Charles (Charlie) P. Simmons

*** ****** **** **** - **** 8 Sudbury, MA 01776

Phone: 630-***-**** E-mail: ad1rsl@r.postjobfree.com

EXECUTIVE SUMMARY

Results-oriented, Sales and Marketing Executive with senior leadership experience in early stage, mid-size growth and large public companies. Business leader, with an exceptional track record of driving new acquisition, renewal and expansion revenue growth for Enterprise SaaS Software & Services solutions for B2B companies in Data Mgt/AI, Digital Marketing, CRM/ERP, Advertising/Media, B2B Consulting, Sales Training & Info Technology.

Leads by example - exhibiting strategic vision, sound business judgement, exceptional sales ability, financial prudence, and strategic business planning skills. Communicates effectively to build consensus; recruits tirelessly to build high performing teams; manages change effectively; drives execution & implementation; tightly manages individual & group performance against revenue & profit targets.

Personal Competencies That Generate Results:

Global Sales & Customer Success

SaaS & Enterprise Software

Value Based Selling

Boardroom Presence

Direct/Channel/Enterprise/BDRs

MEDDICC

P & L Responsibility

Start Up, Growth, Turnaround

Value Negotiation

Strategic Planning & Objective Setting

Venture Capital & Private Equity

Opportunity Coaching

PROFESSIONAL EXPERIENCE

HIGH LEVEL MARKETING, Boston, MA April 2022 - present

High Level Marketing is a nationwide, full-service, fully integrated digital marketing services and SaaS platform company. A partnership with High Level Marketing means having complete access to the right digital marketing services, campaign management technology, data, insights and industry expertise, so you can differentiate your brand in a competitive market and get the online visibility you need to reach more customers and grow your business’ top line.

CHIEF REVENUE OFFICER

Recruited by the CEO/Board, to lead the next phase of High Level Marketing’s growth ($20M to $50M to $100M) in annual revenue. Responsible for HLM’s “go-to-market” team including Direct Sales, Channel Sales, Corporate Marketing, Customer Success, Business Development, Revenue Operations and Sales Enablement. Report to the CEO and a key member of HLM’s executive leadership team working cross-functionally on the company’s long-term vision, annual strategic plan and its day-to-day execution, using the principles of The “Entrepreneurial Operating System” - EOS.

Key accomplishments: FY 2022, grew HLM revenues by 30% while building out the GTM org that included expanding Direct Sales (+3) and Customer Success (+5) while establishing Channel Sales (+3); BDR (+4) and Corporate Marketing (+5). YTD 2023, revenues have grown 21%, even during these macro-economic headwinds.

TOUCHPLAN, Boston, MA 2020 - 2022

Touchplan is a high-growth, SaaS based project management and team collaboration software firm focused on the Commercial Construction market (Commercial Owners of Construction; General Contractors; Specialty Contractors and Government Owners of Construction) enabling these firms to digitally capture, view, collaborate, action and analyze their job-site data, thus helping them improve their construction planning and decision-making processes, using lean construction methodologies, that results in substantial project-level efficiency gains, cost savings, increased profit & risk mitigation.

CHIEF REVENUE OFFICER

Recruited by the Board, to build and scale Touchplan’s “go-to-market” sales, marketing, and client care teams at a critical juncture in the firm’s growth trajectory. Reporting to the CEO, and a key member of the senior leadership team, responsible for all GTM activity/functions that generate revenue and bookings for the company with/thru both new and existing clients.

Key accomplishments: Q4 2020 & FY 2021 Bookings & Revenue were 3X prior year/same period. Recruited/hired 25+ new people into the sales/marketing/customer success team (first 12 months) including Direct sales (8 - 3X growth); new Indirect/Channel Sales (3); Revenue Marketing (6 - full rebuild); new BDR team (4); new Pre-Sales team (3); CS team (2) and new Rev Ops team (2).

2021 Key Performance Metrics: Grew ‘overall’ Pipeline by 6X ($5M to $30M); improved new client Acquisition by 3X (25 to 70 new logos); achieved 91% overall client Renewal rate/84% rate for 1st year renewals; and Expanded (up/cross sell) existing clients by 2.5X (avg ASP = $43K up from $19K)

FORCE MANAGEMENT, Boston, MA 2015 - 2020

Force Management is a sales effectiveness management consulting & software firm who works with CEOs, CFOs, and Sales/Marketing Leaders of B2B businesses of all sizes to drive profitable revenue growth. Practice areas - Sales Message, Sales Process, Sales Planning, Sales Talent and Value Negotiation.

SENIOR PARTNER & EXECUTIVE VICE PRESIDENT OF SALES

Recruited by CEO, as 3-time past client of Force’s, to help build and scale Force Management’s “go-to-market” sales team, upon private equity investment made in 2015. Senior Equity Partner directly responsible for sales and revenue generation with/thru both new and existing clients.

•Key accomplishments: Firm’s overall revenues as well as revenue from new client acquisition both tripled in the five-year period at the firm. Sales associate hiring doubled over this same five-year time period. EBITA performance rose steadily during this same period, with 25% EBITA growth in FY 2020. Strategically and purposefully shifted the business towards a subscription-based model from a consulting fee-based model; achieved 30% subscription revenue level at year end 2019 with introduction and sale of software driven solutions. Additionally, strategically duplicated all “instructor-led” delivery capability into a “digital/virtual” delivery format (pre-Covid), allowing clients both options.

•Major Wins: Major on-line payments company ($2.2M); Global on-line security software company ($1.5M); Start-up AI Robotics software company ($1.2M); Major Engineering Software company ($1.5M); Major cloud computing company ($1.3M); Global SaaS educational software company ($934K); Major Web apps development software company ($920K); Global cyber-security software company ($850K); Global customer data platform company ($850K); Global software asset management company ($670K).

G/O DIGITAL, Boston, MA 2012 - 2015

G/O Digital is a digital marketing start-up/growth company, a digital portfolio company of Tegna Inc. Provides SaaS based customer acquisition & CRM solutions to 5000+ of the top US brands, advertisers, franchises & retailers - management of digital marketing related acquisition programs for enterprise, regional & local businesses across more than 110 US markets.

CHIEF REVENUE OFFICER

As executive #2 and employee #9, recruited by CEO to strategize, initialize, build, scale, and lead G/O Digital’s “go-to-market” sales model from inception ($16M RR/2012) thru its major growth period ($95M RR/2015) – ‘doubled growth’ each of 3 years. Key member of the Executive Leadership Team (ELT) responsible for building out the infrastructure, GTM strategy, org structure, people, process & technology enablement needed to drive G/O’s top line revenue growth. Sales GTM included both direct (Enterprise, Inside, BDR) and third-party channel distribution. G/O’s revenues were $16.2M (2012); $46.5M (2013); $78.1M (2014); & $95.3M in 2015. Directly responsible for $95M+ top line Revenue budget and a team of 150+ people (4 Sales VP’s; 7 Regional Managers; 135 Direct sales reps; 3 Channel sales managers; 4 Directors of Sales Operations and 3 Directors of Training.

•Key accomplishments: Built from the ground level, G/O’s “direct sales strategy and model” that included the hiring of 3 VP’s & 7 regional managers for Outside Sales (70 reps, Enterprise, MM) and Inside Sales (54 reps) as well as a 3-person Sales Training team; a 10 person BDR team and a 4 person Sales Operations team. The direct sales channel accounted for $26M G/O revenue in 2015.

Also, built from the ground level G/O’s “reseller sales channel strategy and model” that included the hiring of 1 VP and 3 channel sales managers to drive incremental sales growth thru Gannett/TEGNA’s media sales orgs (newspapers and broadcast stations). This reseller model included prospect targeting; product training and joint sales call support that accounted for $69M G/O revenue in 2015.

•Major New Wins (Direct only): 2015 - Major At-Home Healthcare Franchise ($1.6M); Major Children’s Hospital System ($630k); Large Frozen Yogurt Retail Franchise ($610k); Midsize On-Line Women’s Retailer ($400K); Midsize Dental Practice ($250k). 2014 - Large “For Profit” Education Group ($2.2M); Major Healthcare Services Company ($400k); Major Spa Retail Franchise ($400k). 2013 - Midsize Outdoor Furniture Mfr. ($400k); Midsize Hospital System ($275k); Midsize Hearing Aid Mfr. ($250k).

HARTE HANKS DIRECT MARKETING, Chicago, IL 2010 - 2012

A global, multi-channel marketing solutions provider delivering SaaS, CRM, Database, Campaign Management & Analytics solutions to customers in the Retail, Consumer Brands, Fin Services, Pharmaceutical, Healthcare and Technology market segments.

EXECUTIVE VICE PRESIDENT, GLOBAL SALES

Recruited by the CEO and President to transform Harte Hank's Enterprise and Major Account segment into a productive, results-oriented, consultative sales team. Key to the transformation was the shift to an Insight-led Solutions sales model; implementation of a Vertical Market sales & demand gen approach; rapid adoption of new digital solution set, and a balance between new customer acquisition & cross selling to existing customers. A key member of the Executive Leadership Team, reported to the President, responsible for new global revenue generation for the Digital Marketing division - $132.7M/3 years (2012 = $58.4M; 2011 = $48.2M; 2010 = $26.1M).

•Key Accomplishments: Sales talent upgrade 21 new hires & 8 terms/re-assignments. Solution selling training/re-enforcement in support of the move away from selling traditional products towards insight-led solutions. Sales process upgrade – to support the move away from traditional products to emphasis on digital (SaaS), database technology & services offerings. Rebuilt CRM/Sales Process/Sales KPIs - growth in pipeline to $300M+ TCV.

•Major New Wins: Major e-Reader Retailer ($15M); Major Pharmaceutical/Nutrition company ($10M); Major Global Consumer Electronics Mfr. ($8M); Top Office Products Retailer ($7M); Top 2 US Retail Bank ($7M); Major Global Beverage Mfr. ($6M); Major Global Cosmetics Mfr. ($6M); Large Global B2B Tech Consulting firm ($4M); Top National Finance/Credit Card firm ($4M); Top Super-Regional Retail Bank ($4M); Major VOIP ($3M); Sports ticketing agency ($3M); Major Global Tech Storage company ($3M); Major Global Tech SaaS firm ($3M).

EXPERIAN MARKETING SERVICES 2007 – 2010

A global leader in B2B and B2C Marketing solutions, Experian Marketing’s cloud-based marketing platform delivered consumer insights, analytics and technology that drove the customer acquisition, customer loyalty and marketing ROI of the marketing campaigns for 10,000+ leading global brands.

SENIOR VICE PRESIDENT, EMEA SALES, 2009 – 2010

Recruited internally by CEO/President of Experian UK, Ireland & EMEA to lead the "global integration and transformation" of Experian Marketing Service's Enterprise Sales model in the EMEA region. Living in London, worked closely with senior leadership across 12 countries to implement Enterprise go-to-market sales model (proven successful in the US market) across Experian's EMEA region and local markets. Successful execution accomplished within a 16-month timeframe which required extensive cross country/cross function coordination; multi-cultural leadership skills that required an intimate knowledge, consideration & sensitivity around local business cultures, customs.

SENIOR VICE PRESIDENT, US SALES, 2007 - 2009

Recruited by US President to transform & build a world-class Enterprise & Mid-Market sales org and to reposition Experian’s “go to market strategy,” so the firm would more successfully compete in the highly fragmented Marketing Services marketplace and take significant market share from its competition. Required a major upgrade/transformation in sales talent, stabilization of the core “traditional” parts of the business; integration of many newly acquired “digital businesses” and “consulting practices” into a single Enterprise sales team.

Key member of the Executive Leadership Team, reporting directly to the US President, responsible for global sales, business development, channel management and all customer support functions. Accountable for $380M+ in annual revenue, and associated profitability, as leader of 200+ person multi-channel sales and client services group that included 10 Sales VP’s: 6 Sales Directors and staff.

•Achieved two (2) consecutive years of Revenue and EBITA growth after inheriting a negative growth trend segment from the previous 3 years. In 2007, grew Enterprise Revenues by 7.8% and EBITA by 13.5% while in 2008 grew Enterprise Revenues by 8.5% and EBITA by 12.5%.

•Transitioned sales model to Enterprise/Solution Selling from historical product focus. Key steps included - investing in new talent (70 new hires in 12 months); consolidation into one Enterprise sales organization; revamping of the sales model to lead with value added consulting and analytics services to compliment more traditional products; establish company-wide sales process (organized approach to customers/prospects), delivered new sales training programs, initiated account planning program and launched a new CRM platform (sales activity and KPIs).

•Performance Management - overall sales rep productivity improved an average of 29%; weekly telemarketing call volume increased by 500%; monthly in-person sales call volume improved by 200%; monthly new opportunities created increased by an average of 200%, and company-level new business pipeline increased by an average of 250% each year.

•New Customer Acquisition - new sales in excess of $140M during tenure. Major wins included $20M at Western Union; $8M at Talbot’s; $6M at XM Radio; $6M at ServiceMaster; $5m at Wells Fargo; 4M at Vera Bradley; $4M at Staples; $2M at Comcast; $2M at Redbox; $1.5M at Cox and $1.5M at JC Penney.

STANDARD REGISTER, Dayton, OH 2002 – 2007

A leading-edge global document services company who, with its Through-Channel Marketing Automation (TCMA) SaaS platform and its SMARTworks Content Management SaaS platform, helps its healthcare, financial services, retail, and industrial customers advance their reputation and build their brands with integrated digital and print communications programs.

SENIOR VICE PRESIDENT, US SALES

Recruited by CEO to reposition and rebuild the firm’s “go to market” complimenting its corporate strategy to transition from a print manufacturing business to a digital document & content management platform and brand services business. Key member of the Executive Leadership Team, reporting directly to the CEO, responsible for global sales, business development and customer support functions. Accountable for $900M+ of annual billed revenues and associated profitability targets. Directed 600+ person multi- channel sales force and 600+ person client care organization with management of 7 Vice Presidents, 3 Directors and 40 regional offices.

•Reversed inherited negative revenue and profit trend with 9 consecutive quarters of positive revenue and profit growth by increasing revenue performance an average of 3.5% annually and improving profit results by an average of 9%.

•Exceeded sales and expense targets by implementing $40M expense reduction plan for sales, marketing, and customer service segments while, alternatively, investing $10M in new programs centered on talent acquisition, company re-branding, process improvements, sales training, product development, account planning, strategic negotiation and CRM.

•Improved sales productivity by an average of 20% per field sales associate by creating and implementing sales, marketing and customer support plans focused on new customer acquisition, key account retention and expansion of new services revenue.

•Improved daily sales call volume by 300% by consolidating multiple sales units into one corporate sales group; establishing compensation and incentive programs to drive customer acquisition and expansion as well as creating a multi-channel direct sales model that segmented by Strategic Accounts, Middle Market, Inside Sales and Lead Generation.

•Directed turnaround in new customer acquisition results with new revenues in excess of $250M during tenure. Major wins: $40M at HealthTrust; $25M at Bank of America; $20M at Cardinal Health; $15M at State of New York; $15M at broadlane; $10M at Motorola and $8M at Rockwell International.

DIVINE INC, Chicago, IL 2000 - 2002

A newly formed derivative of Platinum Technology International providing e-business content management and collaboration software solutions, ASP solutions and world class professional services to the Fortune 2000.

SENIOR VICE PRESIDENT, US SALES – Software & Consulting Services (2001 – 2002)

Recruited to assist with the creation and implementation of a global software & professional services sales model as a result of Divine’s shift from internet related venture capital investments to enterprise software distribution. Directly responsible for Divine’s Inside/Tele Sales & Inbound/Outbound Call Center - focused on sale of content management & collaboration software products as well as professional services (marchFirst/Whitman Hart).

VICE PRESIDENT OF SALES AND MARKETING, FINETRICS (2000 – 2001)

Founding member of FiNetrics, an e-business startup financed by Divine Inc., providing SAP derived accounting and financial software (now mySAP.com) and BPO services by Arthur Anderson for the emerging and mid-sized business market. Responsibilities included direct sales, reseller channels, market & competitive research, product development, product pricing and customer service. Managed 25 person staff through 3 direct reports and interacted daily with key investors and market analysts.

DUN & BRADSTREET, Short Hills, NJ 1982 - 2000

The world’s leading source of business information used for risk management, sales and marketing and supply chain management applications by more than 100,000+ customers worldwide.

VICE PRESIDENT OF SALES, MAJOR AND NATIONAL ACCOUNTS (1999 – 2000)

ASSISTANT VICE PRESIDENT, FINANCIAL SERVICES, Midwest Region (1997 – 1999) ASSISTANT VICE PRESIDENT, BUSINESS DEVELOPMENT, Midwest Region (1992 – 1997) DISTRICT MANAGER, Chicago, IL (1989 – 1992)

DISTRICT AND DIVISIONAL MANAGER, Midwest Region (1984 – 1989)

ACCOUNT MANAGER, Chicago IL (1982 – 1984)

Promoted through a series of increasingly responsible sales, marketing and business development positions with the company as well as gained expertise in selling into the financial services and state government verticals.

EDUCATION

BA, Economics and Speech Communication, Boston College, Chestnut Hill, MA

INTERESTS/ INVOLVEMENT

Boston College, Shea Center for Entrepreneurship - Mentor, Accelerator Program

Boston College, Shea Center for Entrepreneurship - Mentor, Strakosch Venture Competition

SSC Venture Partners, Venture Fund & Start Up Accelerator for BC Start Ups - Investor & Mentor

Massachusetts High Tech Council - Sponsor and Member

Revenue Collective (Boston and New York) - Sponsor and Business Partner

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