L.

JOSEPH HAZARD
45 Drumlin View Dr.
Mendon, NY 14506
585-729-1521
lh4f0f1c@westpost.net
SALES MANAGER / SENIOR ACCOUNT EXECUTIVE
Growth Strategies / Business Development /
Software / Strategic Alliances / CRM /
Channel Development / Market Penetration /
Account Retention / Solution Sales /
C-Level Presentations / Negotiations
As a sales manager and individual producer for
Microsoft (MS) and Apple, I drove record sales
growth, penetrating key corporate, education,
government and healthcare accounts. Selling
IS/IT solutions to customers including GE,
Xerox, Kodak, major metropolitan hospitals,
large urban school districts and Ivy League
universities, I won new accounts and closed
deals worth millions of dollars. I can deliver
significant revenue results by:
* Driving long-cycle, solution-based sales,
converting prospects to customers
* Building strong relationships with key
executives to cement new business
* Promoting the features, benefits and added
value of complex technology
* Recruiting, training, coaching and motivating
high-performance teams
The keys to my success have my ability to build
rapport with clients, learning their
organizations from the inside out, defining user
needs and then delivering scalable solutions. I
hold a BS in Biology from St. John Fisher
College. I have delivered speeches at major
industry events including MacWorld.
SELECTED ACCOMPLISHMENTS
Delivered overnight solution to win $1M
contract. MS university medical center client
had an emergency need for upgrade to overloaded
mail/messaging system. Quickly assembled team,
working through a weekend to assess problem and
design solution. Implemented system in record
time, securing largest contract of its kind at
MS.
Achieved 95% penetration in state university
system. MS wanted to expand its presence at a
multi-campus university. Taking over this
sector, developed strong relationships with key
decision makers and partnered with 3rd-party
vendors. Made major inroads, establishing MS as
strategic supplier and boosting sales $3.5M in
three years.
Built breakout MS education application. Fourth
largest NY school district needed solution to
power educational improvements. Directed
collaboration among MS team and educators.
Created comprehensive platform that became
benchmark for K-12 clients. Helped client win
federal funding and generated $2M revenue for
MS.
Tripled revenues at Ivy-League university. MS
wanted to expand limited presence at a leading
university. Seeing decentralization as a key
issue, built consensus across diffuse management
of individual colleges to win converts. Promoted
MS as standard for university-wide applications.
Built account into one of largest all-MS
education shops.
Turned around dissatisfied Microsoft account.
Major university threatened to terminate
relationship with MS due to perceived lack of
support. Tasked with rescuing contract, took
over account. Immediately instituted regular oncampus
meetings with client executives. Built
trust by demonstrating relevance of MS
solutions, saving account.
Salvaged $40M account for Apple. Large sale to
high-tech video imaging client was threatened by
a compatibility issue. Had project engineers on
site within 24 hours to troubleshoot problem.
Developed and implemented fix to a flaw in the
processes used by client. Restored confidence,
enabling Apple to add $20M in additional sales.
Developed and promoted solution to win $14M
account. Fortune 50 firm asked Apple to compete
for enterprise computing project. Directed
development of customized applications suite.
Collaborated on presentation, focusing on userfriendliness
and value. Won largest corporate
account, establishing strategic partnership with
client.
CAREER HISTORY
Strategic Account Manager, Microsoft, 2004-2010.
Directed sales strategies targeting primary,
secondary and higher education markets and
healthcare sector in New York. Built virtual
team comprising technology, product support and
licensing specialists. Drove significant revenue
and share increases, winning major new accounts.
Apple Computer, $40B leader in information
technology and systems. Beginning as an Area
Training Manager, promoted through roles of
increasing responsibility, including:
Higher Education Manager, 2000-2004. Directed
business development team and individual
producer for New England territory, managing
relationships with Harvard, Yale, MIT, UMass,
Cornell, SUNY, Syracuse and others.
Global Account/Value Added Reseller Manager,
1995-2000. Directed sales and VAR relationships
in Northeastern US with responsibility for
leading global accounts including Xerox, Kodak,
Scitex and Avid Technology. Built strong channel
distribution network, generating millions in new
revenue in digital imaging arena.
Personal: A lifelong ski instructor, I also
enjoy golf, mountain biking and hiking. I have
been active in alumni and athletic affairs at my
alma mater.