Sales Manager

JOHN E. WALSH

** ****** **** 781-***-**** 617-***-****

Wellesley, MA 02481 www.linkedin.com/in/johnelliotwalsh *.******.*****@*****.***

SENIOR SALES PROFESSIONAL

Sales Growth… Proven success in Consumer & B2B… Enterprise Sales… Managing Complex Sales

Successful sales development professional offering seasoned career experience accelerating top line revenue

increases, strengthening market share, developing and deploying effective sales plans, gaining new business

partnerships, and launching new & innovative technology solutions to market. Accomplished management

leader with propensity for penetrating target market, cultivating relationships with key decision makers,

developing profitable sales results, and attaining status as a sales pioneer capable of penetrating accounts

recognized as near impossible. Diversified industry exposure spanning both technology and consumer

products/services. Additional strengths include:

Enterprise Sales Customer Experience Management CX Territory Development Marketing

Technology

Sales to major brands Retail & CPG Sales Omni Channel Text Analytics

SELECTED HIGHLIGHTS

Took over under performing region and grew sales from $0 to over $2.5 million in license agreements.

Structured strategic channel sales agreement valued at $2+ million for emerging luxury consumer

services organization.

Secured joint sales opportunity with a major business unit of the world wide leader in networking.

Grew sales 2,000% for consumer product Goods Company with the development and execution of the

company’s sales plan and strategy.

CAREER PROGRESSION

Clarabridge Boston, MA 2014 to Present

Business Development Director – East Coast

Tapped by Customer Experience Management firm to drive sales for hyper growth phase. SaaS text

analytics platform and dashboards help Enterprise clients develop their own Voice of the Customer

programs by listening to all CX data from the contact centers, social listening and surveys enabling them to

leverage the data across the enterprise. The platform utilizes advanced analytics and natural language

processing to enable clients to use new insights and leading indicators to create more engaging

relationships.

JOHN E. WALSH PAGE 2 OF 5

Business to Key focus of driving sales within the Retail, CPG and Hospitality sector. Working

with marketing, analytics and IT leaders to improve NPS via collection of verbatim

Consumer

from contact centers, suveys and social listening tools. Individual applications of

vertical focus

social listening technology and dynamic surveys were sold along with the platform in

most instances.

Pipeline Driving sales and new pipeline development with industry leading brands such as

CVS, Staples, Keurig, Rogers Communication, Toys R Us, J Crew, Coach and many

Development

more.

Consultative

Engaging Marketing, Customer Experience and Contact Center professional as they

Sales

begin their education & development of their CX programs via onsite meetings,

consultative sales, presentations and industry events. Additional work with

engineering and marketing teams to present compelling value to prospects.

Alchemy Systems Boston, MA 2010 to 2014

Area Sales Manager

Recruited to best in class SaaS based interactive training company. Charged with taking the business to the

next level of growth and valuation. Providing human capital management and productivity enhancement

solutions that are delivered via an eLearning/Interactive SaaS based training platform. B2B focused sales

prospecting on large enterprise. Currently responsible for sales activities in the Northeast and parts of the

Mid Atlantic.

Sales Top ranked Sales Director with over $2.5 million in sales in 2013. The highest dollar

amount the region has ever generated in the company’s history.

Performance

Pipeline Developed entire sales plan plus significant prospect pipeline with Fortune 1000 and

industry leading companies including Hershey’s, Ocean Spray, Green Mountain

Development

Coffee, Nestles and Campbell’s.

Regional Act as Manager on all major accounts, manage implementation, account management

and develop strategies with other company sales managers to penetrate specific

Management

accounts.

Region Turned around under performing region, grew significant pipeline and created one of

the most profitable regions in the company.

Performance

FlyLite Boston, MA 2007 to 2009

Director of Business Development and Marketing

Direct Reports: 4 – Sales & Marketing Coordinators

Joined startup travel services organization focused on providing first class travelers with a premium travel

service. The exclusive service was offered direct and through strategic partnerships with prestigious hotels,

JOHN E. WALSH PAGE 3 OF 5

luxury resorts, airline clubs, and travel agencies. Key activities involved developing the entire sales process,

developing sales team, establishing target accounts, guiding business development efforts, building channel

customers, and steering brand identity as that of a luxury brand.

Sales Developed clear sales strategy, processes and hired 4 person sales team. Secured

company’s first strategic channel sales partnership with North America’s largest

Performance

luxury hotel chain valued at $2+ million.

Pipeline Garnered frequent traveler customer pipeline with industry leading companies such as

American Express, Citibank, Delta, American Airlines, and Carlson Travel.

Development

Value added Strengthened bottom line performance with strategic channel sales partners by

providing high end service to frequent travelers seeking value added services.

Services

Internet Realized Internet traffic increase of 3,900% (from ~ 7,000 per month to up to ~

280,000) as first to manage all search engine optimization (SEO), search engine

Marketing

marketing (SEM), online marketing, email communication, and e commerce design

activities.

Product Lead the development of the product positioning as a premium status based service

and developed marketing programs for luxury hotel chain.

Development

Gryphon Networks Boston, MA 2005 to 2006

Business Development Manager – Consultant

Contracted to build channel distribution and the go to market strategy for SaaS based customer contact

management, compliance, privacy, archiving and data hosting start up.

Account Structured joint sales opportunities with Cisco’s $1.5 billion IP Business unit by

creating strong relationships with key decision makers.

Development

Presentation Stimulated product interest by conducting sales meetings and presentations with

Fortune 500 accounts while managing the entire sales lifecycle.

Facilitation

Evolve Golf, Inc. Boston, MA 2002 to 2005

Director, Sales and Marketing

Staff: 30 – Independent Sales Representatives

Co Founded Sports Products Company specializing in providing customers with premium sporting goods

accessories for the golf enthusiast. Tasked with developing entire sales process plus building and managing

sales team, securing new business, managing existing relationships, and driving sales through with major

big box retailers across the nation. Developed team of 30+ independent sales representatives to penetrate

and grow sales channel and established relationship with key distributors in North America.

JOHN E. WALSH PAGE 4 OF 5

Sales Achieved first year sales goal of $900,000+ and received recognition for guiding the

most successful product category launch by growing retailer channel to 1000 from 0

Performance

and selling 350,000+ packaged units.

Developed channel of nearly 1000 retailers in under 24 months. Plus developed

Channel

extensive channel that was comprised of top private and premiere golf resort courses

Development

in US. Lead entire sales team with development of strategy, tactics and execution.

Strategic Accelerated sales nearly 2,000% (to $900,000+ from ~$45,000) year over year while

developing valuable brand association by cultivating marketing relationships with

Partnering

marquee clients such as Ping and Cleveland Golf.

Branding Developed branded golf bags, promotional bags, packaging and event branding.

Solidified product validation, exposure, and reputation by securing license agreement

with PGA tour, working key regions across the United States and attending retailer

and professional association events.

Fatpipe Networks, Inc. Boston, MA 2001 to 2002

Regional Channel Sales and Marketing Manager

Selected to develop new sales region for router clustering technology company. Company had no existing

footprint in New England or sales revenue. Delivered solutions to enterprise customers in banking and

financial services industries in partnership with telecommunications providers. Managed team of 2 inside

representatives.

Region Ranked 4th in country out of 12 regions by leveraging direct sales techniques, joint

sales calls with reseller sales team, and acquisition of new resellers.

Performance

Revenue Fueled product sales 500% serving as product speaker at reseller customer events and

by driving joint sales calls using channels from within telecommunications industry.

Enhancement

Sourcegate Systems, Inc. Burlington, MA 2000 to 2001

Senior Sales Executive

Chosen by marketing Technology Company to develop initial customer base, open new channels and

capture logo accounts for client list. Service allowed clients deliver a premium internet based portal of

content, media, and advertising. Collaborated with multi disciplinary teams in marketing and development

to deliver customized solution to clients.

Performance Recognized for securing first company sale out of team of 3.

Contracts Secured 75% of all sales contracts in company’s first 2 months of existence.

Distribution Opened 2 distribution channels through licensing and rebranding to 6 service

providers.

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Earlier Career History

Senior Account Executive – Securicor Wireless; Boston, MA (1997 to 2000)

Sales Representative – Video Transfer; Boston, MA (1995 to 1997)

Associate Producer and Production Associate – Fox TV and ESPN; Boston, MA and Bristol, CT (1994 to 1995)

E D UCAT I O N A N D T R A I N I N G

Communication Degree

Massachusetts Communication College; Boston, MA 1994

Challenger Sales Methodology

Acclivus Sales Training / Acclivus Sales Negotiation Workshop and Mastery Program

Dale Carnegie Sales Training

Miller Heiman Strategic Selling

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