GEORGE L.

LIGNOS
2153 Capuchin Way
Claremont, CA 91711
gl7f73dc@westpost.net
Home Office 909-626-1548
Cell 909-519-4010
Linked-In/georgelignos

PROFESSIONAL SUMMARY
Versatile, innovative Sales Executive & Manager with
experience driving and deploying solutions with a high
degree of customer satisfaction, success and profit. Track
record of exceeding goals by 150%, training Reps to become
top producers, and building productive relationships with
VARs, system integrators and channel partners. Influential
resource at software companies later acquired by Oracle and
Microsoft. Top performer in corporate sales (maintaining
$1.1MM to $4.2MM region quota sales) and retail sales (built
chain of successful stores with 40% YOY growth) as well as
in consultative solutions selling, marketing and customer
relations/support.
* Strong client-centric project leadership, problem
solving and strategic planning skills. Successful in
presenting complex solutions to C-level decision makers and
achieving buy-in.
* Solid reputation for producing top-quality deliverables
to maximize customer satisfaction and ensure repeat
business.
* Outstanding communicator, adept at working with diverse
customers to provide solutions and training that exceeds
expectations.
* Consistent commitment to performance excellence with an
ardent bias for action. Thrive in fast-paced environments,
readily adapting to evolving business challenges.
KEY COMPETENCIES
Direct/Channel Sales Solutions Selling
Account Management Client Relationship Management
Enterprise Solutions Consultative Sales
Sales & Marketing Strategies Project & Portfolio Management
Staffing/Team-Building/Training New Business Development
Negotiation & Closing Presentations
PROFESSIONAL EXPERIENCE
INDEPENDENT CONSULTING; 2008 - Present
Provide comprehensive consulting services to financial,
construction and public sector clients, focusing primarily
on Primavera PPM and Microsoft Business Solutions.
KEY ACCOMPLISHMENTS:
* Managed multiple successful software implementations,
including subsequent training of staff.
* Lauded by clients for dedication to finding the right
solution to meet their business needs and to ensuring
installations were a smooth and effective process.
DRMCNATTY & ASSOCIATES, Los Angeles, CA; 2006 - 2008
DIRECTOR OF SALES & MARKETING; 2 years
Spearheaded enterprise sales of Primavera PPM P6 suite to C-
level clients in construction, energy, telecommunications,
healthcare, transportation and public/private sectors.
Developed innovative corporate business and marketing plans
and guided/empowered 5-member sales/marketing team.
Cultivated strategic account relationships with Fortune 1000
organizations.
KEY ACCOMPLISHMENTS:
* Driving force behind 50% growth in sales. Positioned
company as one of the top partners with Primavera Software
(now Oracle).
* Recruited and coached Reps on "Solution Selling"
techniques; developed sales scripts for qualifying
prospects, cold calling and conducting seminars.
* Broadened team knowledge by instituting training
program for product rollout, sales and demonstration.
* Created/delivered vertical-focused seminars in multiple
West Coast cities as well as Webinars on product lines.
PCI GROUP, Los Angeles, CA; 2002 - 2006
REGIONAL SALES MANAGER; 4 years
Supplied leadership and oversight of all sales across the
Western US for this partner of Meridian Project Systems,
including training and implementation. Managed $1MM quota
and actively solicited and retained Fortune 1000 client
base, including construction and engineering companies like
Bechtel, Fluor, Turner and Kaiser.
KEY ACCOMPLISHMENTS:
* Established and drove growth of LA office. Dramatically
increased sales by organizing numerous events to generate
product awareness.
* Championed development/implementation of comprehensive
Client Implementation Plan, encompassing a kickoff meeting,
needs analysis, methodology, develop structure, template
development, interface/data conversion, prototype testing,
training and rollout.
* Fostered consultative relationships with prospective
clients. Praised by customers for listening to prospects'
needs, crafting solutions to meet those needs and providing
effective follow-through.
* Instituted effective "Solution Sales" process for
clients in diverse industries; created sales scripts for
qualifying prospects, cold calling and sales presentations.
MACONOMY CORPORATION, Los Angeles, CA; 2000 - 2002
REGIONAL SALES MANAGER; 2 years
Successfully managed $1.1 MM quota for Western Region,
supporting clients such as American Express, Millward Brown,
IBM, KPMG, Avis and Philips Design. Developed Western
Region sales and marketing plan to promote integrated PSA
software suite with Relationship Management, eCommerce,
Service Delivery, Finance and Asset Management modules.
Collaborated with product and sales executives headquartered
in Denmark to devise and execute action plans.
KEY ACCOMPLISHMENTS:
* Developed/implemented a corporate sales process that
included defining success metrics, assigning actions,
coaching and generating meaningful information for key
stakeholders.
 * Produced a Western Region business plan with quarterly
benchmarks that was adopted by other regions.
* Implemented the corporate BPrime Implementation
Process.
* Generated industry-specific marketing presentations
that attracted top-level firms such as Deloitte & Touche.
* Created and controlled aggressive Western Region
marketing budget.
SOLOMON SOFTWARE (now Microsoft), Los Angeles, CA; 1998 -
2000
REGIONAL SALES MANAGER; 2 years
Directed 30+ channel partners in selling business and
application software modules (Financial, Distribution,
Project, Service, Manufacturing, CRM and eBusiness) to
middle-market corporations. Regional corporate advocate in
trade shows, seminars and channel partner meetings. Managed
$4.2MM quota.
KEY ACCOMPLISHMENTS:
* Increased sales 150% by developing and executing
regional operating plan in a historically undersold region.
* Forged key relationship with Microsoft, leading to
company acquisition.
* Built a multi-tier partner-focused organization, with
separate tiers for product line, vertical focus and partners
representing multiple publishers. Launched new partner
program (10 Steps to Success) and managed VAR relationships
in Western Region.
* Fostered collaboration by organizing/chairing partner
meetings in major cities.
* Created annual partner business plan to define VAR
strategies, recruitment and regional goals; benchmarked plan
every 6 months and created VFO's with partners.
* Developed accurate forecast model based on Solution
Selling for partners.
PRIOR EXPERIENCE
Combase & Kelar Corporation, Regional Sales Manager
Nature's Refresher, President & CEO (achieved 40% YOY sales
growth) Engineering: Principal Cost Engineer, Project Estimating
Engineer, Field Engineering Manager for The Ralph
M. Parsons Company, Black and Veatch Consulting Engineers,
Gilbert/Commonwealth and Dick Corporation.
TECHNOLOGY SUMMARY
Primavera PPM P6, Meridian Project Systems, Maconomy PSA,
Exact Macola ES e-Synergy, Solomon Suite, Microsoft Business
Solutions
EDUCATION
The Ohio State University, Columbus, OH
M.B.A., Business Administration & Engineering
B.S., Civil Engineering