Sales Executive
Resume:
WAYDE STEPHENS
wk_stephens@yahoo.coml***.***.****
Enterprise Technical Sales Leader
Dynamic sales executive deeply connected to IT, network, infrastructure
and datacenter decision makers. Turn around ailing regions, jumpstart
stagnant territories, designing and directing high-impact strategic plans,
drive market share and earnings growth, expertly re-positioning value.
Expand client base, creating custom solutions that scale both corporate
and client objectives. Build, train and lead high performance global
teams, developing world class talent. Hold myself personally accountable
for results.
( Software, Network and Datacenter Sales
( Hunter/Closer/Leader
( New Technology Market Penetration & Expansion
( Enterprise account Penetration, Development and Management
( Channel Development, Management, Growth
Professional Experience & Accomplishments
Datec, Inc., Seattle Washington
Pacific Northwest based Enterprise Infrastructure and System integrator
Value Added Reseller
Senior Business Development -Named/Major Accounts
October 2012--Present
Recruited to IT VAR to bring experience and expertise in penetrating named
and major accounts in the Seattle market and to assist in revenue
expansion, market growth and sales leadership.
Highlights:
V Closed first new business within first 30 days (new logo accounts)
V Built $3.5+ million pipeline in first 90 days from scratch
V Presently driving $5m+ per year in revenue
V Closed $1 million+ in revenue in November 2013
V Developing and leading new processes to drive efficiencies and
profitability
V Vendor relationship manager
V Own a portfolio of solid accounts (Winshuttle, Brooks Sports, King
County, Blue Nile, more)
> Reason for Leaving: Limited opportunity to achieve career
objectives
Agiliant, Inc., Kirkland, WA
Agiliant's suite of managed services provides a cost effective best
practice alternative for organizations to more efficiently manage all
aspects of their IT systems, assets and operations.
Vice President of Sales-Channels, West Region
Jan-Aug 2012
Recruited to develop key territories throughout the Western region and
drive incremental business directly and through channel partners.
Immediately called on, presented to and closed Enterprise accounts. Hired
solution specialists, trained, mentored, develop sales processes, and
provide sales management, sales strategies, sales presentations and
customer facing interaction. Responsible for lead generation, lead
conversion, account development, account and territory penetration, deal
structuring, pricing and services delivery execution, reporting and sales
metrics.
Highlights:
V Oversee all sales and sales operations, sales processes and sales
execution functions in West region
V Individual contributor role in addition to sales and partner leadership
V Gain successful partner contracts to deliver services in respective
regional marketplaces
V Customer facing presentations, negotiation and deal structuring in
collaboration with partners
V Key liaison between partner, end-user, services delivery personnel and
headquarters
V Orchestrate go to market strategies, positioning and delivery
V Multi-million dollar pipeline in first 60 days
> Reason for Leaving: Financially strapped start-up
Estorian, Inc., Bellevue, WA
2008 - 2011
A leading provider of e-discovery archiving and compliance software
Vice President of Sales, North America
Recruited to start-up organization to focus on sales and market growth, new
market penetration and channel build-out for developer of eDiscovery,
archiving, retrieval software for corporate email systems.
Highlights:
V Expanded scope and reach into new market verticals creating new revenue
opportunities
V Individual contributor role in addition to sales leadership
V Exploit market verticals as a focus (medical, financial, manufacturing,
Insurance, legal)
V Influenced realignment of markets and geographic focus to better
penetrate verticals
V Strengthened pipeline and market development to increase revenue
opportunities ($5 million+)
> Reason for Leaving: Financially strapped and product not market
viable
General Software, Inc., Bellevue, WA (Acquired by Phoenix Technologies in
The leading supplier of firmware solutions, enabling development of
specialized devices in embedded, telecommunications, data communications,
targeted PCs, industrial PCs, ultra mobile PCs, information automation, and
consumer electronics market segments - acquired by Phoenix Technologies in
September 2008
Vice President of Global Sales
Spearheaded strategic plans to drive domestic and international sales, new
market penetration, and channel development for provider of firmware and
embedded bios software, which aids OEM and ODM customers in differentiating
their products in global marketplaces.
Major Accomplishments:
V Defined marketing vision, sales territories, and company positioning in
diverse multinational markets across 5 continents
V Exceeded quota within first 3 months by transforming underperforming
global sales team and channel partner base into high-performance
collaborative entity
V Created world class global sales team in 1st year by recruiting,
restructuring, and training reps
V Maximized efficiency and opportunities in global markets by realigning
territories and quotas
V Establishing new sales approach which strengthened market penetration,
built-out pipeline, shortened sales cycles, captured new account wins,
and expanded existing business
V AMD, Intel, Via, Cisco, Seagate, Microsoft, Lucent, Abbott Labs, GE
Medical, Google, Boeing, Dow Chemical, Thalus Avionics, Nordstrom,
Medtronic
Revenue Growth:
V Grew revenue 30% year-over-year (YOY) and reduced cost of sales over 30%
by implementing new sales forecasting tool and methodology
V Increased international channel partners' revenue 27% YOY by introducing
new partner strategy
V Added over $5 million to sales funnel by improving visibility, sales
activities, and pipeline management
V Led #1 rep to achieve 257% of quota and team to attain 110% or more of
quota each year
V Achieved highest percent to quota per month in team's history at 175%
> Reason for Leaving: Acquisition, relocation required
Prior Employment
Knowledge Anywhere 2003-2006 VP, North America
Sales
TechProdX 2000-2003 Co-Founder, VP West
En Pointe Technologies 1994-2000 Director, West
Region
GTE Directories 1986-1994 Sr. Account
Executive
Education
BBA, Marketing Emphasis, University of Puget Sound, Tacoma, WA
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