James c. Cabral

** **** ******** ***** ****: 508-***-****

North Attleboro, MA 02760 acgl9v@r.postjobfree.com

Sales Management EXECUTIVE

Experienced in building and managing high performing sales organizations

for emerging and global companies. Proven sales leader with demonstrated

success developing and executing go-to-market plans and organizing,

coaching and developing action-oriented, results driven sales teams leading

to successful exits (3 acquisitions and IPO).

STRATEGIC GROWTH LEADER

. Avention: Led turnaround of the business by leading the sales

organization from underperforming to exceeding both global bookings and

GAAP objectives, resulting in YOY growth six consecutive years after five

consecutive years of decline, resulting in successful spin-out and

acquisition by Cannondale Investments. Company valuation increased more

than 40% in 2 years.

. TrueAdvantage - Member of Founding Team of TrueAdvantage developing and

leading the first go-to-market sales strategy growing sales from zero to

a $6 million run-rate and acquiring more than 2,000 customers in less

than 18 months. Company became the early leader in sales intelligence

and sales enablement solutions ultimately selling to InsideView in 2007.

. Key3Media - Increased revenue 15% over prior year managing multiple

inside sales teams located in in CA and MA. Drove improvement in online

conference registrations and sales, having a significant impact in both

revenue and client satisfaction. Company IPO in 2000 after successful

spin-off from Ziff Davis.

EXPERIENCE

Avention, Inc. Concord, MA (Formerly OneSource Information Services)

2008 - Present

Global Business Information Provider

Vice President of North American Sales and Service

Responsible for all aspects of sales and service for North American sales

organization and largest global clients for Avention, a global SaaS based

business intelligence and analytics solution provider. This includes all

operational aspects of hiring, managing, compensation plans, team

performance, key performance metrics and solution delivery.

. Key member of the leadership team, which sold OneSource to Cannondale

Investments and GTCR a leading private equity firm in Chicago, IL.

. Lead 5 sales directors, a Vice President of Data Solutions and more

than 40 new business and account management executives throughout

North America, resulting in significant new business growth in

subscription and services revenue, improved retention rates and led

the sales strategy and execution through several product launches.

This was achieved by:

o Launched sales team to sell latest product and took sales from

$0 - $14 mm in 2.5 years

o Developed sales processes, metrics and tools to measure, report

and effectively manage

o Hired in high performers from network, removed underperforming

reps

o Built new sales teams and/or aligned teams to improve sales

coverage and maximize revenue

o Developing new compensation plans to reward performance

o Effective sales execution on new product releases

. Responsible for ~$40 million in global revenue, overall management of

the largest global customers and more than 40 direct sales personnel

(account management and new business teams) and channels.

. Key member of team that designed, developed and launched OneSource's

new product called iSell.

Responsibilities included:

o Building dedicated inside sales team

o Established training, positioning/messaging, value proposition

and all key elements associated effective sales launch

o Exceeding revenue objectives by 50% even with a one-quarter

delay in launch of product

. Increased professional services revenue 20% year over year past 4

years.

. Led sales effort in securing 7 figure strategic deals with leading

companies in multiple industries, including: Deloitte, Manpower, ADP,

JP Morgan, GE, and Oracle.

. Named one of Selling Power's Best 50 Companies to Sell For both 2014

and 2013.

TrueAdvantage, Inc. Southborough, MA 2000 - 2007

The leading provider of technology enabled lead generation solutions.

Vice President and General Manager

Founding member of a pioneering venture-backed SaaS based technology

enabled lead generation and sales intelligence solution provider. Held

several executive leadership positions during tenure including overall

responsibility for sales, business development and client services.

Responsibilities included developing and achieving business objectives and

communicating results to the Board of Directors.

. Developed and implemented first sales model and go-to-market strategy

resulting in company revenue growth from zero to a $6 million within

18 months

. Built and scaled multiple inside sales organizations from first hire

to more than 50 inside sales representatives.

. Led successful sales efforts in several sales leadership roles as the

company evolved from a low dollar high transaction model to an

enterprise focused sales model.

o Led sales from zero-$6 million run-rate in less than 18 months

o Took customer base from zero - to more than 2,000 in 18 months

o Personally led sales effort on first enterprise clients

o Directly sold GE, AOL, HotJobs and Google while raising a round

of financing providing investors with confidence in new sales

model.

. Worked with 4 different CEO's over 7 years transitioning them into

business while managing teams and driving performance, demonstrated

ability to be highly successful in challenging environments.

. Member of executive teams that raised more than $25 million in venture

capital.

. Sold to InsideView in Dec 2007.

Key3Media (Formerly Ziff Davis Events), Needham, MA 2000

Leading provider of IT conferences and events including, Comdex, Networld +

Interop and Seybold

Director, Conference Sales and Customer Solutions: Overall operational and

budgetary responsibility for more than 50 inbound and outbound inside sales

reps in three offices throughout the US, for the leading provider of

information technology conferences, events and trade shows. Directly

responsible for ensuring the necessary leadership, support and tools were

available to drive all teams and personnel to achieve their service and

sales objectives.

. Responsibilities include managing sales offices in CA and MA of more

than 30 inside sales reps, in addition to hiring and training more

than 30 seasonal inside sales reps to drive revenue leading up to

conferences

. Directed strategic sales and operational aspects in support of the

corporate vision, which includes generating $75 million in conference

revenue.

. Implemented new sales processes leveraging online registration model

having an immediate 15% increase in show revenue and improved customer

service.

. Evaluated existing sales and service departments, recommended new

business model and implemented appropriate changes to integrate four

autonomous departments into a fully integrated sales and service

operation.

. Major accomplishments include: Exceeding sales objectives for all

events, identifying, recommending and implementing technology and

process enhancements that directly improved both service and sales.

Pentastar Communications, Boston, MA 1998 - 2000

Leading national communication services agent for voice and data services.

Manager, Telesales & Support Center: Managed telesales organization and

support center for the inside sales division. Oversaw call center and

fulfillment operations related to the division's third party verification,

inbound/outbound customer service and provisioning departments.

. Managed the sales and support center for the inside sales division of

a company that provides voice, network services and Internet solutions

to the small and medium sized business sector. Directly responsible

for the following teams: telesales, quality control, service

departments and order provisioning.

. Major accomplishments include: Increased divisions productivity and

monthly revenue 300% within 6 months, created incoming revenue stream

in a department historically viewed as a cost center and became a

critical component in business development.

Certifications:

. Sales Technology/Tools: Well versed in the latest technology used to

drive sales results, including; sales enablement, CRM/SFA, social

media and Sales 2.0.

. Speaking Engagements: Regular speaker at leading sales related

conferences including Selling Power/Sales 2.0 and AA-ISP (American

Association of Inside Sales Professionals)

. Sales Training/Methodologies: CEB Challenger Sales, Miller Heiman

(Strategic Selling & LAMP), Basho Sales Strategies, TAS, Executive

Conversations, SPIN Selling, Perrier Sales Training

. Professional: Interactive Management; Social Styles; Equal Employment

Opportunity; Dale Carnegie High Impact Presentations

College: Bryant College, Major: Business Administration

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