Sales Social Media

LANCE DROSTE

**** ******** ***., ******, ** ***** 1-214- 940-6514 *****.******@*****.***

new sales acquisition & BUSINESS DEVOPLMENT EXECUTIVE

Key Account Growth Enterprise Sales Leadership Customer Centric Focus

Highly motivated and experienced sales executive with a proven history of business development. Over 10 years cloud services, information technology managed services and software (SaaS) sales. Proven results as both a player and a coach, focused now on individual contributor roles. Special expertise within the fortune 1000 and enterprise level accounts in leading driving individual results consistently above quota, while leading critical initiatives and generating high prospecting activity to increase results. Experienced working with inside sales, client services, and sales operations. An adept ability to help drive major account growth through a consultative sales style, strong negotiation skills, entrepreneurial spirit, exceptional problem solving abilities, and a keen client needs assessment aptitude. Additional strengths include:

IT Consulting & Managed Services

Hybrid & Private Cloud Applications

Google, AWS, AZURE Cloud Platform

Cyber Security & Managed Security

Networking, Virtualization VMware

Software Solution Sales & SaaS

C-Level Relationship Management

Enterprise Sales Execution

Named Account Sales & Growth

High Engagement Presentations

Consultative, SPIN, Solution Selling

Hunter Mentality/Sales Prospecting

Proposal Development & Delivery

Salesforce.com Forecasting

Complex Contact Negotiations

Performance/Matrix Management

Agile Fast Pace Environments

Inside, Virtual & Remote Sales

Digital & Social Media Sales

CRM Customization & Reporting

Sales Coaching & Mentoring

Professional Experience

LEGAL WORKSPACE CLOUD/BNC -BUSINESS NETWORK CONSULTING Dallas, TX

Director of Sales (Position Downsized COVID-19) 2018 – 2020

Player/Coach role aligned with the CEO, VP of Engineering Operations and Director of Solutions Architects. Hire to grow and scaling BNC’s full IT Support solutions set and Legal Workspace. Made strong individual contributions first, then hired and lead a BDR team of IT Solution Architects.. Provided the sales strategy, sales tactics, sales training and development and sales execution for teams based in our Denver and Dallas markets. Excelled at selling high touch, local and personalized managed IT, multi-cloud options with security and transformation, cybersecurity, and infrastructure/ networking solutions. Successfully drove the relaunch of Legal Workspace, a sister company, which is a cloud-based work environment designed specifically for law firms. A full cloud migration solution with hosted email, existing software applications, files, and data all managed in highly secure private cloud.

Lead the company to its best year in 2018 with 1.4M in new revenue 12% sales growth. Excelled at driving strategic/tactical sales strategies along with supporting key account penetration and acquisition.

Improved lead generation, pipeline opportunities by over 50%. Identified key market opportunities and implemented highly effect email marketing,/drip campaigns, direct phone and referral campaigns.

Increased new accounts sales by 35%. Implemented “Targeted Accounts” sales methodology, Customer Centric relationship building, Same-Side Selling sales discovery & “High Engagement” sales presentations.

ACTIVE NETWORK SOFTWARE LLC (Subsidiary of Global Payments, Inc.) Dallas, TX

US Inside Sales Manager 2017 - 2018

ACTIVE Network® is a $600M premier global marketplace software provider for activities and events. Brought on to inspire an under-performing sales organization through increasing accountability, creating greater clarity around goals and improving sales process execution. Utilized big data analytics and insights and lead a team of 12 Account Executives selling across the United States, event participation management software (SaaS), cloud technology driven payment processing solutions, digital/social-media marketing, and demand generation service. This role required a high level of creativity/adaptability in a dynamically fast-paced environment. 50M divisional budget. 12 Direct Reports.

Drove new quarterly sales contract revenue from .8M (65%) of quota to 1.16M (93%) of quota in just 6 months through focused employee development and major account leadership.

Rapidly improved overall sales closing rates by 25% within 8 months through driving successful training & development, pipeline management, sales tactical strategy, and sales process management.

Won an additional 400K in major account revenue in Q4 of 2017 by creating and formalizing a new step in the company’s sales process “The Board Presentation Walkthrough”. It produced60% closing rates.

PRONTO DELIVERY & LOGISTICS Arlington, TX

Director of Sales 2012 – 2017

Player/Coach role reporting directly to the CEO, aligned with the VP of Operations and Chief Technology Officer. Transportation services; dedicated, expedited freight, LTD, Truckload, global logistics solutions and supply chain management. Brought on to revitalize sales, client services, and marketing for the company. Leveraged strategic vision/dynamic training to provide excellent field support to SE's and AM”s. Drove high productivity into the sales and account management structures of the company 20M Budget. 11 Direct Reports

Accelerated the company’s annual sales growth rate from 6% to 14% from 12.8M to 19M. Excelled at tactical sales strategies, coaching & mentoring the team and building strong value chain partnership

Rescued a Houston market, fortune 1000 wins produced 1.1M in just 7months through a high value tactical revenue strategy. Key Acct. wins: Expeditors, Goodman Manufacturing, CEVA Logistics, Air Liquide

Drove $750,000 in additional revenue in less than 1 year by developing pricing, sales strategy, and marketing for Pronto Dedicated Driver and White Glove Delivery Services.

FIRST DATA CORP. /AIP SOLUTIONS Scottsdale, AZ

Director of New Business Development 2010 – 2012

Player/Coach consultative sales role in close collaboration with the President, realigning and restructuring this payment processing and commercial collections value added re-seller of FDC Corporation. Nationwide services to include: Merchant payment processing, virtual payment processing, full ecommerce solutions, software (SaaS) Hired to drive growth, innovative channel and partner sales strategies, expand the company's solutions set.

Help drive $50,000,000 in new annualized merchant volume working by leveraging buying groups to penetrate wide-scale commercial markets.

Increased sales closing rates more than 25% by developing improved marketing strategies and designing new virtual on-line demonstration materials, capturing important prospect engagement data.

Achieved over 40% revenue growth in value add services, by leading the staff to sell an expanded suite of services to include; e-commerce gateways, virtual payments, mobile and POS software solutions.

IRON MOUNTAIN DIGITAL INFORMATION MANAGEMENT Irving, TX

Regional Sales Director-Enterprise Accounts 2001 – 2010

Reporting to the SVP of Sales, lead a sales region for this $5B Information Management Company offering enterprise-level cloud based backup, (Iron Cloud) & life cycle information management, SaaS information management software, solutions along with data compliance and protection solutions. Brought on to revitalize sales, build new strategies, and recruited top talent to penetrate fortune 500 clients and key named enterprise accounts. Created enterprise-level account strategies for digital warehousing utilizing high security data centers.

Increasing annual new sales from 3.12M to 6.24M (163%) quota, building the top sales team in the company over five consecutive years, by redirecting coaching, mentoring and inspiring the team to win multiple major and enterprise level accounts.

Earned “Sales Manager of the Year” by increasing sales by $3.9M (100%) within 3 years of hire date and improving quota performance from 80% to 181% in that year.

Lead enterprise account wins worth $4.3M in annual recurring revenue to include contracts with JC Penny, Nokia, FedEx Kinko’s, Centex, CITGO, Perot Systems, EMC Mortgage, JPS and Parkland Healthcare.

Education & Previous Experience

BBA in Marketing, University of Iowa

egional

Awards & Certifications

Regional Sales Manager of the Year

Highest National Revenue Growth Award

National Outstanding Sales Production Award

Presidents and Chairman’s Sales Club Honors

Six Sigma, SPIN Selling, Strategic Selling, & Culture Index (CI) Certifications

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