Marlon Norris

Oakland, CA 415-***-****

ad28z5@r.postjobfree.com LinkedIn

SaaS Sales Executive

CUSTOMER ENGAGEMENT BUSINESS INTELLIGENCE SOLUTIONS TECHNOLOGY INTEGRATION

Results driven professional combining 10+ years of experience in leading technology solution SaaS sales to achieve aggressive growth initiatives in competitive sectors. Demonstrated ability to increase market reach through combining expertise in pipeline development, solution selling, and product integration. Accomplished in taking programs from concept to launch. Recognized for strong ability to co-brand customer success stories in multiple formats, ranging from brochures, webinar, video, and in-person co-speaking events. Proven expertise in the consulting life cycle, from offering identification, sales, delivery to postproduction support, across small to large scale teams.

Areas of Expertise

SaaS/Cloud Focus

Go-to-Market Strategies

Outside & B2B Sales

Net New Business Creation

Market Planning

Key Metric Analysis

Reseller Engagement

Team Management

Channel Management

Key Accomplishments

Developed large sales funnel leveraging net new Cloud business resulting in Oracle Club 2019 (114%), 2018 (140%), and 2017 (154%) on a $1.5M target.

Generated revenue growth leading to Dell/WYSE 100% Club 2012 – 110% and Dell 100% Club 2013 with informative presentations tailored toward IT audiences.

Achieved $1.2M in commercial territory revenue from both direct and indirect sales developing greater northwest into an important channel at Citrix Systems.

Developed best practices and a successful sales process/strategy using a CRM for pre-sales and follow up on long and confusing approval processes.

Increased revenue by $300K, successfully defining business models, capability requirements, and benefit cases for C-level executives to assess opportunities.

Professional Experience

SELF EMPLOYED

Sales Consultant, June 2020 to Present

Assist startups with sales best practices.

Help BDR teams improve qualification calls.

ORACLE CORPORATION, Redwood Shores, CA

Cloud Sales Executive, October 2015 – March 2020

Drive business development for Oracle SaaS, Cloud, and core solutions while covering Commercial accounts. Achieve initiatives by working in close collaboration with department stakeholders to align solutions with client needs. Manage the channel operations, full pre-sales/sales pipeline process, deal qualification process, go-to-market strategies, portfolio definition, continued account management, and heavy customer engagement. Maintain knowledge of market and Cloud solutions by regularly participating in industry events, conferences, and symposiums. Mentor those interested in promotion to sales.

On track to reach 100% in 2020

Oracle Club - 114% in 2019

Oracle Club - 140% in 2018

Oracle Club - 154% in 2017

Added $300K to annual revenue by pitching the value of simplicity and reduced risk to expand Oracle Cloud business.

Expand market reach for solutions by advocating for implementation using compelling messages for premier services and positioning Oracle favorably against competition.

Amplify sales opportunities and help close key accounts using a co-selling approach with direct selling to product and service distribution in which channel partners are the primary route to market.

Increase transparency into current positioning to accurately project expected sales revenue by tracking weekly, monthly, and quarterly numbers to monitor deviations from targets.

AVG TECHNOLOGIES, San Francisco, CA

SaaS Sales Executive, 2014 -- 2014

Accomplished objectives in business development and growth by managing the sales operations of the channel for assigned region and leading a team of five sales representatives in lead generation activities and applying an account management approach.

Created strong brand recognition for solutions by engaging product partners to position AVG in SaaS-based network monitoring initiatives.

Improved channel performance by educating channel in AVG on brand awareness and lead generation.

DELL WYSE, San Jose, CA

Cloud Sales Executive, 2012 – 2013

Met or exceeded sales goals for the Cloud technology hardware and software vendor incorporating Dell platform for SaaS, Storage, and Services to offer enterprise-wide solutions.

Raised interest in Cloud solutions by scheduling both onsite and conference calls to discuss the phase out of traditional personal computer infrastructures and create awareness for Cloud solutions.

Ensured continued education and upskilling of channel partners and new internal team members by developing and executing sales training programs.

CITRIX SYSTEMS, Ft. Lauderdale, FL

SaaS Sales Executive, 2006 – 2011

Introduce Citrix end-to-end virtualization, networking, and software-as-a-service (SaaS) technologies to new prospects through direct and indirect partner relationships. Attracted prospects through cold calls and professional events, engaging system integrators, and channel partners for joint account planning. Managed all weekly team partner communications for resellers and team. Led a team of seven.

Helped improve the organization by applying knowledge of market trends and collaborating with executives in leadership meetings to address gaps in efficiency (structure, delivery, best practices).

Attained Citrix Club 2009 (109%), 2007 (130%), as well as Presidents Club in 2006 (160%) using consultative solutions to gain endorsement of proof of concepts/evaluations, collaborating with engineers for product trial assistance.

Salesforce operations

Education & Development

Bachelor of Arts, California State University – East Bay, CA

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