Steve Kraner
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Selected Accomplishments
Founded a successful sales consulting and training firm. Sandler Sales Institute has grown from a concept to a firm with over 4,000 client companies over the last 8 years. 15 of the 20 largest software companies use Steve's programs and methodologies—including IBM/Tivoli, MicroSoft, AOL/Netscape, Oracle, C.A., Borland, Veritas, Network Associates and Siebel.
Lead a Fortune 100 high tech sales team to consistent triple-digit growth. As a senior sales executive for at Digital Equipment Corporation, lead the expansion of sales to both DOD and commercial manufacturers. Pioneered the use of indirect sales channels to multiply the team's force and impact. Personally established and maintained executive relationships within the Office of the Secretary of Defense, Department of the Army, and other top DOD agencies.
Generated over $35M in new revenues, established annuity business with several new agencies, established the initial beachheads which was critical to the successful introduction of two key new offerings. Solutions provided to these customers were integrated mixes of products and services from both Digital, Digital partners, and other third parties, including:
Professional services—consulting, assessment, design, project implementation, training and support
Software—security, databases, LAN, WAN, Geographic Information Systems, Molecular Modeling, CAD, and custom applications for manufacturing, logistics, intelligence and medical research.
Hardware—computing platforms, networking components, custom designed and built devices.
Established a new business unit in a Fortune 100 firm. Recruited by Digital to start up a new system integration division focused on designing and building national and global corporate networks. Lead the division from initial business planning to the point where it was a successful and profitable unit. Activities included budgeting, staffing, recruiting engineers, project managers, sales people, and administrative staff, developing policies and procedures, marketing, and supervising the selling and delivering the first several large projects.
Established a new business unit in a new venture firm, capitalizing on new technology. While at Siecor Coporation, Steve developed the concept for applying fiber optic technology being used in the telephone networks to computer applications. Established a turnkey fiber optic network business unit, and ramped it up quickly via joint ventures with IBM and Digital.
US Army Officer, Airborne/Ranger, Troop Commander
Career Summary
Sandler Training Institute
2/95-Present
Principal
Digital Equipment Corporation
9/87-2/95
Senior Sales Executive
Director, Integrated Systems Division
Siecor Corporation
4/84-9/87
Manager, Computer Applications Group
Supervisor, Project Engineering Division
Project Engineer
US Army
6/79-4/84
Troop Commander
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