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Sales Executive

Location:
Sheridan, WY, 82801
Posted:
October 09, 2020

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Resume:

Jeffrey S. Wallack

*** *. ****** ***, **** **** - Chicago, IL 60611

480-***-****

adgto3@r.postjobfree.com

linkedin.com/in/jeffwallack

SUMMARY

Chief Commercial Officer/Sales Sr. Vice President/Client Relationship Officer/Management Consultant Profile

Strategic, resilient, persistent and proactive leader with credible history of implementing robust strategies and directing high performing teams to drive market impact for revenue growth while maximizing margins

Insightful & trusted leader with multifaceted experience & integrity, encompassing account management, partnership building, customer development, sales, proposal design, solutions, P&L management, problem solving, team orientation & team coaching, with superior leadership & customer relations. Excel at delivering next-level results and service by seamlessly executing novel solutions to improve products/services to increase adoption. Stellar record of promoting and selling digital transformation solutions to meet ever-changing needs of high-value clients. Demonstrated success identifying new lines, enhancing account base, and extending organizational reach to various market segments. Expert presenter and negotiator with strong financial acumen; adept at building consensus across organizations to drive strategic operations. Accomplished executive with innate ability to lead; keenly focused on achieving short- and long-term business goals through thoughtful intellect and refined decision-making.

Signature Achievements

Acquired two 10/10 Client Satisfaction Ratings for a strategic global managed services account. Took over and successfully retained the account (that was at the brink of terminating) selling digital transformation solutions that ultimately increased account growth by 20X to $8m annually valued at $40m after three successive deals. The account grew from just the U.S. to eight countries after languishing for ten years. Renewed another strategic account for $12m.

Harvested $35M annual booked revenue in a single quarter across the Americas within multiple industries through effective market positioning of company’s digital transformation offerings amidst sales team turnover and rebuild.

Led promotional campaigns both overseas & in North America to effectively promote organizational solutions/services to all industries.

Secured large & smaller deals, generated sizeable revenue, and drove competitive advantage across the market.

Developed new business comprising of IT, app development, data center operations within public sector after introduction and partnership of relocated global firm successfully winning new contract of $385m +.

Drove consistent revenue growth by initiating, leading, and implementing projects across diverse global regions.

Closed 200K sf in real estate leases composed of retail, industrial and office properties. Lead broker yielding $19m sales by delivering effective guidance/client support to buyers and sellers.

Renowned as a problem-solver and an expert negotiator; selected by senior leadership for managing troubled accounts with a lack of growth and poor operations.

Executive appointee of two governors and a county Board of Supervisors.

SKILLS & EXPERTISE

Strategy Formulation/Execution

Client Relationship & Problem Solving

Proven Business Development/Direct Sales

Revenue Enhancement/Entrepreneurial

Contract Negotiations & Closings

Recruiting & Staffing

C-Level Relationships

Alliances/Partnerships

SaaS/Cloud/Digital Transformation/Data

Enterprise Software

Sales Lead Origination & Oversight

General Management

Account Management

Sales Capture & Proposal (RFP) Development

Enterprise Solution Selling

P&L Management

Team Building & Motivation

Managed Services

Cross-Industry Sales Leader

Automation

Consulting

Sales Goals & Planning with CRM

Creative/Thinks out of the box

PROFESSIONAL EXPERIENCE

Wallack Consulting, Chicago, IL

Management Consultant

06/19 - Present

Advising firms on integrating sales growth into their existing organization including hiring, team building, SWOT, heat mapping, CRM, margin increase, strategy, business, sales, marketing, account & commission planning. Along with effective Request for Proposals, targeted distribution, evaluations of bids, bid awards.

Retained to develop new RFP and promotion plan that attracted global providers to bid for business process services and digital transformation (that was under consideration since becoming a new client in 2016).

Secured project with world’s largest global provider by effectively developing RFP for potential providers to bid for business process services and digital transformation.

Attracted large group of providers by creating and executing the promotion plan.

Sutherland Global Services, Chicago, IL

Global Sales Director

09/19 – 8/20

Devised growth-focused plans and led strategic initiatives to drive consistent growth across diverse markets.

Nurtured long-lasting customer relationships to drive bottom-line gains for the organization.

Spearheaded competitive market research to identify prevailing market tendencies, while developing robust strategies in collaboration with cross-functional teams (including sales, marketing, and product development). •Established seamless engagement with executive leadership to update about ongoing sales performance for new logo customers.

Submitted multiple proposals to newly developed sales prospects. Awaiting responses due to client employees furloughed due to the pandemic.

Hired for and strategically positioned to succeed the Global VP Sales who recruiter indicated would be resigning but has not.

Joined Sutherland after turning down an Offer to return to Accenture. Furloughed due to pandemic

SPi Global, Chicago, IL

Chief Commercial Officer

04/19 – 06/19

Heavily recruited by CEO and Board of Directors for a C-Level role after going through comprehensive vetting process.

Hired to manage the responsibility of devising/executing revenue-driven strategies and aggressive marketing initiatives to excel organizational business to new heights.

Spearhead strategic marketing campaigns and sales for generating new business opportunities and expand organizational reach to newer markets/sectors.

Focus on developing trusted and long-lasting relationships with both existing and new accounts and focus on opening new lines of business.

Play a pivotal role in strategic planning, sales strategy development/implementation, as well as sales resource planning and budgeting.

Reason for leaving job soon thereafter: After commencing role the CEO concurred that their sole focus on publishing would take too long to train the new COO to obtain the new revenue required immediately. Further, the CEO realized that his preference was having the new COO based in Manilla instead with the rest of the executive team which was not discussed during recruitment. The relocation was not practical for the family at the time.

DXC Technology, Chicago, IL

Global Sales Managing Director/North America Vice President/Global Account Manager

10/14 – 04/19

Conceptualized robust strategies and directed high performing team to manage BPO/RPA/ERP commercial accounts across all industries, generating $35m revenue the first quarter, paving organization on ever-growing trajectory.

Fostered productive relationships with strategically significant accounts and established new logos.

Acted as an advocate and global sales lead for automation, artificial intelligence and ML solutions.

Promoted and sold managed services/business process outsourcing across industries.

Maintained consistent engagement with clients to understand necessary requirements, while directing and guiding internal teams to generate leading-edge solutions in alignment with client’s needs.

Built strategic partnerships/alliances with third party advisors, technology firms, advisory and consultants, service providers, and strategic global business organizations.

Contributed to the portfolio development, while strengthening and improving on-going relationships with global accounts.

Conducted competitive market research to analyze prevailing trends, while devising innovative strategies accordingly to drive bottom-line results.

Handpicked by executive leadership for promotion to run sales of business process service offerings across all industries (in America’s region). Then, handpicked by other executive leadership to develop and run new public sector sales org after re-org.

Negotiated and successfully finalized large managed services deals, which included consulting, ITO, Digital Services, BPO Automation for Xchanging, CSC, and eventually DXC customers.

Achieved/outperformed all defined business targets and stood out in the list of top 1% performers.

Independently achieved 300% sales quota and drove seamless business growth across capital markets.

Recognized as customer-focused leader, redeveloping and nurturing relationships with dissatisfied accounts that resulted in expansion of organization to large and diverse customer audience spread across eight countries.

Successfully won three successive outsourcing expansions.

Led DXC Technology’s Business Process Services' sales unit with P&L of $1B.

Increased digital revenue through trusted/long-lasting customer relationships, consulting, capture strategy, and early deal qualification.

Developed and executed growth-focused sales strategies to target vertical and horizontal business value propositions.

U.S. Real Estate Advisors, Scottsdale, AZ

Chief Executive Officer/Chief Sales Officer/Client Relationship Director

01/06 – 10/14

Established and quickly excelled revenue growth from start-up through strategic sales initiatives, robust planning, forecasting, campaigns, proposal development, negotiations, accountability, hands on activities, influence, integrity & effective leadership.

Built large customer leads to drive business success nationally.

Devised and executed effective strategic plans and promoted customer-first culture to generate and retain business.

Achieved financial stability and generated sizeable revenue by consistently extending business to newer horizons/heights.

Developed and accelerated account growth to $19m in commercial real estate sales.

Grew commercial property management fees to $100k annually.

Developed and led commercial leasing to 200k square feet closed in multi-year leases.

Accenture, Sacramento, CA

State Business Development Director/Associate Partner

05/02- 01/06

The premier global consulting and outsourcing firm. Enabling clients to become high-performance businesses and creating long-term relationships by being responsive and relevant by consistently delivering value.

Led state and local government sales in California

Closed $385m sale of new welfare eligibility system that included application development, systems integration, business continuity, strategic direction, infrastructure, compliance, analytics & data center ops.

Sold smaller projects to state agencies moving to the web for the first time.

EDUCATION & TRAININGS

University of California, Los Angeles

Bachelor of Arts (B.A.), Economics

Student Body Vice President & Chancellor’s Marshal

CERTIFICATIONS AND TRAININGS

Licensed Real Estate Broker

Formerly licensed P&C insurance agent & licensed securities broker

Digital Transformation Sales Academy courses

Graduate courses in law and business management

HONOR AWARDS AND MEMBERSHIPS

Robotics Automation Processing (RPA) Conference Presenter

DXC Platinum Circle Member (Sales Top 1%)

EDS Inner Circle Member (Sales Top 1%)

Client’s Book Mention: A Guide to Positive Disruption by Joanna Martinez (Global Procurement Executive), Chapter Three – Page 60 - “Who’s Done Their Homework”



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