Pam Tyson	
 [Send email to request phone number] 74-1500 cell		660 Castle Hill Road
[Send email using form at bottom]		Redwood City, CA 94061
		
Profile		
	
	Accomplished professional with excellent business development, training, sales,
technical and leadership skills, coupled with extensive experience developing
strong client and partner relationships.
		
Skills		
		
	•		Expertise in developing strategic alliances, marketing programs and business
development 
	•		Combined 10 years successful experience in high-tech sales, manufacturing
and legal
	•		Completed sales, alliance and channels training courses
	•		Established winning sales processes, forecasting ,business planning and
market development
		
Experience		
		
APR
2008	Compuware, Sales Executive, Northern California	
DEC
2008	•	Sales Territory, Northern California
•	New Account Development and sales strategy planning utilizing a target list
calling into CIO and IT VP’s
•	Deliver Project Portfolio Management presentations
•	Map technology to customer business drivers at an Enterprise level
•	Develop PPM Regional Network and partnerships
•	Achieve annual forecast goal of $1.8 M	
OCT
2006	Computer Associate, Sr. Solution Strategist, Northern California and
Pacific North West	
APR
2008	•	Sales Territory, Northern California and Pacific Northwest Focused 20
Accounts of Fortune 100
•	Deliver CIO Whiteboard Presentations and communicate CA’s technology vision
and strategy
•	Map technology to Customer business drivers
•	Achieve quarterly and yearly pipeline and forecast goals ($3.5 M quota) and
defined objectives	
AUG 2005	Informatica, Sales Representative, Bay Area 	
OCT
2006	•	110% Quota Achievement, club nominee
•	Grew new divisions of  install base and sold to  new customers 
•	Closed install base add-on and upgrades and sold software to new customers
•	Conducted Target Account prospecting and sales calls 
•	Achieved monthly, quarterly and yearly pipeline and forecast goals and defined
objectives	
JAN 2005-	Mercury Interactive, Account Manager	
JUL
2005	•	Sold new products to 100 large named accounts, with a successful track
record 
•	Called into Director  & CXO levels to establish opportunities
•	100% of quota in first quarter
•	Developed strong relationships with partners to drive revenue
•	40-60 calls a day, hunted for new business
•	Developed a successful Forecasting Process with 100% accuracy	
1998 –	SERENA Software, Inc., Business Development Director, Strategic
Alliances	
NOV 2004	•		Developed first time strategic and technology integration
relationships with SAP and Microsoft (Gold Certification level).  Promoted and
maintained IBM, HP, BEA and Oracle by leveraging customer requirements and market
trends with survey process.
	•		Expanded Mercury Interactive partnership to two star BTO program and
received Mercury integration certification for two Serena products.
	•		Initiated partner programs, MDF funds, website content and PRM Portal to
drive revenue, collaboration, training and repository of partner assets (10%
company revenue increase).  Participated in campaigns, joint webinars, events and
shows.
	•		Negotiated partnership, M&A and OEM agreements, intellectual property
licensing, and referral contracts with all partner levels.
	•		Influenced and closely collaborated across the entire organization with key
individuals in multiple business units such as Development, Marketing, Product
Management, Sales, etc., to obtain successful alliance partner results.
	•		Managed and administered GSA Schedule for Federal business revenue
generation and establish standard partner discount.
	•		Built market awareness in the vendor and partner community by participation
in press tours (Analyst community) to build brand recognition.
	•		Created partnership datasheets, white papers and sales tools to inform and
train sales organization.
		
	SERENA Software, Inc., Regional Sales Manager, California, Southern Cal, Oregon
and Washington	
	•		Responsible for major account software sales and territory management for
Enterprise Change Management Software and Mainframe solutions.
	•		Identified and closed major account deals in Fortune 500 customer
environments.
	•		Top sales representative for Presidents Club two years in a row.
	•		Exceeded sales by 300% new license revenue.
	•		Generated 30% new license revenue in FY2000 to include Enterprise License
Agreements.
	•		Identified and won lost sales revenue opportunities.
		
1994 –	Omnis Software, Regional Sales Manager, Bay Area, Southern California 	
1998	•		Responsible for selling application development software for
Client/Server, Internet and local area network database systems to Fortune 1000
companies.
	•		Responsible for solutions sales, working with VAR’s and channel partners. 
	•		Generated 100 leads per week that resulted in 10% increased sales.
	•		Prospected new business, called on established and named accounts.
	•		Developed consistent forecasting system using Funnel System by Kappa.
		
1991–	Oracle Corporation, Sales Support/Contract Specialist, Commercial and
Public Sector Accounts 	
1994	•		General support for sales, specializing in contracts.
	•		Reviewed and crafted legal terms for software license contracts. 
	•		Administered contract negotiations, quotations and order processing for
sales above $250K
	•		Analyzed terms and conditions of legal contracts with heavy impact on
revenue for the corporation
	•		Responded to Request for Proposal’s (RFI’s and RFP’s) and functional
specifications in competitive situations. 
Education		
		
	University of San Francisco, San Francisco, California	
	•		Bachelor of Science Degree
	•		Major:  Organizational Behavior/Business