Dedicated to achieving company revenue and profit objectives
• Proven record of successful selling and sales management; both direct and channel sales
  
• Strong financial background including leasing and the use of financial justification tools
  
• Proven record of successful global marketing management
  
• Proven product management record of specifying, developing, introducing and marketing new products
  
• Excellent communication skills combined with world-class presentation skills.
  
• Significant ability to reduce complex concepts into easily understood ideas and presentations
• Extensive international experience, as well as conversant in the Dutch and German languages

PROFESSIONAL EXPERIENCE AND SELECTED ACCOMPLISHMENTS

UNISYS CORPORATION, Blue Bell, PA

• Built a winning sales culture focused on the achievement of specific revenue and margin targets
• Managed 20+ sales reps in China, Hong Kong, Taiwan, Australia, New Zealand, and Malaysia. 
• Grew sales by 235% in 2005, exceeding the average sales of the four previous year’s results.
• In 2006 achieved 3rd highest historical revenue under difficult corporate-wide reorganization conditions

Director Strategic Programs

5 years

Introduced and managed worldwide marketing, sales, and sales support for the industry leading ES7000, the first 32-way open server.

• Coordinated and supported global sales and marketing efforts; provided direct major account sales support
• Featured speaker at major events; both nationally and internationally, garnering significant local press
• Jointly created & delivered global ES7000 sales training. 
• 95% of 1,000+  students and partners found it the best training course ever attended

Manager North American Operations, Storage Sales

2 years

• Managed marketing and sales for all storage products sold by Unisys in North America ($100 Million+ business). Surpassed annual target by ~10%

Storage Consultant – Northern Field Operation

1 year

• Provided sales and technical support for approximately 150 sales reps, significantly growing sales.

DECISION DATA, Horsham, PA

System Products Sales Manager, North America

1 year

Drove sales of disk and tape products by working directly with the sales force.  Managed sales calls, pricing, leasing, sales support documentation, and product loans and demos.

• Increased sales by 130% during a period of significantly declining prices (>30% price declines per year)

3 years

System Sales Manager
Decision Business Solutions Company, Eastern Region

Drove the sales of new AS/400 systems and Decision Data (DD) products. Managed all aspects of sales operations. Produced sales results far above management expectations. Three time President’s club award winner.

• First year achieved 189% of quota, highest accomplishment in DD history (55% higher than number two)
• Second year achieved 133% of quota, number one sales manager (45% higher than number two)
• Third year achieved 103% of quota, number one sales manger (only manager to make quota)

UNISYS CORPORATION, Blue Bell, PA

Senior Marketing Manager – Agile Business Suite

1 year

Provided marketing and sales support for the company’s strategic mainframe application development suite’s sales and marketing expansion into the open market.

• Completely redefined product positioning for the open market
• Jointly built marketing plan to expand market opportunities, leveraging major industry partners
• Created sales tools and sales training for global sales force that was rated best by new hires

Director Strategic Programs

5 years

Introduced and managed worldwide marketing, sales, and sales support for the industry leading ES7000, the first 32-way open server.

• Coordinated and supported global sales and marketing efforts; provided direct major account sales support
• Featured speaker at major events; both nationally and internationally, garnering significant local press
• Jointly created & delivered global ES7000 sales training. 
• 95% of 1,000+  students and partners found it the best training course ever attended

Marketing Manager Network Attached Storage

1 year

Built and managed worldwide marketing and sales of a new network storage product.

• Created and managed global marketing plans and programs, including product launches
  
• Designed and built sales training and support programs for direct sales force and channel partners

1 year

Manager North American Operations, Storage Sales

• Concurrent responsibilities with position above. Managed marketing and sales for all storage products sold by Unisys in North America ($100 Million+ business). Surpassed annual target by ~10%

DECISION DATA, Horsham, PA

Product Management; Various Roles

3 years

Built marketing plans, established pricing, conducted P&L reviews, handled service liaisons, developed business plans, and interfaced with engineering. Also provided direct support for sales engagements and channel development.

• Successfully met company’s strategic and financial objectives
• Developed and maintained relationships with multiple OEMs (original equipment manufacturers)
• Successfully launched two competitive disk products, from two different OEMs, concurrently, targeting IBM
• Directed the marketing department’s ad development and documentation efforts for all products
• Established sales targets and provided direct sales support, as needed

Senior Product Manager, Storage Products

3 years

Established a comprehensive storage product line to compete with IBM through direct sales and VAR channel sales. Annually exceeded sales targets.

Senior Product Manager, Servers and Applications

1 year

Concurrent with position above. Established company’s first server offering for the newly established Network Integration Services group.

Senior Product Manager, Network Communications

1 year

Concurrent with position above. Rebuilt the marketing and sales of the company’s controller product line by reviving the product’s market image.

UNISYS CORPORATION, Blue Bell, PA

• Conduct bi-annual sales and product training

Director Strategic Programs

5 years

Introduced and managed worldwide marketing, sales, and sales support for the industry leading ES7000, the first 32-way open server.

• Jointly designed, developed & delivered global ES7000 sales training. 
• 95% of 1,000+  students and partners found it the best training course ever attended

DECISION DATA, Horsham, PA

System Products Sales Manager, North America

1 year

Drove sales of disk and tape products by working directly with the sales force.  Managed sales calls, pricing, leasing, sales support documentation, and product loans and demos.

• Design and delivered national storage trianing program

PROFESSIONAL DEVELOPMENT

• Completed numerous sales skills enhancement courses including the Siebel Target Account Selling (TAS) and Sales Leadership Skills (SLS)
• Continuous ongoing program of marketing self study
• Proficient with Siebel Sales Force Automation (SFA) tools and their use in forecasting
• Proficient with MS Office Suite - Word, Excel, PowerPoint, and MS Access
• HTML Programming and Web Page Creation Skills, Web 2.0 understanding
• Proficient with Adobe Photoshop, DreamWeaver, and InDesign

EDUCATION

• University of Pennsylvania - Marketing
• American High School of The Hague, Netherlands
• International School Eerde, Netherlands

• Travel
• Photography
• Genealogy

• Computers and graphic arts
• Boating and Sailing
• Board Member Sons of the Revolution in NJ