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DAVID HERMES
Pingree Grove, Il. 60140
(760) 519-0383 - E-mail: dhermes55@yahoo.com
http://www.linkedin.com/pub/david-hermes/0/a83/5b6
SALES & SR ACCOUNT MANAGEMENT PROFESSIONAL
Dynamic, driven, and highly motivated Sales and Service Professional with over 20 years of experience in Sales
Management and Senior Account Management. Involved in large opportunity sales to Fortune 500 companies, many
global in nature and high dollar value. Proven track record of closing large deals and working with top level or “C
level” executives and managers. Highly skilled at helping customers solve their most difficult business problems and
challenges.
EMPLOYMENT BACKGROUND / TRANSFERABLE ACCOMPLISHMENTS
VIKING TECH SOLUTIONS (2010-2015) – Menifee, CA.
Sales Manager / Consultant
 Conducted Sales Training seminars based on Strategic Sales Principles. Helped create Product Sales and
Support Plans
 Attended webinars and seminars on a regular basis (2-3x weekly). Subject matter includes Big Data and Data
Analytics Utilization, Document Management Applications, and Compliance, Social Media Utilization,
Convergent Technologies, and Sales Processes for Small, Medium, and Large Companies.
 Oversaw rehabilitation of rental properties
HEWLETT PACKARD COMPANY (2007–2010) – San Diego & Los Angeles
Account Delivery Manager (2007–2010)
Principle contact for operational and tactical issues representing delivery of all services (and functions), upsells, and
new business capture to the customer for Managed Print Services. Developed strategies and processes with customers
in areas such as performance metrics and measurement. Owned customer operational relationship for region and
national customers. Responsible for cost target commitments for all service delivery organizations for each product
line. Monitored and implemented expense controls. Led all service organizations to timely and cost effective delivery
of compliance to Service Level Agreements (SLA) requirements.
Accomplishments
 Assisted in growing the Nestle National account from $700K annual revenue to $2.2M annual revenue in
three years through product upsells, new business capture, and contract renewals.
 Put processes in place to lead service team from 40.6% on-site response to 95.5% response within 9 months.
 Worked with the Sales Team in closing $6.6M total contract value (TCV) for Managed Print Services renewal.

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SIGNATURE COMPANY - Oceanside, California
Manager/Consultant (2003 – 2007)
Sales training, coaching and development, management consulting services.
 Implemented a mentoring and coaching program for real estate investors and sales professionals. Results to date
have been $2.5 M dollars in investment property in 3 states.
 Started a Handyman company to assist real estate investors and owners.
 Conducted sales training program for small business owners on Strategic Sales Principles. Helped develop Product
Plans for Products and Services.
HEWLETT PACKARD COMPANY (1993 - 2003) - San Diego & Los Angeles, California
Solution Sales Manager (Hewlett Packard Company 2001- 2003)
Responsible for sales on large opportunities exceeding $1 million. Managed integration of the customer procurement
requirements with HP resources and/orchannel partners. Worked with Product Line and Marketing Managers to ensure
cohesive strategies aligned with Sales Plans. Managed HP’s internal technical resources to ensure a propersales solution for
the customer. These resources included H/W, S/W, Storage, Support, and Consulting along with respective Product Line
Managers. Shared the responsibility forpresentations to executives and various high level managers. Conducted sales
training seminars. Managed a cross functional team of up to 23people.
 Designed and implemented an action plan that brought the key executives (WW Program Manager, Business Unit
GM, EVP, SVP, CFO) of an important prospect (Beckman Coulter) to our headquarters where our executives
(EVP, SVP, 3 Business Unit Managers, Program Manager) articulated our value proposition and showed how HP
could help them achieve their strategic goals now, and in the future, and successfully closed a major $4 million
sale.
 Organized and managed a team of experts, problem solvers, and managers that provided strategic and logistical
support to a software development client (Verizon) and assisted them in meeting their own commitments and
resulted in revenues of over $100 million to us over a three-year period. This team consisted of Systems
Engineers, Consultants, Hardware and Software Engineers, Sales Managers, and Finance Managers.
 Exceeded all Sales and Performance metrics for Solutions Sales Managers.
Support Services Sales Representative and Major Accounts Manager (Hewlett Packard Company 1996- 2001)
Responsible for sales to Strategic Enterprise, and Large Enterprise Customers. Worked closely as overall Support
Account Manager with all sales forces and delivery organizations on these accounts, to assure a complete and
profitable support solution for the HP and the customer. Sold the entire suite of support solutions for H/W, S/W,
and Consulting. Responsible for all support contract renewals and up sells within account base. Worked with
Product Line Managers and Marketing Managers to scope out Custom Solutions for RFP responses. Consistently
interfaced and made presentations to CIO’s, CFO’s, VP’s and EVP’s to articulate our value proposition.
 Partnered with a prospect and assembled a team of specialists who placed specialized processes and handling
procedures in place to meet the client’s (Hughes Electronics) needs, which resulted in revenues of $10 million in
the first year.

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 Organized and led a nationwide team that addressed the business and operational needs of a joint venture of
several clients (TRW and Federal Government). This team consisted of a WW Program Manager, EVP, Region
Managers, and several Business Unit Managers. A non-standard Custom Support Plan was executed that
provided implementation assistance, combined with technical and operational guidance and we derived $4.5
million in immediate revenue as a result. The potential 10 year revenue was stated to be $600M in Support and
Consulting dollars alone.
 Averaged 124% of quota over five year period. 3 time Achievers Club winner
Support Account Manager ( Hewlett Packard Company 1994-1996)
Responsible in a startup support solutions sales organization, for properly positioning HP's Support Solution and
Value Proposition, contract renewals and new business sales. Also responsible for upsells within accounts, and
tracking business sold directly, and through the channel, to assure proper scoping of the contracts, as it pertained to
support sales.
 Assembled a team of Services and Consulting managers and developed a multi-national Consulting and Services
custom solution for a client (TRW Systems) to help them roll out a worldwide IT strategy. As a result, HP sold
$3 million immediately with a potential for $250 million over 10 years.
 Achieved 135% of first year’s sales goals and 100% of all sales metrics. Achievers Club winner
 Restructured the Business Sales Model and grew new business in one year by 48%.
PRIOR EXPERIENCE
Prior experience includes: Account Engineer with Hewlett Packard Company; Fire Control Technician (Submarine
Service) with the US Navy
PROFESSIONAL DEVELOPMENT
Various corporate technical seminars relating to various computer platforms and software packages. Numerous sales
training programs covering, but not limited to: Fundamental and Advanced Sales Training, Miller Heiman, Target
Account Selling, Solution Selling, Consultative Selling, Negotiation, Executive Selling and Negotiation, Executive
Presentations, Project Management, and Public Speaking.
EDUCATION
San Diego City/Mesa College - San Diego, California (Associates Equivalent Business Administration)
University of Phoenix (Business Administration)
University of Hawaii (General Ed.)
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