Aaron Brown

ADDRESS: **** ***** **. **** ********** MD 20744 Email: ad3i8p@r.postjobfree.com Cell: 313-***-**** OBJECTIVE To obtain an opportunity in enterprise sales that will utilize and build upon my interpersonal skills, analytical, and leadership ability to exceed sales goals, increase market share, and increase brand loyalty. EXPERIENCE

Quorum Commercial, Washington DC Sr. Director of Technology and Corporate Partnerships Nov 2022- Present

● Leading cross-functional team to assess current and future technology needs to deliver on critical business goals and implement strategy, process, and platforms to optimize technology within the firm and with its clients and partners.

● Align software development teams and deliver on multiple complex projects by way of collaboration, risk mitigation, software development, facilitation, process improvement, project planning, and project management.

● Consult with clients to evaluate technology systems and partnerships for real estate development projects. o Resulted in client Series A evaluation of 1.3B

● Create and lead RFP process for Quorum Commercial in all technology related purchases and acquisitions. Genesys, Washington DC Sr. Digital Enterprise Sales Executive July 2022- Oct 2022

● Entire team, impacted by layoffs, built a pipeline of over 1.5M on a quota of 1.8M.

● Worked as a Sr. Digital Enterprise Account Executive to partner with our CX Account Executives as the subject matter expert on Genesys advanced digital and Contact Center AI product suite (CCaaS) to aid Financial Institutions (Insurance, Banks, and Credit Unions) in their digital transformation. Products included: Predictive Engagement, Predictive Routing, AI/ML Digital and Voice Bots, SMS, CoBrowsing, workforce optimization, CRM, etc.

● Targeted new logos and worked with current clients to close, then cross/up sale to achieve the maximized ROI through identifying compelling use cases and creating Point of View presentations to pull in additional business units or enhance adoption within the current user bases including Call Centers, Marketing, Sales, and Customer Experience. Working with Line of Business, IT Buyers, and C-Level.

● Create and manage pipeline while partnering with Product Marketing, Client Experience Account Executives, Sales Engineers, and Channel Partners. Provided weekly, monthly, and quarterly sales forecasting to track pipeline growth and maturity.

● Leveraged various prospecting tools including cold calling, strategic events, analyzing company news and financial statements, and relationship network to identify brands that are a strong fit to partner with Genesys. Manage sales cycle from prospecting to close. Glia, Washington DC Sr. Enterprise Sales Executive April 2021- July 2022

● Worked as a Sr. Enterprise Account Executive to assist Financial Institutions, specifically Call Centers, Sales, and Mortgage teams reinvent how they support and engage with their customers and prospects creating an in-person experience online through video, voice, chat, and CoBrowsing to increase online conversions and improve customer support while increasing conversion rates.

● Targeted new logos and worked with current clients to close, then cross/up sale Financial Institutions to achieve the maximized ROI on SAS Omni Channel platform with in the call center (CCaaS): AI/ML, VOIP, Chat, Voice, Video Collaboration, CoBrowsing, Cloud Solutions, Screenshare, SMS, & Voice Bots.

● Return on Investment, Value, and outcome-based selling, while leading with empathy (Hunter).

● Competed with Genesys, Amazon, Five 9, InContact, Avaya, etc.

● Create and manage pipeline partnering with product marketing, BDR’s, Sales Engineers, and Vendor Partners. Leveraged various prospecting tools, cold calling, strategic events and relationship network to identify brands that are a strong fit to partner with Glia. Manage sales cycle from prospecting to close working with an average ARR of 150k.

● Exceeded year 1 sales target finishing at 800k on plan of 750k (prorated quota for year): Received Presidents Club Award and ROY

● Exceeded year 2 first half sales target finishing at 900k on plan of 1.6M and helped start and grow the Client Sales Team focused on expanding use cases and ARR of Glia’s current client base. Higher Logic, Washington DC Sr. Enterprise Sales Executive June 2019- April 2021

● Worked as the Account Executive to close then cross/up sale client Fortune 500 brands achieve the maximized ROI on SAS products in Marketing Automation and Online Branded Communities to drive meaningful engagement across all levels of the buying process.

● Create and manage pipeline partnering with marketing, BDR’s, Sales Engineers, and Vendor Partners. Additionally, leveraged various prospecting tools, cold calling, strategic events and relationship network to identify brands that are a strong fit to partner with Higher Logic. Manage sales cycle from prospecting to close with an average ARR of 110k.

● Exceeded year 1 sales target finishing at 412k on plan of 350k (prorated quota for year): Received Presidents Club Award and ROY

● Exceeded year 2 sales target finishing at 878k on plan of 800k and helped grow the Corporate Enterprise team 32% YOY.

● Created Cross-Functional leadership team to add transparency between departments and allow sales impact the company roadmap. Khoros (Lithium + Spredfast), Washington DC Enterprise Sales Executive April 2018- June 2019

● Worked alongside the Account Management team to cross/up sale client Fortune 500 brands achieve the maximized ROI on SAS products in Social/ Digital Marketing, Social/ Digital Care, and Communities to drive meaningful engagement across all levels of the buying process.

● Build new business pipeline partnering with marketing, inside sales, partners, cold calling, strategic events and relationship network to identify brands that are a strong fit to partner with Khoros. Manage sales cycle from prospecting to close with an average ARR of 150k.

● Manage pipeline of both current account sales and new business sales while forecasting accurately and surpassing my annual sales goal resulting in 150% of plan (750k on half year quota of 500k) in 2018. In June 2019 I left when at 620k on 1M quota.

● Create Strategic presentations focused on connecting business priorities to the value of our products and present product demonstrations to both current clients during upsell opportunities and to prospects during the sales cycle.

● Worked with Sales Development to train new sales reps on Value Selling during boot camp following their initial hire.

● Selected as the community Champion post-merger (Lithium & Spredfast) and asked to partner with legacy Spredfast Account Executives on the East coast to lead all sales opportunities that were based around Community.

● Brands sold/ closed: ESPN, Lowes, SAS, USPS, Hughes Network Systems, Indeed & United Airlines ADP, Washington DC District Manager August 2015- March 2018

● Develop deep trusted adviser relationships with Business Decision Makers (owner or C-Level) by actively understanding customer business pains, requirements, strategic growth objectives, industry trends and providing business-value-outcome-based solutions

● Leverage marketing, inside sales, partners, cold calling, and relationship network to build pipeline. Support and leverage all sales promotions, sales events and sales strategies to close opportunities.

● Grow assigned territory (DMV) cross-selling Human Capital Management products and services (ERP, SAAS, 401k, WC, Payroll, PEO, TLM & HR People support) by meeting with business owners of clients as well as new logo business.

● Manage full sales cycle through forecasting, account resource allocation, account strategy, and planning.

● Develop Strategic value-based Sales presentations, negotiate pricing, and contractual agreement to close the sale.

● Lead team of 6 Small Business Services Reps (payroll), conduct trainings in office and field to help them reach and exceed quota.

● Promoted to Senior District Manager after exceeding 15 units in a yr., mentor team new hires, and lead Client Ambassador Program.

● Ratio’s: initial meeting to proposal:35%, Proposal to closed business 35% 104% of quota year 1 and 110% of quota year 2 COS/ Xerox, Washington DC Maryland Sales Manager, Major Account Sales, & Account Executive March 2014- May 2015 Account Executive (6 months), promoted to Major Accounts (2months) and then to Sales Manager (6 months).

● Manage team of 8 sales reps (account executives and mid/major executives) covering Montgomery and Prince Georgia’s County.

● Support Rep development through effective weekly one on one’s, ensure proper preparation for both weekly phone blitz and field blitz, conducting weekly trainings, territory planning/ strategy, talk track simplification, goal setting, forecasting, etc.

● Leads cross-functional leadership team (to include sales, service, operations, administration, and leasing) on a project to impact customer retention. Result will yield a proposal for a new Account Management role which will include a company ROI and implementation plan.

● Research, qualify, and close new logo business within Education Vertical to include all Public and Private schools, colleges and Universities. Responsibilities include: cold calling c-level executives, industry/ company research, product demonstration (virtual and in person), negotiation, territory planning, monthly forecast, deal structure, and account management (sold HW &SaaS/Cloud applications).

● Created and spearheaded a Technology Showcase specific for the Education Vertical in Washington DC. Invited current clients in the education vertical to come share best practices. Created/ executed marketing campaign which resulted in over 30 new clients attending.

● Presidents Club (110% of HW and Managed Print Services), COS 2014 Rookie of the Year Northrop Grumman, McLean, VA Strategic Sourcing Analyst January 2012 –February 2014

● Built infrastructure around the Request for Quote Process (RFQ), which yielded a standardized naming technique, the sharing of knowledge/ data while in process, and the streamlining of the RFQ Process with our Purchase Request Process.

● Led sourcing efforts for proposal support, both domestic and international. Utilized various sourcing techniques to identify qualified authorized resellers for products/ services on BOM valued over 5M. Negotiated terms and conditions, price, shipping, etc.

● Interfaced with programs early in the procurement process to analyze their procurement habits/ trends and identify innovative ways for the procurement organization to get involved with the process earlier to better serve the end customer (marketing the organization). Northrop Grumman: Business Management Professional Development Program January 2010 – December 2011 NGIS BM PDP program is a compilation of three 8-month rotations (Contracts, Sub-contracts, and Business Development) within Northrop Grumman’s Information System Sector. The program provides individuals with various assignments in multiple functional areas all falling under business management. The rotational format of the program is designed to provide a diverse experience for the participants exposing them to various functional areas within the company. EDUCATION Florida Agricultural & Mechanical University Tallahassee, FL School of Business & Industry –BS & MBA Concentration: Marketing and Sales Graduation: December 2009 Magna Cum Laude 3.5 GPA

SKILLS/ STRENGTHS Spin Selling, Challenger Sales, Power Messaging, Public Speaking, Human Capital Management, Sales Force, Influencer Marketing, Networking, Budget Management, SAP, PLSC, BW, Workbench, Microsoft Office, Project Management, Public Speaking, Client Management, Product Promotion, Change Management, Product Placement, Account Planning, targeting C-Level Executives, program/ project management, management consulting, strategy and operations, and customer engineeringFunctional strategic and operational initiatives AFFILIATIONS / AWARDS 2004 US Representative to the Asia Pacific Economic Cooperation Forum (APEC) Youth Science Festival, Beijing, China, Michigan Real-estate License, 2009 SBI China Spring Break Tour, COS/ Xerox Rookie of the Year, COS/ Xerox Presidents Club 2014, HCM Certified 2016, ADP Rep of the Month(s), Lithium Presidents Club 2019, Higher Logic 2020 Presidents Club and Rookie of the Year, Glia 2021 Presidents Club and Rookie of the Year

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