PATRICK RILEY

Seattle, Washington 98105 cell: 425.985.5572 email: pat@priley.net

EXECUTIVE SALES
Entrepreneurial and highly productive sales professional with proven success selling complex products and services into major accounts and resellers
Innovative rainmaker and sales leader consistently ranked in the top 1% of HPs sales force worldwide. Passionate new business specialist and strategic planner; drives highly strategic business initiatives that eliminate competitors. Recruits, motivates & partners with new major accounts, manufacturers reps and resellers for dramatic market share growth. Always over quota with few exceptions. Prolific relationship builder and trusted advisor up through the C-Level in global accounts, small accounts and resellers. Unique Passion for making clients successful also drives world-class customer satisfaction. Team Builder assembles & leads virtual teams of sales, marketing & technical professionals to win key account projects; collaborates with & mentors inside sales, customer support, resellers and clients with overall thought leadership. Strategic thinker and tactical problem solver demolishes show-stoppers and creates winning outside-the-box solutionseven when unable to compete for lack of capability.

KEY ACCOUNT MANAGEMENT/STRATEGIC MARKET PLANNING

Street savvy thought -leader & innovator perceives competitive landscapes & clients real personal and professional needs. Devastates competitors & commodity pricing by strategically & skillfully crafting breakthrough client solutions with tangible ROIs.
Multimillion Dollar Negotiator High-Impact, Executive-Level Sales Presentations Prolific New Business Specialist Competitive Intelligence & Market /Product Positioning Dynamic, Persuasive Communicator, Presenter & Trainer Skilled, Intuitive Relationship Builder/trusted Advisor Direct Major Account & Reseller Sales Honesty, Integrity & Loyalty Strategic Planning & Creating Shared Visions Cost-Benefit Analysis Customer Satisfaction/Client Retention Financial & Budget Management Reversing Competitive Penetration Motivational ROI Sales Presentations Over-Achieving Sales Quotas/Work Ethic Collaborative Strategist & Team Player

Core Competencies CAREER ACCOMPLISHMENTS Aggressively exceeded $20M sales quota year-over-year. Pioneered HP as a leader in the MFP/services space despite HPs late entry, outdated technology and competitors dominant incumbency. Grew reseller and corporate account business up to 50% year-over-year through new business. Led integrated sales efforts for Wintel servers, desktop PCs, notebooks, Technical Workstations, Imaging & Printing products & services, storage, software, networking products ,integration & outsourcing services. Sold directly into major accounts for 13 years and resellers for 14 years, collaborated closely with both to win first-ever multi-million dollar HP PC business at Boeing, Alaska Airlines & US West. Managed HPs Imaging & printing account sales activities , growing five customers into HPs top 20 Fortune 500 accounts(Amazon, Boeing, Microsoft, T-Mobile and Weyerhaeuser). Also managed Costco, Safeco, Starbucks, Nordstrom, Group Health, State of Washington and most other accounts in the NW. Drove executive customer visits for strategic product and sales development with HP Manufacturing and R&D. Forecasted accurate HP sales and reported via Siebel automated sales tools. Developed and implemented all territory and account business plans, collaborating closely with major account teams and inside sales for integrated sales plans.

Achieved HPs prestigious once-in-a-lifetime Presidents Club Award. Presidents Club is reserved for the top 1% of HPs sales force worldwidenominated five times for sustained excellence in sales, strategic planning, leadership, customer satisfaction and business judgment. Presidents Club requires not only the approval of every sales manager on the west coast but also HP Presidential and Executive Council approval.

PROFESSIONAL EXPERIENCE
SELF-EMPLOYED 2007-Present Sales Consultant; Real Estate Management; Financial Portfolio Management; Consultant-Consumer Products HEWLETT-PACKARD COMPANY, Palo Alto, California 1980-2007 Enterprise Integrated Region Sales RepresentativeBusiness Customer Sales Organization (2003-2007) Enterprise Region Sales RepresentativeCommercial Computer Organization (1996-2003) Regional Account ManagerImaging and Printing Group (1980-1995) KEY DIRECT SALES PROJECTS: MICROSOFT Achieved $5 million annual sales. Created unsolicited strategic initiative to win the Microsoft account, deposing Xerox, et al., as the dominant MFP global partners. Won despite HP technical deficiencies, being outnumbered 45-1 by incumbent competitors. Partnered with key Microsoft stakeholders under nondisclosure. Designed MS unique needs and wants into leading-edge products. Surprised all three incumbents, capturing global bragging rights as Microsofts new global standard product. Forced an MS corporate standards policy change from requiring three vendors to a sole source never done before. GROUP HEALTH Leveraged HP VP & Group Healths CIO & Director partnerships to overcome a prior HP fractured relationship. Won a $3M unsolicited Managed Print Services (MPS) contract to replace Xerox MFPs with a clever, innovative financial strategy. Proactively resolved a non-related $250K customer satisfaction issue- a potential show stopper caused by another sales force. T-MOBILE Motivated T-Mobile VPs and executives to change status quo and sign an unsolicited $13 million MPS color contract for the T-Mobile stores. Negotiated around IKONs low pricing and T-M Procurement with a value-added, out of the box solution. Reengineered stores business process, increased stores productivity, profitability and effectiveness. Saved deal after the sale with service & supply solutions, overcoming lack of delivery. Largest print services deal in the west at the time. BOEING Won global $20M contract for printers and supplies, proactively created unique third party solutions. Grew Boeing account into HPs largest worldwide departmental laser customer. Sparked an $8M Managed Print Services contract at Boeing-St. Louis. Custom designed web server solution, upstaging all competitors to meet Boeing needs, won $4M color print opportunity. Captured $6M supplies contract . Developed strong executive relationships. Provided fanatical customer support. WEYERHAEUSER Forged an unsolicited $24 million Managed Print Services commitment directly with Weyco, tenaciously ousting IKON & Xerox. Shrewdly stopped IKON & Xerox sales by seeding $300K of HP MFPs. Suddenly gained user mindshare while ultimately capturing MFP hardware and services business. HPs Largest services deal at the time.

PROFESSIONAL DEVELOPMENT
UNIVERSITY OF WASHINGTON, Seattle, Washington Bachelor of Arts in Business Administration and General Business