Operations Change Manager in Atlanta GA Resume Susan Merkle

Susan Merkle – SUMMARY

Focused sales executive with over 12 years of progressive experience, encompassing account and territory management as well as corporate business management in the Technology Industry. Possess the proven ability to meet revenue goals, budgets, and aggressive deadlines, to manage simultaneous projects, and to work independently as well as in a team environment.

EXPERIENCE 2011-2012

Analysts International Corporation IBM Queue Manager Atlanta, Georgia Responsible for monitoring the IBM Global Techline brand team queues and working with sizing specialists around the globe in initial validation and documentation of eligibility requirements of requests received for Techline presales sizing support. Monitoring of multiple CRM/Siebel queues and designated mailboxes for incoming requests requiring opportunity number verification; assessing requests for defined presales requirements outlined in the Process Guide; populating missing data fields for accurate reporting; acknowledgements back to requestors; coordinating the transfer to and acceptance of request from other queues outside of the Techline presales support channel; and notifying operations and brand leads when there are insufficient resources available to support the current workload. 2011 Associated Revenue with requests I was responsible for – Win Revenue $ 7,301,588 Active Revenue $ 286,861,055 Loss Revenue $ 4,629,000 LEVI, RAY AND SHOUP Account Executive Atlanta, Georgia Prospected and generated leads within Southeast Territory for EOM (Enterprise Output Management) solutions to small and medium-sized businesses. Proposed deals and consulted with customers in justifying the acquisition of LRS EOM software solution. Developed strong relationships with key decision makers and project groups resulting in pipeline of over $400K. Collaborated with LRS systems engineers ensuring appropriate solutions were provided to prospect. Worked closely with LRS senior management to review status of accounts on a monthly basis; accurately recorded sales data in Siebel.

2008 - 2008

2002 - 2008

FAMILY RENTAL BUSINESS Manager Ft. Stockton, Texas Managed and maintained 35 rental properties achieving occupancy rate of 98% per annum. Created and defined project management role to meet the rapidly growing need for budget and cost control. Oversaw purchasing of all appliances and carpeting, staying within budgetary guidelines. Managed all aspects of facility leases, contracts and negotiations.

1994 - 2001

SAP AMERICA Account Executive 2000-2001 Atlanta, Georgia Identified, developed and managed relationships with key customers and business partners within Southeast Territory. Exceeded sales quota of $2.5M by $1M. Identified and closed strategic implementation partner, Technology Solutions Company, thereby strengthening the SAP practice at TSC. TSC utilized SAP software for internal processes resulting in a $500K software sale. Followed up on lead, proposed software solution and managed client relationship with Sodexho Marriott, generating $3M in revenue. Account Manager 1998-1999 Atlanta, Georgia Identified and defined customer business requirements and objectives for education and training needs. Developed and maintained database management solution demonstrations. Achieved exceptional support of sales strategies. Exceeded sales quota of $4M. Worked collaboratively with implementation, consulting, and education partners, ensuring appropriate client solution content and integration. Facilitated account transition from pre-sales to solution implementation resulting in sales of $5.5M. Developed, implemented and managed the education and training solution for Delta Airlines generating $2M in revenue. Marketing Manager 1995-1998 Atlanta, Georgia Initiated, rolled-out, and managed centralized warehouse and distribution process for all marketing material for SAP Americas (US, Canada, Latin America, and Mexico) and SAP hardware, software, and implementation partners.

2 Managed marketing material for three SAP Trade Shows with attendance exceeding 12 thousand customers and perspective customers. Developed and successfully managed the first budget to be created for marketing inventory. Operated within this $3M budget. Successfully managed warehouse and distribution as it increased 3000% in a three year period. Developed and executed on-line-hosted and web-enabled procurement solution resulting in the first internal web solution for SAP. Inside Account Manager 1994-1995 Atlanta, Georgia Identified, qualified, and cultivated sales prospects through cold calling, networking, and relationship development generating leads resulting in $4.4M in sales. Navigated accounts to qualify C-level and line of business decision makers resulting in introducing the company, positioning solutions, and conducting in-depth discussions to uncover pain and buying intentions. Used BANT (Budget, Authority, Need, and Timeframe) to further qualify prospects and gather needed data. Achieved deep account qualification for complex sales; gathering intelligence outside sales team needed to close business. EDUCATION

UNIVERSITY OF TEXAS Coursework towards Masters in MIS UNIVERSITY OF TEXAS Bachelor of Business Administration in Management

ADDITIONAL TRAINING

Siebel CRM Experience ASAP Methodology mySAP.com SAP Sales Training CEL (Customer Engagement Lifecycle)

Dallas, Texas

Odessa, Texas