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Sales, SAAS Sales, Sales Management, AI, Machine Learning, Market Stra

Location:
Santa Clara, California, United States
Posted:
September 20, 2019

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Resume:

Jonathan Silva ** Logan Street, Watsonville, CA **076

adaeir@r.postjobfree.com 408-***-****

Sales & Marketing Leader

Accomplished and sought-after Sales and Digital Marketing Strategist and Consultant, Entrepreneur, Team Builder and Leader

Career Record of $100s of Millions in aggregate sales, more than triple average YOY growth rate, and profitably selling two companies

Market Development Sales Management, Sales Processes Sales Forecasting Deal Closings Data Science Analytics SEO & SEM Social Media Salesforce.com (CRM) Training Program Development Compensation Packages Machine Learning Go-To-Market Strategy Custom Software Solutions Staff Recruitment/Hiring Public Speaking

Performance Distinctions

9 consecutive years Top Revenue Producer — 2008-2017

10 straight years of exceeding YOY goals, 5 years at 3x+ YOY, 3 years of at least 5x YOY, 2 Years of 10x+ YOY

8-time Employee of the Year — 2015-2017, 2011-2014, 2008-2009,

5-time President’s Club Elite member — 2010-2014,

Highest Gross Per Sale and Highest Close Ratio in the entire company

Highest Overall Team Revenue Average Per Rep

Profile

Over the past decade built and scaled national sales and marketing organizations for SaaS and digital marketing software startups in the San Francisco Bay Area

Created sustained relationships with key decision makers, owners and managers to leverage ordering trends and increase market penetration at the dealership level and beyond

Worked with people at major fortune 500 companies to form partnerships that enhanced dealer campaign effectiveness

Invited by Google to work with their adtech team to identify opportunities for current and upcoming technologies (2015-2016)

Trained 100s of sales people, most of whom became high performers and many going on to successful careers

Highlights

Grew revenue over 900% and delivered double or better year-over-year growth for 3 straight years (Digital Air Strike)

Have taken 3 separate businesses from customer #1 to profitability and at least 10 million in sales in under 18 months. This involved developing the go to market strategy, creating all sales materials and training, and finding the right market partners in order to jumpstart growth

Generated the revenue that turned the company profitable for the first time in its history by developing an entirely new hybrid sales force and highly targeted go to market strategy, as well as restructuring pay plans, product pricing and operations (HPP)

Led effort to build company clientele from less than 100 to over 4,000, entering significant deals with parent companies of several major automakers, including Ford, GMC, General Motors, BMW, VW, and CDJR

Increased monthly average sales by over 260% per rep, and made significant improvements to profit per dealer and products sold per account (HPP)

Using a self-generated custom data model, improved close ratio more than 6x from under 10% to over 60% for dealers receiving a demo (HPP)

More than doubled sales in each of five consecutive quarters (HPP)

Built and trained a national sales team that generated millions in new revenue and later turned company ink from red to black for the first time (Marketvaults/IOXO)

Increased profit per customer by average 325% (Marketvaults/IOXO)

Generated 4 consecutive years of significant record sales/earnings over team goals, over 320% in 2008-09, 276% in 2009-10, nearly 4x year-over-year growth (Purigen98)

Nearly doubled the gross of any other director with smaller teams and at lower cost to the company, in two years (Purigen98)

Personally booked 15M in sales in a single year

Formed a successful Facebook partnership early in their existence to provide professional guidance to their nascent advertising platform before it hit the larger market (Digital Air Strike)

While a full-time college student, made an experimental sale that morphed into a full-blown company

Additional Accomplishments

HPP

Developed US go-to-market strategy, selected strategic markets and developed competitive compensation plans

Opened nearly 40% of the market for new business by closing multiple major OEM strategic partners for integration

DDD/DDA

Secured $5M in round 1 financing with no venture capital

Developed and launched a comprehensive sales and marketing strategy and worked with product developers on customization for the Automotive market

Created and launched a data-driven segmented behavioral model to identify dealers most likely to buy

Landed deals with all 20 beta dealer groups

Improved close rate over 5x from under 10% to over 50%

Streamlined the sales cycle more than 50%

Implemented a new pricing and compensation model that not only saved money and overtime, but pulled in higher sales

Marketvaults/IOXO

Oversaw development of 5 new products and ensured success by establishing the first dealer council, which helped shape products features before launch

Worked with Engineering to develop custom software solutions for customers to ensure seamless integration with multiple onsite systems, Cloud-based data streams, customer and inventory management systems, and content and data management programs

As player-coach, closed own business while working with team to meet revenue targets

Shortened sales cycle nearly one-third from 60+ to 23 days average

Expanded customer base from just a few beta dealers to 100s of stores

Digital Air Strike

Managed a large sales team sited across different time zones, performing market segmentation, sales strategy, training, large group sales, forecasting, and lead generation and response

Closed deals with some of the largest dealers in the country, which put us on the radar of multiple OEMs that led to sales and partnerships with fruitful 7 major manufacturers

Purigen98

Won two consecutive Employee of the Year awards 2008-2009

Closed a national $5M+ deal with Big O Tires

Trained dealers and supported their growth maintain relationships and ensure referral business post-sale, later accounting for a large percentage of growth

Named Brand Ambassador to represent company at shows, and delivered speeches at conferences to key OEM personnel

BDS Marketing

Increased product penetration rate by 254% over the one-year contracted period

Supported over 350 dealers and provided training to well over 3,000 sales people

Stallions Modular Depot

Developed partnerships with 12 small companies that formed the backbone of this online performance store

Negotiated parts distribution contracts with national brands and small businesses that produced healthy margins, and in a few cases won exclusive US distribution rights

Built an advanced ecommerce site that sold parts from 20+ companies, many exclusive to site

Managed a multimillion-dollar parts inventory, several shipping companies, and a small group of trusted installers at speed shops across the US

Sold parts in 11 time zones and managed shipping to 15 countries

Built a grassroots marketing effort, merging each company’s small followings into one expansive market

Created incentives on well-known products to drive traffic to lesser known products and partner sites

Collaborated with event organizers nationwide to provide a national stage for new product rollouts

Produced over $5M in sales revenue

Career History

HPP Media and Marketing, San Jose, CA 2017 – present

A digital agency for automotive dealerships and OEMs with SaaS products developed entirely in-house that utilizes AI and machine learning.

VP of Sales and Marketing

DDD/DDA, Fremont, CA 2017 – present

SaaS and digital services company using in-car technology, personality-based psychometrics and big data to deliver hyper-targeted marketing products

VP of Sales and Marketing/ Founder and CEO of Automotive Division

Marketvaults/ IOXO, San Jose, CA 08/2017 – 8/2015

Automotive Digital Agency specializing in high-touch technology solutions.

VP of Product, Sales, and Marketing

Digital Air Strike, Sunnyvale, CA 2010 – 2015

SaaS Software and Managed Services company specializing in software based, CRM-integrated quoting and follow-up solutions, mobile applications, and management of Social Media, Social Advertising, and Online Reputation for automotive clients.

Director of National Sales / Regional Sales Director-West

Purigen98, Irvine, CA 2008 – 2010

Green start-up selling automotive equipment to increase fuel efficiency.

Director of Sales

BDS Marketing (Sirius Satellite Radio), Irvine, CA 2007 – 2008

Satellite radio provider offering in-vehicle hardware options and subscriptions.

Market Development Manager

Stallions Modular Depot, Santa Clara, CA 2005 – 2007

Parts website and marketing company offering a platform for small businesses to sell their parts online.

Owner/Principal

Education & Certifications Santa Clara University, Santa Clara, CA

Business Communications Bachelor’s completed in 2007

Corporate Communications with minor in Marketing

MBA Coursework just 15 credits short of completion

Microsoft Professional Certification in both Data Science and Analytics 2018



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