Steve Yount

Email: abqqvv@r.postjobfree.com

Address: **** ***** *** **

City: Danville

State: CA

Zip: 94506

Country: USA

Phone: 925-***-****

Skill Level: Director

Salary Range: $180,000

Primary Skills/Experience:

See Resume

Educational Background:

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Job History / Details:

STEPHEN A. YOUNT

2765 Mossy Oak Drive +1-925-***-****

Danville, CA 94506 abqqvv@r.postjobfree.com

VICE PRESIDENT OF SALES - Cloud, SaaS, Enterprise Software, Mobility, Systems Management

Over 20 years of hands-on sales leadership and execution experience in the enterprise software, Cloud, SaaS, workflow, security, integration and business analytics markets. Selling software, services and cloud SaaS offerings.

Experience includes building and coaching effective field and inside sales teams for direct, hybrid and channel sales organizations. Disciplined and skilled in Customer Centric Selling, Target Selling, Salesforce.com, and repeatable sales processes. I am a high-energy individual with ambition, creativity, loyalty and integrity.

Grew ERP sales from $38 MM to $90 MM (Symix) by moving the sales team and sales model up-market and building a successful reseller channel. Grew enterprise sales from $25 MM to $80 MM (Goal) by successfully expanding the sales teams, multi channel, increasing average deal size and expanding coverage. Increased quarter over quarter results by 20% for 8 straight quarters (Resilience) with repeatable sales process and telesales.

Workshare Technology, San Francisco, CA. (Acquired by Skydox, London) (7/2011 - Present)

Vice President of Worldwide Sales Document Collaboration SaaS/Desktop/Server

* Achieved record profits and sales for 2 years with 20% increase in existing products and revenue

* Established a telesales team to complement the multi channel sales strategy and increased a new product revenue by 10%, delivered $1.2MM telesales bookings in first year

* Rolled out a repetitive sales process, competitive winning strategy, customer support initiative

* Changed the focus from renewal and perpetual sales to a SaaS new business model. Drove the launch and Go to market plan for a new SaaS offing

* Stabilized a disenchanted customer base with improved support and account management

* Key metrics: $23MM Revenue attainment, Reports: 23 people, 10 sales & SE, 5 channel, 2 telesales, 5 marketing

BTC Logic, Redwood City, CA. (9/2009 - 7/2011)

Vice President of Sales Executive Strategy Services - Cloud SaaS

Interim sales management to deliver new revenue and rebuild sales teams and processes.

* Xora; Mobility Workforce Management - Built a major accounts program, hired team of 3 enterprise sales executives, rolled out new sales process based on solution selling. Increased enterprise revenues 125%.

* Jitterbit; Integration Platform - Interim VP of Sales and Marketing engaged to build new sales 2.0 nurture marketing processes, skills and resources with focus verticals. Results included 100% increase in y/y Q1 sales, 33% increase in ASP deal size, 4 new ISV partnerships, launch of new cloud based product offering.

* GeoOp; Mobility, Social Media - Introducing a new product to the North American market. Built a GoToMarket plan. Results include securing initial customers and growing customer base 300%.

Resilience Corporation, Mt View, CA. (Acquired by Tatleau Investments) (2/2007 - 8/2009)

Vice President of Worldwide Sales Security, Network Automation and Appliances

Changed the sales model from a hardware appliance to a software solution model. Stabilized the legacy business while growing sales 110% and cutting costs 30%. Changed sales model from a SMB focus to large target customer expansion model. Implemented Salesforce.com, sales process metrics and closed loop web lead generation. Positioned legacy business as a cash-cow for acquisition, and facilitated spin off software IP in a new company.

* Grew sales 175%. Over 8 quarters of revenue growth, while cutting marketing and operations costs

* 26 new large customer, incl; AT&T, Credit Suisse, T-Mobile, NASA, British Telcom, CSC, CitiGroup, Vodafone

* Closed new channel partnerships with Ingram Micro, Computerlinks and CDW

* Key metrics: $10MM booking target, Reports: 14 people, 8 Sales & Services, 2 Marketing, 4 Operations

* Positioned company for sale to new investors (4/09) and spin off software IP to form new company

STEPHEN A. YOUNT

2765 Mossy Oak Drive +1-925-***-****

Danville, CA 94506 abqqvv@r.postjobfree.com

Maxager Technology, San Rafael, CA. (5/2004 - 2/2007)

Senior Vice President Worldwide Sales SaaS, Profit Optimization and Analytics

Reinvigorated the sales effort with a new SaaS rewrite of the product. Retained 2 original customers and personally closed the first 8 new deals under a totally new model. Hired a small team of high end powerful sales executives that grew the company to 50 subscription customers. Established office and hired senior personnel in Europe, Southeast Asia and China.

* 48 New enterprise SaaS customers, 10 quarters of record sales growth

* Key customers include: GE Plastics, Dow Chemical, Owens Illinois, Degussa, Siam Chemical, and Thai Plastics

* Key metrics: $10 MM booking target, Reports: 10 people, 2 VPs, 7 Sales, 1 Admin/Operations

BigFix Corporation, Emeryville, CA. (5/2003 - 4/2004)

Vice President of Sales and Marketing SaaS Security & Configuration Management

Revamped sales and moved company up market from a patch management point product to a strategic solution sale. Closed five enterprise deals establishing the initial momentum at a crucial time in the company's growth. Built a new sales strategy, sales model, and sales team. Implemented sales operational controls, visibility and reporting based on SalesForce.com. Created a professional services offering and revenue stream.

* 300% Growth quarter over prior year quarter; 3 record quarters of 135% attainment

* Closed key customers: Pitney Bowes, Corning, TRW, Entergy, Northrop, Federal Gov't/VA

* Key metrics: $11 MM booking target, $1 MM prof srvc

* Reports: 12 people, 2 VP/Directors, 9 Sales, 1 Channel/Operations

SYMIX, Columbus, OH. (acquired by Mapics/Infor) (12/1995 - 8/2002)

Executive Vice President Sales - Americas Enterprise, ERP, CRM, E-Commerce

* Key metrics: $90 MM revenue, 140 people, 5 AVP/Directors, 70 Sales & Pre Sales Channels, 70 Services

* Grew revenue from $38 MM to $90 MM. Attained or exceed 100%+ of target in 20 of 24 quarters

* Grew services business unit 300% from $8 MM to $24 MM

* Key customers: GE, Textron, Steelcase, ABB, Dresser, Masco, Timken, Mitsui

NEURON DATA, Palo Alto, CA. (10/1993 - 11/1995)

Vice President of Sales and Services Application Development, Portable GUI, AI

* Led company turnaround with 35% annual growth for two consecutive years from $14 MM to $22MM

* Led sales organization to 7 consecutive record revenue quarters, and increased margin by 45%

GOAL Systems Corporation/Legent, Pleasanton, CA. (acquired by Legent/CA) (8/1987 - 9/1993)

Vice President Sales - Goal, Regional Vice President - Legent Enterprise Systems Software

* Drove revenue growth from $25 MM to $80 MM over a three year period.

* Integrated the products, personnel and customers from five acquired companies into one new organization

UCCEL Corporation/CA, Reston VA. (acquired by CA) (7/1981 - 8/1987)

Director of Sales Systems Software and Management

* 143% of sales target and 250% profit increase as Director of UCCEL Express Division

* Promoted and relocated 3 times due to top performance and achievement

IBM, Springfield, IL. Marketing Representative, DPD Mainframe Hardware & Systems (5/1977 - 7/1981)

* 154% attainment with $2.5 MM sales quota, 3 contiguous One Hundred Percent Club awards

University of Illinois, MBA and BS Business Administration

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