BRIAN MAGGS

15675 W. Monterosa Street, Goodyear AZ 85395

T:623-251-3546 / C: 360-261-4077 /

Executive Management: 20+ years/Sales Management: 20+ years / Entrepreneur 5 years/Organizational

Development– 20+ years

Industries – Computer Hardware (HP, IBM, mass storage) and Computer Software (Computer Aided Engineering, modeling and simulation, disaster recovery, process consulting)

Professional History
PRESAGIS INC. 2008 – 2009
Leading provider of custom off-the-shelf (COTS) modeling and simulation software solutions
Director of Sales

Hired to bring structure to a struggling sales organization. Led team of 7 with accountability for developing formal sales/account management processes, and developing/delivering sales training.

  • Turned around under-performing sales team and grew revenue 38% year-over-year.
  • Overhauled all sales processes including instituting major account planning, accelerating contract negotiations and improving forecasting. Upgraded sales talent and restructured territories.
  • Worked with product marketing to develop competitive insights into value proposition and ROI.
  • Secured industry-first agreement with Boeing that certifies products for purchase without going to bid and is projected to improve sales by 20% or more.

STELLCO INC., WEST LINN, OR, 2002 – 2007
VAR and reseller of computer, networking and software products
Vice President of Sales
Brought in to lead sales efforts for department that lacked leadership, structure or formal processes. Manage team of seven to produce $6.7 in annual sales. Held full P&L accountability, developed and controlled budgets, managed selected key accounts and developed VAR relationships.

  • Developed and implemented strategy that grew revenues from $300K to $6.7 million for company’s end-user business.
  • Delivered 37% improvement in gross margin (from 27% to 37%) by implementing comprehensive suite of formal sales practices including forecasting, deal strategies and gross margin tracking.
  • Personally shepherded closure of the biggest deal in the company’s history, beating 9 high-profile competitors.

COSMOS TECHNOLOGY, 1997 – 2001
VAR for IBM, Syncsort, Tivoli, Nexsan and reseller for HP and SUN Microsystems
President and Founder

Started and grew business without outside funding. Provided leadership in all functional areas, developing strategy and product plans, hiring and managing sales team and overseeing all financial management. Oversaw team of 29 and 5 offices.

  • Grew company from start-up to sales of $10 million within 5 years.
  • Maintained business growth every quarter by constantly diversifying product offerings to capitalize on new opportunities (for example, built $1.6 million disaster recovery business)

MENTOR GRAPHICS INC., 1984 – 1996
Software Solutions for the electronic design automation industry
Vice President, North American Sales (1988 - 1994)

Promoted to lead team of 400 (sales, customer support and professional services) in 35 offices with sales target of $200 million per year.

  • Played key role in growing revenues from $23 million to $187 million during tenure.
  • Reduced turnover from 60% to a healthy 10% in one year
  • Grew average sales-per-rep from $700K to $2.1 million.
  • Established CAE industry’s first professional services division and grew it to a $3.5 million business.
  • Secured industry-leading number of competitive wins, including a $33 million HP account.

Director of Major Accounts (1986 – 1987)

  • Led major restructuring and change in sales approach that resulted in a 250% increase in accounts worth $1 million or more (from 4 to 14).

Manager of Major Accounts (1984 – 1985)

  • Closed company’s largest accounts to date and grew both significantly over a 7-year period (AMD went from $5 million to $50 million, and Hughes Aircraft went from $8 million to $62 million.)

Earlier Experience:
Sales Rep/District Manager, Hewlett Packard Company; Account Manager, IBM.

EDUCATION

Computer Science – University of Western Ontario, London, Ontario

Numerous professional development classes