Angela Clarke Toronto, Ontario M6H 2J6

Telephone: 647 233 4787 or 647 693 2428

Email: angelacclarke@gmail.com

Profile:

Over 15 years of experience in the selling of enterprise software and services to global

corporations in Canada and the USA. In a number of roles I have consistently achieved or

exceeded quota. My direct involvement in sales of the above has exceeded tens of millions and

I have developed and managed pipelines with over $80M throughout my sales career.

I am an accomplished and focused builder of relationships; new business development and a

manager of large complex deals. I’ve demonstrated expertise in business development,

strategic sales planning, contract negotiations and C-level sales. I am a builder of strong

relationships with multiple stakeholders within each account. It is my role to be a trusted

advisor to my clients and prospect; while providing the expertise of a consultant to each

account. Vertical market experience in law firms, financial institutions, corporate, federal &

provincial government and insurance with a broad knowledge of security, Big Data,

eDiscovery and litigation products and services.

Employment and Achievement Summary

Account Executive, eDiscovery Solutions, - Commonwealth Legal

September 2012 – Present

Responsible for the sale of eDiscovery software and Managed Services within the

Government and Ontario corporate market.

Within seven (7) months of employment secured over $3M of government business

that included Commonwealth Legal becoming an eDiscovery vendor of record for the

Federal government; National Individual Standing Offer (NISO) at a minimum value of

$1.5M over three (3) years with potential extension for additional two (2) years. To-

date, Government business now represented a total of $7M with an extended 2 year

options on contracts in place.

Acquired Ontario Power Authority at a contract value of $385K

Acquired Canada Revenue Agency at a contract value of $250K with more business to

follow.

Acquired new business from Royal Bank of Canada, Loblaw, Manulife Financial, Intact

Insurance, Department of Justice

A powerful contributor to revenue generation through direct selling and a driving force

for identifying new business opportunities for growth.

Knowledge of Ringtail, IPRO, AD Summations, IBM Big Insight (Big Data), Relativity,

Symantec Clearwell eDiscovery software.

Developed client presentations for marketing and sales purposes and delivered client

presentations.

Worked on creating a larger focus on our training offerings with special attention to

government clients and specifically Canada Revenue Agency.

Develop strategic direction for different areas within corporate accounts to infiltrate

deeper into the departments of organization such as RBC, OPA and Barrick Gold.

Interact with the different partners whose products we sell and support on new go to

market strategies.

Working daily with Saleforce CRM.

Angela Clarke ........PAGE

2

eDiscovery Sales Executive,–H&A eDiscovery

January 2011 – September 2012 (Contract)

Responsible for the sale of eDiscovery and Forensic services for H&A eDiscovery.

Responsible for the strategic leadership of business development initiatives within law

firms, government, insurance, real estate and corporation.

Required to grow market share, generate new business opportunities and achieve

corporate revenue targets.

Pinpointed opportunities within the Federal and Provincial government ministries

utilizing Merx to complete RFP’s and develop new key decision-maker relationships

across the public sector.

Captured and negotiated numerous contract to supply eDiscovery services to a major

government agency and pharmaceutical company in the amount of $2M within two

months of employment and completed the deals within the nine months of my

employment

Worked on a potential $6M government deal for the province of Ontario where H&A

was narrowed down and selected to move forward with the selection process.

Completed three of the five stages to be done by the government before the contract

was to be awarded when I left H&A.

Reignited relationships with major law firms, developing “Preferred” client pricing,

strengthening communications with key decision makers to elevate sales over prior

year by 30%

IT Account Manager – Rittal Systems Inc.

January 2010 – December 2010 (Contract)

Responsible for the sale of Data Center Infrastructure within the Ontario Region for

Rittal Canada. Solution sold to the data center includes; power, cooling, security,

racks, monitoring and cabling.

Within the period of January to October, had eight (8) resellers signed and seven(7)

end user customers who have never done business or heard of Rittal. There were no

resellers selling the Rittal solution before I came on board, although the company

existed in Canada for over twelve (12) years.

Won direct deals with City of Brampton, Indigo, Ontario Science Center, Walmart, City

of Burlington and IMAX Corporation.

Built a customer database where there was none. Left with database having over 200

company contacts comprising of CIO’s, CTO’s, Data Centre Managers and IT Directors.

Successfully organized and participated in trade shows

Created and managed new marketing initiatives

Account Executive, Sophos – 2007–2008

Started the Toronto sales operation for Sophos along with James Drozdiak who was

a co-worker at Symantec Canada.

Closed the first Network Access Control (NAC) opportunity in Canada and only one

of three NAC deal closed in North America for Q4 which ended March 31, 2008

Always highest among peers to have NAC opportunities in the pipeline within the

Canadian and the North America region.

Angela Clarke ........PAGE

3

Closed the largest Endpoint deal with Cognos during my first quarter with Sophos

Closed the first ISP deal for Email Appliance with Execulink

Every opportunity closed in my pipeline have been found, mined and developed by

myself, then taken to a partner to fulfil.

Responsible for the sale of Endpoint Security and Control, Web Security, Email

Security and Network Access Control (NAC) within a region that comprises of

South Western Ontario, Eastern Canada and The Maritimes.

Enterprise Business Manager – Guidance Software – 2005 – 2007

Started the Canadian sales operation for Guidance Software, selling electronic

Investigative/Forensic software. The software helps in finding any electronic evidence

needed. Corporate Compliance, eDiscovery and Incident Response.

Had opportunities in the pipeline within three months of employment, with the

following prospects; CGI, Canada Revenue Agency, Bell Canada, Barrick Gold, CN Rail,

Royal Bank, Nortel, Bombardier Inc., Bank of Nova Scotia, RCMP and Canadian

Department of Justice.

Closed the first Canadian sale for Encase Enterprise with the Bank of Nova Scotia, in

the amount of $450K and a second component consisting of eDiscovery in the amount

of $650K.

Closed an additional $250K, US with Bank of Nova Scotia

Closed Communications Security Establishment in the amount of $110K, December

2006, and closed an additional $150K, March 2007.

Closed Shell Canada in the amount of $482K, December 2006

Upgraded RCMP from using Encase Forensic to Enterprise in the amount of $175K, US.

Closed CN Rail in the amount of $210K US, September 2006

Was in the final stage of a proof of concept with Canada Post for the implementation of

Encase eDiscovery for a potential sale of $450K when I left.

Exceeding my quota of $1.5M US within one year of employment with Guidance

Software in a territory that had no presence.

Senior Territory Account Manager, Symantec Canada - 2003–2005

Achieved significant year over year growth within some of Canada’s largest

Software Reseller Accounts.

Grew business through Software House International by 296% year over year.

Grew business through Softchoice by 68% year over year.

Grew business through Software Spectrum by 48% year over year

Grew business through SaltSpring Software by 18% year over year.

Successfully closed a $1M+ deal for Symantec Canada with TD Bank, through

Softchoice.

Established effective quarterly business review agenda with each partner.

Established and maintained relationship with key partner Executives.

Contributed to success of major customer events, sales rallies and kick-offs.

Recognized as top vendor by Softchoice Management Team.

Maintained sales team effectiveness through regular planning, support and training.

Co-ordinated all resources of Symantec to leverage success through partners

Angela Clarke ........PAGE

4

Channel Sales Manager – SUN Microsystems Canada – 2000 - 2002

Achieved 100% annual sales quota of $18M (Highest among peers in ‘02)

Innovated by adding maintenance agreements to achieve business results

Created new business by demonstrating cost of ownership advantage of upgrades

while working with our internal product specialist.

Created new business for partners by creating opportunity directly with end users

Achieved 100% annual sales quota of $14M in less than 12 month year.

Recognized as one of the first in Enterprise Services to achieve quota 1st year.

Only New Canadian Sales Representative to achieve President’s club.

Excelled at creating effective account plans that got results

Innovated in creating partner incentives to accelerate government business

Effectively extended business lines to Professional services, maintenance and

Education in addition to systems to ensure achievement of quota.

Successfully closed end-user deals in co-operation with Partner Reps.

Protected major business partner service business to not become a direct line of

business.

EDUCATION:

Seneca College of Applied Arts & Technology Social Media Strategies for Business (current P/T)

Seneca College of Applied Arts & Technology Legal Office Administration

Seneca College of Applied Arts and technology Travel and Tourism

LaSalle College Hotel Management

CONTINUED EDUCATION:

IBM Big Data and Analysis Sales mastery v2

Sales and Marketing

eDiscovery Fundamentals

WordPress

Social Media Strategies

Social Media Marketing

Acclivus Sales Training - The Art of Negotiating

The Excellence Series (The Pursuit of Excellence: Learning New Skills, Strengthening Others

“Psychology of Achievement (Phoenix)” - Brian Tracy

Telecom Canada - “Phone Power Telemarketing”

Harris & Carpenter - “Effective Managers”

Intermediate Computer (hardware and software)

Psychology

Mortgage Agent

Real Estate Fundamentals

Interior Design

Photography