Sales Manager

David W. Sanders

SENIOR SALES EXECUTIVE: CRO, SVP, VP

Driving sales transformation through vision, strategic leadership, and game-changing technology solutions

Senior Sales Executive with 15+ years of proven expertise in field-sales leadership and transformation, consistently delivering year-over-year double-digit revenue growth through development of highly motivated, collaborative, and customer-centric teams that develop, close, and maintain high-value, large-scale accounts.

Savvy marketing strategist, with broad go-to-market expertise across cloud, SaaS, and enterprise technologies, diverse vertical markets, and outside-the-box solutions. Highly skilled in defining and launching new multi-million dollar products and services using a strategic market development approach that aligns territorial expansion with operational capacity and revenue expectations.

Sales Strategy & Business Planning Sales Process Models Strategic Partnerships Channel Sales B2B & B2C

Solutions Selling Missionary Sales Big Data Omni Channel Business Intelligence Cloud SaaS

High Value Account Management Go-To-Market Strategy Performance Metrics Strategic & Complex Sales Negotiations

PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS

IBM CORPORATION, Atlanta, GA 2011 – Present

North American VP of Sales, Smarter Workforce - formerly Kenexa (2014 – Present)

VP of Sales, Smarter Commerce, Eastern US – Formerly Sterling Commerce (2011 – 2014)

Hand-selected to lead Eastern US consolidation and integration of complex B2B and B2C global sales organization following acquisition of Sterling Commerce. Led multiple sales organizations of varying size and scope, over a four-year period, with quotas from $24M to $169M and teams of 25-175. Restored employee morale and engagement by formalizing a shared vision and new corporate strategy. Recognized as Top Performing Division in 2011 and 2014.

Chronology of Achievements:

2011. Led consolidation of four business units into one cohesive team, aligning and mobilizing a unified performance-based culture in first 90 days that delivered 104% quota attainment on $169M, in newly integrated unit.

2012. Provided strategic leadership as Executive Sponsor to close IBM's first IBM Smarter Commerce solutions valued at $37M for one of the world's largest big-box retailers, while leading organization to double-digit YoY growth.

2013. Recognized with Sales Eminence Achievement Award for providing executive leadership and individual sales that propelled business unit to overachieve target during rebuilding year (only unit to overachieve out of five divisions).

2014. Hand-selected to transform declining business unit with severe attrition and instability. Led revenue turnaround from $11.2M to $23.6M in 6 months, reversing 40% downward cycle and raising sales rep productivity. Earned Managers Choice Award for elevating division from lowest performing division of five to within top two at IBM.

STERLING COMMERCE 2004 – 2011

VP of Sales, Emerging Markets (2010-2011)

VP of Sales, Eastern US & Canada (2004-2009)

Brought on board based on industry reputation for building and developing high-performance teams. Selected for high-profile transformation roles to lead global sales expansion into emerging markets, as well as turn around critical high-value accounts.

Strategically built new Emerging Markets Division and expanded global marketing reach through successful introduction of B2B/B2C SaaS solutions in the US, Brazil, Canada, Federal Government, and across 5 vertical markets. Forged technology partnerships and leveraged sales channels to overcome significant cultural and infrastructure challenges. Generated $29.3M in revenue and 43% YoY growth, overachieving target and expanding sales team from 13 to 32 in 12 months.

Transformed Southern region from worst performing to top performing and established new retail division focused on omni-channel solutions that generated over $10M in new license revenue the first year.

Led collaborative solutions process to devise an integrated B2B enterprise supply chain platform for the world's largest retailer that was recognized with National Retail Federation Technology Innovation Award. New solution delivered multimillion dollar cost savings to the customer and restored account loyalty, leading to $15M Omni-channel solution.

David W. Sanders

PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS (CONTINUED):

SYBASE CORPORATION 2003 – 2004

VP of Sales, Eastern US

Selected based on sales turnaround expertise to transform a database software sales team into a strategic solutions sales organization. Conceived and implemented new sustainable revenue model targeting big data and mobility markets.

Orchestrated sales plan and directed growth of redefined sales operation to surpass quota attainment in initial 12 months, increasing software applications revenue by 200% during tenure.

CEDAR CONSULTING 2002 – 2003

VP of Sales, Commercial Markets

Brought in as a senior sales leader of executive team to develop a new commercial sales organization promoting PeopleSoft solutions. Designed and modernized sales strategy and direction to support corporate growth objectives.

Created comprehensive sales organization within six months, including pre-sales, telesales, and direct sales teams.

Built $20M commercial sector pipeline through missionary sales tactics that secured early adopters' advocacy.

PEREGRINE SYSTEMS 2001 – 2002

Director of Sales

Recruited to revamp underperforming healthcare and utility sales team and leverage expertise in large, multi-national account development to align comprehensive solutions with tested product management practices.

Devised new vision for the organization and instituted strategic growth plan that transitioned 80% of the sales team while maintaining high morale, using a personalized approach and focused communications campaign.

Employed innovative sales techniques targeting two new vertical markets that delivered 35% YoY growth.

EARLY CAREER - Recruited based on track record of top 10% performance and quota attainment in ERP solutions sales.

Global Sales Manager, Siebel Systems – Recruited based on top sales performance at SAP in major account complex solutions.

Global Account Manager, SAP America – Recruited by peer at JD Edwards to introduce new retail solutions.

National Account Manager, J.D. Edwards – Process Manufacturing sector, new market introduction.

Account Representative, Lawson Software – Introduced new merchandising solutions to the retail market.

Director of Sales, Triad Systems (Automotive Aftermarket) – Top producer achieving over-quota performance 8 out of 9 years; promoted 3 times based on success.

EDUCATION

Bachelor of Science, Business Administration, University of Arkansas at Fayetteville

TRAINING & PROFESSIONAL DEVELOPMENT

Executive Conservation Executive Leadership WIGS (Wildly Important Goal Setting) Solution Sales TAS Consultative Selling

AFFILIATIONS AND PROFESSIONAL NETWORK

APICS NRF Association of Sales Professionals Cloud Sales Professionals American Management Association

TECHNICAL SOLUTIONS, VERTICAL MARKET EXPERTISE, AND GO TO MARKET LEADERSHIP

Software: CRM, SaaS, Cloud, ERP, SFA, MKTT, HCM, LMS, SQL, CPQ, EAI, EDI, B2B Integration, Big Data, Compensation

Solutions and Technologies: Cognitive Computing, IBM Watson, Data Analytics, Mobile Networks, Omni-Channel,

Social Engagement, Supply Chain management, Smarter Workforce, Digital Transformation, IoT, Procure to Pay

Vertical Markets: Retail, Financial, Transportation, Discrete and Process Manufacturing, Retail Banking, Healthcare, Federal Governments in US, Canada, and Brazil, International markets

Go to Market Sales Leadership: Telesales, Field Sales, Channels, Pre-sales Consulting, Consulting, Lead Development

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