Sales Management

Nicholas J. Koger

**** ********** **** • Austin, TX 78723 • 607-***-**** • *****.*.********@*****.*** Business Development Professional

Solution Sales • C-Level Experience • Miller Heiman and Sandler Trained • Sales Management • Procurement Contract Negotiation • Strategic Account Management • Challenger Sales Vendor Qualification and Management • SaaS Expertise Professional Experience

CommercialTribe, Chicago, IL Nov 2014 – Apr 2016

CommercialTribe is a video practice and coaching platform for onboarding and developing sales reps and managers that allows sales and marketing organizations to increase the speed and effectiveness of their messaging, learning, delivery, and coaching - improving overall rep productivity.

Enterprise Sales Director

• As the first Sales Director hired, sold the largest deal to date to Grainger for $350,000 and the third largest to British Telecom for

$180,000. Also brought on Lionbridge, HMH, Wipro, etc while assisting in onboarding 5 new hires and developing a sales process for the organization

Salesforce.com, Chicago, IL Apr 2014 – Nov 2014

Salesforce is the Customer Success Platform helping companies connect with customers, partners, and employees in entirely new ways. Accout Executive, Financial Services

• Responsible for managing and growing all 250 accounts within the Financial Services in Toronto between 100 and 500 licenses while selling into all new business

• Performed consistently across a monthly goal of $82,000 and selling over 110% of monthly quota to companies like Burgundy Asset Management, Sentry Investments, and Gluskin Sheff

LinkedIn Corp, Chicago, IL Jan 2013 – Apr 2014

LinkedIn is the world's largest professional network on the Internet connecting the world's professionals to make them more productive and successful.

Relationship Manager, Talent Solutions

• Achieved 101% of goal by selling the recruiting and employee branding solutions to HR and Marketing executives

• Led training sessions to coworkers to understand the CEB Challenger model and the intricacies of navigating the budget cycle

• Held regular quarterly business reviews with 80+ accounts to identify pressing recruiting needs for clients and how LinkedIn solutions would solve those issues to fully demonstrate a return on initial and current investments Corporate Executive Board, Washington DC & Chicago, IL July 2006 – Nov 2012 CEB is a best practice insight and technology company equiping leaders at more than 10,000 companies with the intelligence to effectively manage talent, customers, and operations. Director, Finance Leadership Exchange

• Built out the Chicago team through hiring, sales training, supporting commercial conversations, and product development, all tailored for the needs of CFOs at mid-sized companies

• Coached team by providing better understating of the CFO landscape around topics including M&A, Risk Management, Strategic Planning, Management Reporting, Budgeting & Forecasting, Investor Relations, Cash Management, etc.

• Conducted over 30 appointments a month with CFOs at midsized companies, tailoring the conversation around their company’s most pressing needs, and then teaching them how to solve those challenges through CEB services

• Developed strong organizational, project management, and follow-up skills from delivering over 900 customized presentations, resulting in 12 straight quarter goals and over $2.1M in business in the midst of a recession

• Identified and qualified leads within a specific territory to secure sales meetings between CFOs and CEB Sales Directors through cold-calling

Education

Cornell University, Ithaca, NY 2001 - 2005

Bachelor of Arts in Economics

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