Marco Giunta Sales Executive Resume

Developed global sales in the Banking Pharmaceuticals and Financial Services Market.

• Senior executive responsible for self sales management, sales operations, Lead Generation, sales and marketing and sales to C-level executive
• Managed large global accounts with deal teams made up of Sales and Project Executives
• Have been very active in the Financial Services (JPMC, BerkHath, MS, GS, UBS) closing 20 million Dollar ACV Deals.
• Increased territory pipeline from less than $23 million to $187.2 million within three years, exceeding quota by 22% in 2011 and 15% in 2010.
• Received sales awards in 2011 and 2010.
• Fostered a robust, sustainable network of buyers, leveraging strong listening, presentation and closing skills to optimize sales results despite previously dominant competitor advantage.
• Introduced new sales strategies into the market, often closing up-sales of newly released products.
• Demonstrated an unwavering commitment to customer service, adding new customers while maintaining premium service levels with existing accounts.


• Expert negotiator and Problem Account Turn-around 
Leveraging Social Media Strategies for new and better ways to Conduct Lead Generation and communicate with the Prospects 

• Closed WANU and Merrill Lynch Opportunity
• Identifying, developing and directing the implementation of business strategy.
• Cultivating the company’s reputation in the market & with customers.
• Involved in planning & organizing the organization’s activities to achieve targets.
• In charge of leading, motivating and developing the management team.

• Developing business plans and preparing client proposals.
• Reviewing, refining and developing the strategy and direction of the company.
• Building client relationships that result in revenue and profitability growth. 

• I have Written 4 Books on sales and succeeding in sales:

1. Rethinking Sales… It is a back to drawing board in the business of sales and how to go forward in challenging times.
2. Top-line Entrepreneur… a look at what most Startups and Entrepreneurs are missing today! The top line! Most forget that with no top line you have no bottom line
3. Hungry Like The Wolf… It's a Wake up call for all Sales Professionals to get up stop complaining and go sell something ! No excuse selling just sell!
4. 1000% business growth in a 180 day… this book describes the step by step way to follow and "use" the Internet and social media to grow your business and sales. it's not Gore's Internet anymore.
5.  Coming soon 98.7 way to Lead Generation… Step by step diary of ways that i have built my network over the years a turned them in to sales.

• There is nothing quite like waking up to a world that has undergone significant change and evolution. Especially when that world forgets to leave you a desk memo detailing how you should adapt in order to keep yourself afloat in a turbulent market. It happens to everyone at some point. More so to those of us whose vocation is sales and marketing.
• In my career, I have been on all sides of the table, only to find out that the table is actually round!
• About twenty-five years ago, I started in the mailroom, moved to finance, and finally went on to my true calling – Sales! I was a superstar sales professional – shrewd and ambitious. My friends used to say that I could sell a watch to a watchmaker if I had to!

• Increased sales by $30M at Morgan Stanley by adding Global Managed Services in New York, London, Toronto, Japan, China and India.
• Developed sales strategy and business plan for managed services solutions Outsourcing and Offshoring for other Global Financial Services clients: JPMC, Wachovia, Bank of America, Deutsche Bank and others. Surpassed sales targets.
• Increased sales by initiating $30M in 2007-8 at JP Morgan Chase IT Managed Services outsourcing opportunity.
• Initiated Sales of $40M in 2007 at Staples IT Managed Services outsourcing opportunity.
• Increased sales to $5M in 2007 at Ross Stores System Administration outsourcing opportunity
• Added sales of $45M in 2006 at Morgan Stanley, by selling Managed Services solution Infrastructure outsourcing opportunity.
• Developed a Unique key account management program targeting the largest multinational Financial Services clients. Realigned sales and distribution channels to enhance competitive product positioning and accelerate revenue performance. Negotiating at senior level with clients, vendors and suppliers. Surpassed sales targets.

• I built a startup with in Collective Tech, Made it Profitable and It was acquired by Accenture For XXmm 
• Developed the strategic business plan for a Managed infrastructure Services Solution at Collective Technologies.
• Designed and managed the sales program (Morgan Stanley with sales of $14M which achieved growth in sales and profitability, in the first year of operation. 
• Completed a successful Merger and Acquisition of Collective technologies to Accenture for undisclosed multi-million dollar deal and was named key executive in transition. 
• Surpassed all sales targets.

• This Was a Cloud Computing Startup… and Built up the Portfolio of Business from Nothing
• Develops a business plan and sales strategy for the market with focus on Financial Services and Internet/ECommerce Clients.
• Responsible for the performance and development of the Large Accounts and plans to penetrate new markets.
• Assists in the development and implementation of marketing plans.
• Maintained accurate records of all pricing, sales, and activity reports submitted by Account Executives.
• Creates and conducts proposal presentations and RFP responses.
• Assisted Account Executives in preparation of proposals and presentations.
• Controls expenses to meet budget guidelines.
• Recruited and hires Account Executives based on criteria agreed upon by senior management.
• Managed northeast and mid Atlantic region. increased sales from $10M to $38M during first year by soliciting/winning new accounts.
• Had revenue responsibility of approximately $10M million. Development of outsourcing relationships at firms: MetLife, Goldman, Morgan Stanley

• Increased sales by initiating business plan $17M by building Internet presence, Ecommerce strategies and funding solutions.
• Poised company for acquisition and achieved sales goals.
• Many Global Accounts Such as Pentagon, Starbucks, Gap, Chase and DOD

• Developed an IT Outsourcing Business and sales strategy built to 40MM Annual Revenue
• Responsible for the performance and development of the Account.
• Built a Sales Team and Account Management team.
• Had Sales And delivery reporting to me about 280 People
• Prepared action plans by individuals as well as by team for effective search of sales leads and prospects.
• Development of action plans to penetrate new markets.
• Conducted one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance.
• Provided timely feedback to senior management regarding performance.
• Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives.
• Created and conducts proposal presentations and RFP responses.
• Assists Account Executives in preparation of proposals and presentations.
• Control expenses to meet budget.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Recruited and hires Account Executives based on criteria agreed upon by senior management.
• Supported key clients, including: Global Financial, Merrill Lynch, The Equitable, Panasonic, and Merck.

• Developed a plan and sales strategy
• Responsible for the performance and development of the Accounts
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
• Initiates and coordinates development of action plans to penetrate new markets.
• Assists in the development and implementation of marketing plans
• Provides timely feedback to senior management regarding performance.
• all pricings, sales, and activity reports submitted by Account Executives.
• Creates and conducts proposal presentations and RFP responses.
• Recruits, tests, and hires Account Executives based on criteria agreed upon by senior management.Led projects for major clients, including: Nabisco, Johnson and Johnson, Becton Dickenson, and Allied-Signal (Honeywell), and ADP.

Achieved 3 key deliverables: (1.) new state-of-the-art telephone system, (2.) Banyan Vines 8,000-node LAN/WAN, and (3.) development of applications in line with migration from mainframe to client/server setting.

• Developed a business plan and sales strategy for the market that ensured attainment of company sales goals and profitability.
• Responsible for the performance and development of the Sales team and Account Executives.
• Prepared action plans by individuals as well as by team for effective search of sales leads and prospects.
• Initiated and coordinates development of action plans to penetrate new markets.
• Assisted in the development and implementation of marketing plans.
• Conducted reviews with all Accounts
• Maintained all pricings, sales, and activity
• Created and conducted proposal presentations and RFP responses.
• Assisted Account Executives in preparation of proposals and presentations.
• Controls expenses to meet budget guidelines.
• Recruits, tests, and hires Account Executives based on criteria agreed upon by senior management.

Managed real estate development projects, including: Bluegrass Estates ($10 million residential housing project), Westwinds Town Homes ($7 million residential project), 310 Passaic Ave. Associates ($12 million commercial building project), and Brielle Condominiums (multi million dollar water front community).