Post Job Free

Resume

Sign in

Sales Social Media

Location:
Bethesda, MD
Posted:
November 27, 2019

Contact this candidate

Resume:

SCOTT KUTOS

240-***-**** adax10@r.postjobfree.com www.linkedin.com/in/scottkutos

SENIOR SALES AND LEADERSHIP EXECUTIVE

SaaS & Cloud Video Enterprise Software Published Author

LEADING THE SALES ORGANIZATION FOR STARTUPS AND WORLDCLASS ORGANIZATIONS

I CAN TAKE YOUR STARTUP TO THE NEXT LEVEL OF THE BUSINESS CYCLE

I CAN EXTEND YOUR ENTERPRISE SALES GLOBALLY

I CAN BUILD OUT YOUR SALES TEAM AND MAKE IT WORLDCLASS

Core Competencies:

Executive Management Team Building Change Management

Customer Success Startup Management Cloud Sales

Sales Management CRM Software Salesforce

Strategic Direction and Planning Digital Media Sales Customer Development

SaaS, Enterprise Software Sales C-Level Sales Employee Recruitment

Employee Development Analytical Challenger Sales

Dealstorm Sales Model Activity Based Marketing Data Analytics

Open to Relocation New Logos Hunters

PROFESSIONAL EXPERIENCE

Intrado Digital Media Solutions (formerly West.InterCall Startup) 12/2011-present

The world leader in secure digital media solutions, including Enterprise-wide SaaS & Cloud applications, Content

Streaming, Virtual Events, PR and IR.

Senior Sales Director, SaaS Enterprise Sales, North America Sales

Reporting to the Senior Vice President, Global Sales, responsible for leadership of SaaS and Content Streaming,

Webcasting, Virtual Events and Corporate Tube solutions to C-Level customers and new logos, including enterprise-

wide secure SaaS software sales and on-prem applications throughout North America and globally. Oversee 10 direct

reports.

Primary vertical markets and customers: Manufacturing: Deere, Motorola, GE, Dell. Communications: JPMC, T-

Mobile, AT&T. Finance: Fidelity, RBS, Wells Fargo, State Farm, Allstate, Comerica Bank, Northern Trust, AIG. Bio-

Tech: GlaxoSmithKline, Anthem, Boston Scientific, Change Healthcare, JnJ. Major achievements include multi-year

deals with State Farm, Comerica, Sabre, Cargill, United Airlines, $500k - $1.5+ million.

Mentor, support, train and direct lower level personnel, including Global Sales Managers, Hunters, cros-

sellers, sales engineers for continuous improvement.

Develop and implement territory-wide sales strategies to meet changing industry trends.

Create and oversee business plans for major accounts, including Fortune 1000, and lead video strategy for

Americas, including lost revenue re-capture, expansion of footprint into identified major accounts (new and

existing), driving and achieving an annual revenue goal of $30 million, including deal sizes of $1.5+ million

ARR. 2018 quota: $24million (Actual: $34million). 2019 quota: $60million. On track.

Work with Salesforce CRM to continuously provide status reports, benchmarking and updates on sales

metrics, effectively reshaping strategy based on metrics results and input from top executives.

Captured more than 100 new logos in last 24 months.

Lead internal DealStorming teams, resulting in reducing time-to-close for major deals from 12-18 months

down to 3-6 months (SaaS, cloud applications).

Develop, manage, oversee and expand relationships with partners such as Ramp, Kaltura, Kollective, and

Hive to drive new business. Partnership management resulted in closed deals of up to $8 million annually.

Blue Sky Broadcast (startup) 12/2010 12/2011

Blue Sky Broadcast is a leading provider of webinars, webcasting and virtual events to the Association,

Pharmaceutical and Biotech markets.

Sales Director

Oversaw nationwide sales efforts in securing new accounts. Managed and mentored lower-level personnel.

Primary vertical markets include: Associations, Pharmaceutical, Biotech. Target decision makers at C-level Marketing

Directors, Chief Operating Officers, Director of Client Services, and VPs of Managed Markets.

Led Education, Training of managed personnel, and oversaw Account Management team to ensure revenue

growth.

Developed and expanded relationships with partners such as 6Connex, Higher Logic, Thompson-Reuters,

Avectra to drive additional business.

Success included Visual Alchemy, E Squared Communications, Clinical Bridges, and Strafford Publishing.

Vcall (formerly Vodium, start-up) 12/2006 12/2010

Vcall is the market leader in on-demand and live SaaS and virtual communities/social media solutions to Commercial

and Federal Government.

Sales Director

Managed all aspects of Sales department at Vcall, including personnel, training, mentoring, team development,

personal and team goals and objectives, comp plans, and full P&L responsibility. Supervised four remote Sales

Managers, three Account Managers. Annual revenue: $3 million.

Developed and tracked sales processes and metrics for sales staff, including CRM integration.

Played a key executive role in the buy-out of Vodium by PrecisionIR, 2007

Led lead generation, account growth, customer retention, new business development and

management/customer interface (both personally and for the Vcall sales team). Acted as interface with

Executive Management, Board of Directors at Vcall in forecasting, commitments of revenue dollars.

Identified, developed and captured both one-time and contractual opportunities, to empower team for full

sales cycle responsibility, including prospecting, cold calling, tracking leads, qualification, and proposals

through to contract award with project hand-off to production using Salesforce.com software.

Produced and directed C-level presentations for both commercial and Federal sales opportunities.

Product Enhancement team leader, including expanding webcasting footprint, creating new tools,

development of social media functions.

Acquired key new customers: FDIC, DHS/ICE, Department of Labor (OSHA, WHD, EBSA), OTS/Treasury,

USAID, Catholic Charities, Visual Alchemy/SciMed.

Expanded relationships with existing customers: US Senate, QinetiQ North America, Lockheed-Martin,

DHS, State of Florida Legislature, GSA.

EDUCATION

Bachelor of Science, Business Administration, Information Technology University of Maryland/University College

PROFESSIONAL DEVELOPMENT

Sandler Sales Methodology Edwards Deming Management Training Miller-Heiman Strategic Sales Training

PUBLICATIONS

Content Streaming and Digital Media Solutions published 2019, Amazon

www.amazon.com/Content-Streaming-Digital-Media-Solutions/dp/179922306X/ref=sr_1_1?

keywords=Scott+KUtosandqid=1552504906ands=booksandsr=1-1-spell



Contact this candidate