Stephen J. Hopkins

* ***** ***, ********* ** ****4

603-***-****• ac0vsq@r.postjobfree.com

https://www.linkedin.com/in/sthopkins/

Senior Inside Sales Representative

Inside Sales Executive with the hunting ability, leadership, multi-level communication skills, training & development expertise required to generate and elevate revenue and profit growth both individually and as a motivational team member. Numerous honors include a top 5% ranking for $2MM in new revenues as well as numerous President's Club honors for exceeding quota by over 120%

●National recognition for being top 10% of revenue producers (5 years in a row) while at Anixter.

●Consistent over quota achievement.

●President’s Club achiever 2014 and 2015 TraceLink - 150% of plan against a $1 million quota

Core Competencies:

Sales & Revenue Growth * Key Account Management * New Business Development *SaaS

Prospecting * Web Demos and Presentations *Team Lead

PROFESSIONAL EXPERIENCE

NetBrain Technologies - Burlington, MA January 2016 - Present

Sr. Account Executive - Federal Sales

Present NetBrain, an automated network solution to help discover and dynamically create network maps to key network engineers and managers (Army, NASA, Department of State, USPS and others in the Federal Government).

Work with our System Engineers to present solution in demos and at trade shows. Through concentrated pipeline building and strategic call and email campaign efforts in 2016 was able to generate over $800k in pipeline for procurement in 2017. Pipeline grown to over $2.2m in April 2017.

Work with our Legal and Marketing teams to generate necessary Army CON (Certificates of Networthiness) to ensure compliance and allow the Army / DoD to procure NetBrain solutions

TraceLink - Wakefield, MA January 2014 - December 2015

Sr. Account Executive - Inside Sales

Present the TraceLink solutions for DSCSA and serialization to Life Sciences companies to help them meet the new federal standards for January 2015 track and trace and 2017 serialization.

President’s Club attained in 2014 and 2015 with over $1.5 million in SaaS and Professional Services sold against a $1 million quota in each year.

Present WebEx based meetings on the Drug Quality and Security Act and the corresponding TraceLink solution to meet 2015 compliance requirements. Work with assigned accounts from initial cold call to close and prospect for new accounts. Through efforts was 150% of quota in 2014.

Zoom Information - Waltham, MA 2011-2013

Enterprise Account Executive - Inside Sales

120% of quota in 19 of 24 months while in position. Remainder of months over 100% of quota.

President's Club for sales above $1M in 2011

Average deal size for the company was $4,500.00. My average deal size was $11,900.00

Several deals over $70k including FedEx, PepsiCo and Flextronics

Sales of industry leading sales intelligence and business directory contact information to SMB through Fortune 100 companies. Ran the entire sales process from initial cold call to close. Presented ZoomInfo Pro using GoToMeeting. Average quota per quarter was $205k.

Converge - Peabody, MA 2009-2011

Senior Account Executive - IT Asset Disposition

ITAD Team laid off as of Jan. 2011 due to buyout by Arrow Electronics

Grew business at over 110% of quota (for 18 of 24 months) based upon quotas of $500k of monthly business. Target was 75% of quota.

Presidents Club 2010 for over 100% of annual quota.

The Converge ITAD Division provides enterprise customers with industry leading IT asset end-of-life services, including asset re-marketing, disposal and recycling. Market ITAD related services to Fortune 500 companies worldwide. Generate gross profit revenue monthly through phone and web activity. Responsible for aggressive account and project growth. As part of several teams drove incremental and substantial revenue for clients such as Baker Hughes, CVS and ExxonMobil.

123 Together - Burlington MA 2006-2009

Senior Account Executive - Inside Sales - New Business

125% of quota (for 28 of 36 months) based on $100k monthly new business target.

Sell hosted and managed Microsoft Exchange, SharePoint, Blackberry and related services through a Microsoft Gold Partner. Present the solution through WebEx online demos. Make 50-75 calls per day to SMB up to Fortune 100 prospects.

Segue Software (Became Borland Software in 2005) - Lexington, MA 2003-2006

Inside Sales Account Manager

$275k NYC Board of Education deal (SilkPerformer load testing software) worked from inside.

Was on #1 and #3 sales teams out of 6 sales teams.

Finished career with 158% above individual and team quota.

Inside sales of Software Quality Optimization (SQO) and load testing software. Work on deals up to $50k and above.

Run entire sales process from initial cold call to close on inside with average deal size $35k. Work on team deals with two Enterprise Sales Representatives (New England and New York territories) on deals over $100k.

Compuware/NuMega - Nashua, NH 2000-2003

Inside Account Executive

Through efforts was $125% of plan in 22 of 24 months on $34k/month quota

Compuware Certified Sales Rep 2001 - A series of tests to certify salespeople on product knowledge.

Finished 6th of 25 inside sales representatives.

Sales of award winning testing, tuning and debugging software for Windows and Java developers to Fortune 500 companies in defined territories. Close deals under $20k and work with 4 field representatives on deals over $20k.

Anixter - Bedford, NH 1995-2000

Inside Sales Account Executive

Member of Million Dollar Round Table - $2M in sales (1995-2000)

National recognition for being in top 10% of revenue producers 5 years in a row (1995-1999)

President's Club - 1995-2000

Sales of electrical and electronic wiring to OEM, industrial and production marketplaces. Grow existing base of 50-75 clients while adding new clients through cold calling efforts.

EDUCATION & TRAINING

Bachelor of Science in Marketing - Southern NH University, Manchester NH

PROFESSIONAL DEVELOPMENT

Sandler Sales * Solution Sales * Consultative Selling * SPIN Selling

AWARDS

Million Dollar Round Table (1995-2000) Anixter - Presidents Club 2011 ZoomInfo - Presidents Club 2014, 2015 TraceLink

TECHNICAL SKILLS

MS Office * SalesForce *WebEx *GoToMeeting

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