CRO

Barry Beckner

SENIOR SALES & MARKETING LEADER

Tel. 727-***-****

*********@*****.***

Clearwater, FL

DIRECT - CHANNEL SALES & MARKETING SaaS and PROFESSIONAL SERVICES TECHNOLOGY PROFESSIONAL TIMELINE

Executive Sales & Marketing Leadership Worldwide Chief Revenue Officer – Fielda Inc.

Responsible for all Sales, Marketing, GTM strategy, and Product development for SaaS and Professional Services products.

• Sales Strategy - Built sales strategy, Budget, process, team (AE, BDR, Customer Success, Pro Services), implemented sales CRM and automation solutions (Outreach, Gong, ZoomInfo, HubSpot, Salesforce, etc.).

• Sales Team Building – Built and trained team of 8 BDRs for high volume SMB focused engagement. Additional staff included 6 sales and 10 Marketing members. Not including outsourced Marketing assets.

• KPIs – Sales and Marketing metrics - Developed tracking dashboards for key KPIs (activity, lead development, pipeline build/Mgmt, accurate forecasting, goal attainment, etc.). Also developed an “actionable” performance review process.

• Sales Training - Implemented Sandler Sales process certification training for all Sales and Marketing staff. Created an internal training program for all aspects for sales from pre-call planning and Discovery to opportunity negotiations. Trained all Marketing staff on product functions and features. All staff could give customer demos.

• Partner Channel Management - Developed and implemented Channel Partner program and GTM strategy. Training program and sales/ marketing tools.

• Marketing Led Sales Motion - Lead development of marketing led sales motion for SMB targets which included repeatable inbound model from SEO, Content capture, and 3rd party sources. ABM structure from Persona analysis to content development and placement, Playbooks, Event targets, webinar programs, etc. Worked with internal and external stakeholders to obtain and analyze market data for customer insights, vertical market trends and needs, and competitive landscape. Director of Global Sales – Fulcrum.

Responsible for all Sales, Marketing, Support, CSM for SaaS and Professional Services.

• Team Building - Built sales team of top performing BDRs, Account Exec (SMB & Enterprise), Pre-Sales Support, Partner Acct Mangers, and CSMs. Created a fun work environment that promoted learning, idea sharing, and opportunity for advancement. Staff of 15 Sales and 8 Marketing (not including Marketing contract service providers)

• Sales Enablement - Implemented Salesforce. Integrated SFDC with sales engagement and prospecting solutions like Marketo, Gong, Outreach, ZoomInfo, Monster Connect, LinkedIn Navigator, and internal programs.

• Marketing Lead Repeatable Sales Motion – Lead development of marketing led sales motion for SMB targets which included repeatable inbound model from SEO, Content capture, and 3rd party sources. ABM structure from Persona analysis to content development and placement, Playbooks, Event targets, and webinar programs.

• Training - Established Sandler sales methodology for all sales team members.

• Goal Attainment - Grew revenue from $1million ARR to over $20 million ARR. Not including Professional Services.

• Client Acquisition and Retention - Created “lock-in” licensing contracts for all accounts over

$10,000MRR resulting in a contract churn reduction of 40%.

• Partner Program - Built and managed Direct & Channel Partner sales qualification, contract, and pricing structure.

2017 - 2020

2020 - Present

SENIOR EXECUTIVE LEADER

• Funding & Acquisition - Direct executive lead sales role in $55M company acquisition. Including presentation of sales process, detailed account review, and sales revenue key numbers to potential investment partner and capital finance firms.

• Sales Administration – Developed and Managed Sales and Marketing budget. Developed and Implemented Commission and bonus structure for Sales and Marketing.

• KPIs – Developed tracking SFDC dashboard for key KPIs (activity, lead development, pipeline Mgmt, Management Reporting, and accurate forecasting, goal attainment, customer product usage reporting, etc. Also created an “Actionable” performance review process that included OKR tracking and attainment.

• Collaboration – Worked with all department heads and stakeholders to ensure company- wide alignment on GTM growth strategy, timelines, challenges, and needs to accomplish our goals. This includes Executive management, Product Development, Accounting, and Professional Service.

Director of Global Sales -VIPRE Cybersecurity Direct & Channel Worldwide Responsible for all SaaS and Professional Services sales incuding Direct and Partner.

• Sales Management - Managed (direct and Indirect) sales team of Direct, Channel Partner sales, and Sales Engineers. Including Direct SMB, Mid-Market, Enterprise, and SLED. Direct Renewal Mangers, SDR, and Channel Managers. Included all regions N America, LATAM, EMEA, and APAC. Direct and Channel (2 and 3 tier). The Sales Team included 22 sales and 7 Marketing staff). Not including outsourced Marketing personnel.

• Goal Attainment – Grew SaaS product licensing from $70million to $150Million in 2yr period. Attained highest revenue quarter in the company’s 10yrs history.

• KPIs - Standardized KPIs across all sales teams. Developed management and individual rep dashboards in Salesforce to track all activity, pipeline, quota attainment, quota gap activity, and forecasting.

• Redesigned pipeline stages, SLAs, and stage activity to create Hi-velocity SMB sales motion.

• Partner Program - Create a new 3-Tiered channel program. This included a new product offering, MSP option, training, partner portal, distribution management, and CAM engagement plan. Awarded CRN Channel Chief

• Training - Developed sales staff training program to include Sandler sales techniques, Cyber Security Landscape training, and sales onboarding program which shorten the learn curve to less than 30-days.

• Sales Admin - Development and management of sales budget. Including commission structure development.

Senior Cybersecurity Solution Executive Kaspersky & Symantec Tech Data Responsible for Cybersecurity software and Professional Services Sales.

• Responsible for New account recruitment and onboarding. Increased revenue by 250%.

• Symantec – managed large accounts like SHI, GTSI, GHA, PCM, CDW, etc. This included regular onsite visits throughout North America and Canada.

• Responsible for $25million quarterly goal for Symantec. Exceeded goal 11 of 12 quarters.

• Managed opportunity pipeline and forecasting.

• Attended and presented at large technology events in N America and internationally.

• Training staff in N America and Costa Rica on sales prospecting, products capabilities, pipeline opportunity engagement, and licensing.

• Conducted webinar events for VMware cross-sell with Kaspersky security for virtualization product.

• Conducted Channel Partner program webinars and in-person presentations for recruitment and product training.

• Coordinate customer training, sales, and marketing engagement plan for new product roll- out.

Education: University of Central Florida. BA in Administration Certifications:

Sandler Sales certified, Symantec Security, Backup, and DLP, Kaspersky Security, and VMware sales certified. 2008 - 2015

2015 2015 - - 2017

Fulcrum

Cont.

Contact this candidate