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

 

Current Activities 

 

JRHARMAN CONSULTING, Pennsburg, PA

Owner           1 year
Built and delivered a number comprehensive sales training course. Course included:
  • Product sales training for newly introduced technology products
  • Services sales training across a wide range of enterprise offerings
  • Enterprise selling skills for more effective sales execution in complex environments.
 

Sales Experience and Selected Accomplishments

 

UNISYS CORPORATION, Blue Bell, PA

 

Senior Manager Server Sales
3 years
Asia Pacific (3 years) & Latin America (1 year)  
  • 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
 

Senior Manager 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)

 

System Sales Manager

3 years

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)
 

Marketing Experience and Selected Accomplishments

 

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

 

Senior Manager 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

 

 

Manager North American Operations, Storage Sales

1 year

  • 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.

 

Training Experience and Selected Accomplishments

 

UNISYS CORPORATION, Blue Bell, PA

 

Senior Manager of Server Sales
3 years
Asia Pacific (3 years) & Latin America (1 year)  
  • Conduct bi-annual sales and product training
 

Senior Manager 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
 
PERSONAL INTERESTS

 

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