Sales Executive

Thomas M. McLaughlin

***** ********* *******, *******, ** 94536 · 510-***-**** · *********@*****.***

https://www.linkedin.com/in/thomas-m-mclaughlin-815479/

w Sales Executive w

Forward-thinking executive with 20+ years experience building and aligning sales organizations with key business objectives to achieve dramatic bottom-line results. Characterized as a “hunter” who excels at opening new markets, turning around underperforming territories, restoring order to chaos, and closing new business opportunities during downturns. Broad background spans start-ups and established organizations in aerospace/defense, IT, transportation, communications, CPG, and pharmaceuticals. In-depth technical knowledge in electronic design, product/software lifecycle management (PLM/SLM), systems engineering, predictive analytics, Big Data, AI, Spend Optimization, and IT consulting (ERP, CRM, ECM, SCM, BI, CPM, AI, ML, DL, SOA, and CAD/CAE).

Outstanding relationship builder, successful in rapidly gaining, maintaining the trust of C-level executives & key decision-makers.

Visionary leader who can drive organizational change, mitigate risk, identify alternatives, and promote new ideas.

Strong team player and mentor, skilled at inspiring confidence, listening, leading by example, and building loyal sales teams committed to exceeding expectations.

Ultra-confident performer with superior sales closing skills and a strong instinct for what will sell.

Key Competencies

Sales / Business Development

Revenue / Profit Growth

Strategic / Tactical Planning

Software Solution Sales

Team-Building / Training

Supply Chain

Startups / Turnaround

Opportunity Management

Marketing Strategies

Savvy Negotiation

C-Level Presentations

Territory Penetration / Expansion

Multi-Million Dollar Contract Closure

Business Process Integration

Key Account Management / Retention

Selected Accomplishments

Twice was #1 salesman in NA and was the #1 World Wide Salesman of the Year for BOARD International. Led and closed their first SaaS NA customer for over $1.5M in ARR

Named 7 times to quota club and awarded “Salesman of the Year” twice at Ascent Logic and at BOARD International

Stopped & closed a $1.6M at Wyse sale in progress from a competitor by convincing client to go with Harris/EDA by leveraging a new technology that was under development in R&D.

As a salesman, took over distressed territory and closed 90% of all qualified opportunities over a 5-year period at Harris/EDA and was always in the top 3. Promoted to Western District Regional Manager.

As District Manager, established leadership and discipline, and turned around an underperforming region in less than 9-months, met 100% of annual sales target with one less sales executive.

Led software process implementation & execution for a Boeing must-win $17B proposal project, resulting in a $30B new line of business, and a $5M software purchase.

Saved a major Army contract from cancellation by collaborating with client Lockheed Martin team to win $1B proposal, gaining $1M+ in new sales for Ascent Logic. Received commendation by Lockheed for superior vendor initiative.

Negotiated multiple $5M sales to Boeing, Lockheed Martin, and Tandem Computers.

Professional Experience

BAZIRT, Inc. Pleasanton, CA July 2017 to Current

Bazirt is an early stage startup that is transforming Workforce Alignment & Performance Management through leveraging Digital Data, AI Machine & Deep Learning technologies.

CO-FOUNDER & CHIEF REVENUE OFFICER

Co-founder of a revolutionary Workforce Analytics platform that enables Executive Management & Enterprise wide employee/consultant/contingent labor business goal alignment. Replaces survey-based performance reviews with real-time digital data and AI techniques.

Consulted with CFO’s, CIO’s, and VP HR to understand their business goal alignment, product/service time to market, and talent performance and productivity.

Created complete business plan, financial model, investor presentations, GoToMarket strategy, competitive analysis, and marketing/sales processes.

Established initial sales pipeline of $2M that includes: Adobe, Western Digital, Micron Technologies, Qualcomm, TriNet, Abbott Labs, and NetApp

Validated business value with MIT Sloan School of Business, New Balance, Abbott Labs, and Wells Fargo

Closing fist two customers required to close first institutional investment round

BOARD International, Chiasso, Switzerland January 2015 to July 2017

BOARD is a global leader in cloud/on premise for Business Intelligence, Analytics, Corporate Performance Management (“CPM” - Budgeting, Reporting, Forecasting, Consolidation and Business Intelligence) in midsize and enterprise companies worldwide.

WESTERN REGIONAL SALES DIRECTOR

Responsible for business development of a 7-state west coast region. Built and prioritized targeted market, and changed sales strategy focus to companies with $500M in revenue. Prior to this average deal size was $25K:

Consulted with CFO’s, VP’s of Finance, FP&A Directors and Budgeting Managers to understand their budgeting, forecasting, reporting, consolidation and business intelligence process and how to optimize reporting performance and process.

Manage the sales proposal process from opportunity identification through contract execution

Personal success model: Conduct thorough needs analysis, match those needs to a solution, be transparent in every step of the sales cycle.

Closed Del Taco for over $500K; OKInternational (division of Dover); NVA, Tanvex Pharma; Comet international, LG Mobile Communications, Numi Organic Tea, Crimson Wine Group, Redwood Credit Union, National Raisin, BioMarin Pharma, and The Cheesecake Factory restaurant chain

Built business case for BOARD’s AZURE SaaS cloud development and closed first NA client in The Cheesecake Factory with order for over $1.5M

2015 - 150% of quota #1 in US Region

2016 - 205% of Quota & Salesman of the Year

COUPA SOFTWARE, San Mateo, CA 2011 to 2012

Software as a Service (SaaS) Enterprise Spend Optimization platform for all non-payroll expenses. This included Procure to Pay, Expense Management, and Spend Analytics

SALES DIRECTOR: ENTERPRISE ACCOUNTS

Assumed named accounts of greater than $1.5B in revenue, and within 120 days accomplished the following:

Created and executed sales plan that resulted in $5M qualified pipeline

Opportunities that closed including the following worth over $1.5M:

o(2 orders) salesforce.com, Williams – Sonoma, Con-way Freight, Woodward, Inc., and Clorox, Inc.

Built 2013 pipeline of $2.6M

ACCEPT SOFTWARE CORPORATION, Santa Clara, CA 2010 - 2011

Software as a Service (SaaS) Enterprise Product Development Platform for the Product Development Lifecycle Process consisting of Ideation, Product Portfolio Management, Requirements Management, and Agile development.

SENIOR ACCOUNT EXECUTIVE

Assumed blank territory with no identified prospects or customer’s, and within the first 30 days created business plan that resulted in the following:

Created sales strategies, and templates used by as the standard for target markets of both C and V Level executives

In first 90 days closed 3 new accounts including Nicira, and RGB Networks

In first 12 months expanded total company customer base by 10%

Was the #2 salesman in the Corporation

Closed three major accounts of Bentley Systems, Ceridian, and Thomson Reuters Elite with end of year value of $800K

Creating New Business verticals in Healthcare and Banking Financial services.

PAXENT TECHNOLOGIES, INC., Pleasanton, CA 2007 – 2009

Open Source Software (OSS) Software as a Service (Saas), Software Lifecycle Management (SLM), and Big Data process/predictive analytics provider (Was a casualty of the Great Recession)

PRESIDENT & CEO

As President and co-founder formulated business plan, pro-forma financials, go-to-market plans, and sales strategies for new start-up delivering Software Lifecycle solutions to global banking and finance clients. Recruited and hired key executives, raising seed round, hired legal counsel, devised operational plan, led investor presentations, and generated new business.

Identified 4 early adoptive clients for bootstrap funding strategy.

Big Data solution mitigated the costs and risk of product development by harvesting multiple sources of data in real time facilitating objective decision-making for clients Wells Fargo, MetLife, CapitalOne, and eBay.

PRIMITIVE LOGIC, San Francisco, CA 2006 – 2007

Boutique IT consulting firm specializing in ECM, ERP, CRM, Business Architecture, and SOA

SENIOR SALES EXECUTIVE

Directed all sales activity and performed cold calling and prospecting for strategic consulting engagements at the C-level, leading to larger follow-on contracts. Working relationship with primary channel partners IBM, BEA, Oracle, and Microsoft.

Managed company’s primary account, Wells Fargo Bank, and grew account by 150% within 6 months.

Expanded business and IT technology consulting services with Robert Half and Adobe.

Left to launch new startup Paxent Technologies.

HOLAGENT CORPORATION, Gilroy, CA 2000 – 2004

Start-up developer of design architecture for Product Lifecycle Management (PLM) market

VICE PRESIDENT, NORTH AMERICAN SALES

Jump started operations within start-up acquiring assets and customer list of ASCENT LOGIC a previously leading-edge company. Created corporate vision for next generation of products, including business, sales, and go-to-market plans with quota and 5-year financial projections. Reported to CEO.

Spearheaded movement from a tool’s provider to a more valued solution provider in larger market segments.

Stabilized existing customer base of 2,000 worldwide, developed and executed CRM strategies, and established beta sites for new products.

Provided introductions to multiple sources for first round of funding.

Re-established relationships with customers such as Boeing, Northrop Grumman, TRW, NRO, and SAIC.

Signed 3-year, $5M VPA agreement with Lockheed Martin and closed $1.5M in revenues within first year. Produced additional $1M in second year.

ASCENT LOGIC CORPORATION, San Jose, CA 1992 - 1999

Provider of Systems Engineering solutions for Product Lifecycle Management (PLM) market.

SENIOR ACCOUNT MANAGER

Hired to build sales region in the Aerospace and DoE market. Through personal initiative developed new sales process that resulted in the following:

Four-time member of Quota Club and twice Salesman of the Year

Revamped dormant territory, closing $2.1M in new business, achieving 141% of quota.

Closed major new accounts such as Boeing, (Wedgetail Project) project worth $17B and revenue of $5M to ALC.

Establishing new markets in Business Process Reengineering industry.

Re-establishing partnership relationship with The Boeing Company, which resulted in major VPA agreement

Closed Westinghouse Hanford worth $ 3 Million, and a new line of business.

Closed Sun Microsystems worth $250K and established a new commercial market.

Closed a 28 license three location order from Lockheed Martin, and established ALC as Lockheed’s corporate standard.

HARRIS EDA, San Jose, CA 1982 - 1992

Provider of state-of-the-art CAD/CAE solutions for place and route of PCB, MCM, and Semi-custom IC designs.

DISTRICT REGIONAL MANAGER

Started career as a Sales Representative and assumed blank sales territory with no identified prospects or existing customers. Within aggressive timeline, developed detailed sales plan to identify and target suspects, which was the foundation for 5 years of sales of continuous success. Based on my superior performance was promoted to District Regional Manager to an underperforming region. Turned around district in first year even with one less salesman. Mentored, developed, and trained sales team of recent college graduates.

Achieved 120% of District Quota for 1992.

Exceeded District Quota first year by achieving 110%.

3-time member of Quota Club.

Achieved second in sales ranking in the US with sales of $2.2 Million, and 145% of quota.

Closed net new account of Wyse Technology, worth $1.6 million.

Education

Bachelor of Arts, Western Illinois University

Contact this candidate