Senior Software / IT Enterprise Account Executive with a proven track record for world-class sales results and annual quota achievement. Three times ranked #1 Account Executive in the World at two different companies. My expertise includes building and maintaining relationships with Fortune 500, C-level Executives, listening to their business strategy, and delivering value-based solutions to their respective organizations. I have been very successful over my career by leading large Enterprise Named Account Teams, i.e. SC's, SE’s, Product Specialists, Inside sales, and Professional Services Consultants to help my customers. I have successfully worked side by side with my customers to come to agreement on countless multi-million dollar contracts to deliver Software and IT solutions including Procurement, Business Applications, Enterprise Software, Hardware, Networking, and Telecommunication to compliment Analytics, IT Service Management, Master Data Management, Data Integration, Database, and Data Warehousing areas.

Sr. Enterprise Software Account Executive at Ariba an SAP Company @ Ariba Ariba is the world’s business commerce network. Ariba combines industry-leading cloud-based applications with the world's largest web-based trading community to help companies discover and collaborate with a global network of partners. Using the Ariba® Network, businesses of all sizes can connect to their trading partners anywhere, at any time from any application or device to buy, sell and manage their cash more efficiently and effectively than ever before. Companies around the world use the Ariba Network to simplify inter-enterprise commerce and enhance the results that they deliver. Join them at: www.ariba.com • Buyer, Supplier & Manage Cash Solutions all on the Ariba Network - 1.7M Companies, 20,000 Categories, $700B/Yr. in Good and Services, 5M End Users - Spend Visibility, Sourcing RFx's, Contract and Catalog Management - Procure to Pay - P2P - Invoice and P.O. Automation - Supplier Information & Performance Management, Discover new Suppliers - Ariba Pay and Cash Management Solutions SAP As market leader in enterprise application software, SAP (NYSE: SAP) helps companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable more than 261,000 customers to operate profitably, adapt continuously, and grow sustainably. For more information, visit www.sap.com. From September 2014 to Present (1 year 4 months) Regional Software Sales Manager (Enterprise Software Account Executive) @ • Sold 2 of the Largest Deals in Xactly’s History. • FY2014 – Xactly’s President’s Club – Dubrovnik, Croatia • FY2013 – Xactly’s President’s Club – Kona, Hawaii For 3 years, I held the position of Regional Sales Manager (Enterprise Software Account Executive) for the North Eastern and Great Lakes Regions and reported directly to the V.P. of Enterprise Sales to sell Xactly Incent, our Enterprise, Multi-Tenant SaaS, Cloud-based Incentive Compensation Application. Large Enterprise companies use Xactly to unleash the motivational power of their sales incentive compensation programs to inspire better sales AE performance. Xactly Incent enables Fortune 500 companies to easily automate their sales compensation process to save time, reduce errors, and align sales rep behaviors with corporate goals. From October 2011 to October 2014 (3 years 1 month) Greater Pittsburgh AreaRegional Manager, Software Sales @ • Part of a Team that Sold a $99.6M Software Contract to a Large Ohio Insurance Company. • Over 200% Quota Attainment in 2010, with a Far Exceeds / Above Average Contributor Rating. • Promoted from Core Account Executive to Regional Sales Manager after only eleven months. • Successfully completed “Basic Blue for IBM Leaders” program in Armonk, NY – 2011. As a Named Account Executive and Regional Software Sales Manager for IBM’s largest software brand, Information Management, I sold, led, coached, and managed a team of ten Account Executives across six states in the Great Lakes (OH, PA, IN, MI, KY, WV) Region. We provided market-leading solutions to critical information intensive business problems allowing customers to achieve new levels of innovation through best of breed solutions in the following areas: Data Warehousing, Master Data Management, Data Governance, Data Integration, ETL tools, Data Security, Database, and Smart Analytics. From February 2011 to October 2011 (9 months) Software Account Executive - Information Management Sales, IBM Software Group, Great Northeast @ Software Account Executive for IBM Information Management Software Sales to Core Accounts across the Great Northeast. I provided market-leading solutions to critical information intensive business problems allowing customers to achieve new levels of innovation through best of breed solutions: Information Integration • Information Server, DataStage, CDC, Replication Server, Foundation Tools • IBM MDM Server, Initiate, MDM Server for Product Info Mgmt. • IBM InfoSphere Identity Insight Solutions Smart Analytics & Data Warehousing • IBM Netezza, IBM Smart Analytics System IBM Optim • IBM Optim Integrated Data Management enables organizations to more efficiently and effectively respond to emergent, data-intensive business opportunities, meet SLA's for data-driven applications, comply with data privacy and data retention regulations and grow the business while driving down total cost of ownership. IBM Guardium Data Privacy and Security • IBM Guardium provides the simplest, most robust solution for assuring the privacy and integrity of trusted information in your data center (SAP, PeopleSoft, Cognos, Siebel, etc.) and reducing costs by automating the entire compliance auditing process in heterogeneous environments. IBM DB2, Informix, solidDB • IBM DB2 is optimized to deliver industry-leading performance across multiple workloads, while lowering administration, storage, development, and server costs. • IBM Informix® is the database software voted #1 in customer satisfaction. It is reliable, low cost, and hassle free. Solution providers choose Informix for its best-of-breed embeddability. • IBM solidDB™ is known worldwide for delivering data with extreme speed. There are more than 3,000,000 deployments of solidDB in telecomm networks, enterprise applications, and embedded software & systems. Market leaders such as Cisco, HP, Alcatel, and Nokia Siemens rely on it for their mission-critical apps. From March 2010 to February 2011 (1 year) Greater Pittsburgh AreaEnterprise Software Account Executive / Senior Sales Director, Enterprise Accounts @ Deem, Inc., (formerly Rearden Commerce & Ketera Technology) A private company located in San Francisco, Deem, Inc. delivers Commerce-as-a-Service to businesses enabling them to save, sell and syndicate resulting in lower costs, increased revenue and enhanced customer loyalty processing more than $6.5 billion commerce transactions each year. As a Software AE, I reported directly to the V.P. of Sales and managed various SE’s, and Professional Services Consulting resources for the Eastern half of the United States. Our customer base included E&Y, ServiceMaster, BP, Chevron, Vertis, Washington Post, and AMEX. Ketera's (SaaS delivered) Spend Management Suite Included: - Spend Analysis - eSourcing - Contract Management - eProcurement - Supplier Management - The Ketera Network From May 2009 to February 2010 (10 months) Greater Pittsburgh AreaNorth American Sr. Software Solutions Strategist – Direct Sales @ • Increased CA’s Market Share by 19% in the Enterprise Software Change Management space, as reported by Gartner. • Achieved 155% of $4M Quota, FY-2008 and 100% of assigned $6M Quota, FY-2009. • Produced immediate results by executing sales strategies and tactics to exceed sales goals. • Recognized by Sales Director during performance review as “Exceeding Expected Results”. CA creates software that fuels transformation for companies and enables them to seize the opportunities of the application economy. They help their customers drive enterprise-wide productivity, offer differentiated user experiences, and open new growth opportunities across multiple environments – mobile, private/public cloud, distributed, and mainframe. Reporting directly to the V.P. of North American Sales, as a part of the North American overlay sales team, I directed resources for the Eastern Region / Canadian SWAT Team to sell Software Change Management solutions to Fortune 500 companies such as CIGNA, Dept. of Home Land Security, and Health Management Systems to meet Audit, Software Quality, and Requirements such as ITIL, COBIT, CMMi, Sarbanes-Oxley, and HIPAA. Increased revenues by cross-selling into integrated solution areas such as Application Availability, Service (Help) Desk, Project and Portfolio Management, Enterprise Software Change Management, Change Management Data Base, Application Development, and Software Delivery. From September 2007 to April 2009 (1 year 8 months) Enterprise Software Account Manager – Direct Sales @ • Awarded #1 Worldwide Account Executive in 2005 (304%). • Awarded #1 Worldwide Account Executive in 2003 (170%). • Revitalized the Ohio Region, sold over $1.3M for six straight years. • Conducted the first ever Annual Serena User Group meetings for Ohio customers. • Nominated by Serena Executives to represent the sales organization to join a cross-functional team to Design and Implement a new Sales process utilizing SalesForce.com CRM worldwide. Serena Software provides orchestrated application development and release management solutions to the Global 2000, including a majority of the Fortune 100. Serena is the largest independent Application Lifecycle Management (ALM) vendor and the only one that orchestrates DevOps, the processes that bring together application development and operations. As an Enterprise Software Account Executive, I directed SE’s, Product Specialists, Inside sales, and Professional Services Consulting resources to sell Software Change Management solutions in Ohio and Western PA to Fortune 500 companies such as Progressive Insurance, JP Morgan Chase, Nationwide Insurance, and PNC Bank to meet Audit, Software Quality, and Industry requirements. Coordinated “Lunch and Learn” monthly marketing meetings with Major Accounts to introduce new technology. Competed against IBM / Rational and CA Technologies to help companies to automate their Software Application Development Life Cycles. From April 2001 to September 2007 (6 years 6 months) Account Executive, Client Business Manager, and Application Developer. @ I held various Sales, Management, and Technical positions over a combined 14 year career at both AT&T and NCR Corporation, Account Executive, Client Business Manager, and Application Developer. (NCR was at one time owned by AT&T) AT&T Inc. • Sold a $20M contract to WESCO Distribution, (formerly Westinghouse). • Ranked in the Top 2% of AT&T Account Managers worldwide in 1999. • Recognized by AT&T CEO with 10 Year Service Award. I managed SE’s, Product Specialists, Inside sales, and Professional Services Consulting resources to sell telecommunications solutions to large Enterprise accounts. I negotiated multi-million dollar contracts, motivated sales team members, and coordinated implementation projects for Fortune 500 companies including BNY Mellon, PNC Bank, WESCO Distribution, Westinghouse, and H.J. Heinz. As the Global AE, I owned the primary Executive relationships between my Large Accounts and AT&T. Sold Telecommunication solutions in the following areas: internet, data, wireless, frame relay, broadband, and international voice services. NCR Corporation • Awarded #1 Worldwide AE in 1992 - Earned NCR’s Chairman's Honor. • Sold a $5M hardware, software, LAN, and CISCO Router contract against IBM and HP to modernize 350 branch offices for PNC Bank (formerly Integra Bank). • Achieved 100% Sales Gold Club 8 out of 9 quota carrying years. • Recognized as the Number One National Account Manager in the East in 1993. Initially hired at NCR as a Systems Analyst/Programmer, I developed new business applications for NCR's Billing and Field Dispatch systems as a member of the Dayton, Ohio’s, World Headquarters IT staff. After 2 years in a technical role, I transferred into sales where I managed SE’s, Product Specialists, Inside sales, and Professional Services resources to sell hardware, software, network, maintenance agreements, and implementation services to large Pittsburgh Banks, i.e. BNY Mellon and PNC Bank for NCR’s Financial Systems Division. From December 1987 to April 2001 (13 years 5 months) Greater Pittsburgh Area

M.B.A., Finance & Marketing @ Duquesne UniversityB.S., Management Information Systems @ Penn State UniversityBusiness Data Processing, Management Information Systems @ Franklin County Career and Technology CenterBusiness Data Processing, Management Information Systems @ Chambersburg Area H.S. Rich Washabaugh is skilled in: SaaS, Enterprise Software, Customer Relations, Software Sales, Sales Operations, Customer Satisfaction, Salesforce.com, Solution Selling, Cloud Computing, Direct Sales, Sales Management, Business Intelligence, Account Management, Analytics, Consultative Selling