1. Page 1 of 3, Thomas A. Arnold (908) 903-0378
Thomas A. Arnold
10 Casale Drive  Warren, NJ 07059
(908) 400-1670 mobile - (908) 350-3035 home office – (908) 903-0378 home
tomaarnold@aol.com
http://www.linkedin.com/pub/tom-arnold/16/128/b45
SUMMARY
Broadly skilled and results focused, strategic thinking sales/business professional with 20 years experience and
an MBA from a top tier business school. Solid track record identifying good business opportunities, closing
major sales agreements, building relationships, managing project/client/staff, and generating sustained profit, in
varied business environments. Skilled leading teams and working as an individual contributor.
Motivated to help a progressive organization exploit current and future business opportunities to drive growth
and client satisfaction. Can commute w/in NY/NJ/PA area and/or work virtually and travel as necessary.
Specialties:
Corporate Sales, Identifying Sales Opportunities and Targets, Driving Sales Growth, Navigating Challenging
Business Environments, Managing/Growing Major Accounts, Communication at Multiple Levels, Sales
Messaging, Marketing, Leveraging Sales Teams, Building Rapport and Relationships with Varied Personalities,
Sales and General Business Management
EXPERIENCE
Youth Sports Performance LLC, Warren, NJ 2013 –
Design and implement high level age appropriate athletic development and sports performance training and
nutrition programs. Help youth and high school athletes prepare for sports combines and elite camps.
SIMULEARN, Norwalk, CT 2008 – 2013
SimuLearn was a pioneer of avatar driven soft-skills business simulations, and the developer of the award
winning Virtual Leader program. This innovative “practice-ware” application was the first of its genre and
marketed to corporate, academic and government organizations as a performance improvement and leadership
development tool.
Vice President, Business Development/Sales
• Start-up venture; non founding member of 6 person team
o primary responsibility for corporate sales; new client initial trial and acquisition
• Assumed heavy marketing role; helped define and build product message and positioning, as well as full
product offering including delivery and measurement
• Identified, marketed, and sold to targeted F500 corporate entities; WellPoint, Blue Cross Blue Shield,
Scotia Bank, Loews Hotels, Prudential, JP Morgan, McKinsey, Johnson & Johnson, Chase, Lockheed,
Northrop Grumman, Merck; also secondarily to US Army and select colleges and universities
• Secured initial deployment with over 60 high potential opportunities (goal 5/yr - achieved >10/yr); $25-
$75K per initial deployment w/ enterprise average of $500K proposed
• Generated approximately 50% of overall company revenues
CA, Inc. (formerly Computer Associates), Islandia, NY 2004 – 2008
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2. Page 2 of 3, Thomas A. Arnold (908) 903-0378
Now known as CA Technologies, CA was at this time one of the largest independent software organizations in
the world.
Director, Sales and Integration/Database Management
Marketed and drove successful deployment of database management software products and the applications
enabled by database management technology
• Responsible for integration of sales efforts for acquired companies in database management software
and services; primary focus on Platinum Technology LMS and complementary services
• Sold database management software products and deployment/management services to Fortune 500
companies, both direct and through internal teams and external partners
• averaged >$8M in annual sales; averaged 160% of goal
TRICORE INTERACTIVE, Princeton, NJ 2002 – 2004
Tricore provided custom training and software tools to multiple departments throughout the pharmaceutical and
life science markets.
Director of Business Development, New Business Initiatives
• In Year 1, secured initial projects at 4 of top 10 prospect organizations – Roche, Johnson & Johnson
(Ortho-McNeil and Janssen), Forest Labs, and Pfizer
• 2003 – generated fully realized revenue of $1.5M; represented 50% sales growth
• Relationships established in 2003 forecasted to provide 2004 revenues of $3M - $4M
• Led expansion of company market to include select non-pharmaceutical organizations
Competitive conflicts within client base forced company to refocus on limited customer base
SMARTFORCE, Redwood City, CA 2001 – 2002
SmartForce was, at this time, the publicly traded leader in eLearning (software, services, and packaged and
custom content) before being acquired by and integrated into SkillSoft in 2002.
Global Account Manager (New function to drive growth at highest potential accounts and prospects)
• Over initial 12 months produced $6.3M in revenue ($3.1M – 2001/ $3.2M - 2002 YTD) – GE (Capital
corporate, GE corporate, and more than 10 GE businesses), Compaq Computer, JPMorgan Chase,
UBS Securities, Siemens US, and Keane Consulting
• At time of SkillSoft merger had “highly probable close” forecasted pipeline of additional $18.7M for
remainder of 2002
• 2nd
highest producing Global Account Manager during tenure
Specific accomplishments:
• Captured GE (corporate) Account – Secured major agreement with this long sought named account to
provide eLearning solutions to all GE, generating significant current revenue and setting the stage for
major future revenue generation ($3.2M booked revenue/$8.7M in final negotiation)
• Resurrected poor relationships with JPMorgan Chase and UBS Securities - Positioned company for
expanded partnerships and revenue attainment in 2002 ($6.8M projected and in negotiation)
• Extended existing agreement with Compaq Services, and expanded account to include 3 new areas of
the company, including HQ – $2.1M 2001 revenue secured in the midst of then pending Compaq/HP
merger, > $8M forecast for 2003
LEARN2.COM (formerly Street Technologies), White Plains, NY 1998 – 2001
Corporate internet learning organization; provided online and software driven tutorials, in subjects ranging from
gardening to Microsoft MCSE. Company acquisitions, and expansion to retail market, created unrecoverable
financial difficulty and eventually forced sell off of business units.
Director of Strategic Business Development and Strategic Accounts 10/ 1998 – 3/ 2001
• Created, from inception to delivery, bundling business model and associated smartcard mechanism.
• Responsible for securing over 50% of the company’s non retail clients – key clients included Compaq
Computer, PeoplePC, Computer Associates, and RadioShack
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• Responsible for generating over 50% of the organization’s non retail revenue
• Fully responsible for securing and developing the Compaq Computer partnership, also involved
Compaq corporate and retail partners - widely considered to be one of the most successful and
profitable eLearning programs ever implemented
o 1999 - $1.5M revenue generated
o 2000 - $2.4M revenue generated
o 2001 - $15M revenue projected ($5M in final negotiation pending resolution of financial stability
issues)
• Responsible for securing and developing PeoplePC account; was projected to generate $5M in 2001
o 2001 - $5M revenue projected ($1M in final negotiation)
Director of Channel Sales 3/ 1998 – 10/ 1998
• Created and built phase 1 and phase 2 company channel programs and rep organization
• Drove over $2M in critical short-term revenue that allowed company to move forward on plans for next
stages of development
PROFESSIONAL DEVELOPMENT GROUP (PDG), Wayland, MA 1996 – 1998
Formed and led new Division of a 17-year-old IT systems training development firm, focused on "custom"
proprietary and ERP applications; Web-based CBT Simulation. Company sold to venture capital organization.
Director of Sales, Custom Training Solutions Division
• Recruited, trained, and managed the sales force (NJ, PA, DE, NY, and CT), as well as establishing
companywide sales and marketing programs
• From 0$ base, team generated >$8M in annual revenue, directly involved in and led all sales
• 1998 - Personally outsold major established and much larger competitors to close 1st
company SAP
engagement at $1M+ and several high profile competitive projects
• Average project - $250K+
• Accounts captured included – Ingersoll Rand, Reliance Insurance, Citibank, Prudential, Princeton
University, Amerada Hess, Volvo, American Standard, and Schindler Elevator
.
COMPUTER APPLICATIONS LEARNING CENTER (CALC), Morristown, NJ 1994 - 1996
(Acquired by Canterbury and known as CALC/Canterbury as of 1995)
At time, the New York City metropolitan areas most successful technology training and services provider.
Director of Sales and Marketing
• Reengineered sales and marketing organization of established NY/NJ computer training firm resulting in
increased productivity and return, as well as the creation and delivery of better client solutions
• Created new pricing methodology which empowered sales team and encouraged clients to consolidate
training volume
• Redesigned compensation programs - motivated sales team to achieve better client portfolio and
product mix witch increased profit while maintaining desired payout ratios
• Designed and repackaged offerings to create new products, sold to new markets - resulted in additional
sales of $250K a month and representing approximately 25% of overall company revenues
• Redeployed underutilized resources to build a viable consulting operation, complementary to core
business
• Grew revenue by more than 45% annually without corresponding increase in sales costs
• Under leadership firm became the dominant provider of computer training to corporations and
businesses in the NY/NJ/CT region ($15M in revenue was twice that of nearest competitor)
EDUCATION
New York University Leonard N. Stern School of Business, MBA
Major: Finance (Significant coursework in Marketing and Corporate Strategy)
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4. Page 4 of 3, Thomas A. Arnold (908) 903-0378
University of Maryland, BS
Major: Kinesiological Sciences
Also attended Indiana University, Bloomington, IN
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