JUSTIN W. BORN

OBJECTIVE Seeking an opportunity to help build and drive strategic business growth goals, increase profits and opportunities, by bringing value and a great experience to clients and colleagues. SKILLS & ABILITIES A seasoned business executive having deep expertise in understanding client business challenges /needs and architecting products and services to help them successfully achieve their strategic priorities. Experienced navigating Enterprise, Mid and SMB organizations, working in fast-paced start-up environments and working with product, customer success and service delivery organizations applying the following skills:

• Business Development

• Sales Leadership

• Market Strategy

• Solution delivery

• Value Messaging

• Client Relationships

• Services Design

• Account Management & Planning

• Proposal Design

• Hiring

EXPERIENCE

Enterprise Account Executive – Adobe Experience Cloud Platform Consulting Services SAN JOSE / REMOTE / AUGUST 2020 – Present

Media and Entertainment #1 -Vertical– NFL, PGA Tour, NHL, Apollo Group, Meta, Brooks, Red Cross, AARP…

Support Adobe’s Media and Entertainment Vertical of Enterprise Strategic Accounts with Consulting Services to include Cloud Software Platform and Services; implementation, platform/ evolution and adoption via new services and on-going consulting support working with C Level Marketing, IT and SVP executives.

• Managed Multiple Delivery and Consulting Services teams with multiple management tools.

• Partnered with Adobe Licensing Eco System and Specialists to sell, build and grow accounts.

• Achieved an award / recognition in first year in my 2nd quarter working at Adobe.

• Exceeded 1st full year Quota resulting in an increased OTE. Enterprise Account Executive – Kount (now an Equifax Company) BOISE, ID / SEATTLE WA AUGUST 2019

Direct Sales promoted from Account Executive after 6 months to an Enterprise Account Executive. Assigned Enterprise Accounts to determine long-term Fraud Prevention SaaS needs with the focus on all of Kount’s products and Professional / Guarantee Services.

• Direct (and Partner) Sales exceeded annual company goals the last two years leading to an acquisition by Equifax in Feb. 2021.

• Partnered with BDR’s, Solution Executives, Customer Success and Product teams on market strategy and product alignment.

• Coordinated all components of the sales cycles from meetings, Demos, technical walk-throughs, NDA / MSA signature, kick-off meetings and integrations.

• Managed existing clients on an on-going basis keeping aligned with changing business drivers and opportunities to solve problems with additional Kount products and services.

• One of the first out-of-state hires; traveled and worked remotely prior to the pandemic. 9011 12th Ave NE

Seattle, WA 98115

206-***-****

ad4iqg@r.postjobfree.com

TEKsystems and TEKsystems Global Services

Drove sales across multiple verticals, resulting in $300M+ sold revenue, over a span of 19 years with 17 consecutive, annual Winners Circle awards.

AD / BUSINESS DEVELOPMENT- TEKSYSTEMS GLOBAL SERVICES LLC. SEATTLE, WA JANUARY 2015 – DECEMBER 2018

Individual contributor, but also Led Business Development Managers and Account Executive team driving IT Outsourcing Services in the NW region. Grew region’s revenues year over year by 25% supporting global, national and local customers, yielding Global Sales Revenues of over $40M annually.

• Collaborated with leaders across sales, service line practices, service design, and solution delivery to successfully build practices delivering solutions for Cloud Services, Digital Insights, DevOps, Platform Services, Business Performance Optimization, Service Management, Security Risk and Compliance, Application Development and Management, and Organizational Change Management.

• Interviewed, hired, trained and managed BDMS and supported 40+ Account Executives, coaching to help them navigate internal and customer landscapes growing Managed and Outsourced services revenue, while helping them sell to ensure the team hit their first-year target of closing

$750K profit in net new sales.

• As an individual contributor, grew and maintained a personal client sales portfolio with enterprise accounts of $18M+ in revenue. Achieved high customer satisfaction and service level ratings resulting in increased and extended contracts.

• Won client contracts for on-site and off-site delivery models across various delivery practices and opened a new off-site Services Center, sustaining year over year outsourced services growth since inception.

• Established new sales and marketing standards for solutions that provided for repeatability.

• Initiated, architected and implemented a productized formal Service Process, reducing costs and driving efficiencies for large team acquisitions and knowledge transitions of high-volume resource engagements on and off-site.

• Developed channel partner relationships directly and indirectly to grow revenue with solutions, including AWS, AZURE, O365, SailPoint, Adobe, Sitecore, Oracle, ServiceNow, Tableau and other platforms.

• Many of my team members achieved annual sales contest goals and my Microsoft Team was voted best Sales and Delivery team for the West Region. BUSINESS DEVELOPMENT MANAGER - TEKSYSTEMS GLOBAL SERVICES LLC. SEATTLE, WA JANUARY 2009 – DECEMBER 2014

Led the go to market strategy for our new Global Services, designed to disrupt the IT Staffing marketplace with new Delivery Services. Developed business solution frameworks and sales strategies, that resulted in growing Global Services revenue from $10M to over $150M in 4 years.

• Identified and integrated strategic partnerships and trained fundamentals specific to the Global Services sales processes for Account Executives and maintained client relationship post contract signatures throughout the duration of retaining and expanding service contracts.

• Built local, dedicated Technical Service Management and Practice Architect teams executing contracts on customer prem and off-site in TEKsystems Solution Centers; continuous growth resulted in leasing 3 separate facilities over time with over 300+ Engineers.

• Won / sold managed services support contracts, averaging 2-5 years each, valued at $3M-$8M, for enterprise and mid-sized organizations, providing Application Development, Business Process Outsourcing, Service Desk, Service Engineering, Security, Quality Assurance and L1-L3 Support services. Managed Client customer relationships and expanded services and partnerships.

• Results have yielded year over year revenue and gross profit goals which today accounts for new active customers; met and exceeded annual quotas and significantly grew market share requiring the need to hire 4 BDMs to help maintain, grow existing and new customer accounts.

• Adapted our value proposition, company differentiation and developed products and services plans for each unique client’s business requirements winning contract engagements successfully delivering solutions across all practice areas and expanding.

• Developed and executed sales campaigns and integrated best practices associated with our Delivery organization to ensure capabilities and outcomes are messaged accurately for new logos, cornerstone, milestone and foundational customer growth.

• Helped to establish our Solution Consultant sales support team for major markets that would support our Business Development Managers in the field as seasoned Sales Engineers for complex solutions that are driven by our applications, infrastructure and communications practices focused on custom implementations, configurations and execution plans meeting business needs.

SERVICES ACCOUNT MANAGER - TEKSYSTEMS INC.

SEATTE, WA JANUARY 2004 – DECEMBER 2008

Led team of 20+ Account Executives in selling all Services within our portfolio while also responsible for meeting individual staffing services quotas and managing Recruiters’ success.

• National / Regional #1 Sales Person for consecutive years with over $10M annual Staffing Services Revenue and $2M+ Component / Global Services Revenue.

• Continuous IT Outsourcing Service revenue growth year over year in the market opening-up new BDM roles to hire and train

• Won TEKsystems largest BI / Data multi-year MM Warehouse engagement at the time, delivering work on and off-site in India.

• Sold the largest, at time, 5,000 site Deployment Service to a Wireless carrier which kicked-off the beginnings of many multi-partner engagements across the organization

• Worked with different internal vertical leaders to generate awareness of the new services. offering with their C-Suite relationships, resulting in an expanded services footprint

• Mentored and promoted Contest winning Recruiters to Account Executives while leading contest winning Recruiters to run and manage a personal annual Staffing / SOW services business of

$10M.

STRATEGIC ACCOUNT MANAGER - TEKSYSTEMS INC.

SEATTLE, WA JANUARY 2002 – DECEMBER 2003

Accountable for IT Staffing Services quota and now Global Service capabilities for existing portfolio.

• Managed a Recruiting Team, meeting and exceeding yearly quota and uncovering new service opportunities to expand market footprint.

• Voted best Account Manager / Recruiter Team for our Region.

• Established new customers and won new Service contracts outside of Staffing Services for the start of consistent annual revenue of IT Outsourcing in the Seattle market.

• Hired and developed Recruiters to successfully grow into Account Executive roles. ACCOUNT MANAGER - TEKSYSTEMS INC.

SEATTLE, WA APRIL 2000 – DECEMBER 2001

Led business development in a new geographic territory and new division of a large communications company while training and partnering with a Recruiter team to understand the business, competitive landscapes and optimal way for fulfilling client and technical professional needs.

• Achieved record revenue and profit growth in 16 weeks and obtained new sales recognition award.

• Grew territory into a contest-winning portfolio and promoted contest-winning Recruiters

• Partnered with a BDM in our Component Services Division to uncover new opportunities and eventually took over the sales pursuit.

• Split and diversified a F50 Enterprise client into a multi Sales Executive annual Winner’s circle account.

• Met and exceeded annual revenue and profit goals earning year end contest / Winners Circle INFORMATION TECHNOLOGY RECRUITER, TEKSYSTEMS INC.

SEATTLE, WA JANUARY 1999 – MARCH 2000

Recruit, retain and manage the careers of IT consultants by building a network of talent for the existing market and aligning the appropriate IT resources to fit the needs of our project portfolio of customers within IT, Financial, Retail, Energy, Government, VAR, OEM and Communications verticals. ACHIEVEMENTS &

ACTIVITEIS

• 17 Contests - Winners Circle Awards - Exceeded performance revenue goals 17 consecutive yrs.

• 2016 Accredited AWS Business Professional

• 2015 Certified Scrum Master

• 2014 Selected best Sales / Delivery Partnership Team [Microsoft] in the West Region

• 2007 TEKsystems West Region Foundation Award winner

• Manager, Coach and Assistant Coach for LCJ Football, LVR Soccer, NESLL Baseball EDUCATION UNIVERSITY OF OREGON – BS POLITICAL SCIENCE, PLANNING PUBLIC, POLICY & MANAGEMENT 1994-1998

Course study focused on Theory, Analytics, Public and Private Business with an emphasis in pre-law.

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