Customer Experience Field Sales
Resume:
Scott Walters
Dover, NH *****
******************@*****.***
Mission
To continue my career with an industry leader that specializes in Cloud based Big Data solution sales, where a high energy, goal oriented personality, combined with education and experience may be utilized to contribute to organizational success and professional growth.
Overview
As a sales professional I have spent nearly twenty five years selling enterprise software solutions to the Northeast market. In that time, I have been very successful selling to the Insurance, Financial, and High Tech marketplace in a consultative selling environment. Thorough understanding of the Corporate Information Systems environment as it relates to buying trends, project life cycles, and decision processes in these verticals. I have consistently achieved my quota year after year and have logged significant wins for the companies I have worked for. Some of these wins include MetLife, Bose, EMC, RBS Citizens, Starwood Hotels, Perkin Elmer, The Hartford, State of Alabama, and Thermo Fisher.
Experience
April 2022 to Present
Alida
Senior Sales Director, Healthcare
Field sales position focused on Alida’s SAAS based Customer Experience Management solutions to the East Coast Healthcare and Life Science market.
• Sold Nuvance Health Alida’s Community and VoE platform. Opportunity is a three-year contract with a TCV of $500,000 dollars
• Replaced my largest competitor at Highmark Health with the Alida survey platform covering the entire Enterprise. Opportunity is three-year contract with TCV of $800,000 dollars
• Responsible for generating proposals and business value assessment of software and services to clients.
• Developed strategies with partner eco system to penetrate deeper into target accounts
January 2021 to April 2022
Medallia
Senior Sales Director, Healthcare
Field sales position focused on Medallia’s SAAS based Customer Experience Management solutions to the East Coast Healthcare market.
• Worked opportunities with Cigna, BCBS of Florida, Labcorp, and HighMark
• Sold Atrium Health Medallia survey platform for Patient Experience. Opportunity is a three-year contract with a TCV of $700,000 dollars
• Developed strategies with partner eco system to penetrate deeper into target accounts
• 4.8-million-dollar pipeline on a 2.1-million-dollar quota in 2022
2017 to 2021
Clarabridge
Senior Territory Manager
Field sales position focused on Clarabridge SAAS based Customer Experience Management solutions to the East Coast Contact Center market.
• Sold Clarabridge STT and Omni Channel platform to Indeed. Opportunity is a three-year contract with a TCV of $2.3 Million dollars.
• Sold Clarabridge STT platform to Harvard Pilgrim Healthcare. Opportunity is a three-year contract with a TCV of $1.6 Million dollars.
• Sold Clarabridge Omni Channel platform to Cigna. Opportunity is a three-year contract with a TCV of $1.5 Million dollars.
• Sold Clarabridge STT platform to AARP. Opportunity is a three-year contract with a TCV of $2.1 Million dollars.
• Sold Clarabridge Analytics CX platform to John Hancock/Manulife. Opportunity equaled $350,000.
• Sold Clarabridge Omni Channel platform to Dun and Bradstreet. Opportunity is a three-year contract with a TCV of $1.2 Million dollars.
• Managed a $1.2 million-dollar annual license quota, $600,000 renewal quota, and $600,000 services quota.
• 300% of annual quota in 2017 on a 900k quota
• 100% of annual quota in 2018 on a 2.4 million quota
• 150% of annual quota for 2019 on a 2.4 million quota
• 95% of annual quota for 2020 on a 2.7 million quota
2014 to 2017
InMoment
Northeast Territory Manager/VP of Sales, East
Managerial and Field sales position focused on InMoment’s SAAS based Customer Experience (CX) solutions to the Northeast market. Initiated and followed through on sales of InMoment core products:
• Closed opportunity with LL Bean. Revenue equaled $275,000 dollars
• Sold InMoment suite to GE. Opportunity equaled $350,000 dollars in software and services
• Sold Omni-Channel CX suite to E*TRADE. Opportunity equaled $400,000.
• Responsible for managing an $11.0 million-dollar annual license quota across a team of six individuals.
• Responsible for managing an $1.1 million-dollar annual license quota as an individual contributor
• 85% of annual quota as individual contributor in 2015
• 120% on annual quota as individual Contributor in 2016
• 95% of annual quota as RVP of the East in 2017 on a 11.0-million-dollar quota
2011 to 2013
Attensity
Northeast Territory Manager/VP of Sales, East
Field sales position focused on Attensity’s Cloud based Voice of the Customer (VOC) solutions and consulting services to the Northeast marketplace.
Initiated and followed through on sales and marketing of Attensity core products:
• Social Media listening solution
• Big data text analytic and sentiment analysis solution
• Real time multi-channel customer engagement solution
• Real time Executive Command Center
• Sold Attensity Cloud based suite to RBS Citizens. Opportunity equaled $400,000 dollars in software and services.
• Closed opportunity with The Hartford. Revenue equaled $175,000 dollars in software and services.
• Sold multi-year Cloud based solution suite to EMC. Opportunity equaled $750,000.
• Sold Attensity suite to Starwood Hotels. Opportunity equaled $360,000.
• Generated proposals and business value assessment of software and services to clients.
• Cultivated relationships with Attensity partners such Cap Gemini, Ants Eye View, and Pega Systems.
• Responsible for managing sales and marketing with a $2.1 million-dollar annual license quota.
• Currently working opportunities with Amica, LL Bean, Liberty Mutual, Citi, and AMEX.
2009 to 2011
Endeca
Client Director
Field sales position focused on offering Endeca’s Latitude software solutions and consulting services to the East Coast Manufacturing, CPG, and FIN Services marketplace.
Responsible for initiating and completion of sales and marketing of Endeca Latitude Enterprise Search and Agile BI platform.
• Sold Latitude platform and associated Professional Services to Thermo Fisher. Opportunity equaled $800,000 dollars in license and services.
• Sold Latitude Platform to Fairchild Semiconductor. Opportunity equaled $700,000 dollars in license and services.
• Sold Latitude platform and professional services to Perkin Elmer. Opportunity equaled $900,000.
• Cultivated relationships and closed business with Endeca partners such Accenture, Cognizant, and HP.
• Generated proposals based on business value assessment of software and services to clients.
• Responsible for managing sales and marketing with a $1.4 million-dollar annual license quota.
2004 to 2009
Fair Isaac Corporation
Senior Territory Manager
Field sales position focused on offering Fair Isaac’s Predictive Analytic and Business Rules decision management solutions and consulting services to the East Coast marketplace.
Initiated and followed through on sales and marketing of Fair Isaac’s EDM Technologies core products:
• Model Builder for Predictive Analytics
• Blaze Advisor Business Rules Management System
• Responsible for managing sales and marketing with a $3.6 million-dollar annual quota.
• Sold Model Builder and Blaze Enterprise license to Everbank Financial. Opportunity equaled $1,000,000 dollars.
• Sold Blaze Application License and professional services to Price Waterhouse Coopers in New York. Opportunity equaled $470,000 dollars.
• Generated over $3,000,000 in Model Builder and Blaze Advisor license and professional services revenue with Fidelity National Financial.
• Sold Model Builder and Blaze Advisor license to Convergys Corporation. Total revenue equaled $5,000,000 dollars.
• Closed several six-figure ISV/OEM agreements within the Eastern United States.
• Worked directly with C-Level decision makers in a consultative environment.
• Responsible for generating proposals based on business value of software and services to clients.
For calendar year ’05, achieved 125% of quota. Achieved 110% of annual quota for year 2006
2003 to 2004
UGX
Co-Founder/ Director of Sales
Sales and managerial position focused on selling UGX’s anti pirating encryption software to the video game development community.
• Managed sales forecast, revenue goals, and P&L for sales force.
• Responsible for establishing relationships and driving revenue with potential partners.
• Worked with Electronic Arts, Capcom, and Rogue Entertainment on potential OEM agreements.
• Helped to develop go to market strategy for UGX’s core software product
• Trained and mentored sales force on cold calling strategies and relationship building.
• Responsible for interviewing and hiring of new salespeople.
• Worked with development group to enhance current software offering based on customer feedback.
1998 to 2003
SilverStream Software
Territory Sales Manager
Field sales position focused on offering SilverStream’s complete eBusiness solution platform and consulting services to the Southeast marketplace.
Initiated and followed through on sales and marketing of SilverStream Software’s three core products:
• J2EE Application Server
• XML based xCommerce Server
• Java based ePortal architecture
• Responsible for managing sales and marketing in the Southeast with a $1.7 million dollar annual quota.
• Worked with Media Ocean to create an XML based extranet trading exchange that allowed them to buy and sell various types of radio, TV, and print media with their clients and vendors. The exchange connected to various types of backend systems such as Oracle, DB2, and SQL. Opportunity equaled $500,000 dollars.
• Worked directly with C-Level decision makers in a consultative environment.
• Closed several six-figure ISV/OEM agreements within the Southeast.
• Responsible for establishing relationships and driving revenue with SilverStream partners..
• Conducted strategic cold-calling campaigns to identify and qualify interest in client solutions by using Technical seminars and demonstrations.
1996-1998
NECX
Pac-Rim Territory Manager
Responsible for selling NECX’s inventory management software to OEM and contract manufacturers specifically in the Pacific Rim.
Accomplishments included:
• Responsible for buying and selling excess inventory from the Pac-Rim marketplace.
• Organized the training of new employees in Asian prospecting and negotiation methods.
• Closed opportunity with Mitac Corp. Revenue from opportunity equaled $500,000 dollars in gross profit.
• Clients included: Toshiba, Siemens, Fujitsu, IBM, Cisco, 3Com, and LG.
Certifications
Microsoft Sales Specialist Certification 1995
Solution Selling Certification 1999, 2001, and 2007
Karrass Negotiating Certification 1998
Quid Pro Quo Selling Certification 2003
Valkyrie Battle Plan Sales Training 2016
Value Selling Certification 2018
Proficient in MEDDPICC Sales Methodology
Activities
NIKE Tour / PGA Tour player-participant 1989 to 1995
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