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Sales Manager

Location:
Wylie, Texas, United States
Posted:
June 12, 2019

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Resume:

Greg Brown

Dallas, TX ǀ 214-***-**** ǀ ac9lfp@r.postjobfree.com ǀ linkedin.com/in/gregbrown72

Executive Profile

Sales Planning Technology Solutions Strategic Business Development

Growth-oriented, customer-focused, and results-driven technology sales executive with extensive success directing enterprise sales policies, objectives, and initiatives to develop plans and strategies that exceed growth and revenue targets. Proven success leading sales functions on behalf of large, complex organizations in a competitive industry. A thought leader who sets priorities and establishes accountability along with KPIs. A proficient communicator who understands the need for continuous learning to ensure the highest quality service, encourages professional growth, cultivates leadership, and practices training and mentoring.

Areas of Expertise

Software as a Service (SaaS)

Complex Global B2B Sales

Account Management

Consultative Sales

Change Management

Leadership-Team Building

New Product Launch

Cold – Calling

Vendor/Supplier Management

Competitive Market Research

Sales Forecasting & Analysis

Strategy Development

HIGHLIGHTED QUALIFICATIONS

●Committed to engaging with customers to elicit business needs, analyze organizational processes, and translate objectives into highly-resilient, scalable solutions.

●Expertise analyzing business drivers, aligning metrics, and developing growth strategies to enable organizations to meet the needs of clients operating in a digital economy.

●Proven ability to build and lead high-performance sales organizations by developing depth of talent and providing leadership to execute growth models.

PROFESSIONAL EXPERIENCE

Crossover Wylie, TX – Remote 2/2018 – 3/2019

Senior Account Executive

Provide leadership for SaaS renewal efforts by developing strategies and value propositions to sell the vision behind the ESW Capital Prime Program. Collaborate with executive management, sales teams, support services, and end users to identify client-driven critical success factors for adoption and retention. Establish and maintain key internal and external relationships and develop strategies to renew the ESW Capital customer base.

Key Accomplishments:

●Increased participation in the ESW Capital Prime Program by applying knowledge in the complete portfolio of products, including DNN Software, Aurea, Ignite Technologies, Trilogy, and Versata, with accountability.

●Achieved a 96% retention rate for 2018 - long-term, multi-year contracts by positioning product value to encourage package upgrades and renewals across CMS, HCM, SaaS, security, and data analytics/management solutions.

●Nurtured customer success relationships to understand how customers are using the product suite and provided support to drive customer loyalty, attain high renewal rates, and maximize renewal revenue.

●Exceeded sales quote by 20% in each quarter.

●Identified areas for upsell and growth through business reviews, metrics tracking, and timely renewal communications to improve on-time renewals.

PM AM Corporation Dallas, TX 1/2017 - 2/2018

Manager, Business Development

Oversaw and deployed solution-selling methodology and effective business development strategies to coach, develop, and manage a high-performing team of inside sales professionals and develop business partnership plans, create new opportunities with strategic accounts, and drive revenue growth for the Human Capital Management SaaS group.

Key Accomplishments:

●Produced $750K in new business revenue in 2017 by targeting small- to medium-sized law enforcement agencies across multiple states.

●Successfully established more than 160 new accounts, negotiated agreements with C-level executives, and achieved 139% of revenue quota set for 2017.

●Aligned corporate objectives and drove initiatives by partnering with cross-functional teams comprised of marketing, training, trade, and sales operations.

Thomson Reuters Carrollton, TX 8/2014 - 12/2016

Senior Inside Account Manager

Served as Senior Team Lead specialist positioning cloud-based software business applications and continuing education licensing and solution selling for tax accounting professionals. Drove territory growth through new business sales as well as organic account growth.

Key Accomplishments:

●Leveraged account management expertise, deep product knowledge, and strong customer relationships to exceed performance metrics and improved sales revenue by 25% year-over-year.

●Delivered 140% of sales target within first year in the position and drove performance of up to 116% of goal in each of the following years.

●Promoted Gear Up and Audit Watch professional seminars, driving subscription-based sales of the Checkpoint Learning web-based learning platform.

●Earned Social Selling Certificate and utilized WebEx and GoToMeeting platforms to design creative business presentations for prospective clients and key decision makers.

Berrett Pest Control Garland, TX 01/2014 - 08/2014

Inside Sales Associate

Contracted to drive sales revenue through subscription-based quarterly services. Recognized for highest sales revenue in the company during the first half of the year. Established the standard for best-in-class customer service operations, reviewed P&L statements, and maximized sales effectiveness by utilizing Salesforce.com CRM tools.

Key Accomplishments:

●Maintained a 98% conversion rate into new business sales through an average of 60 inbound calls per day.

●Developed customer loyalty and drove territory account growth while managing the end-to-end sales cycle for new business opportunities.

Milam Group LLC Austin, TX 12/2005 - 11/2013

Field Account Manager / Project Manager

Managed end-to-end construction and land development projects with budgets of up to $4M. Directed teams across multiple sites simultaneously in the construction of 30 custom homes within two years, delivering the project on time and under budget.

Key Accomplishments:

●Strategically collaborated with senior executives and high-profile clients to understand specific requirements, communicating progress through all phases of construction from concept to completion.

●Successfully liaised with city and county officials to secure licenses and permits, negotiated vendor and subcontractor agreements, and managed resource allocation.

●Drove profitability by overseeing vendor and subcontractor performance, conducting cost comparison analysis to ensure appropriate cost controls were in place.

●Enhanced cost control and operational efficiency by managing labor utilization and work flow planning to execute the timely delivery of materials and equipment to multiple job sites.



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