Technical Sales Professional

David Skeddle Mobile: 412-***-**** Email: ********@*****.***

Professional Summary

Revenue Generating Information Technology professional with 15 years of B2B experience selling complex software solutions and services. An account manager and a technical sales engineer. Viewed as a trusted ‘business’ and ‘technical’ adviser. An organized, meticulous, customer relationship professional. A highly competitive natural born leader with an instinct to motivate others to excel.

Sales

10 years of successful experience in a quota driven sales capacity at a SaaS / B2B startup

Top revenue generator of a high-growth, technology company

Account Manager with proven results - consistently exceeded quota goals quarterly/annually

Effective Communicator - with C-level business executives, owners, and leaders about the technical, account, and financial aspects of the relationship

Trusted - honest and transparent partner to customers, winning and keeping their trust

Team Leader of Account Managers in the US and technical resources in India (24x7 NOC)

Skills

Technical (M.S. in IT), customer-centric (relationship builder) and entrepreneurial (startup partner)

Experienced in selling and negotiating products and services while closing the deal

Experienced in target account selling, solution selling, and/or consultative sales techniques

Implemented Challenger and MEDDIC sales methodologies

Presenter of product seminars (30+ attendees), technical demonstrations, and trainings in one-on-one, group and classroom environments

Ability to explain difficult software applications to the inexperienced in easy to understand terms

Lifelong learner, self-motivated, engaged in constantly learning and evolving

Business development, pre/post sales support

Completed Demo2Win! workshop - delivered compelling software and technology demos to improve win rates

Work History

Tech Startup (private) – Sales Director \ Senior Sales Engineer – IT Company

Jan / 2020 – Oct / 2023

Account management and Technical Sales of an Optimized Secure Data Backup Service (SaaS). A Titanium Partner of Seagate Technology. Responsible for defining and linking the sales process to the website and order page, finding and growing the first clients of the company, and introducing the product to the market.

Advent Communication Systems – Senior Sales Executive – IT Company

Washington, PA 2018 – 2019

Account management and growth: generated proposals, prepared sales quotations, attended customer meetings, sold cloud technology solutions (SaaS) to end clients, increased the customer base and recurring revenue. Helped the organization with the 'data' side of their business, defined the sales process, created sales and marketing material, and wrote a business plan.

Continuum – Senior Sales Engineer – SaaS / B2B Software Company

(Rapid Growth Tech Startup)

Cranberry Twp., PA 2008 – 2018

Increased revenue, grew and managed accounts to ‘strategic’ level. Sold, promoted and supported a portfolio of Cloud solutions. Combined technical skills and sales experience to close the deal. Developed long-term customer relationships with a focus on customer success and needs. “Go-to” business and technical adviser on entire product line.

Sold: EC2 - Amazon Web Services (AWS), Cold storage - Microsoft Azure, Maas360 (IBM) - Mobile Device Management (MDM), Managed Services (RMM), Help Desk\Service Desk, Cyber security software (SOC included), Project Management (technical services from a NOC), Antivirus (AV) solutions (Webroot, Vipre, Bitdefender, AVG), LogMeIn Pro (remote access), RapidFire Tools (IT Assessments, Network Vulnerability), Auvik (Network Infrastructure Management) and multiple product lines of Backup & Disaster Recovery (BDR) solutions (Continuum, Datto, StorageCraft) that included offsite storage at remote data centers and fail-over server virtualization (Virtual Box, VMware, Hyper-V).

Sales / Technical Account Management

Increased revenue and account base consistently (Region of the Year – won 3 years in a row)

Utilized business intelligence tools, sales reports, and metrics to forecast and increase territory sales

Negotiated agreements and contracts and produced price quotes

Created sales strategy, campaigns, material and presentations

Maintained after-sale relationships with external partners and clients and increased customer satisfaction

Key Skills Utilized

Developed and implemented strategic sales plans to achieve corporate objectives both at the territory and account levels

Ability to get up-to-speed on technologies and their value proposition for helping clients transform, including Cloud implementation and migration, advanced analytics, digital workplace

Communicated a deep technical understanding of solutions in terms of architecture, security, and integration

Supported the business development/sales teams with high quality demos

Represented the company and products at leading technical conferences and startups

Highly motivated, goal-driven, outgoing, inquisitive, and customer-centric

Technically competent with a solid understanding of technology, offerings and value proposition

Ability to drive synergy and accountability across cross-functional teams

Collaborative inventive team player

Sales Star Agency – Partner - Recruiting Company

Pittsburgh, PA 2007 –2008

Focused exclusively on the placement of sales professionals and provided Sales Training, Sales Process, and Sales Motivation

Alcoa - Senior Systems Analyst – Aluminum Manufacturer

Pittsburgh, PA 2005 – 2007

Responsible for the administration and support of SmartTime / SmartWeb, a Payroll application, for 60 Alcoa locations throughout North America. Responsible for the weekly transmission and integrity of time and attendance data for 15,000 Alcoa employees.

Software / Technical Skills

Software engineering, networking, system administration, and security applications

Data centers, collocation, Public/Private/Hybrid Cloud Solutions, consulting, network services

CRM – Salesforce, Autotask, Connectwise

Business Intelligence – Looker, Tableau

Product Management – Jira, Confluence

Education

Carnegie Mellon University - Pittsburgh, PA 2005

Master of Science in Information Technology (MSIT) Program Highest Distinction

MSIT Mentoring Program Administrator; MSIT Student Representative

Duquesne University, B.S. Computer Science

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