Sales Professional

JAMES “Blair” SHELBURNE

NC ***** Mobile - 804-***-**** *****************@*****.*** LinkedIn

TECHNOLOGY SALES LEADER STRATEGIC PARTNERSHIP DEVELOPMENT

Leading companies strategically to improve operational efficiencies focusing on collaboration, saving costs and time for profitability and sustainable business growth.

High-Performance Sales Leader with extensive expertise and track record of success, winning 8 Presidents Club Awards in the B-to-B SaaS enterprise national sales, all while working remotely. Proven track record of prospecting, strategic selling, business development, and territory expansion. Catalyst for strong, sustainable revenue growth driven by seamless execution of pioneering sales and product marketing strategies. Persistent and innovative change agent who thrives in fast-paced environments. Proactive planner with demonstrated ability to prioritize and manage multiple projects, and communicate clearly and effectively.

AREAS OF EXPERTISE

New Business Development Executive Presentations Sales Cycle Management Account Management Marketing Territory Alignment and Expansion Key Account Management Client Relationship Management Contract Negotiation Strategic Planning Performance Management Lead Generation Needs Assessment Budgeting Project Management Product Development Relationship Development Blackbelt

CAREER HIGHLIGHTS

Increased referral volume from strategic partners by 75% every month at Mylo, which resulted in $250,000 in premiums, by building relationship with partners, educating them about the nature of the partnership and benefits for them and their clients.

Awarded five cyber security assessment contracts in 2021 at MGT resulting in over 50 million in contract volume by conducting research using sophisticated tools to identify colleges and universities who secured funds for these assessments, then collaborated with sub-contractors, partners, and team to win the RFPs.

Introduced PayClearly’s AP automation solution strategically to colleges and universities, and private institutions by building relationships through networking, prospecting, and attending several regional networking events resulting in new revenue of $1.8million between 2017 to 2020.

Closed the second largest Mid-Market deal in CGI’s history resulting in a multiyear contract value of 20 million and led the team to sell a multi-tenant solution to 3 counties in MI resulting in contract value of 30 million.

Awarded Presidents Club honors in 2014 at Tyler Technologies following closure of the largest deal Metro Nashville, in company history resulting in 9 million in contract volume.

PROFESSIONAL TECHNOLOGY SALES EXPERIENCE

Charter Communications/Spectrum, Internet and mobile services provider May 2023 - Present

Direct Sales Representative

Consistent top performer that increased customer footprint in designated markets by 65%. Coordinated with management team to develop referral business program

Developed business development referral program to increase customer base

Conducted proactive consultative needs analysis with new prospective customers.

Developed and presented sales presentations/proposals on products and services that meet customers’ needs.

Exceeded monthly sales quotas in high-speed data, mobile, landline phone, and video sales.

MYLO A LOCKTON COMPANY, digital insurance agency

Strategic Partner Relationship Manager Feb 2022 - Feb 2023

Developed and maintained and grew revenue with Mylo’s largest strategic partners. Led a team of four that collaborated with marketing to introduce new products and services, and customer service to resolve any issues.

Created two incentive programs/contests that was rolled out to 2,000 employees of our largest strategic partner resulting in over 200 new accounts for Mylo.

Attended National Symposiums and trade shows to promote the partnership.

Conducted “Lunch & Learns” in every major market and at over 40 offices across the country

MGT, Business consulting and services – cyber security solutions Southport, NC

Director of Enterprise Sales Education Markets Feb 2021 - Feb 2022

Led a team of three that helped obtain better brand recognition and financial growth. Coordinated with company executives, sales, and, marketing to review opportunities and market trends in order to evaluate RFP pursuits.

Spearheaded 5 cyber security assessment opportunities with the team in 2021 resulting in over 50 million in contract volume. Discovered these opportunities and worked with the team to pursue the open RFP’s.

Influenced Howard County MD to implement cyber security tools in 2021 to prevent ransom attacks resulting in a multiyear contract worth 12M.

PAYCLEARLY, Provider of AP Automation Solutions Richmond, VA

Enterprise Sales Executive Higher Education Vertical Sep 2017- Feb 2021

Introduced the PayClearly brand to colleges and universities throughout the country. Built the higher education vertical from the ground up by identifying and selling to prospects and maintaining relationships.

Closed 1 institution during the COVID pandemic in 2020 resulting in $160,000 in new revenue.

Sold 5 institutions resulting in $500,000 in new revenue in 2019.

Sold 4 institutions in 2018 resulting in $650,000 in new revenue.

Sold the first two colleges for the company in 2017 resulting in $500,000 in new revenue.

CGI, Enterprise Accounting Software for the Public Sector Richmond, VA

Enterprise Sales Director Local Markets May 2015 - Sep 2017

Assisted current clients with upgrade decisions including moving to the cloud. In addition to serving current clients, was also in charge of pursuing new clients for CGI’s Advantage 360 SAAS solution. Additional components of the role included SOW creation, inter business user agreements related alignment IP as well as allocation of staff relative to the projects being pursued.

Researched and identified entities in the mid-market that were ready to move to SaaS environment, collaborated with business development team to create SOW and positioned CGI to win contracts.

Developed a growth strategy focused both on financial gain and customer satisfaction.

Closed a multi county & multi-year contract in 2017 with the state of MI resulting in contract volume of 30M.

Arranged business meetings and presentations with prospective clients.

Achieved over 100% of the goal each year.

TYLER TECHNOLOGIES, End to End software Solutions for the Public Sector Plano, TX

Enterprise Sales Executive South East Territory Aug 2012 - May 2015

Built territory by selling company software, services, and extended support within the southeast territory. Company representative for existing clients in the same territory. Coordinated activities with the Sales Associates assigned to the territory to maximize results.

Exceeded 2014 goal by 250% and achieved 129% of quota in 2015.

Achieved 125% of plan and awarded the 2013 Presidents Club Winner.

Coordinated with technical sales resources for proper product positioning and demonstration of products.

Represented the company in one-on-one meetings with clients and prospects, group meetings such as tradeshows, and in a consultative capacity in public presentations.

Negotiated contracts and closed sales, created proposals based on competitive and prospect information.

WEX INC, Accounts Payable Software Solutions South Portland, ME

Strategic Sales Executive 2010 - 2012

Developed presentations for CEOs, CFOs, and Accounts Payable managers of hospitals, universities, and Fortune 500 companies to market and sell sophisticated ERP software. Prospected decision makers in major health maintenance groups and insurance plans. Managed affiliate ERP software alliances to create leads and opportunities. Spearheaded Mid-Atlantic territory by targeting large hospital organizations. Secured accounts such as Hunterdon Hospital Group, Strayer University, and Sledd Equipment Inc.

Closed Colonial Regional Alliance Hospital Group in 2011 resulting in $700,00 in new contract volume.

Achieved 180% of quota in 2012 and brought in new contract sales of 1.6 million Dollars.

Achieved 106% of quota in 2010 and 210% of plan in 2011.

EDUCATION

UNIVERSITY OF SOUTHERN MISSISSIPPI Hattiesburg, MS

Bachelor of Arts in Marketing

Graduate of Dale Carnegie Sales Excellence Class

Graduate of Miller Heiman Strategic Selling and Conceptual Selling Classes

Salesforce Optimization Class Graduate

Proficient in CRM Software, Salesforce, GovSpend, GovWin, Hoovers, MS Word, Excel, PowerPoint, Zoom, Slack

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