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Melody Benabou
13272 Edwards St.
Westminster CA, 92683
Phone: 714-653-8891
Email Address: melody.benabou@gmail.com
PROFILE
Technology Industry Professional with 17 years of experience in Direct and Channel Business Development. Successful
in expanding existing business, as well as developing new Key Partnerships for increase revenue growth in the
USA and Canada.
PROFESSIONAL EXPERIENCES
Smart Utility Systems (SUS) Irvine, CA - Leading provider of cloud-based Software-as-a-Service (SaaS) solutions for
Customer Engagement, Workforce Mobility, and Big Data Intelligence and Analytics to the Energy and Utility sector.
Sales Lead January 2016-present
Sales Executive April 2015-January 2016
 Lead, organize and manage demonstrations of company software, by scheduling demo date & time with prospect, drafting
proposed agenda, preparing company demo resources and other involved parties, and take ownership of follow-up actions.
 Sustain sales activities- cold calls, dials and database updates.
 Develop strategic sales plan for territory and product line being sold.
 Develop relationship with prospective customers-Energy and Utility space
 Manage the entire sales cycle across customer accounts, engaging specialists as needed.
 Lead, organize and manage demonstrations of company software, by scheduling demo date & time with prospect, drafting
proposed agenda, preparing company demo resources and other involved parties, and take ownership of follow-up actions.
 Sales expertise in Workforce Management, Mobility, Asset Management, Customer Engagement and Business Analytics
solutions to the public sector.
 Maintained activities with personal prospect contact, both through on-site visits and consistent telephone based efforts.
 Business to Business Sales with the Utility Industry ( Electric, Gas and Water )
 Strive for consultative sales to distinguish market presence by effectively probing / identifying needs and suggesting solutions
to help customers.
 Build understanding of all service offerings to be able to offer integrated solutions.
 Utilize persuasive selling strategies in producing fact based customer value propositions.
 Ensure Salesforce.com is updated with leads, targets, and related client information.
 Travel and cover applicable trade shows and events
Content Solution Sales Group March 2014 – April 2015
CSSG Independent Sales Executive
Acts an independent contractor that provide sales and business development, reseller recruitment and enablement, pipeline
development, and account management services within the IT channel, with a specialization in enterprise content management (ECM)
software and hardware solutions, Professional Services, BPO and Conversion. Provides hands on participation on road show,
conferences and seminars. Cold calling and lead generation services.
List of Clients:
1. Integrated CMA (Content Management and Archiving), Raleigh, NC. A software company committed to helping small and
medium-sized enterprises efficiently manage and store all of their electronic documents, email and attachments, for truly
integrated correspondence management.
2. Core Technology Solutions Group LLC. A full-service IT consulting company based in Southern California. We offer
specialized, highly customized technology solutions to accomplish your IT goals. An extended professional service that caters
to CommVault and EMC SourceOne resellers.
3. Matrix Imaging. Lake Forest, CA. A known leader in the Document Imaging and Content Management. Over 500 Clients
throughout Southern and Northern California. Specializing in Enterprise Content Management Solution, Scanning Services,
Conversion of MicroFilm and MicroFiche.

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MetaSource, LLC. Bristol, PA. (MetaSource is the largest North American distributor of EMC’s IIG Suite of Enterprise
Content Management (ECM), Business Process Automation and Capture products. We support more than 4,000
installations worldwide of the ApplicationXtender Content Management, Workflow and Captiva products. Through a
network of over 130 Channel Partners, we offer the necessary pre-sales, implementation and post-sales support for both
premise-based and cloud-based solutions.)
Channel Manager November 2010 to March 2014
 Created, managed and develop key relationships with existing and potential partners by targeting decision makers and Sr.
Executives through effective sales strategy.
 Recruited new channel partners in under-served vertical markets and geographies
 Tapped into an existing network of contacts and partners to introduce and demonstrate EMC solutions.
 Managed inbound process for net new partners.
 Managed on-boarding process for net new partners.
 Proven ability to work in a fast pace start-up mode, while setting long-term strategy, has the ability to work on the fly.
 Build and maintain a sales pipeline sufficient to achieve/exceed quota objectives
 Provided weekly funnel/forecast review to the management.
 Facilitated Quarterly Business Review with partners
 Completing complex contract and proposal negotiations
 Demonstrated the ability to provide product information, configuration and accurate quotes for partners
 Demonstrated mentoring, leadership and problem solving capabilities which benefits partners/vendor
 Engaged on all vendors, partner’s event and company event, i.e. roadshow, lunch and learn, sales training, conferences.
 Utilized Salesforce.com to track Channel sales activity
 Prepared and delivered WebEx presentations and onsite demonstrations
 Demonstrated strong customer service and organizational skills and time management.
OL Solutions DBA Optical Laser, Inc. (Information Technology Value-Added Distributor providing Software, Hardware,
Professional Services, Storage and Data Back Up and Disaster Recovery, Email Archiving and Management & Virtualization)
Senior Account Executive January 2000 to November 2010
• Lead salesperson in the Optical Laser Distribution Service Network
• Business Development for Content Management and Storage, primarily EMC Software.
• Client prospecting and closing solution sales
• Solid vendor relationship with EMC, Point / MDI, Alliance Storage, Prostor, Ingram Micro.
• Grew department from zero percent of company monthly gross margin in Jan. 2000 to currently contributing ~ 80% of
company margins
• Consolidated resellers’ diverse bases of hardware and software annual service contracts into single, co-terminated annual
support agreements and multi years
• Increased revenues and profit and improved contract management efficiencies through Service Outsourcing Agreements with
primary national accounts, including: Advanced Financial Solutions (AFS), Imagesoft Technologies / FISERV, Optimus Inc,
Insight Direct, Jack Henry, and Wirespeed Network, Proformance, etc.
• Proven double-digit and triple-digit sales growth of revenue and margin four consecutive years
• Educated resellers and end-users on various manufacturers factory warranties’ terms and conditions, warranty upgrades,
software maintenance, technical support contacts, and post-warranty options
• Managed entire renewal process, commencing with 90 days notification prior to contract expiration, cost analysis, and
purchase of contract from solution provider
• Performed weekly sales forecasting in order to achieve pipeline visibility towards quota attainment
• Face to face meetings with clientele nationwide.
• Managed sales processes through Siebel 7.0 CRM software
• Maintained EMC Open Storage new product sales from March 06 to July 06, proven sales margin growth.

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• Learned the Kofax Software product, sales and operations.
• Directly managed multi-billion dollar end-users for service contracts; recruited new partners for service contract growth.
• Maintained strong relationships with service providers and vendors partners including EMC / Legato, Eastman Kodak, Intrepid
Nationwide Maintenance, Anacomp, Rimage, Plasmon, Kofax, Point Software, KPar software and Fujitsu Service.
Professional Experience Continue:
Optical Laser, Inc, Huntington Beach, CA. Sales Associates Nov 1999-Jan 2000 promoted to Sales Executive 2000
Wamco Inc., Fountain Valley, CA., Inside Sales Support 1998 to 1999
Cosmopolitan Circuit Board, Santa Ana, CA., Inside Sales Support 1996 to 1998
Sigma Circuit Inc., Costa Mesa, CA. Inspector, Lab Chemist 1986 to1996
AREAS OF EXPERTISE
 Customer Acquisition and Penetration ‘
 Business 2 Business Sales
 Product Demonstration
 Cold Calling
 Lead Generation, Prospecting, Qualification
 Channel/Partner Program Management and Retention
 Contract/Pricing Negotiation Skills
 Consultative And Solution Selling
 Multi-Channel Product Distribution
 Software and Hardware Maintenance Contract Renewals
 Proficient in Microsoft Office Word, Excel, PowerPoint, Outlook. Salesforce, Prism, Siebel, QuickBooks, WebEx, gotomeeting
ACHIEVEMENTS
 Optical Laser, Inc.: Presidents Award 2001
 Optical Laser, Inc.: Top Sales Growth Award 2003
 Optical Laser, Inc.: Extreme Sales Margin Growth Award 2004, 2005, 2006, 2007 and 2008
 MetaSource President’s Reward Trip 2011
 Smart Utility Systems – MVP Award for Exemplary Work December 2015
EDUCATIONS
 Maryknoll College, Communication Arts Major in Advertising (1986)
 Dale Carnegie Sales Training - a three (3) month program (2007)
 CBT Certification for EMC/Legato Software Content and Storage (2010 to 2012)

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ACCOMPLISHMENTS
1. Contracted by Integrated CMA in Raleigh, North Carolina to develop and strengthen a client base in the
EMC Market Place for their Email Manager Software product. Within five (5) months I obtained 40 new
EMC Partners interested in demonstrations for this product. The result was three (3) Florida Counties
and one (1) Nevada County that made a verbal commitment to procure the Email Manager Software
Product at the beginning of their Fiscal year.
2. Contracted by a CoreTSG working with a Confidential Clients to acquire Partners that utilize subcontractors for
Professional Services that focus on CommVault and EMC SourceOne. Within two (2) months I was able to obtain two
(2) Key Infrastructure Partners that placed my Client on their Vendor list. This is something my Client had not been
able to do. The result was that each Infrastructure Partner requested a Statement of Work and that both Statement’s of
Work are still in consideration as of October 2014.
3. As a Channel Manager for MetaSource I was responsible for the Division of EMC ‘s Content Management Solutions
Software. My responsibilities were to increase revenue. I was able to increase our Partner Program from 70 to 130
Partners. This resulted in a 70% increase of revenue for MetaSource.
 Example: I was able to acquire Caltronics as a Partner for MetaSource away from a competitor. This
resulted in a $300K software and service order within the first two (2) months.
4. As an OL Solution’s lead Maintenance Sales Executive. One of my strengths is my ability to maintain a high
percentage of renewals on maintenance contracts for Direct, as well as Channel Clients. I do this by staying on top of
each clients renewal date and begin to notify them 90 days out with a new quote. In addition, I follow-up with phone calls
until the new maintenance contract is signed. If a Client happens to lapse, I play a significant role in the negotiation of a
new maintenance contract.
5. At Smart Utility Systems I am the leading Sales Executive, booked 84 demos in 2 months and at 4 months 184+
demos booked. In 2 months I am able to performed my own product demo showcasing the company’s overview and
solutions capabilities using an iPad//WebEx for the municipalities, cooperatives, IOU’s and distribution. In 4 months I was
able to identify hot deals to close by the end of 2015. My sales skills exhilarated and management has labeled me a “
trend setter” for the rest of their sales team.
 MVP Award for exemplary work with Smart Utility Systems – 12/23/2015
References Available Upon Request