Enterprise Sales, Individual Contributor, Sales Manager

PROFILE

I am veteran of consultative sales and project management with over 20 years experience. Thorough knowledge of enterprise sales, C-level presentations, strategic and targeted sales approach. I believe in creating strong relationships that are based on mutual respect and effective communication. Proficient with SaaS and platform technologies. Experience with individual contributing roles and team building/management roles. Successful in exceeding goals consistently. Professional in large group presentations, individual sales and implementation.

WORK EXPERIENCE

Bibliotech Consultant– Salt Lake City, UT (headquarters in London, UK)

Director of Sales North America: April 2018 – April 2019

Bibliotech is a digital content platform delivering publisher content for students with day one access utilizing inclusive access integration and/or point of sale integration. Affordability and accessibility are key components of our business model and we deliver a better digital reading experience for students.

Established and closed initial accounts in North America

Secured vendor partner agreement with California State University Chancellor’s Office (Affordable Solutions Initiative)

Appointed Head of Academic Sales

English3 – Salt Lake City, UT (headquarters in Salt Lake City, UT)

VP of Academic Sales: August 2017-present

English3 is a start up that is disrupting the way English proficiency is assessed for students and scholars attending US schools. With patented technology, English3 provides a more convenient, affordable way for internationals to an English proficiency test, while providing institutions a more accurate, authentic depiction of actual English ability.

Primarily responsible for developing and maintaining overall sales strategy and making it replicable across a contract sales team.

Deep knowledge and input on product roadmap and development, including introducing our new medically focused English proficiency test.

Ongoing consultation for company progress and overall growth.

Achievements

First adoptions and implementation for company (University of Utah, Brigham Young University, Portland State University, College of Southern Nevada, University of Colorado – Denver)

Built successful team of contract sales people in US and Canada.

Top Hat – Salt Lake City, UT (headquarters in Toronto, ON and Denver, CO)

Enterprise Sales Director: February 2016 – September 2017 Territory included Western states and Southern states

Top Hat is a subscription-based, higher educational platform that currently leads the market in North America with personal device student response systems and interactive content development. Primary role is to drive enterprise revenue and building enterprise sales team that works directly with campus leadership

Developed Enterprise Sales process/strategy and demonstrated scalability of process.

Trained and enabled account level sales representatives on sales process and worked sales process from top down.

Discovered and assisted in the hiring talent for Enterprise Sales team.

Managed sales pipeline for enterprise campaign with 300+ accounts, meeting with all levels of institution leadership.

Prepared and delivered presentations to large groups and conferences.

Reported on enterprise activity, pipeline and forecast using Salesforce reporting activity features.

Coordinated and heavily contributed to the RFP process for institutional sales.

Achievements

Developed strategy for and successfully won California State University system-wide RFP and ALS initiative resulting in $3.5M forecasted revenue over 3 years

Awarded 3 of 3 RFP awards in first 12 months.

Enabled additional revenue of over $630K by working across company and assisting in other portfolio offerings and opportunities.

Macmillan New Ventures – Salt Lake City, UT (headquarters in New York, NY)

Senior Product Specialist: February 2012 – February 2016 Territory included Western US, Alaska, Hawaii

International Sales Manager: February 2014 – November 2014 Managed international team of product specialists.

Macmillan New Ventures (MNV) is the digital arm to Macmillan Higher Education and specializes in the development and implementation of market disruptive technology for the classroom. i>clicker is one of several MNV products that have changed the look and feel of higher education by providing increased engagement and assessment in the classroom. With the launch of REEF Polling (i>clicker’s Cloud-based engagement tool), we provided campus-paid site license options for first time, providing a discounted but guaranteed revenue source based on FTE. This allowed us to better forecast revenue pipeline, allowed product to become more affordable, and allowed for better reporting for the institution by creating analytics based on digital usage.

Responsible for top line revenue number of $23 Million from Higher Ed market in US and Canada.

Managing a team of 7 professional product specialists and 2 product sales engineers.

Direct monthly reporting to i>Clicker President.

Reporting on yearly forecast and pipeline activity.

Creating sales strategy on new mobile product roll out and providing market feedback for future development.

Maintaining and growing base business through individual customer acquisition, campus-wide agreements and large group workshops and presentations.

C-level negotiation and enterprise agreements.

Meeting metrics and documenting sales progress and activity through company CRM.

Managing 75-80% travel and expenses.

Providing level one technical and pedagogical support for faculty and administration.

Achievements

Obtained double digit growth during measurement period with 12% increase in overall revenue.

5 of 7 team members achieving 100% + of measurement goals (during management role)

Successfully launched REEF Polling by i>clicker to market with 25 institutions joining in on our early adopter phase.

Final year numbers were within 10% of forecast.

MNV 2012 Sales Rep of the Year award by achieving 127% of goal ($3.4M vs goal of $2.890M)

Increased year-on-year sales by 28 % from FY2012 to FY2013.

Closed/Won several key institutional accounts including NAU ($280K in first year sales), BYU-Idaho ($350K in first year sales), and Cal State Dominguez Hills.

Assisted in new hire training in 2013.

Session presenter at Fall 2012 and Winter 2013 National Sales Meetings.

Cengage/Heinle Learning – Salt Lake City, UT (headquarters in New York, NY)

Senior Publishing Representative: January 2011 – February 2012 Territory included Mountain states.

Achievements

Exceeded sales targets (128% of goal).

Increased mobile and e-accessible course material by 175%.

Expanded the customer base and developed long term customer relationships.

Assisted in recruiting and training efforts new sales representatives.

Prentice Hall/Pearson Education – Salt Lake City, UT (headquarters in New York, NY)

Publishing Representative: January 2005 – December 2010 Territory included Mountain states.

Achievements

Achieved or exceeded sales goal 4 of 5 years.

Increased custom and unique ISBN publishing by 132%.

Named Regional Top Custom Publisher in 2007.

Created and maintained long term customer relationships that remain in force today.

Real Estate Agent – Ogden Board of Realtors Utah

1997-2005

Life time master sales club

EDUCATION

Bachelor of Science - University of Utah Salt Lake City, Utah – 2004

Fortune 500 Advanced Selling Program. Dallas, TX – 2005

Languages: English, Illongo (Hiligaynon)

VOLUNTEER EXPERIENCE AND PERSONAL INTERESTS

Volunteer with Boy Scouts of America (BSA) for 20 years. Leadership roles include Varsity Coach, Venture Crew Leader, Assistant Scout Master.

Proselyting mission for LDS Church in Bacolod Philippines. 1990-1992

I enjoy domestic and international travel, outdoor recreation (hiking, camping, fishing, etc), Scouting, stringed instruments, politics and pop culture. My wife and I have 5 children that we enjoy immensely and who help us retain our youth and vitality.

Contact this candidate