David Wallace’s personal qualities of insight, vision, problem-solving, tact, diplomacy, and leadership have made him a valued business partner for over 30 years. He is an innovative leader who brings years of entrepreneurial experience, gained from starting multiple businesses and running others. He excels in developing sales organizations (strategy, tools, people), growing the enterprise, and leading the organization to profitability. David is adept at the most critical aspects of a sales organization: setting vision and direction, creating focused strategies, communicating clearly and persuasively, developing/mentoring high-performance people, and creating long-term relationships. He is noted for setting aggressive objectives, developing/implementing strategy, leading plan development, and motivating strong teams to meet milestones.
David is a seasoned C-suite executive/entrepreneur who generates confidence and trust. His depth, analytical approach, and intense focus on processes and solutions make him excel at crafting the master organization behind the sales. His people skills build strong relationships. He also has a passion for teaching and sharing his knowledge/expertise with others. Combining these talents has made David the founder/leader of three successful companies: Wallace Management Group (helps companies remove obstacles to sales productivity), The Sales Management Group (works with CEOs and sales leaders to create powerful sales organizations), and MarketLINK (sales enablement programs for the Fortune 500).
David began his career at IBM, selling multi-million-dollar computer systems to public- and private-sector accounts, including the City of New York, MTA, and Merrill Lynch. Following IBM, Dave led GE Capital Computer Leasing’s western sales region, delivering $140 million of annual computer lease origination, implementing sales management systems, and creating an innovative telesales organization. He also held leadership positions at several smaller companies, turning around a computer education and training company and building sales/marketing functions for a leading turbine generator maintenance provider.
In his next season, David is excited to leverage his remarkable energy and skills in technology and financial services. In the business-to-business space, he seeks to run a small-to-mid-size enterprise (under $200MM) in any industry, or manage the sales organization for a larger business ($50–700MM). This would encompass sales strategy, designing the organization-processes-tools, and developing the people into a highly effective sales team. In addition, David is interested in utilizing his expertise for board service, either for-profit or non-profit. To any endeavor, David brings the ability to develop high-functioning teams that deliver sales results, grow the business, and share a common vision.
Some of David’s major accomplishments include • Sales Leadership and Effectiveness (over 30 years of exceptional B2B sales/marketing) • Sales Process Management (designed/implemented bid control system for GE Capital, increasing transaction capacity over 600% with no additional headcount) • Marketing Programs (channel incentive program for McData Corporation; IBM database marketing) • Youth Smoking Prevention (developed system to share best practices worldwide across three competitors) • Customer Care (designed online surveys to measure customer satisfaction) • Operational Discipline (developed logistics to distribute 200,000 personalized direct mail packages per month; redesigned territory management system for MeadWestvaco).
David earned his MBA from Columbia University, with marketing and finance concentrations and a B.A. in economics with a computer science minor from Georgetown University. He is active in community, educational, and professional organizations. David and his wife, Marianne, have three children and live in Wilton, CT. He enjoys skiing, golf, travel, and reading.