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Sales, Leadership, Consultative Selling, Negotiations, Strategy

Frisco, TX
$150,000+, $300,000+ OTE
December 28, 2020

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Aggressive Sales Management and Business Development Executive

Experienced Sales Management and Business Development Professional with demonstrated revenue success and team performance. Hands-on leader who creates an environment of open communication, empowerment, teamwork, and high-integrity relationships. Achieves top and bottom-line results while balancing strategic and tactical objectives.

Core Competencies

C-Level Negotiations & Coaching

Consultative Selling

New Business Development

Team & Consensus Building

Key Account Management

Strategic Planning & Alliances

Multi-Function Leadership

Professional Services

Persuasion Marketing Science

Professional Experience

Smart Communications Sep 2019-Present

The only provider of a full, end-to-end, digital customer conversation management platform.

US Western Region Sales Director

•Established and developed enterprise SaaS and professional services opportunities in greenfield territory with Fortune companies including Wells Fargo, Costco, Berkshire Hathaway, Apple, Sabre and Raytheon.

•Mapped and built senior level relationships across sector and partner organizations.

Managed commercial and legal negotiations for all SaaS and Professional Service contracts.

Partner with pre-sales, professional services, alliances and support to ensure prospect needs are met while attaining corporate revenue, profitability and strategic goals.

Vision Sales Consulting Dec 2015-Sep 2019

MWBE company created to provide sales presentation & process, website design, branding strategy, content creation, social media management, & lead generation. Targeting small business, technology startups, corporate structure and leadership development.

National Director Sales & Business Development

Developed go-to-market sales strategies, presentations, and methodology for AI and BI startup corporations.

Built internal sales and lead generation programs for pipeline creation and growth.

Consulted with multiple patent holders to bring new technology to market: energy, CPG, manufacturing, government, & SaaS.

Acting VP of Sales & Operations for national agency; responsible for increasing revenues 112%, rebuilt territory structure and developed corporate handbook and guidelines.

Created opportunities and closed new logo business with start-ups and Fortune companies including Fujitsu, Ericsson and Fluor.

Icertis Apr 2014-Nov 2015

The leading provider of enterprise contract management in the cloud.

National Director, Sales & New Business Development

•Achieved 40% of entire company subscription and services revenue for FY 2015.

•Awarded Top Producer designation in 2015 with $3M+ in net new SaaS subscriptions.

•Developed and implemented new hire training manual that became the formalized training program for the sales division, drastically reducing the ramp-up time for new sales reps’ contributions to the organization.

•Created opportunities and closed sales with new logo companies to include Farmers Group Insurance, Johnson & Johnson, Abbvie and Wabash National Corp.

Allen Systems Group Feb 2013-Mar 2014

A global provider of technology solutions supporting nearly 4,000 midmarket and enterprise customers around the world.

Enterprise Sales Director – SaaS, EIM, & ITSM

•Exceeded 100% of targeted KPI’s, while achieving $1.1M new business sales.

•Cultivated relationships with greenfield Fortune 100 companies creating $4M in pipeline.

Selected as only member of worldwide sales force for advanced training on a complex cloud application solution to leverage a strategic partnership with AT&T.

Newgistics Sep 2010-Nov 2012

A leading provider of e-commerce services for top retailers and brands offers a true end-to-end e-commerce solution.

Regional Director of Sales & Services

•Accomplished 121% of sales plan & grew company year-over-year territory market share by 82%.

•Developed end-to-end logistics and commerce offerings for eCommerce companies.

Achieved President’s Club Award (2011 to 2012).

Quadient Jun 2003-Sep 2010

A global leader in Customer Experience Management (CXM), Business Process Automation (BPA), Mail-Related Solutions, and Parcel Locker Solutions.

Regional Director of Sales & New Business Development (DoD, Federal, SLED, Non-Profit)

Managed a sales budget of $28M in final year, and achieved 25%+ increase in sales, year-over-year, for 6 years.

Directed team of 8 direct sales reps and 68 business channel partners.

Achieved International Sales Ranking #1, and International Elite Club/Top 1% in world, #1 in USA (2007 to 2009).

National Sales Ranking #1, and President’s Club (2004 to 2009).

Xerox Apr 1999-Jun 2003

$11B global corporation that sells print and digital document solutions, and document technology products in more than 160 countries.

Regional Manager Sales & Services (DoD, Federal, SLED, Non-Profit)

•Achieved 118% of budgeted sales plan with sales in excess of $22.5M.

•Managed and led 19 sales reps across 11 states.

•Awarded National Ranking #3, President’s Club (1999 to 2003).

Education/Volunteeer/Associations & Skills

BS, Business Administration, The Citadel, The Military College of South Carolina

Board Member – Marriage Boot Camp

Past President – Dallas Citadel Alumni

Founder & President – DSS Foundation

SPIN, Challenger, & Miller Heiman

Situational Sales Negotiations, Power Messaging & Executive Communication

Certified Life Coach with focus on sales & management leadership

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