1.
RON SHELL
________________________________________________________________________
217 Doubletree Drive, Venetia, PA 15367 http://linkedin.com/in/ronshell ron.shell@ymail.com, (C) 412 897-3748
SUMMARY ● Experience in marketing and sales management of enterprise technology and service
solutions with executive influence in complex B2B and B2G environments.
● P&L, budgeting, forecasting, strategic development & business planning skills.
● Competence in recruiting/training/mentoring/coaching of employees and partners.
● Expertise in designing, implementing & executing plans that leverage various channels
(value-added resellers, strategic alliances and direct sales) to meet corporate objectives.
● Hands-on executive who launched and managed products & services with start-ups and
sold and delivered for established businesses.
EXPERIENCE iCarnegie (www.icarnegie.com) and Panopto International (www.panopto.com)
2010 to Present These are start-ups aligned to deliver human capital management solutions. Offerings
include eLearning/training products plus a SaaS video technology platform.
Vice President of Global Sales and Business Development
Key Insight Gained: Aptitude in evangelism and conceptual selling while building
partnerships across international markets; understanding of new technology plus became
well versed in demand creation of sales.
Growth: Revenue (since 2010): $3 to 12 million based on 2 large clients; personally
added $1.4 million in sales and 40+ clients in 2013 for video technology platform.
Greatest Milestone: Networked, recruited, signed and trained 20+ global partners.
● Developed a global strategy to build a sustainable business across emerging markets.
Result: partner channel grew from $0 to $650K in revenue from Apr ’12 to Jun ‘13.
● Researched, designed and then advanced new product development.
Result: signed up 15 new prospects for six-month pilot projects in 2013.
● Created efficient processes for training/marketing/sales/service to scale the business.
Result: tested and certified over 90 individuals who represent employer in 20 countries.
● Compiled data for, authored and self-promoted a series of educational webinars; then
networked to fill seats and taught material to groups of prospects in various countries.
Result: recorded a pipeline growth of 80% over 8-weeks and closed $200K in revenue.
● Hunted and secured a partnership with an Indian industrial automation solutions firm.
Result: signed a five-year (back-end loaded) contract for a minimum of $5.5 million.
Challenge: Company is still working on build out of pilot products to take to market.
2007 to 2010 EDUCATIONAL COMPUTER SYSTEMS, INC. (www.ecsi.net/) – PGH, PA
A services and technology business delivering solutions to universities and businesses.
Senior Vice President of Marketing and Sales (Player/Coach)
Key Insight Gained: Proficiency with services business in an entrepreneurial setting.
Growth: Revenue: $8 to 22 million, sales: $3–5 million/yr, clients: 350 to 1,100+.
Greatest Milestone: Produced total organic revenue growth of 131% for 2006-2009.
● Systematized the sales process to bring efficiencies, effectiveness and accountability.
Result: attained new sales growth of 50%, 67% and 80% over the period of 2006-2009.
● Launched a new offering to expand the market to capitalize on industry regulations.
Result: increased market share 18% and positioned us to cross sell our main service.
● Overhauled the company’s web strategy and restructured it to provide better
self-service to clients and drive in new prospects via Inbound Marketing Strategies.
Result: 10% of total FTE hours were eliminated and company leads increased 35%.
Transition: Privately held company sold all assets to Heartland Payment Systems.

2.
2004 to 2007 FISERV INC. (www.fiserv.com/) ── Pittsburgh, PA
A provider of information management and e-commerce systems for financial services
companies. This business focused on data analytics, business intelligence and CRM.
Director of Marketing and Sales
Key Insight Gained: Experience with strategy & operations inside a large company with
120 business units, including crucial integration projects and entry into adjacent markets.
Growth: Revenue: $20 to 25.5 million, sales: $5–7 million/yr, clients: 120 to 150
Greatest Milestone: Facilitated 2 strategic deals with other divisions leading to $4
million in gross revenue over an 18 month period.
● Created a culture driven by niche marketing programs designed to acquire, grow
and retain prospects, customers and partners.
Result: achieved quota in 2005 (114%) and 2006 (117%) with a sales growth of 21%.
● Led a team of farmers to effectively service and cross-sell existing customers.
Result: landed five (5) year enterprise deals with three clients consisting of $2.8, 1.6
and 0.75 million. Results from corporate client surveys were 21% higher than the goal.
● Devised the company CRM plan and built internal marketing & sales business
processes for lead generation, account management and sales effectiveness.
Result: increased the amount of new clients by 100% (2005) and 65% (2006).
Transition: Business unit was consolidated into a larger group.
2000 to 2004 INNOVATIVE SYSTEMS, INC. (www.innovativesystems.com) ── Pittsburgh, PA
A global, enterprise software company delivering customer data management solutions.
Executive Vice President, Marketing and Sales
Key Insight Gained: Experience in selling to Fortune 500 companies across all verticals.
Growth: Revenue: $6 to 12 million, sales: $3–5 million/yr, clients: 125 to 185.
Greatest Milestone: Responded to the market after 9/11/01 by adapting an existing
solution to serve a need which reinvented the company producing significant contracts.
● Released new ASP offering which amounted to one of the largest orders in the decade.
Result: positioned the company to capitalize on a new application for processing
large amounts of data and negotiated a contract exceeding $850 thousand per year.
● Expanded the service line into a Risk Management app and sold a multi-year deal.
Result: solidified a $700 thousand contract with world-leading information provider.
● Developed a “Sales Playbook” for employees, who interface with outside vendors,
prospects & customers and initiated a forum for continued role playing.
Result: restored a “customer centric” environment for employees to foster corporate
growth. This contributed to 94% and 96% customer retention rates in 2002 and 2003.
Transition: Consultant who hired me into company recruited me for hiring into Fiserv.
EDUCATION CARNEGIE MELLON UNIVERSITY ── Master of Business Administration
PENN STATE UNIVERSITY ── Bachelor of Science in Mechanical Engineering
SANDLER TRAINING ── Professional Development for Marketing, Sales & Strategy
OTHER ● Board of Directors for a Non-Profit Organization (2009 – Present).
● Interests: technology, music, sports and physical fitness.
● Key Qualities: Focus, Self Motivation, Confidence, Energy and Creativity.
● Wall of Principles: Teamwork, Focus & Execution, Accountability, Skills
Improvement, Integrity & Respect and Getting Out of Your Comfort Zone.
● Three most challenging career successes: completed General Service Administration
(GSA) scheduling process; finished graduate degree while working full-time
with travel; jumped into new industry as first employee and ran overseas operation.
KEYWORDS: Sales, Sales Leadership, Technology Sales, Software Sales, SaaS Sales, VP Sales