Revenue Growth

Josh Olson

Minneapolis, MN USA +1-612-***-**** ****.*.*****@*****.***

OBJECTIVE/EXECUTIVE PROFILE

Start-up CRO with big company experience: On a mission to leverage my large company experience to growing SaaS company. I have a passion for start-ups led to actively serving as board of advisors to multiple startup companies (Cravety, CareerGig, Apkudo, LittleHorse). Guided their target market identification, target persona development, implemented sales methodology, connected start-ups with key partners and infused product and partner ideas to jumpstart progress. Given these experiences, I believe I am the ideal choice for a SaaS company of any size looking to fast track revenue growth, drive innovation, inspire a global team, optimize product value proposition, messaging, sales process and market leadership.

WORK EXPERIENCE

VMware, Prior Lake, MN

Cloud computing, software and virtualization technology company with $13.4B revenue; End User Computing Division (EUC), secure, manage, automate the anywhere workspace with $1.6B ARR. Global Head of Experience Software Sales - EUC 11/2018- Present

● Revenue Growth: Updated the revenue model and delivered results:

Delivered ARR FY21, $31M+

ARR in FY22, $45M+

ARR in FY23. $52M+

ARR in FY24 $60M+

● Organizational Leadership:

Conceived, pitched, and launched the Experience Software Sales initiative for VMware in 2018 to generate revenue from a new target market.

Developed a global sales team to work with each region’s teams of managers, sales and technical teams along with Global Systems Integrators (GSIs), and Partners.

● Sales, Marketing and CRM

Evangelized Experience Solutions through social media, podcasts, Q&A sessions, internal and external events/meetings, partner briefings/executive briefings, keynote addresses, panel discussions, customer executive meetings

Managed Experience Solutions Sales Global Team - AMER, EMEA, APJ - sales specialist/business development and architecture roles

Initiated growth strategies, created culture of innovation and differentiation, oversaw Collaborative Account Planning (CAP) process; Big Deal review process.

Grew pipeline and improved conversion rate from 5:1 to 4:1.

Led CRM Optimization - optimized workflows and KPIs for tracking opportunities from BDR, SE, CSM, Sales teams, developed unified dashboards to ensure unified/mutual goal tracking and attainment.

Worked with sellers/customers/partners to ID top use cases, value propositions, built ROI calculators, proposal tools, processes teams leveraged to quickly capture market share

Improved renewal rates of core products from 85% to 90+%

Built sales process for Experience Solutions: Discover, Develop, 10 Champion, Build Business Case, Negotiate Close, Implement, Validate Value

Established key customer contacts in verticals and developed vertical messaging and solutions:

■ Retail - Target, Best Buy, Walmart, Kroger

■ Logistics - FedEx, UPS, Le Poste, Australia Post

■ Healthcare - Medtronic, Abbott, Boston Sci, Walgreens, Mayo, UHG, Houston Methodist

■ Financial Services - Fiserv, JPMC, Capital One

■ High Tech - Salesforce, Oracle, Zoom

■ Aerospace - Delta Air Lines, Southwest Airlines, Boeing, Airbus

● Awards and Recognition

Team was awarded Top Innovation prize in 2022 for unique solution that maximized customer value and impact - Helped FedEx with employee retention improvement by 18%

Team was featured as fastest pipeline growth engine in years 2020, 2021, 2022, 2023

Exceeded quarterly global revenue by 151% in FY23 Q3. Director, EUC Sales - North Central US 11/2024-11/2018

● Revenue Growth: Sold products to help companies track, monitor and manage their enterprise’s entire fleet of devices, all end user applications and content in a single, integrated, real-time view of their end point devices - PCs, Macs, tablets, phones, machines and Internet of Things (IoT)

Sold solutions to help companies grow revenues, improve margins and drive better customer loyalty with security, manageability and operational automation baked-in.

Developed team and territory to achieve $10M+ YoY growth in territory 2 years in a row that previously never did more than $3.2M/year

Obtained new customer logos - KwikTrip, Ecolab, Medtronic RTG, St. Jude Medical

Expanded from small customer footprints to large strategic relationships - Target, Best Buy, Medtronic, Ecolab, Xcel Energy, UHG/Optum, General Mills

● Sales and Marketing Strategy

Developed custom “patient experience” program with Medical Device manufacturers to transform how they interact and service their patients - lowering cost of care while simultaneously improving quality of care, reducing warehousing, inventory costs and simplifying regulatory compliance globally

Created new category and new customer base

Trained field sellers, inside sales teams, pre and post sales engineering and business development teams to create cohesive strategy for region

Participated in strategic planning with product management and development teams on current and future product innovations and M&A discussion for potential strategic acquisitions

Forecasted sales each period and built lead generation to close plans with team and created a replicable model that led to sustained success

Oracle, Bloomington, MN 12/2011-11/2014

Cloud applications, databases, storage and server technology company with $50B+ revenue Technology Sales Manager - Big Data/Advanced Analytics

● Revenue Growth: Sold solutions for Big Data, Information Discovery, Database, Data Warehouse, Business Intelligence, Weblogic, SOA, PSFT, Hyperion, and Identity and Access Management

Sold over $1.8M (Margin) FY13; $2.2M FY14 of systems and software solutions

Built CIO, VP and Director level relationships in net new and existing accounts

Requested by 3 different CIOs to be their strategic sales lead (Key Account Director) across all Oracle applications, technology, hardware and services offerings due to broad IT knowledge and experience.

● Sales and Marketing:

Managed cross-functional sales team - inside and outside reps, marketing and sales consultants to drive sales

Worked with and developed sales teams in the central region from Enterprise, Commercial, HIgher Ed and Healthcare accounts to sell enterprise solutions based on business transformation

Presented at Oracle’s vision for big data at Oracle User Group, Milwaukee and Minneapolis big data events

Built ROI and TCO based proposals for private cloud initiatives using a consultative approach to real-world business issues

Implemented Maximize Return on Oracle Investment (MROI) meetings with customers to provide customers with more value from our solutions as well as “land and expand” our business with them strategically

EMC, Minneapolis, MN 3/2008-12/2011

Technology and storage company with $20B+ in revenues Senior Account Manager / Senior Sales Specialist

● Revenue Growth:

Managed named accounts in MN (Delta Air Lines, Assurant, Allina Hospitals, HealthEast, Children’s Hospital, Imation and RBC Wealth Management) grew territory sales from $2.5M/yr in 2010 to over

$6.7M in 2011 - 268% growth

Sold over $1.8M (Margin) FY13; $2.2M FY14 of systems and software solutions

● Sales Complex Products and Training:

Represented information security (RSA), enterprise content management (Documentum) and disaster recovery software solutions (RecoverPoint) and EMC Storage Systems products

Recognized as the fastest sales specialist (RecoverPoint) to get up to speed (per sales management)

Trained both field account executives and account technical consultants on how to sell replication and storage virtualization product sets

Oracle, Bloomington, MN 9/2005-3/2008

Cloud applications, databases, storage and server technology company with $50B+ revenue Senior Applications Sales Manager - Commercial and Strategic Accounts

● Revenue Growth

Sold ERP, FCM, HCM applications (E-Business Suite, PeopleSoft, JD Edwards)

FY07 112+% of annual quota, Quota $881k/yr L&S, Attainment $1.1M/yr

● Strategic Sales and Operations

Developed strategic account processes for aerospace and defense account base: Boeing, Northrop Grumman, Lockheed Martin, General Dynamics, SAIC, L-3, BAE Systems

Strategic account sales for HIgh Tech account base: Cisco/Linksys, Texas Instruments, Sony, Gateway

Mentored new Applications Sales Representatives

● Awards and Recognition

Club Excellence Winner 2006 - Oracle

ERP Applications Sales MVP Q4 FY07 - 170% of quota

ERP Applications Sales MVP Q2 FY07 - 195% of quota

ERP Applications Sales Rep. of the Quarter Q1 FY07 - 168% of quota

Completed Winning, Inc.’s strategic sales training EDUCATION

UNIVERSITY OF WISCONSIN, Madison, WI BBA 12-1995, Marketing degree, Management degree and International Specialization

ST. CLOUD STATE UNIVERSITY, Maple Grove, MN MBA 05-2007, Management

● Beta Gamma Sigma, International Honor Society Member VOLUNTEER / COMMUNITY ACTIVITIES / HOBBIES

PRIVATE PILOT

● Achieved Private Pilot Certificate

● Achieved Instrument Pilot Rating

● Achieved Seaplane Pilot Rating

HABITAT FOR HUMANITY

● Volunteered with entire branch office and worked as a team to help build a new home for a resident in underprivileged part of Minneapolis, MN

UNIVERSITY OF WISCONSIN

● Tutored university student from Puerto Rico (in Spanish) about college level marketing strategies INTERNATIONAL SUMMER SPECIAL OLYMPICS

● Distributed food, games, and friendship to athletes

***EXCELLENT REFERENCES & LETTERS OF RECOMMENDATION AVAILABLE UPON REQUEST***

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