Sales Manager

JOE FENN

***.****@***.*** Denver CO, 303-***-**** linkedin.com/in/josephfenn

Sales Methodology SME / Sales Field Leader / Rep Developer & Deal Coach

Pipeline Building, Value Selling, Value Negotiation, Seller Productivity

Expertise designing and delivering programs to accelerate seller productivity and overall success of the sales organization. 14 years of successful sales development and leadership for Cherwell Software and Hewlett-Packard Software, teaching teams and individuals how to build pipeline and exceed quota.

As sales enablement director & skills trainer, my methodologies and performance programs contribute to pipeline and order success of over $200M in annual Software and Services. Targeted medium to large pursuits in; Manufacturing, Technology, Finance, Healthcare, Higher Education, State, and Local.

Completed software and services sales and enablement for technical solutions: ITSM, ESM, HRSM, ITIL, Agile, QA/ALM, DevOps, Security, Cloud & SaaS. Realizing success by elevating the conversation from a product sale to an enterprise solution sale.

Successfully onboarded/mentored new account executives; reduced time to first deal by 55%.

Reduced new reps’ time to first “large deal” by 30%, and reduced rep departures by 75%.

Former Fortune50 Account Executive achieving quota 3 consecutive years, closing several high-tech deals over $1m.

Hired and managed all levels of IT staff and sales resources in multiple countries.

Summary

I have a passion for implementing sales methodologies, content and programs that teaches sales reps and sales management how to have business value based conversations to identify, pursue and win larger deals, motivating them to exceed their own goals.

PROFESSIONAL EXPERIENCE

CHERWELL SOFTWARE, Colorado Springs, CO Dec 2017- Mar 2020

Director, Sales Enablement

Responsible for the strategic direction, design and delivery of enterprise software and services sales training, coaching and leadership. Increasing the effectiveness, focus and productivity of Cherwell’s; global Internal and partner reps by cultivating deep relationships with prospects and clients. Roles included; internal and field sales, solution engineering, demand gen and renewals teams, and channel partner organizations.

Created and implemented a worldwide sales enablement curriculum to drive pipeline development, opportunity management, and successful sales attainment.

Built oversight programs for team competency, proven through KPIs: Time to First Deal, Time to First Large Deal, Average Deal Size YoY Growth, YoY Decrease in Sales Cycle time, and QoQ Decrease in % of Lost or Slipped Deals.

Development of comprehensive live and on-line Rep Onboarding programs for Account Execs, Solution Engineers, Customer Success Managers and Partner/Alliances reps.

o 7/30/60/90-day virtual curriculum ramp, 4-day Sales Onboarding Workshop delivery live onsite, monthly in US and EMEA, and channel enablement versions delivered both online and live quarterly. Courses cover; markets, product knowledge, solution value selling skills, & sales processes by role.

Led the strategic development of assets by Product Marketing and Sales Ops teams to produce over 300 unique courses, curricula and go-to-market presentations and campaign materials in Brainshark for value proposition excellence, continuous improvement and ongoing content management.

Lead the strategic rollout and successful adoption of Force Management’s Command of the Message and Command of the Sale methodologies.

Drove a coaching culture that helped reps win larger deals by connecting enterprise solutions to business needs beyond IT.

Worked with sales leaders to build formal Territory Planning, Account Planning, and Key Opportunity Win Strategy programs to drive proactive demand generation, pursuit & larger deal wins.

Launched and managed weekly learning sessions for key content sharing; Product & Solution Value, Collaborative Selling Skills (Value, Insight, & MEDDPICC), and process best practices.

Designed, updated and led multiple enablement workshops and break out sessions at internal events such as QBRs, annual and mid-year sales workshops, and global customer and partner events around annual and semi-annual conferences to increase channel traction and sales uptake.

HEWLETT PACKARD ENTERPRISE, SW, Palo Alto, CA 2006 – 2017

Global Sales Enablement and Performance Director 2010 – 2017

Designed a worldwide sales enablement curriculum that targeted the specific pipeline development and opportunity management needs of the software services salesforce.

Certified Solution Selling Instructor: lead adoption of Value Selling, Collaborative Sales and Vision Reengineering (Challenger) selling.

Implemented Sales Rep selection program to hire on a balance of: ability to build pipeline, technical knowledge, solutioning capabilities, success profile, and history of value wins.

Mentored new sales execs to ensure quick startup and ongoing success, driving a 55% reduction in time to first deal, 30% time to first large deal (over $500k), and lower first year rep turnover.

Improved sales team competency, through “Fact-based forecasting” and sales KPI monitoring.

Taught Solution Selling methodology to improve global performance of pipeline discovery, seller/buyer alignment, negotiation, and predictable close.

Led Win Strategy & Deal Shaping workshop for opportunities over $1M.

Launched global seller certification programs for portfolio areas: IoT, DevOps, Cloud, ITSM, Data Analytics, GDPR, Security & Compliance.

Recognized by Sales Performance International (SPI) as innovation leader for completeness of deployed program, advanced manager coaching, and fact-based forecasting processes. Speaker at SPI’s 2016 Customer Success Conference.

HP Software Services Account Executive 2006 – 2010

Sold Professional Services engagements for multiphase solution deployments.

North American Account Exec responsible for pipeline generation and profitable B2B relationships.

Successful sales wins at several large enterprise, commercial, SMB and public sector clients.

Created proposals negotiating project scope, deliverables, and price to win new customers (hunter).

Identified and closed sales of additional Services throughout engagement efforts (farmer).

Managed project changes to minimize impact on Statement of Work and drive additional revenue.

Consistently exceeded quarterly and annual sales goals of $3m, averaging 104% annually.

Largest single deal closed was a $2.5m Integrated Service Manager engagement with an additional $900k in change orders in year 1.

Proudest accomplishment as Account Exec was closing a $750k ITSM deal and building on it with SCM and DevOps engagements worth over $3m across 18 months.

GAMBRO BLOOD COMPONENT TECHNOLOGIES, Lakewood, CO 1996 – 2006

Global IT Operations Director 2003 –2006

Managed delivery of end-user services at multiple US and international sites Sustained > 97% customer satisfaction metrics to negotiated Service Level Agreements.

Directly managed global IT Ops teams: Server Administration, Storage, Telco, AV conference solutions, Service Desk, Desktop Support, Procurement, RFPs, Provisioning, Change & Release Management, and User Education.

Less than 4% annual technician turnover vs industry average of 15%.

Developed several exceptional direct reports who went on to manage their own teams.

Implemented ITIL best practice framework in support of multi-year strategic initiative

Improved first call resolution by 55%, reducing average time of Sev1 incidents to 23 minutes.

Management of IT integration projects supporting corporate M&A in: US, Ireland, Argentina and Brazil

Managed RFP programs and vendor management for global IT partners.

IT Operations & Support Services Manager 1996 –2003

Managed global infrastructure services for manufacturing sites in the US and Latin America.

Led: Support Services, System Administration, Global Network Services, Security Management and Continuity engineers.

Managed $9m IT infrastructure services budget for 45 FTEs across 4 campuses worldwide.

Utilized the global infrastructure board to champion the successful upgrade to MS Active Directory (AD)

Restructured contracts with telco and IT hardware vendors for delivering 30% IT cost reduction saving of $3.5m annually.

Merrill Lynch & Co., IT System Administrator, IT Service Desk Manager

US Air Force: Air Traffic Controller, IT Operations Specialist

EDUCATION

Bachelor of Science, Computer Information Systems Management

Colorado Christian University, Lakewood, CO

PROFESSIONAL TRAINING / AWARDS / ASSOCIATIONS

SPI Certified Instructor: Solution Selling 2.0 (Customer Centric and Collaborative Sale)

Force Management: Command of the Sale & Command of the Message: Value Framework

SME in Challenger (Insight), TAS, MEDDPICC, PACE, Win-Win, Power-Based and SPIN Selling

ITIL V2 & V3 Certified

Microsoft Office365, Salesforce.com, SharePoint, Saba LMS and Brainshark Administration

Center for Creative Leadership I and II: Conflict Resolution and Team Management certified

US Air Force: Leadership and technical courses. Distinguished Graduate - USAF NCO Academy

Awarded: US Humanitarian Service Medal & USAF Commendation Medal for lifesaving

Former Top Secret-SBI clearance and SEC Bonding (inactive)

Associations: Sales Enablement Society; The Sales Association.org; IT Service Management Forum

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