WESLEY TAYLOR

469-***-**** (M) Prosper, Texas *5078 adi5ir@r.postjobfree.com www.linkedin.com/in/r-wesley-taylor TECHNOLOGY SALES PROFESSIONAL

Sales team executive with expertise in selling infrastructure and enterprise level software to large new and existing accounts. Proven ability to build a sales team, create and manage a sales budget, change sales culture, negotiate with C level decision makers, build processes, develop sales territories, increase revenue and develop new business at a rate of 50% year over year, on average over last six years. Demonstrated skills in the following:

Sales Leadership Talent Management Contract Negotiation

Coaching Mentoring Customer Relationship Management

Change Management Strategic Planning

Qualifying Opportunities Influence

Inside Sales Outside Sales Strategic Partnerships PROFESSIONAL EXPERIENCE

AGILYSYS, INC., Dallas, Texas May 2005 to October 2020

$180M publicly traded developer and marketer of proprietary enterprise software and other products for hospitality industry. Area Vice President of Sales, Americas March 2011 to October 2020 Sold enterprise software to Hotels, Resorts and Cruise Lines. Responsible for negotiating multi-million-dollar contracts. Directed team of up to 12 sales executives, responsible for $60M in revenue annually.

Increased revenue by 100% between FY 2015 and FY 2020, from $20M to $60M.

Designed new pipeline methodology increasing pipeline by 100% per year.

Improved forecast accuracy to 5% by creating and implementing new forecast policies.

Conducted multimillion-dollar negotiations with C level decision makers, such as: Royal Caribbean Marriott, Hilton, Vail Resorts, Alterra, Aspen, Pebble Beach Resort, Hyatt Corporation, Carlson, Wyndham, Mandarin, Kohler, Kalahari, Choice, Drury Inn, IHG, Kimpton.

Developed a Global team and plan to support all Global customers based in the US.

Built annual business plans and budgets to strengthen strategic direction.

Developed new sales training tools and processes for corporate sales to enhance sales and product knowledge and increase retention rate by 25%.

Created weekly strategy sessions with team to assist in building the pipeline.

Collaborated with product management and product marketing on the creation of a new technology platform selling to Beta sites and creating a pipeline of customers. Sr. Director of Sales, Hospitality Division July 2007 to March 2011 Responsible for the successful management and growth of Presales InfoGenesis team, BDA/ISR team, Infrastructure Implementation team, Sales Operations team and all infrastructure hardware sales. Managed 5 direct and ~25 indirect reports.

Migrated Sales operations from Cleveland, OH to new headquarters in Alpharetta, GA.

Developed strategic initiatives for the pre-sales engineering InfoGenesis team o Presales process and procedures.

o Redesigned Agilysys Innovation and Solution Center. o Architected demonstration training and demonstration worksheet guidelines.

Renegotiated several high-profile customer agreements to resolve customer satisfaction issues as the lead executive facilitating difficult conversations.

Worked with customers such as: MGM, Boyd Gaming, Cosmopolitan, Pinnacle, Harrah’s, Elk Valley, Laundry’s, PlayLV, Royal Caribbean, Compass, Pebble Beach, Trump Hotels, and Palms Casino Resort, and Madison Square Garden.

Constructed comprehensive ‘Business Plan’ to build new infrastructure hardware sales team to develop strategies to sell $20M+ in hardware and professional services to hospitality customers across the US.

Responsible for selling over $500,000 in professional services in first 3 months of infrastructure initiative.

Trained new hires on Agilysys capabilities and overall infrastructure sales tactics. Director of Professional Services – Business Development August 2005 to July 2007 Developed professional services (PS) initiatives, assisted in merging PS efforts for all divisions including Hospitality and Retail. Led team of ~15 sales reps with ~$25M P&L responsibility. Reported directly to EVP of Professional Services.

Grew PS sales from $8M to $20M in one year.

Responsible for booking $1M+ in Q4 fiscal year.

Managed merger of CTS and Agilysys PS organizations. Assessed talent, developed processes, and created budgets.

Partnered with Sales Executive, Regional Managers and District Managers to develop new PS marketing and sales strategies increasing sales >15%.

Implemented and delivered Salesforce.com training for sales team creating measurable efficiencies.

Initiated a Healthcare campaign by researching potential revenue and opportunities. o Developed corporate strategy around the Healthcare vertical market and creating a niche for Agilysys. o Built partnerships with several Healthcare ISV’s, including Kodak, GE, and Fuji. CTS, INC., Dallas, Texas April 1995 to May 2005

An independent services organization, specializing in information technology storage solutions. Acquired by Agilysys in 2005. Director of Commercial Services February 2002 to May 2005 Responsible for building new business unit selling storage, back-up, and disaster recovery services through large storage vendor. Managed sales and delivery. Led team of 25 direct reports including presales, sales, and project management with P&L responsibility.

Grew revenue from $500K per annum to $10M per annum.

Designed and implemented sales, presales, engagement, delivery, and post-delivery processes.

Created forecast and project management status database tool.

Designed and implemented sales and project management training. Previously held positions as Midwest Sr. Account Manager, Director of Dallas Operations and Sales. TECHNICAL SALES SKILLS

Agilysys Enterprise Hospitality SW

InfoGenesis POS, Straton Warren, LMS, Visual One, Eatec, Agilysys Analytics, Datamagine

VMWare / MS Terminal Server

Disaster Recovery Assessments

Siebel / Oracle

HACMP, MC ServiceGuard, Veritas FirstWatch

Salesforce.com

Infrastructure Consulting

CISCO

EMC, SRDF, EDM TimeFinder, Mirrorview,

Snapview, ERM, NAS

Data Mining/Warehousing

LAN / WAN Design

MS Word, Excel, PowerPoint

EDUCATION

University of Texas, Austin, Bachelor of Arts, Sociology Kappa Alpha Order Fraternity

HONORS AND ACTIVITIES

Agilysys President’s Club: 2015 to 2020

“Taylor-Made Training” – home-grown sales training venture. Worked with CEO of E*MD’s, medical software company, specializing in front office software for medical profession. Facilitated off-site workshop focused on specific sales techniques and extensive role-playing exercises.

Long Distance Coach, North Texas Jackrabbits

Participate in a myriad of 10K and half marathons

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