Enterprise Content Management Account Executive/Account Manager

JOSEPH MCGOUGH 11 Meadowlark Lane, Horsham, Pennsylvania 19044 215.441.8341 215.870.2726 [email protected]

QUALIFICATIONS PROFILE Well-versed senior executive with exemplary closing strategies and solution-sell ing tactics honed through more than 20 years of sales, engineering, and enterpri se content management experience. Exhibit superior talents in creating effective marketing strategies and business plans to increase sales, expand territories, and promote a favorable company’s image to exceed targeted goals. Show paramount eff orts in delivering presentations, addressing needs of diverse clients and busine sses to present innovative solutions, and providing total satisfaction. Proven e ffectiveness to multitask in fast-paced and quota-driven environment with dedica tion to superior service.

CORE STRENGTHS -

Territory and Key Account Management Sales Action Plans Development Competitive Market Research and Analysis Marketing Campaigns and Promotions Outstanding Customer and Public Relations Extensive Product Knowledge and Introduction Budget Implementation and Cost Control Presentation, Negotiation, and Closing Skills Customer Needs Assessment Time Management and Prioritization Problem Resolution and Decision Making Articulate Oral and Written Communication

EMPLOYMENT HISTORY REGIONAL SALES DIRECTOR-EAST COAST ~ PRODIANCE CORPORATION, PLEASANTON CA 2008–2011 Directed and coordinated daily operational business aspects focused on web-based software sales to CxO level clients primarily in the financial and insurance bu siness verticals. Performed sales forecasting and strategic planning to ensure c orporate profitability while analyzing business developments and monitoring mark et trends. Ensured strict compliance with Sarbanes-Oxley and the Model Audit Rul e in all product offerings, when necessary. Notable Accomplishments: Teamed with colleagues to provide exceptional products and professional services to 4 out of the top 5 largest global financial institutions in the worl d Served as a significant contributor in achieving an 80% company-wide rev enue growth in 2010 by closing one of the largest global financial institutions Played a vital role in establishing profitable partnerships that would c omplement the Prodiance product

SENIOR ACCOUNT EXECUTIVE / INSTRUMENT SALES ~ CALIPER LIFE SCIENCES, HOPKINTON, MA 2006–2008 Displayed unsurpassed expertise in managing $1M Zymark instruments sales within the pharmaceutical and biotech verticals. Promoted and sold products including r obotic instruments for tablet (TPW3) and active ingredient (APW3) processing as well as content uniformity and dissolution systems. Notable Accomplishments: -

Commended for consistently achieving target quotas throughout 2006 Expanded new client base for Caliper from previous business activities

INFORMATICS PRODUCT SPECIALIST / ACCOUNT EXECUTIVE ~ AGILENT TECHNOLOGIES, PLEAS ANTON, CA 2005–2006 Provided expert oversight for $1.6M of Informatics sales in the Mid-Atlantic reg ion. Marketed products that included Enterprise Content Management (ECMS), chrom atography data systems, as well as other large-scale enterprise-wide product off erings. Agilent Technologies acquired Scientific Software in late 2005. Notable Accomplishment: Greatly surpassed first half quotas by 155% of plan Recognized and awarded as #11 of the worldwide sales organization for ac hieving significant growth over plan SENIOR ACCOUNT MANAGER, ENTERPRISE SOLUTIONS ~ SCIENTIFIC SOFTWARE, INC., PLEASA NTON, CA 2000–2005 Presided over the day-to-day business aspects focused on ECMS sales in Mid-Atlan tic and Southern regions. Built and cultivated long-term quality relationships w ith clients to provide total satisfaction as well as to generate sales and new b usiness opportunities. Regularly communicated with clients to provide prompt res ponse to inquiries concerning products and services as well as to address and re solve complaints under time constraints. Notable Accomplishments: Generated more than $5M in enterprise content management sales during te nure at Scientific Software Consistently ranked #1 salesperson 4 out of 5 years through demonstratio n of exemplary sales performance Honored as the “Account Executive of the Year†in 2002 by achieving nearly 200% of plan Rendered high level of assistance to achieve the Readers’ Choice award for 3 consecutive years by providing valuable customer feedback to engineering, which ultimately enhanced entire product offering SENIOR SALES ENGINEER ~ PERKIN ELMER, NORWALK, CT 1989–2000 Masterfully led daily facets of Access*Chrom and Turbochrom sales throughout Mid -Atlantic and Southern states. Formulated innovative marketing campaigns and pro motions to increase brand awareness and elevate sales. Notable Accomplishments:

Nationally recognized as #1 sales professional in 1991, 1994, and 1997 b y displaying high degree of personal commitment and dedication Secured more than $3.2M revenue in 1999 which was 100% of plan Recognized as the co-developer and co-author of field sales quoting prog ram which was written in Visual Basic

PRIOR WORK EXPERIENCE SMITHKLINE, PHILADELPHIA, PA: 1972–1989 Technician (1972–1979) Pilot Plant Technologist (1979–1983) Scientist / Computer Specialist (1983–1989) PROFESSIONAL TRAINING Attended a variety of sales training courses over the years including: Don Sharp , Tommy Hopkins, Consultative Selling and Mastering Business Development