Sales Account Executive

Eric Larson

***** ******** ***** *********, ********** 95014 408-***-****

*************@*****.***

Senior Account Executive: Enterprise & Strategic Accounts

Consultative Selling / C-level Prospecting / Account Penetration

Top-performing professional with 14 years of advanced IT solution sales

experience, exceeding revenue goals and growing targeted accounts.

Expertise in SaaS, web analytics, cloud computing, and security industries.

Leverage high-quality prospecting techniques and hunter mentality to

capture record-setting results.

Performance Highlights:

. VisiStat: Led initiatives that resulted in 300% growth in total

company revenues, taking company from unknown start-up to well-known

industry player in less than 2 years.

. Tricipher, Inc. Generated $1.8M in revenue for new SaaS product, which

solidified acquisition.

. Perminova, Inc. Created sales structure for Electronic Health Record

SaaS start-up, and secured software integration and deployment into 5

pilot centers.

. OpSource, Inc.: 120% quota obtainment to capture $1M+ in recurring

annual revenue.

. Saratoga Bancorp: Ranked #1 company-wide for sales revenue with $2.5M+

in profits over 4 years.

. NTT / Verio: Achieved 200% of quota in first year to outperform team

of 50+ representatives.

Areas of Expertise:

New Business Development ~ Consultative Sales ~ Forecasting ~ Account

Management ~ Client Relationships

Territory Management ~ Proposal Development ~ Product Demonstrations ~ C-

Level Relationship Management

Complex Infrastructure Design ~ Contract Negotiations ~ Lead Generation ~

Solution Selling

Professional Experience

Verizon Enterprise Solutions, Inc., San Francisco, California

MAJOR MANAGED INFRASTRUCTURE SOLUTION PROVIDER SERVICING LARGE, GLOBAL,

ENTERPRISE CUSTOMERS.

SENIOR ACCOUNT EXECUTIVE / SENIOR ACCOUNT MANAGER (2012 TO PRESENT)

Prospected business in Fortune 1000 companies to obtain New Logos while

managing and expanding a large account base. Consulted with clients to

plan, design and implement complex Managed Web, Colo, Application,

Mobility, UCCaaS, Open Video, Security, and Professional Services

Solutions. Designed account and territory plans to maximize revenue.

Simultaneously coordinated and managed multiple complex technical teams

across diverse internal and external solution groups to provide complete

end-to-end solutions for the customer.

. Built account base by prospecting targeted accounts, including Virgin

America, Ross Stores, and Trimble.

. Quadrupled annual revenue on a single strategic account from 360k to

1.7 Million.

. Utilized Salesforce.com to maintain a pipeline at triple the

subscription rate.

. Retained key accounts by leveraging relationships with C-level client

executives and consulting groups.

VisiStat Inc, Campbell, California

CUSTOMER INTELLIGENCE PLATFORM PROVIDING WEB ANALYTICS, WEBSITE

STATISTICS, AND B2B LEAD CAPTURE SERVICES.

SENIOR ACCOUNT EXECUTIVE (2011 TO 2012)

Drove expansion into new markets and strategic verticals at innovative

start-up. Defined strategic sales plan to prospect and penetrate target

Fortune 500 accounts. Consistently achieved 110% of quotas and generated

large volume of referrals through reseller channel.

. Closed largest single deal in company history valued at $70K+ in new

revenue.

. Trained staff on value sales and product positioning, resulting in 33%

growth in average sale company-wide.

. Successfully expanded into untapped markets by researching targeted

verticals and defining sales strategies.

. Enhanced company image and visibility by directing overhaul of company

website and sales collateral.

Tricipher, Inc. / Acquired by VMware, Inc., Palo Alto, California

VMWARE IS A $20M COMPANY WITH 7K EMPLOYEES. ACQUIRED TRICIPHER, SSO AND

MULTIFACTOR AUTHENTICATION PROVIDER, IN 2010.

MANAGER OF INSIDE SALES / ENTERPRISE SALES EXECUTIVE (2009 TO 2011)

Directed full sales cycle for enterprise accounts. Prospected for new

business, qualified prospects, defined timeframe and budget, delivered

product demos, and developed viable solutions to customers' current and

future needs. Planned and executed marketing campaigns. Supported future

product development/enhancements.

. Improved prospecting and lead generation functions by improving global

processes and sales tools.

. Minimized costs by using interns to compile lists of enterprise

prospects and execute sales campaigns.

. Achieved 144% of quota to generate $1.8M in revenue for company's new

SaaS initiative.

Perminova, Inc., (Acquired by Private Investor), San Diego, California

START-UP DEVELOPER OF ELECTRONIC MEDICAL RECORD WEB-BASED SOFTWARE (SAAS)

WITH 10 EMPLOYEES.

SENIOR ACCOUNT EXECUTIVE (2009)

Recruited to support growth of newly founded SaaS developer. Prospected for

new business and strategized with integration partners to build pipeline of

potential clients. Collaborated with others to hire and train sales team.

Attended tradeshows and conducted product demonstrations. Presented product

benefits to C-level executives.

. Developed structure for sales organization. Defined

policies/procedures and wrote job descriptions.

. Prospected, qualified, and engaged consortium of 165 surgery centers

to test and trial product.

. Increased opportunities and sales by evaluating CRM tools, leading to

company-wide adoption.

OpSource, Inc., Santa Clara, California

MANAGED HOSTING PROVIDER SERVICING ENTERPRISE SAAS APPLICATION CUSTOMERS;

175 EMPLOYEES AND $15M IN ANNUAL SALES.

SENIOR ACCOUNT EXECUTIVE (2007 TO 2009)

Prospected and closed business in Web 2.0 and SaaS companies. Guided

clients to design and implement web architecture for delivering product via

SaaS model. Built territory plan to maximize revenue through channel

partners. Developed sales tools for cold calling and customer

presentations. Trained inside sales team on product knowledge and

sophisticated prospecting techniques.

. Maintained 120% of quota with $1M+ in recurring annual revenue by

prospecting strategic targeted accounts, including AdMob, Rivet

Software, and The Academy Awards.

. Achieved pipeline at 6x over subscription through Salesforce.com and

pipeline management techniques.

. Contributed to company growth from $15M to $30M in 1 year by working

with manager to organize usability of Salesforce.com. Improved

productivity and forecasting abilities; grew sales team from 5 to 22.

. Retained key accounts by leveraging relationships with C-level client

executives and resolving issues.

Saratoga Bancorp, Los Gatos, California

PROVIDER OF HOME LOANS, REFINANCING, AND EQUITY LOANS TO PRIME AND SUB-

PRIME BORROWERS.

SENIOR COMMERCIAL PRIVATE EQUITY CONSULTANT (2002 TO 2007)

Closed commercial/residential loans. Structured and processed private loans

for large commercial development and rehabilitation projects. Developed

network of brokers, and built relationships with realtors and loan

officers.

. Generated $2.5M+ in profits over 4 years, ranking #1 company-wide for

sales revenue.

. Streamlined closing process and developed new business through

training and excellent customer service.

. Expanded scope of business by targeting commercial borrowers with

billion-dollar global development projects.

Verio, Acquired by NTT, Mountain View, California

PROVIDER OF MANAGED HOSTING SOLUTIONS, CO-LOCATION FACILITIES, DEDICATED

SERVERS, WEB HOSTING, AND INTERNET CONNECTIVITY.

SENIOR ACCOUNT EXECUTIVE, STRATEGIC ACCOUNTS (1999 TO 2002)

Selected for quick advancement to outside sales team. Consulted with

enterprise accounts to identify business needs and sell services. Managed

key accounts, upselling clients, expanding technology footprint, and

growing revenue. Built relationships with top clients. Acquired large

database of C-level contacts in technology industry.

. Achieved 200% of quota in first year, outperforming entire inside

sales team of 50+ representatives. Earned President's Award for sales

results. Ranked #1 for revenue production in multiple quarters.

. Secured most meetings from cold calls and referrals, resulting in most

revenue for new data center.

. Prospected to CTO of Yahoo! and secured meeting with President of

Verio, and his team.

Prior success as Founder and President of Appearance Merchandising in

Chico, California.

Education & Credentials

Bachelor of Arts in Psychology

California University State, Chico, Chico, California

Professional Development & Licensure

Sandler Institute Sales Training . Real Estate Broker License

Technical Proficiencies

SalesForce.com, Microsoft Office (Word, PowerPoint, Excel), Internet, SaaS

Enterprise Hosting, Co-location, IP Networking, Firewalls and IDS, VPN,

Virtualization, SAN and NAS, Cloud Computing, Identity Access Management,

Single Sign-on, Federation, Strong Authentication, M2M, Mobility, and

Wireless Solutions

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