Paul de Curnou

Phone: 303-***-****

adcl7e@r.postjobfree.com

***** ****** ****** ****** ******, CO

Driven and innovative sales management professional with the ability to develop teams that pursue greenfield territories, new logo acquisition, assure P&L management, effectively communicate ROI and real-world value that assures customer satisfaction, drives new revenue, and directly affects the bottom line.

Capabilities

Extensive sales experience with SaaS, IoT hardware, APIs, analytics, engineering services, and consulting sales;

Ability to see big market picture and identify markets and sub-markets for products;

Team building, sales process development and implementation, sales operations;

Success in winning complex, solutions-based sales targeted at Fortune 1000 companies;

High-level contract negotiation.

Success Stories

Turned around declining revenue in territory in six months and exceeded year-end expectations by 33%;

Increased year-over-year sales revenue (doubling revenue in each year) for a continuous five-year period;

Moved from a transactional product sale to a solutions-type sale resulting in an average sale increase of over 200%;

Inherited market segments that were 10% of overall revenue; in three years, those market segments contributed 50% of overall revenue;

Reduced “cost of sale” by 30% by establishing business cases prior to the introduction of expensive technical sales engineers.

Professional Experience

Piton Partners, LLC

Sales Director/Partner/Consultant 11/18 – Current

Consulting and contract sales management to startup companies in the IoT, SaaS, and predictive analytics, and software companies. Identify new business development procedures for companies focused on the oil & gas, ports & terminals, mining, and other heavy industries that require IoT and sensor data feeds.

Biggest client was an IoT cybersecurity company based in Tel Aviv looking to get traction in the US. Product had both endpoint and network components to integrate with SoC.

Envirosuite – (Home Office) 11/17 – 10/18

Senior Account Manager

Greenfield and new business development for an international software company focused on the oil & gas, ports & terminals, mining, and other heavy industries that require IoT, sensor, and SCADA feeds.

Successfully built a 10x pipeline in three months which included top 10 mining companies, top 3 oil & gas exploration companies by cold-calling, business development, and customer outreach.

Earthvisionz – Boulder, CO 4/17 – 11/17

Sales Director

Responsible for turning around sales for a deeply-declining geospatial SaaS. Software was used for geospatial applications and location intelligence applications in disaster recovery, field services, weather forecasting, risk management, and property management.

Trimble, Inc. – (Home Office) 8/15 – 4/17

Enterprise Sales/Business Development Manager

Responsible for selling a variety of SaaS containing advanced analytical tools to a variety of customers and organizations. Provided budgeting, forecasting, reporting, scorecard, dashboards and financial consolidation solutions. Managed and supported prospects and customers through entire sales process. Successfully managed long sales cycles with complex purchasing requirements.

GFI - Boulder, CO 5/13 – 3/15

Managing Partner

Founder for an IoT/SaaS startup focused on IoT and M2M sensors with value-added advanced analytics and modeling. Job duties included sales management, investor relations, P&L, operations, and financing of the start-up. Duties include directing technical resources and subcontractors to ensure a clear vision of the product and services and their value to the customer. Other requirements were addressing CX and VoC, advancing product footprint, marketing strategies, and customer engagement.

Altia, Inc. – (Home Office) 1/06 – 9/11

Sales Director/Senior Account Manager

Hunter role with responsibility for selling software tools and services into a variety of markets including: MilAero, Energy, Consumer, Medical, and others. Additional responsibilities included growing new business and maintaining margins and profitability, building revenue-producing business relationships while managing large, complex sales activities in the software and solutions market.

Research Systems, Inc. – Boulder, CO 6/03 –12/05

Senior Account Manager

Responsible for sales in several regional territories by consultative sales techniques to increase revenue and market presence; business development in new markets and applications, development of OEM and VAR agreements, sales forecasting, contract development and negotiation; overseeing and working collaboratively with maintenance reps and transactional sales representatives.

Education

University of Colorado, Boulder, CO --- Biology, minor in Physics

Other Education

Customer Centric Selling (Student and Coach); Miller-Heiman Strategic Selling

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