Virginia A. Hanna

Experience

• Virginia began her five year career with DEC as a sales representative. She received DEC-100 awards (100% club) each year while on quota.
• Virginia continued her outside sales career with positions at two small start-ups before joining Sun Microsystems in 1985. Virginia spent 12 years at Sun in various sales roles and management.
• Virginia has over twenty years in the high technology industry.

Skills

Virginia has been with Phone Works since 1998. Virginia's extensive resume speaks to her passion about sales whether in small start-up companies or large, enterprise clients. Her strategic planning and design expertise coupled with a fine attention to operational detail provides her clients with superior results. She possesses extensive management skills in Customer Services strategic planning, business development and operations management. Virginia specializes in sales productivity modeling, telesales organizational development, vendor management and inside sales management.

Accomplishments

• While managing vendor relationship programs in Sun's Customer Services Division, SunService, she was responsible for selecting, negotiating, implementing and ongoing management of an in-house inside sales solution for contracts renewal management.
• While under Virginia's direction, this function grew from an 8 person operation to an 80 person organization generating $100 million for SunService North America (approximately 20% of total Sun revenues) within 4 years.
• Programs directed at Sun included inbound lead qualification, outbound lead development and outbound telesales.
• As a Phone Works consultant, Virginia has worked with several of our larger clients such as Verisign, Netscreen, Geac, Filenet, Microsoft (Live Meeting), Citrix and Cisco helping them optimize their existing operations.
• Her extensive list of clients continue with: Scene7, SuccessFactors, BigFix, Navis, Orbital Data, fatbrain.com, Impresse Software, Icarian, Career Central, Allocity, Ensim, Ipedo, and Resilience, where she built telesales and sales development departments and/or helped tune existing operations.
• Virginia has also worked in extended "Acting Management" roles at several clients, including VeriSign.
• Virginia spent 18 months as Phone Works' VP of Sales before returning to consulting.