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Resume for David Norman

David Norman

Business Analyst

Problem Solving     Communication      Leadership


My project success rate, defined as accuracy of software and meeting the target date, is over 95%, far greater than the software industry success rate cited as between 40%-60%.  At my latest position I successfully implemented 14 clients assigned to me.  In addition senior management transferred  2 clients whose implementations were stagnating and in jeopardy to me.  Both clients completed user acceptance testing and were “live” by their target date. 



PL/SQL                                               Analysis/Problem-Solving                   Integrity

SQL                                                     Communication Skills                         Can-do Attitude

Cascade Style Sheets                        Project Leadership                             Independent               





                                              “…I can say unequivocally David is the best vendor account manager I have worked with. He and I worked together through some complex technical challenges, and I always felt like we were a complete team… I appreciated his can-do attitude, thoroughness, and sense of humor.”

Michael Greenberg, Raytheon Corporation






“… Dave’s initiatives, significantly lowered the risks and…shortened the timeframe needed to complete the project. ... Dave proved to be a creative

problem solver … and showed the initiative to bring about valuable solutions…. (Dave is) a person of the highest moral caliber and character.”

Paul F. Meagher, President,WCRIB






CyberGrants Inc., Business Analyst/Account Coordinator, February 2005 – April 2013, Andover, MA

  • Analyzed client’s business processes and configured CyberGrants software for 14 clients (including Fortune 500 corporations) which led to 14 accurate implementations by client’s target date.
  • Designed technical solutions for evolving business needs which led to fewer manual processes for the client and a sense of partnership with client.
  • Determined a need for a “Data Migration” how-to document; formed a committee to delineate steps and developed test SQL queries then authored a road-map document for other managers which led to accurate data migrations.
  • Wrote PL/SQL scripts to research problems for other managers which led to fewer submissions to the development team to research and faster resolution of problems.


Workers’ Compensation Rating and Inspection Bureau of Massachusetts (WCRIB), Software Applications Manager, September 2000 – April 2003, Boston, MA

  • Assessed requirements, designed database and tested software for Data Quality Incentive program which led to successful implementation in 3 months.
  • Convinced WCRIB President to implement a testing process which enabled the transition to new software from day one with minimal errors and interruption to daily work.
  • Managed 5 person development team and maintained staff morale during the 10 month period when WCRIB transitioned to a new platform/application and staff would be laid off.  















“(completion of FSAS) was a tremendous achievement … that many did not believe feasible.… Although it is difficult to single out individuals…, I would like to mention three: 1) David Norman, who joined the project late, unexpectedly assumed the lead role for mainframe applications, and provided the expertise and leadership needed…”

Donald E. Ward, Chief, Planning Methods Division, U.S. Department of Transportation




“…the improvements you have made to OVRS will greatly enhance the system’s efficiency and user friendliness. On behalf of the secretarial staff and security users of OVRS, … thank you.”

Ray Leavitt, Corporate Security, MITRE Corporation





Michael Anthony Associates, Technical Consultant to the Commonwealth of Massachusetts, Boston, MA

  • Developed an on-line application for the Department of Transitional Assistance to verify participation in MA state work program which enabled Commonwealth to ensure compliance with federal guidelines.
  • Developed a series of reports for the Department of Transitional Assistance to determine compliance for federal guidelines which led to continued funding for programs.


Science Applications International Corporation, Project Leader, Cambridge, MA

  • Analyzed business requirements for Federal Aviation Administration (FAA) project, Flight Standards and Safety (FSAS) mainframe application which led to the first national, on-line database and reporting system to assess flight safety and standards.
  • Conducted brainstorming session for FSAS systems integration test then wrote integration test plan which discovered numerous coding errors that were remedied prior to the release of the mainframe and client-server applications.
  • Wrote programming specifications, coded, and tested the Regional Automated Mainframe Planning Software (RAMPS) application, the first automated, on-line FAA inspection program for aircraft and personnel.


MITRE Corporation, Technical Staff/Programmer Analyst, Bedford, MA

  • Interviewed senior MITRE management for Milestone Tracking System (MTS) application then designed, coded, and tested MTS which enabled MITRE to produce timely reporting of project milestones to U.S. government and military sponsors.
  • Re-engineered, coded and tested the Outgoing Visitor Request System (OVRS) which led to simpler, faster and more accurate data entry, fewer application ABENDs, and significantly higher user satisfaction.







            Masters of Education, Tufts University, Medford, MA

            Bachelor of Arts, Brandeis University, Waltham, MA

Resume for Wayne Belanger

Wayne G. Belanger   

5 Dora Street ·Nashua,New Hampshire03060

(603) 718-2347 · [email protected]



Revenue-Driving Sales Strategies ▪  Market Share Growth ▪ Client Satisfaction

Offering multiple years of unprecedented performance in high profile sales positions for start-ups and world-class software companies. Year over year history of driving sales over yearly revenue goals by establishing the vision and strategies necessary to drive 6- and 7-figure sales transactions and increase profits. Reputed as a relationship-builder, deal-maker and high-performance sales team leader. Coaching and leading others to greatness is my passion.



- Strategic Sales Planning

- Sales Engagement Planning

- Sales Goals/Incentives /Metrics 

- Direct/Channel Team Management

- Executive Relationship  Development

- Recruiting/Training Sales Team

- Sales Reporting/Forecasting

- Customer Relationship Management

- Business Analytics

- Entrepreneurial Drive

- Dynamic/Motivating Leader

- Compelling Communicator

- Adaptable/Strategic/Focused


- Subscription, Perpetual and SaaS




EXACT SOFTWARE, Middleton, Massachusetts ·  2011 – Present

Sales Manager, US & Canada

Recruited to key management position to create and manage national sales engagement plan. Manage a team of 13 direct reports that includes a direct sales team (headcount-9) focused on new logo sales and installed account footprint expansion of ERP/CRM/HRM/SC solutions for the manufacturing and distribution  market space, as well as a customer support team (headcount -4) responsible for customer service and support resolution.


Selected Achievements:

  • Drive over $15 million in license transactions and over $20 million in consulting engagements.
  • Exceeded revenue targets over past 2 years.
  • FY11 – Performance against plan was 102% / FY12 – Performance against plan was 104%.
  • Implemented fast start new hire sales on-boarding program that allowed for faster sales success.
  • Turned around a weak performing team – Recruited and trained a dynamic and enthusiastic sales team.
  • Increased sales productivity by 90% per rep through staff development and implementation of a sound sales structure and accountability process.
  • Turned around previously strained client relationships securing top place as preferred vendor.
  • Appointed to the Americas’ Executive Management Team in 2011
  • Implemented programs to slow contract renewal attrition rate – 5% improvement in 6 months.
  • Manage lead nurturing programs through the regular use of Hubspot – significant pipeline velocity improvement.


ORACLE CORPORATION, Burlington, Massachusetts · 2005 – 2011

Sales Manager, ERP Applications (2007 – 2011)

Recruited to lead/manage multi product-pillar account teams closing complex sales transactions. Provide leadership to high performance team of regional account managers in driving new business  within commercial accounts throughout theEastern United States.  Coach and mentor account managers to maximize their potential.

Selected Achievements:

  • Leadership provided superior results: 2010 at 105%, 2009 at 101% and 2008 at 136% of yearly quota.
  • Generated consistent YOY growth led by 56% in 2008
  • Re-shaped the account management team by upgrading 60% of talent and changing strategy.
  • Implemented a fast-start new hire training program that produced faster GTM results.
  • Recognized with Regional Manager of the Year award in 2008 and 2009. 
  • Increased pipeline by 40% YOY by spearheading demand generation campaigns.


WAYNE G. BELANGER ·[email protected]· PAGE TWO



Senior Account Executive, ERP Software Application Sales (2005 – 2007)

Recruited to establish brand, drive sales and market share. Hunt and close opportunities within the enterprise commercial account base. Foster success through accurate forecasting, solid account strategy and best practices  resource allocation. Implement sales cadence through demand generation and targeted campaigns that architect Oracle based solutions to meet client requirements.

Selected Achievements:

  • Exceeded sales revenue goals in 2006 (108%) and 2007 (118%), earning Oracle Club Excellence status. 
  • Built solid pipeline, generating consistent sales results through demand generation and targeted sales campaigns.
  • Forged strong relationships at the grass roots level to secure account control and expand footprint.


AMHERST TECHNOLOGIES, Merrimack, New Hampshire · 2003 – 2005

Senior Account Manager

Managed sales and marketing strategy to penetrate public sector market, directing focus on key government agencies.        

Selected Achievements:

  • Boosted government sales by 50% through execution of business development strategy designed to capture Federal Government accounts.    
  • Forged contacts within the United States Navy, Army and Air Force and tripled prospect base.


Additional accomplishments took place in the following roles:

Sales & Marketing Consultant from 2002-2003 - Leveraged sales, marketing and product expertise in providing comprehensive consulting services to a variety of clients, including but not limited to Standing Guard Solutions, Inc., and Activemedia Robotics.  Tailored strategies for the sale of software security solutions to commercial markets.


Director of Sales & Marketing from 2000 to 2001 with Sybase, IncBuilt 12 person national sales team driving sales, marketing and new business development for enterprise e-business application software and tools.  Achieved 101% of annual $18 million goal.  Increased OEM and System Integrator revenue by 20% YOY growth through development of strategic alliances. 


Director, Server and Network Integration Division from 1998 to 2000 with Bull NH Information Systems.  Led staff of 40 employees delivering technology solutions with full P&L responsibility for sales operations budget.  Oversaw all aspects of product development, including procurement, pricing and packaging.  Restored division to profitability in less than 2 years by increasing revenue stream 20% and reducing expenses 10%. 


Regional Sales Manager from 1995 to 1997 with Graphic Data Systems Corporation. Managed Northeast Region branch office and sales operations. Focused on selling transportation, civil engineering and GIS solutions to target State and Federal transportation/transit departments in the Northeast Region. Grew regional revenue by 50% within the first year. Closed million dollar sale at State ofMaine DOT.


Senior Sales Account Executive from 1983 to 1994 with Digital Equipment Corporation. Targeted verticals included commercial manufacturing, healthcare, State/Federal government, education and publishing accounts. Achieved Club status exceeding quota in 10 of 11 years. Closed 10+ new named accounts. Displayed continuous YOY revenue growth.



Bachelor of Science – Business Administration (In progress – need 16 credits) – 3.6 GPA

Southern New Hampshire University, Manchester, New Hampshire

Various product certifications received from Oracle, H-P, IBM and Microsoft in addition to sales training programs from Sandler, Costigan Sales Management Training and Solution Selling Trainer.  Details on request.  

Resume for Richard Samson

Richard Samson


Email: [email protected]                             232 Eastern Avenue, Unit 102,

Phone: 603-447-2538                                                                         Manchester, NH 03104






Seeking a position as an Accountantin an exciting and challenging organization which gives me ample opportunity to learn and grow along with the organization, and to prove myself worth of shouldering leadership responsibilities.







  • 6 years of experienceasCost accountant at California Products Corporation, Andover, MA
  • 9 years of experience as a Staff accountant  at Alvin J. Coleman & Son, Inc., Conway, NH
  • Self-directed and able to work well under pressure in a dynamic environment
  • Possess good communication skills, interpersonal, organizational, self starter, independent working with minimal supervision
  • Leadership skills with an ability to adapt to changing environments.




  1. 1.     California Products Corporation, Andover, MA (   Cost Accountant) (2007-2-2013`)

 2007 to 2012


● Filed monthly, quarterly and annual sales taxes

● End of Month Adjusting Journal Entries for inventory

● Physical Inventory

● Reconciliation of inventory

● Costing Products

● Communication with state Tax Auditors

● Product Formula Accuracy

● Sales Analysis Report         


  1. 2.     Alvin J. Coleman & Son, Inc., Conway, NH (            Staff Accountant) (1997-2007)
  • ● G/L Reconciliation
  • ● Reconciliation of several checking accounts

● Cash Reconciliation

  • ● Quarterly I.F.T.A. Fuel Tax
  • ● Prepared Federal Tax Form 8849
  • ● Accounts Payables Reconciliation
  • ● Recording of G/L for Payables
  • ● Verified Incoming Invoices

            ● Posting of Accounts Payable

            ● Resolve Vendor  and Contractor Disputes

  • ● Maintained up to date Certificates of Insurance and lien releases

            ● Did Direct Deposits - Payroll

            ● Prepared Certified Payroll Reports – Monthly Utilization Report



  • ● EEO Officer – Held  Annual Meetings – Monthly meetings for job Sites
  • ● Job Status Reports
  • ● Processing credit card payments
  • ● Set-Up computers for Job Site
  • ● Monitored and tracked cell phone usage.







  • Software: MS office 2010(Word, Excel, Outlook).
  • Operating Systems: Windows 7, Windows XP and Mac OS X.
  • Development Tools/Application Software:SageMas 500,View point,Main Star,





  • BACHELOR OF SCIENCE DEGREE (Major in Accounting) fromSouthernNew Hampshire University, Manchester, NH in 05/1997







               Federal Taxation, Advanced Accounting 1 & 2, Auditing and Cost Accounting