James Dougherty

203-***-**** actclv@r.postjobfree.com

VICE PRESIDENT OF SALES TECHNOLOGY SALES MANAGEMENT

Sales Professional with more than 20 years of experience creating and growing high performing revenue generating teams. High revenue producing executive with proven record collaborating closely with other lines of business to create measurable revenue plans. Greatest asset includes leading and coaching sales organizations that are creating and delivering a visionary client value proposition supported by client based research and data.

Areas of Strength

Team Building

C-Level Sales Alignment

Revenue Increase

Sales Consulting

Sales Methodologies

Business Expansion

Sales Operations

Client Initiatives Training

Global Relationships

Professional Experience

VP of Sales - SiteCompli – Jan 2015 – Present

Created GTM approach for all segments of the RE compliance space including creating insertion strategies into the largest commercial, residential & retail real estate entities in the world.

Manage 19 staff across 3 business lines with total P/L responsibility and top line revenue.

Integrated 350 clients and sales team upon the acquisition of our largest competitor in July 2015.

Accomplished sales teams growth FY15 – (62%), (26%) and (24%) across the 3 lines of business.

Developed sales training program to link our products and services to client executive initiatives and industry regulations.

Chief Sales Officer – Directed Connections - Jan 2013 to Dec 2014

Recruited by CEO to build a software development organization into a world class provider of ERP solutions in the commercial and research space. Responsible for all global sales activities with full P/L.

Led team of 8 Global Account Managers who supported a multimillion dollar book of business per territory.

Aligned sales organization more closely with company goals, focusing on 3 strongest market verticals, resulting in overall growth up 26% in the first year and improving customer retention to 97%.

Built strategic alliances with major industry associations in the technology transfer, pharmaceutical and financial verticals.

Coached team members in areas of product knowledge, positioning, sales strategy and account management. Implemented strong support tools providing clearer opportunity assessments and funnel management.

Strengthened GE relationship by introducing new platform features consistent with client needs, adding an additional $500K to revenue in the first year.

Collaborated across the finance, client support, marketing and implementation teams to drive product development. Grew our services business by 35%.

Company acquired by a major research publisher in the UK.

VP of Sales - MyCare Inc - Apr 2012 to Dec 2012

Hired by private equity firm to develop sales and organizational processes to launch 1st EMR software application nationally into the healthcare vertical and position the company for possible acquisition.

Grew revenue from $0 to $1million by partnering with 2 of the leading healthcare IT services companies adding 10 hospitals to the company’s sales pipeline and closing 4 deals, including the Yale-New Haven Hospital system.

Conceived initial product messaging, marketing and sales presentations. Implemented Sales Force CRM to leverage and expand potential client database and track sales opportunities in line with forecasts.

Created perpetual license models, including P/L cost analysis of software implementation and professional services engagements. SaaS modeling was also engineered for use in Phase II sales launch.

Company successfully acquired by Navigant Inc at the end of my tenure.

VP of Channel Sales, North America -PKWARE Inc - Aug 2010 - Mar 2012

Specifically hired by former CEO (Netkey) to create North American partner programs for resale, system integration, and consulting of PKWARE’s file level encryption and compression Software.

Managed 12 sales executives, 4 pre-sales engineers and 4 channel managers across both the commercial and Federal verticals.

Grew reseller revenues from $20M in 2010 to $38M in 2012, 1/3 of the company’s total revenue including 120 new accounts from organizations like McKesson, MetLife, Bank of Montreal, Wal-Mart and the I.R.S..

Developed System Integrator program and developed eco-system relationships across the partner spectrum to enable Go To Market Solution Strategies.

VP of Sales & Channel Development – Netkey Inc - Nov 2007 - Mar 2010

Member of 5 person executive management team, tasked with building company brand and accelerating revenue in a challenging economic environment.

Created strong presence in major targeted accounts including Anheuser-Busch, Pfizer, Wyeth, Coca-Cola, Verizon and Microsoft, resulting in revenue increasing from $5million to $10million.

Implemented sales plan around buildout of recurring revenue, which increased by 50% in 2 years, providing a more balanced mix of SaaS and Enterprise perpetual licensing.

Built VAE network in the US and distribution agreements internationally for greater global sales presence. Created VAR GTM strategy, training curriculum and pricing models.

Revenue increase led to a $2million capital raise and successful acquisition of the company of the company by NCR.

President - Americas - Reversa USA Inc - Sept 2001 to Oct 2007

Hired to set up US operations with full P/L responsibility for operations. Grew business from $0 to $6million in revenue in the first 2 years.

Directed sales of 22 regional reps. Instituted a consultative sales training curriculum covering software applications, major account sales and territory & funnel management.

Designed targeted earnings commission plan and implemented a sales tracking system to improve team retention and quota attainment.

Sales Manager – DNP America Inc - Oct 1990 to July 2001

Managed all OEM TV and computer monitor component sales in the Americas. Major accounts included Intel, Texas Instruments, Philips and Sony.

Recruited and managed team of 5 sales executives to support our business plans, product launches and overall growth strategies.

Increased sales on average 20-30% annually, totaling more than $45million by 2000.

Education

Bachelor of Arts, University of Connecticut, Storrs, CT

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