Summary




10 plus years of sales experience in software, hardware and telecom services.
10 plus years of commercial and retail delinquent accounts collections and accounts receivable credit management.
Has a highly professional image and proven client relationship development skills with executive and C Level prospects and customers. Has verifiable experience in telephone prospecting and sales closing.


Employment

May, 2006 -  Present
contractor

Performed telephone interviews with prospects and passed pre-qualified opportunities to the BEA Systems and Oracle sales force.
Prospects roles called included CEO s, CIO, Senior, V.P. IT, MIS Directors, V.P. Software development, IT Managers, Technical Services Mangers and Software developers and consultants.
Achieved 9 9 consecutive quarters of over 100% of sales quota attainment.
Averaged over $1300000 per quarter in qualified sales opportunities passed to and accepted by the BEA sales force.
2 recent quarters Opportunities passed to Sales force totaled over $2000000.

Has a full understanding of the BEA System s product stack and Oracle Fusion Middleware Products.
Can communicate the value propositions of BEA Systems and Oracle Fusion Middleware software solutions.
Gained exposure to Linux and Oracle Data Base product and services.
Can explain to prospects SOA Service Oriented Architecture : Concepts, technology, methodology and best practices.
Has participated daily in BEA Systems and Oracle marketing campaigns focused on telephone qualified lead generation.
Answered 1 - 800 incoming telephone call from new prospect and existing BEA Systems and Oracle customers.

Has become familiar with BEA Systems and Oracle sales closing process.
shadowed inside sales team and communicating daily with BEA Systems and Oracle outside field sales team.
Primary geographical territory assignment was the states of FL, AL, MS, TN, GA and SC.

Secondary territory coverage included Federal Government prospects and commercial prospects in 13 additional states.
generated and passed qualified leads to BEA Partner VAR reseller and ISV Sales Channel.
Considered by co - workers to be a Siebel CRM power user and BEA Products and solutions go to guy in the BDR team.

February, 2006 -  February, 2006
Outbound telephone sales

To new home buyers. Left to accept position with BEA Systems, Inc

March, 2004 -  March, 2006
R- Cubed Service and Sales Inc

Sold POS hardware and software to Dallas TX area customers.
Left to accept position with Brinks Home Security.

Thomas R. Melena Confidential Resume Pg .2

South Western Bell Telephone Co. Fort Worth TX 2/2001 - 11/2003 known as SBC Communications known as AT and T Corp.
Inside Sales Account Manager. Employee.
Also held role as Authorized Sales Rep. None Employee contractor.
Signature Accounts Division-SMB customers in DFW TX.
Sold over $250000 of SBC telecom services like T-1 and DSL services.

Received formal sale and advanced telephony networking training.
Position ended due to Layoff.

June, 2000 -  June, 2001
Inside Sales Rep

Sold E-Border software products that provides Network Security, Access control, firewall, border management and proxy services.
Made sales to key customers : SONY and Walt Disney.
Position ended due to Lay Off.

April, 1999 -  April, 2000

Telephone Sales Rep. Sold new and renewal memberships.
Left to accept position with NEC Corporation.

June, 1998 -  June, 1998
Telephone Sales Rep

Of National Distributors. Key sale made to Dallas Housing Authority.

December, 1996 -  December, 1998
Account Manager

Sold systems management software to 500 commercial and Federal Government accounts.
Closed sales over the telephone or via business partners channel.
Identified qualified prospects through telephone interview of I.T. Departments staff.
Worked with System Engineers to craft solutions to solve customer problems.
Performed all pre-sales account activity and post-sales customer service.
Represented the company at a major trade show, NETworld+Interop.

Received Sandler Sales Institute and Candle Education sales training.
Well versed in client server, mainframe, applications management, Systems management and network management technologies.
Daily used desktop PC with Goldmine CRM, Lotus Notes
And Office Suite. Made key sales to Avon Products of $500000 and Hasbro Corporation of$142000 and to the US Navy.
Left due to company downsizing and closing of Dallas TX office.

September, 1995 -  September, 1996

Commercial debt recover service Sales Representative.
Sold 150 Commercial clients who contracted to use the company s debt
Recovery services. Sold over $2000000 in receivables for collection.

May, 1993 -  May, 1994
Inside Sales Rep

Performed lead generation telephone calls to Community Banks.
Supported outside sale force selling new item and data processing hardware, software and supplies.
Honored as salesman of the year 1993 Support Products Division
Won the Chairman s club sales incentive trip to Hawaii.

September, 1976 -  September, 1993
Payco American Corp.and Associate

The Ohio State University Columbus, Ohio. Graduated 3/1976
BA in Communications minor in music

Personal Development, Sales, Sales Management, The Fundamentals of credit and computer applications.

1995 -  1998

Education