Chris Stone
Salem
Summary
Dynamic Consulting Sales Executive with a proven track record at Oracle, excelling in contract negotiation and customer engagement. Adept at building relationships and driving sales growth, I leverage strong leadership and problem-solving skills to enhance client satisfaction and achieve strategic objectives. Recognized for delivering impactful solutions that foster long-term partnerships.
Overview
31
31
years of professional experience
Work History
Consulting Sales Executive
Oracle
Austin
03.2018 - Current
- Developed strategic sales plans that increased customer engagement and satisfaction.
- Sourced new sales opportunities through inbound lead follow-up.
- Cultivated relationships with existing customers, resulting in increased repeat business.
- Managed customer accounts with proactive communication and effective issue resolution.
- Negotiated and closed deals with minimal oversight.
- Negotiated contracts with clients on behalf of the company.
- Implemented processes for cross-selling products or services based on customer needs.
- Collaborated with cross-functional teams to enhance product offerings and customer support.
- Provided detailed and accurate sales forecasts to senior management.
- Managed a portfolio of accounts to achieve long-term success.
- Ensured compliance with sales policies, practices, and legal requirements.
- Participated in industry events to expand professional network and promote brand awareness.
- Cultivated professional client relationships by asking appropriate questions, identifying needs and providing insightful information regarding products.
Director of Business Development
CrossGeneration Security
Atlanta
01.2017 - 03.2018
- Develop sales pipeline, sales forecasting and opportunity management of consulting services for existing and new customers.
- Led the Consulting Delivery team and maintained continuity in client relationships and service level delivery.
- Expanded client and vendor relationships to identify future business opportunities.
- Generated follow-up business with existing clients through delivery oversight and networking.
- Build and manage direct relationships with management representatives for accounts.
- Maintain high-level presence and a network of relationships to facilitate sales and partnerships.
- Alignment with product sales representatives to penetrate new accounts and expand existing accounts.
- Develop a strong partnership with Sales Engineers to accelerate sales cycle and extend reach into accounts.
- Provide project and non-project leadership for consulting team.
- Proposal creation- Create estimates, negotiate rates, develop statements of work and executable contracts, work through pre-sales T&C's with customers and assist with staffing to ensure successful engagements.
- Managed consulting team for large-scale database and IDM implementations, overseeing project assignments and ensuring successful engagement management.
Consulting Solutions Director
Oracle
Atlanta
01.2014 - 01.2017
- Began at Oracle as the first Solutions Architect to focus solely on the Oracle Database Security components.
- In less than a year the position expanded to include business development, consulting sales, customer relations and project oversight.
- Partnering with consulting sales team to help customers understand the benefits of using the consulting team for product implementations.
- Lead client meetings to understand the customers' concerns around challenges, risk and compliance needs.
- Engagement oversight on data security projects to ensure successful implementations.
- Identify and communicate to customers their data security risk and how properly implemented Oracle products help reduce those risks.
- Demonstrate to customers a unique perspective by combining business and customer understanding with product and vendor knowledge.
- Create and conduct events and road shows for North America customers on product implementations, data security risk and compliance concerns.
- Maintain a strong relationship with product license sales teams to conduct joint customer meetings and events to explain implementation details and customer experiences with installations and management of the tools post project.
- Develop sales processes designed for customers and/or data security systems.
- Estimated engagement scope, resource plans, and timelines.
- Work with Database Security Product Management and Development teams on product update.
Senior Manager
Simeio Solutions
Atlanta
01.2014 - 12.2014
- Senior Manager within the Simeio Solutions consulting group delivering Identity and Access Management solutions to enterprise clients.
- Led managed services and project teams responsible for identity and access management for clients in the top 20 of the Fortune 500 list.
- Managed Identity and Access Management resources and support engagements for multiple projects, ensuring alignment with client needs.
- Oversaw comprehensive upgrade from IBM TIM 6 to ISIM 7, ensuring successful implementation across the organization.
- Managed ISIM system responsible for processing all identity creation, removal, updates, and password changes.
- Program manager for enterprise-wide PIM solution implementation that handles all administrator PW rotation, providing privileged access and corresponding logs.
- Cultivated relationships with key account contacts to foster trust and collaboration, enhancing overall client satisfaction.
- Delivered project updates and metrics to management representatives, facilitating informed decision-making and transparency for accounts.
- Managed a consulting team of on-shore and off-shore resources working 24x5 shifts with a rotating on-call weekend support schedule.
IT Manager: ING Enterprise Talent Program
Voya (formally ING US)
Atlanta
01.2003 - 01.2014
- Built a high performing IT team responsible for applications that are the backbone for IT resources and systems.
- Led a team that provides architectural, engineering and third-level support for security tools and enabling systems.
- Managed security tools, encompassing privileged ID management systems, database monitoring, access reviews, and end-user password management, to ensure robust security protocols.
- Led implementation team to install and consolidate three privileged access tools to one centralized system.
- Consolidation involved 3000 rules, 10,000 privileged ID's and 2500 end users across 5 data centers.
- Led project and support team to implement a single sign-on solution connecting 7 Active Directory domains, facilitating management of 32,000,000 User IDs.
- Utilized tools such as SiteMinder, ISAM, CyberArk, Oracle ESSO, Guardium, TWS, and Sterling Connect Direct to enhance security.
- Implemented enabling systems, which included enterprise-wide batch scheduling tools and file transfer systems.
- Led architecture, engineering and support teams to implement an enterprise-wide scheduling tool, centralized file transfer system, privileged ID management system and identity suite.
- Audit focal for system, process and access reviews within the various tools and applications.
- Standardized deliverables to enhance resource morale and strengthen customer relationships.
- Asked by head of Technology Services to take over an under-performing team.
- Participated in enterprise talent program to develop leadership skills and enhance team performance.
- The ISAM system will replace 3 versions of SiteMinder and the Sun directory.
- Team maintains the OIA\OIM system to handle access certification, ID management and access permissions.
Integration Lab Manager
Lanier Worldwide
Atlanta
01.1995 - 01.2003
- Recruited by Lanier management to move to a full-time position and manage an integration lab.
- Made technical decisions, implemented systems, and administered processes to enhance customer satisfaction.
- Led team of analysts in creating and rolling out standard client desktop, ensuring alignment with organizational goals.
- Collaborated in designing and implementing migration from Novell 4.x to MS Windows NT 4.0 across multiple servers.
- Tasks included leading deployment, performance enhancing and administration of Microsoft networks consisting of Windows NT 4.0, Windows95 and Windows 3.x.
- Started with corporation as a consultant to assist with enterprise-wide laptop and desktop rollout.
Education
Bachelor of Science - Management Information Systems
University of Georgia
Athens, GA05-1995
Skills
- Account management
- Customer relations
- Customer engagement
- Sales follow-up
- Strategic partnership building
- Proposal development
- Project estimation
- Operations management
- SDLC management
- Leadership and mentoring
- Team building
- Staff management
- Team collaboration
- Engagement strategies
- Problem solving
- Communication skills
- Time management
- Adaptability skills
- Building relationships
- Product knowledge
Timeline
Consulting Sales Executive
Oracle
03.2018 - Current
Director of Business Development
CrossGeneration Security
01.2017 - 03.2018
Consulting Solutions Director
Oracle
01.2014 - 01.2017
Senior Manager
Simeio Solutions
01.2014 - 12.2014
IT Manager: ING Enterprise Talent Program
Voya (formally ING US)
01.2003 - 01.2014
Integration Lab Manager
Lanier Worldwide
01.1995 - 01.2003
Bachelor of Science - Management Information Systems
University of Georgia