Sales Executive

Hank Bergstresser

Atlanta, GA 404-***-**** ****.************@*****.***

Enterprise Software Sales

Results-oriented sales leader offering proven and consistent track record of successful selling to C-level executive teams in healthcare and cross vertical organizations. Experienced and skilled sales professional, successful both as an individual and team contributor or leader, who understands and navigates the multi-layer decision process and political environments in large enterprise projects, forging relationships and garnering support at all levels of the decision tree. Expert at discovery, presenting solutions and services based on true need and pain of the prospect, setting expectations, timetables and upfront contracts throughout the sales process. Specialist in negotiation and communication, able to forge solid collaborative relationships and build consensus across multiple organizational levels for closed business.

Relationship selling

Complex solutions and services

High-Impact Sales Presentations

Strategic, Global Account Management

Enterprise Performance Management

Revenue Cycle Management

Enterprise Resource Planning

Cloud migration experience with Azure

Multimillion-Dollar Negotiations

Cloud/SaaS Selling

Broad base of hospital department involvement, including Administration, IT, Lab, Radiology, Medical Records, Medical Staff

Customer Relationship Management, Marketing Cloud, Health Cloud and Service Cloud

Selected accomplishments

Recent performance versus annual quota:

2010 - 140% of sales goal

2011 - 310% of sales goal

2012 - 252% of sales goal

2013 - 215% of sales goal

2014 - 205% of sales goal

2015 - 141% of sales goal

2016 - 496% of sales goal

2017 - 198% of sales goal

2018 - 132% of sales goal

2019 - 107% of sales goal

2020 - 175% of sales goal

4-time Top Producer

Through focusing on customer needs and not quotas, achieved 14 years of meeting or exceeding enterprise sales quotas of up to $12 million, including achieving 132% or greater the last 9 consecutive years

Altus Club Trip Award with Optum 3 consecutive years (2011 – 2013), over 200% of quota each year

Demonstrated leadership by mentoring 4 new hires of which all made the Altus Club trip in 2013

Achieved President’s Club with Oracle for FY 2016, sold over $14M on a quota of $2.9M to finish at 496% of goal (8th out of 1,500 North American sales representatives)

Professional Experience

Enterprise Business Solutions Specialist 09/2019 – 07/2020

MICROSOFT – ATLANTA, GA

My role at Microsoft is to consult with senior business leaders from the largest companies in the Southeastern United States on Digital Transformation and Intelligent Customer Engagement. My objective is to understand the unique business challenges of our customers, and help them leverage the Microsoft Business Cloud to ensure more outreach, increase sales, improve productivity, lower cost, and deliver superior customer service. The Microsoft Business Cloud incorporates Mobility, Social Listening & Networking, Internet of Things (IOT), Machine Learning, a Chatbot Framework, and more.

Collaborate with and lead executives to a highly complex solution and long-term partnership throughout the sales process, continually managing expectations

Guide the C-Suite and influencers through the evaluation and decision process, helping them to thoroughly uncover and define their needs and find the best services and solutions for these needs

Cover 60+ Enterprise accounts in the Southeast (including Delta Air Lines, UPS, Bridgestone, IHG, and RICOH among others)

Finished at 175% of sales goal this fiscal year (June 2020)

Enterprise Sales Executive 10/2017 – 08/2019

EVARIANT – ATLANTA, GA

Sell CRM software solutions, implementation, project management and consulting services to health systems across the Eastern United States.

Collaborate with and lead hospital executives to a highly complex solution and long-term partnership throughout the sales process, continually managing expectations

Guide the C-Suite and influencers through the evaluation and decision process, helping them to thoroughly uncover and define their needs and find the best services and solutions for these needs

Cover Eastern Region including Georgia, Alabama, New York, Mass, CT, Maine, RI, VT & New Jersey

Sold 7 net new health systems in the last 18 months. Significant deals include Emory Healthcare, Dana-Farber Cancer Institute, Wellforce, New York Presbyterian, Health Quest, Hartford Health, Cigna and Nemours

Finished first full year at 132% of sales goal

Application Sales Manager 6/2014 – 10/2017

ORACLE – ATLANTA, GA

Sell Enterprise Resource Planning and Enterprise Performance Management solutions including; Financial, Procurement, Project Management, and budgeting & Planning software to named enterprise level accounts.

Collaborate with multiple consulting groups to sell a highly complex solution and long-term partnership throughout the sales process, continually managing expectations

Guide the C-Suite and influencers through the evaluation and decision process, helping them to thoroughly uncover and define their needs and find the best services and solutions for these needs

Cover a multistate territory including NY, NJ, NC, SC, and GA. Significant accounts include PwC, Quintiles, InterContinental Hotels Group, Delta Airlines, jetBlue, Travelport, and BCD Travel.

Attained 141% of my year one quota ($1.8M) while building a significant pipeline for year two

Attained 496% of year two quota ($2.8M) completing 3 major contracts – finished 8th out of 1,500 North American sales representatives.

Enterprise Sales Executive 10/2009 – 5/2014

OPTUM – ATLANTA, GA

Sell revenue cycle software solutions, implementation, project management and consulting services to hospitals and large physician organizations in the Southeast Region.

Collaborate with and lead hospital executives to a highly complex solution and long-term partnership throughout the sales process, continually managing expectations

Guide the C-Suite and influencers through the evaluation and decision process, helping them to thoroughly uncover and define their needs and find the best services and solutions for these needs

Cover Southeast Region including Florida, Georgia, Alabama, South Carolina, North Carolina, Tennessee and Mississippi

Sold 21 net new health systems since 2009. Significant deals include: Baptist Health South Florida, BayCare, Orlando Health, Health First, Shands, UAB Health, HCA, Community Health Systems, Novant Health, Mission Health, UNC Health Care, Rex Healthcare, Southeast Alabama Medical Center, East Alabama Medical and University of South Alabama Medical Center.

Close an average of 5-6 hospital systems a year

Enterprise Sales Executive 1/2008 – 10/2009

SAP – ATLANTA, GA

Sold full suite of software applications including; ERP (Finance, HR/Payroll, Supply Chain, IT), CRM, and analytics throughout the Northeast and Southeast regions

Successful in securing key C-level meetings despite SAP’s limited exposure in the Healthcare market in the US.

Managed the current client base, forging strong relationships and sold additional business within these accounts.

Achieved annual assigned goals

Senior Account Executive 6/2006 – 12/2007

LAWSON SOFTWARE – ATLANTA, GA

Healthcare vertical – Sold full suite of ERP software ERP (Finance, HR/Payroll, Supply Chain, IT) throughout the Southeast region.

Grew pipeline from $2M to $7M within the first 12 months

Managed and developed key accounts including LifePoint Hospitals, Vanguard Health, HCA and Community Health Systems.

Senior Account Executive 1/2000 – 6/2006

KRONOS, INC. – ORLANDO, FL & NASHVILLE, TN

Industry leading frontline labor Management Company which helps organizations solve employee relationship management challenges via the use of enterprise software applications for time and attendance, human resource, payroll, labor analytics, leave management and employee scheduling.

Qualified for Legend Makers reward trip in 2003 & 2004, over 150% of quota each year. Achieved over 100% in quota attainment in 2000, 2001 & 2005

Significant healthcare accounts sold: LifePoint Hospitals, Community Health Systems, Orlando Health, Halifax Health, Shands Health, Tallahassee Memorial, North Broward, Baptist Health, Leesburg Regional, Health Central, BayCare Health, Health First, and Rotech Healthcare

While focused on the healthcare vertical, also sold cross vertical accounts including: Signature Flight Support, Hughes, Volusia County, Anchor Glass, and JT Walker

Territory Sales Representative 1997 – 2000

ADP – ORLANDO, FL

Successfully prospected and sold to C-level executives the entire suite of business solutions (HR, Payroll, Retirement, and Time and Attendance). Equally comfortable in interacting with and advising system end users.

Achieved over 100% of quota attainment in 1998 & 1999

EDUCATION/TRAINING

University of Central Florida, Marketing B.S.B.A Degree

Over 150 hours of certification and high-level sales and management training with firms of national prominence, including: Holden International, Sandler Sales Institute, FranklinCovey, Executive Negotiations (SAP), Challenger (Microsoft) and Managing the Complex Sale.

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