Sales Digital Marketing

CHARLES W. OGILVIE

**** ******* ****** #****• Atlanta, GA 30309 • (C) 404-***-**** • **********@**.***

High Growth, Sales, Saas & Business Development Executive

Innovative, experienced SaaS leader with extensive sales strategy, sales operations, go-to-market strategy and management experience helping companies manage hyper growth. Data driven strategist experienced in enterprise and mid-market sales of marketing automation, artificial intelligence. sourcing and big data analytics solutions through Saas platforms. Industry focus on CPG, retail, automotive, financial services, transportation, manufacturing, media, telecommunications and logistics. Consistent and innovative track-record building revenue operations from scratch to transitioning sales teams from $5 million to $420 million in annual recurring revenues.

Revenue Operations

Strategic Sales Execution

Enterprise Sales

SaaS

Go-to-market strategist

Market Development

Vertical Sales Management

Sales Operations

Sales Enablement

Strategic Planning

Sales & Marketing Transformation

Sales & Marketing Management

Data driven

Merger & Acquisition Integration

Mid-market sales management

PROFESSIONAL EXPERIENCE:

Scoutbee, Vice President Sales Operations November 2018 to September 2019

Launched US operations for an international artificial intelligence and big data analytics procurement tech company. Scoutbee is an award-winning German startup that uses artificial intelligence and big data analytics SaaS solution to provide real time insights into current suppliers and identify potential new providers on a global basis. Our customers, on average, experience a reduce sourcing and procurement time from 24 weeks to 6 weeks with an average ROI of 77%.

Hired U.S sales, lead generation, marketing, and implementation teams to build out the US operations.

Established sales targets, quotas, compensation and forecasting criteria. Collaborated with marketing to create company messaging and sales pitch and trained the sales team as well as sales methodology, lead qualification and deal desk.

Lead evaluation of and deployment of CRM, forecasting and lead generation scoring solutions and the metrics and dashboard reporting of each.

Created with team, a pipeline from $0 to $5 million in under 4 months.

Closed first 4 customers in first 5 months and 8 new customers in first 7 months.

Created our SaaS agreement, service level agreements and order forms to expedite a clear, documented legal process.

Aprimo, Industry Vice President (Teradata spun out Aprimo in July, 2016) June 2016 to August 2018

Recruited, hired & lead a team of new business development executives to sell the marketing stack,(marketing operations, workflow, budget, Digital Asset Management, AI) growing 62% in the first year and adding over $9 million in new SaaS recurring revenue and $22 million in ACV.

Managed the eastern region of US customer base. (70% of company revenue ~ $32million)

Executive Club, 2017 – 147% of quota. (No Club offered in 2016.)

Established new business development team and closed 12 new logos in first year.

Grew pipeline from $0 to over $17 million in six months.

Closed average contract value of $1.8 million deals in with Citigroup, Sirius/XM and Comcast respectively in first 12 months.

Retained 105% of budgeted annual recurring revenue contracts renewals.

Hired and developed 7 new sales representatives and had all closing deals in less than 6 months

Chief Revenue Officer, UpSkill Inc., Herndon, VA May 2015 to June 2016

Built sales and marketing team for first stage, Smart Glasses, internet of things, (IoT) start up and responsible for all revenue generation.

Established Revenue operations from scratch, implementing led generation criteria, opportunity assessment and metrics to focus on opportunities we could win. Resulting in focus, increased revenues 110%, and data driven forecasting.

Closed contracts with Boeing, Tesla, GE Aviation and begin their smart glasses strategic initiative.

Grew pipeline 145% in 7 months.

Hired and built a sales and account management team from zero personnel to 7 individual contributors.

Established a Partner Program and Developer Training Program with included Google, Salesforce.com, Accenture, Deloitte, Microsoft and Sony and established rules of engagement with revenue targets.

Grew quarterly booking and revenue 150% quarter to quarter.

Teradata, (Aprimo was acquired by Teradata Corporation), Vice President, Sales, Sales Operations & Professional Services, Americas,

Atlanta, GA 2010 to 2015

Managed $125 million p&l; grew revenues, during integration of acquisition, with a team of over 300 sales and professional services consultants for the sales of integrated marketing management as a SaaS solution and in the cloud and digital marketing agency which served as an outsourced social media and digital marketing services to the Fortune 1000 in North & South America.

Grew number of new name company logos 28% a year, each year in the enterprise, Fortune 500 market.

Managed North and South America, over 300 person team and $125 million revenue business which grew on average, double digits/year

Collaborated with marketing to drive campaigns to generate leads in target market increasing qualified leads 124% and surpassing quota on leads by 37%.

Built and managed CXO relationship with companies such as Sirius/XM, Truist (formersly SunTrust), Bank of America, A T & T, Verizon, Wal-Mart, Nationwide Insurance, Hil-Rom, Astra Zeneca and MetLife.

Managed Alliances and Partners on strategic deals. Maintained strategic alliances with Microsoft, Accenture, Cap Gemini, Salesforce.com, and MicroStrategy to drive revenue and relationships in Fortune 500 companies.

Logistics and Supply Chain Consultant, Atlanta, GA 2007 to 2010

Consultant to Independent Purchasing Cooperative (IPC), the purchasing cooperative for 26,000 SUBWAY franchisees in the U.S. and Canada.

Manage the rollout of coffee and breakfast to 28,000 SUBWAY franchisees on the same day. Worked logistics with one supplier, (Starbucks) 2 distribution centers and 43 3PL trucking companies to efficiently deliver the right mix of coffee and coffee supplies for North American launch of breakfast.

Collaborate with marketing, purchasing and distribution team to manage the U.S. and Canada rollout of Seattle’s Best Coffee to over 26,000 SUBWAY stores. Coordinate logistics with national media campaigns thus far producing a 5% increase in same store sales; zero inventory shortages or write offs for franchisees.

Managed the introduction of SUBWAY branded snacks (potato chips) in Puerto Rico from concept to manufacturing, branding and distribution. Creating annual savings in excess of $700,000 per year.

Created and managed the design and development of a franchisee portal for maximizing profits and flavor mix working with The Coca Cola Company to implement ideal brand set in each store.

EDUCATION:

BA, Business Administration, Finance Major, Marketing Major; University of Memphis, Memphis, Tennessee consultative sales security top secret

department of defense

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