Sales Manager

Steven Ashe

* **** **** ****, **********, CT ****5 860-***-**** ******.******@*****.*** LinkedIn: steveashe

Accomplished Global Sales Executive with proven expertise in strategic solution selling and presales leadership, including cross-industry experience with enterprise software sales, solution delivery, and customer adoption.

Revenue Growth: Steered strategic efforts in driving team achievement toward a 2018 global software revenue target of $164M, representing a 12% increase in total revenue growth over year-end 2017.

Presales Innovation: Oversaw expansion of SAS® Customer Intelligence software from a single campaign management application to a suite of over a dozen analytically driven marketing solutions, while driving new software revenue growth by 300% over five years and supporting more than 3,500 global sales executives.

Enterprise Program Management: Tasked by executive leadership team to lead enterprise-level projects, including a sales enablement program that preserved $836M in global software revenue and delivered more impactful C-level messaging, while combating open source competitive threats.

Executive Leadership that Drives Competitive Advantage

Enterprise Solution Sales

Global Sales, Presales & Customer Enablement

Business Development

Product Go-to-Market Strategy & Design

Global Solution Delivery & Cloud Modernization

Global Customer Success (Adoption & Retention)

Organizational Change Management

Talent Recruitment & Development

Global Operational Design & Improvements

Thought Leader & Public Speaker

A Career Driving Sales & Presales Innovation for Revenue Growth & Customer Success

SAS Institute, Glastonbury, CT 2000 – Present

Market leader in business analytics software with $3B annual revenue and 14,000 employees.

SENIOR DIRECTOR GLOBAL PRESALES – Customer Intelligence Practice (2018 – Present)

Received performance-based promotion to reorganize and align high-performing global team of 200 FTE around three-year company growth plan objectives. Leads development and implementation of sales initiatives, calculating optimal staffing for sales support execution and establishing best practices that drive revenue. Oversees a $35M annual operating budget, reporting to SVP of Marketing & Customer Engagement.

Principal author and sponsor of three-year solution modernization plan impacting 760 existing global clients and $131M in gross revenue, while disclosing modernization proposals to 150-300 prospective customers.

Drives strategy for team achievement toward a FY2018 global software revenue target of $164M, representing a 12% increase in total revenue growth over year-end 2017.

Collaborates throughout the organization to analyze market landscape, informing Executive Leadership on revenue target achievement, mitigation plans, and go-forward modernization strategies.

Performs disciplined headcount decisions to ensure organization possesses the right mix of resource skill and experience levels for identified growth markets and regions (U.S. Mid-Market, Asia, Latin America).

DIRECTOR, STRATEGIC INITIATIVES & OPERATIONS – Global Marketing & Customer Engagement (2017 – 2018)

Elevated to serve as SVP’s Chief of Staff directly tasked to solve a variety of problems impacting many corporate areas, including sales, presales, marketing and operations. Provided innovative solutions involving people, process, and technology to improve revenue and overall executive decision making. Responsible for setting team strategy and driving operational improvement for more than 220 presales staff across 20+ countries. Established and monitored team performance against a $39M annual operating budget.

Led enterprise-level projects including a global demonstration environment standardization effort and a strategic sales enablement program that preserved $836M in global software revenue.

Developed 2017 and 2018 annual team operating plans, tracking and reporting progress to ensure alignment with overall three-year company strategic growth plan.

Developed role-based data security concept across 1,200 presales resources, revamping existing access and security policies ultimately impacting more than 5,000 global sales and presales resources.

Designed and delivered automated executive dashboard reporting that enhanced leadership decisions around solution revenue, sales pipeline, actual vs. forecast expenses, staff utilization and headcount metrics.

Led the development, rollout and execution of team compensation plan for 200 staff.

DIRECTOR AMERICAS PRESALES & CUSTOMER SUCCESS – Customer Intelligence Practice (2013 – 2017)

Progressed from Senior Consulting Program Manager, Global Professional Services (2000-2006), to Senior Presales & Enablement Manager (2006-2013) to this role focused on increasing sales for SAS® Customer Intelligence. Drove Americas software revenue growth, while rendering sales support to the Canada, Latin America and U.S. sales teams and markets. Led team of 50 marketing, domain and technology professionals ($9M operating budget).

Grew revenue by 300% over 5 years, from $7M annually to $28M, by expanding Customer Intelligence software reach and sales, including two years achieving revenue of >$25M.

Developed sales/presales strategy and alignment for key solution offerings, including business relevance and value positioning of new-to-market software releases, and optimal staffing solutions to achieve sales goals.

Directed the launch of a new Global Customer Success Team in support of SAS’ first Software as a Service cloud offering, SAS® Customer Intelligence 360, resulting in the improvement of customer solution usage, adoption, satisfaction and reference-ability across the globe.

Grew global solution sales pipeline by $15M within four months of launch.

Successfully onboarded 20 new customers over six months, with 100% subscription renewal.

Recruited and trained 10 Customer Success Managers and Domain Specialists in Europe, India and U.S.

Served as an executive speaker and panelist for various organizations and events such as Direct Marketing Association, Argyle CMO Conference, SAS Global Forum, National Conference of Database Marketing, Forrester Round Table and the American Marketing Association.

Earned Sales Leadership Innovation & Excellence Awards for solution revenue growth (2014), for driving 150% industry quota achievement (2012) and for successful launch of Gaming & Hospitality Practice (2010).

Valassis, Windsor, CT 1993 – 2000

One of the nation’s leading media and marketing services companies, offering reach and scale to more than 15,000 advertisers through mass-delivered or targeted programs.

DIRECTOR SALES ANALYSIS, REPORTING & CONTROL – Controller (1999-2000)

Promoted through various financial roles, most recently as Process Improvements & Reporting Manager – Client Financial Services (1998-1999). Drove functional project management and design leadership toward a newly designed sales compensation system implementation. Strategically provided ongoing analytical support to ADVO’s Sales, Finance and Human Resources Executive Teams. Led team of 12 and a budget of $1M.

Previous Positions Held: AUDIT MANAGER, First National Bank of New England, Hartford, CT (1995-1996);

STAFF ACCOUNTANT, Harper & Whitfield, P.C., Simsbury, CT (1992-1993)

Education

Master of Business Administration, with Concentration in Management Information Systems

Rensselaer Polytechnic Institute at Hartford, Hartford, CT

Bachelor of Science in Business Administration, with Concentration in Accounting

Central Connecticut State University, New Britain, CT

National Honors Society

Organizations

Educator, Junior Achievement of Southwest New England (2018-Present)

Tournament Maintenance Director, CT Bombers Girls Fastpitch (Travel) Softball (2017-Present)

Field Director, Colchester Soccer Executive Board, Town of Colchester (2009-2011)

President, Cody Camp Annual Memorial Golf Tournament (2007-2010)

Commissioner, Colchester Parks & Recreation Commission (2007-2009)

Achieving Global Business Success Through Sales Innovation, Presales Leadership & Enterprise Modernization

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