Mel Cades
One Fournace Gardens
Bellaire , TX 77401
713-664-1752 (0)
713-252-6695 (C)
mel@rcsearch.com
Professional History
1999 – Present ABC Corporation, Houston , TX
ABC Corporation is a $1B plus provider of software and enterprise solutions including industry-leading identity management technology, the SuSE Linux platform & Open Source applications, and a comprehensive set of asset management tools.
2004-2005 – Central Area Accounts Director; Houston , TX
- Manage 8 senior sales representative
- #1 Sales Director in North America (2005)
- #3 Enterprise Accounts Director in North America (2004)
- CEO Club (2005)
- Achieved 126% against 26.8M quota (2005)
Customers:
- State governments, healthcare, F1000 commercial accounts
- Waste Management, Academy Sports, Centerpoint Energy, Monsanto, Alltel, Graybar, Scott & White Health Systems, MD Anderson, Christus Health, State of Texas, State of Tennessee, Community Health Systems
2001 - 2003 – District Director; Gulf Coast District, Houston , TX
- Led North America in consulting/services sales; 160% quota achievement (2003)
- Led North America in new accounts developed/closed (2003)
- Increased “lighthouse” accounts in District from 2 to 18 with major new wins in new strategic verticals (2002)
- Leadership position in North America in cost efficiency for revenue vs. rep expense (2003)
- Rebuilt partner delivery and sales network
Customers:
- Responsible for all customers in District including Dell, Centerpoint Energy, HEB, Hibernia Bank, Academy Sports, Waste Management, Scott & White Health Systems, MD Anderson, Christus Health, State of Texas
2000 – 2001 – Enterprise Accounts Manager, West Region; Atlanta , GA
- Achieved 169% of annual $3.2M quota by end of 2000 Q3
- CEO Club first year of eligibility
Customers:
- Coca Cola, SunTrust Bank, First Union , Wachovia, Delta Airlines, The Home Depot
1982 - 1999 - CDEF Corporation, Melbourne , FL
CDEF Corporation is an international communications and information technology company serving government and commercial markets in more than 150 countries. With headquarters in Melbourne , Florida , the company has annual sales of over $3 billion and has 12,600 employees – including 5,500 engineers and scientists.
1992 - 1999 Business Development Manager, Strategic Development Manager
1987 - 1992 System Engineer
1982 -1987 System Test Engineer• Developed and internally sold strategy and market plan for $200M broadband wireless access and “last mile” initiative
• Lead System Engineer on largest win in corporate history ($1.6B, 10 year development and manufacturing)
• Project/cost manager for $10M+ system engineering/test work packages/projects
• Managed staff of 62 engineering professionals with 4 functional leads
• International business development in airport modernization programs (including Korea, Thailand, Malaysia, Japan, Philippines)
• Continuous growth and responsibility for highest visibility and “unique” projects in the Corporation
Education
University of Florida Executive MBA Program ; one of 12 candidates selected annually from (CDEF Corp) employee pool of 26,000 (4 month, full-time program, 1987)
BS Electrical Engineering, University of South Florida , Tampa , FL (1982)
Professional Training
Simple Sales Modeling (2004)
Value Selling (2003)
Question Based Selling (2003)
Miller Heiman Sales (2002)
“On Wings of Eagles” Business Development program (1991-1993)
Excellent references available upon request