Sales Inside
Resume:
B*B Technology Sales Leader who consistently delivers on growth targets by recruiting, developing, aligning, and motivating sales teams and strategic reseller partners. Exceptional capabilities in capturing new sales, building market sectors and displacing competition. Instills a metrics-driven, pipeline development methodology, underpinned with focus and discipline in executing solution-based prospecting strategies to result in repeatable and predictable sales outcomes. Adept at leveraging strategic relationships that manifest measurable results across key performance categories. Tenured business executive who interacts actively with other leadership members to develop, influence and accomplish business goals.
Market and Revenue Growth – Developed, optimized and implemented go-to-market strategies resulting in business turn arounds, new offering launches and geographic expansion.
International Expansion – Penetrated new markets and drove international software business expansion across North
& South America, Europe, Australia, and Asia through a partner-leveraged sales and delivery model.
Team Leadership – Initiated cross-functional organization structures resulting in department productivity increases and client service improvements.
Consistent Sales Performance – Multi-year top performer and President's Club winner, in both individual and managerial roles, with a record of exceeding sales goals and growth objectives in excess of peers. Skills and Experience for Optimizing Enterprise Sales
B2B Software & Services Sales Management
C-Level Relationship Builder
Alliances Development
Reseller Partnerships and Programs
Sales Negotiations
Recruiting and Hiring
Enterprise Content Management
SaaS Sales
Sales Programs & Compensation Reform
OEM Sales
International Markets Development
Inspires and Influences Stakeholders
Aligning Teams with Strategies to Achieve Aggressive Revenue Targets BRAINJOCKS
Marketing technology website services for enterprise clients Vice President, Sales and Business Development 2019 – 2020 Sales leader responsible for recruiting developing and motivating a sales & business development team to generate professional services sales from new and existing clients. Targeted CMOs, CIOs, and Digital Strategy Directors for large website transformation projects including commerce, personalization, experience, and machine learning.
Rearchitected sales forecasting methodology to bring rigor and predictability.
Engaged directly with executives from top customers, prospects and partners in order to gain business understanding.
Developed customer focused sales messaging and stories.
Drove rapid turnaround in leads and prospect development adding several million dollars in qualified pipeline.
Led Sales to best bookings/revenue quarter in company history. John A. Kenyon
ALIGNMENT
MOTIVATION
EXECUTION
RESULTS
Atlanta, GA
***********@*****.***
John A. Kenyon Page 2
PROSPEROWARE
Client Value Management software solutions for Professional Services Firms Vice President, Sales and Business Development 2014 – 2019 Hands-on sales leader responsible for overall sales of cloud-based matter management, business intelligence, collaboration and cyber- security software platforms and services. targeted at C-Suite and department heads. Recruited, developed and led a 15 person staff of Business Development, Sales, Technical Consultants, and Sales Operations responsible for achieving new software sales goals.
Grew client bookings by an average of 25% per annum, with 75% from new logos.
Instituted pricing strategies to shift from a perpetual business to subscription SaaS based business in 2.5 years.
Launched a new matter management & financial planning platform and acquired 34 customers during 3-year period.
Instituted territory management plans and sales forecasting methodology to improve pipeline predictability.
Developed market-focused repeatable sales plays and sales training activities to ramp both direct and partner sales.
Initiated cross-sell programs to position and sell products to existing clients. ALFRESCO ECM
World’s largest open source enterprise content management company with 1300+ paid customers in 180 countries and $60M in annual sales Vice President, Americas Channels and Alliances 2012 – 2014 Responsible for $13M in new subscription revenue through 45 channel partners and strategic alliances. Led five partner managers, two marketing staff, and two pre-sales engineers. Managed ongoing partner relationships and recruited new partners. Instituted sales programs to train, motivate, align and lead reseller sales personnel and executives to improve performance in driving revenue from new and existing customers. Created co-marketing programs and events, managed individual business plans, oversaw sales process and deal cycles, produced forecasts, generated proposals, negotiated deals and closed new accounts.
Exceeded all targets, increasing partner-led new customer subscription revenue by 80% year over year.
Recruited, on-boarded, and enabled 21 new partnerships during FY 2013.
Increased ‘top 10’ partners’ sales by 50%.
Upgraded sales process to embrace a business solutions approach.
Targeted and worked with partners to build industry solutions based on our SW platform. FIOS INC. (now DTI)
e-Discovery collections, processing, review, and productions services for law firms and corporate legal departments throughout North America Sales Director, Mid-Atlantic and Southeast Region 2011 – 2012 Recruited to strengthen and grow revenue and market share in key territories. Hired and managed team of account executives, solutions consultants and inside salespeople to achieve professional services sales of $6M annually. Identified and developed high potential new accounts. Delivered product and selling skills training. Enhanced sales process and messaging strategy. Managed and closed some key accounts directly.
Exceeded quota for the territory and grew revenue by $1.9M.
Developed a company-wide sales certification program to ensure consistency and effectiveness of messaging.
Achieved #1 Sales Director in 2011.
AUTONOMY (Formerly, Interwoven and iManage - 2001 - 2011)
$1.2B software company providing search, document and web content, records, regulatory and compliance, and e-discovery software Sales Director, Enterprise Software Sales, Mid-Atlantic and Southeast Region 2009 – 2011 Promoted to oversee revenue and client development for a 13-state, $14M region. Led seven high performing account executives and three consultants in identifying target accounts, cultivating high level relationships, building value, and closing deals.
Increased sales by $6M+ in 2010.
Developed exceptionally performing sales team, including multiple Presidents Club winners.
Closed numerous $1M+ orders for enterprise software licenses. John A. Kenyon Page 3
Vice President, Worldwide Channels and Alliances 2001 – 2009 Recruited to establish and build reseller, consultant, and technology alliances. Managed relationships, performance and productivity, and business development strategies of the channel. Provided leadership for sustained revenue and geographic growth from VARs and system integrators worldwide. Built sales readiness and enablement through training, knowledge, skills and motivation.
Catapulted sales from $5M to $30M in new software license revenue.
Increased reseller sales contribution from 35% to 70% of total sales.
Exceeded revenue goals for seven out of eight years and achieved President’s Club three times.
Built new partnerships in multiple global markets; increased European revenue more than 50%, representing over eight million dollars annually.
ALVENTIVE
Privately held startup specializing in CAD software for engineering in the manufacturing sector Vice President, Global Sales & Business Alliances 1998 – 2001 Recruited to create a multi-tiered sales organization. Built inside sales, alliances, and channel resellers.
Established more than 30 high profile partnerships internationally.
Grew worldwide license sales of new product line from $1M to $14M. HONEYWELL, INC., Industrial Control Division 1983 – 1998 Vice President and General Manager
Profit and loss management responsibility over all aspects of operations for $30M, 150 employee Professional Services company acquisition.
Led turn around of strategic network services company acquisition growing revenues by 35% annually translating to + 10% PBIT.
Rationalized profitable business streams and shed declining business units.
Developed repeatable value-based service offerings breaking down engagements into easily justified stages. Sales and Operations Positions
Several roles of increasing responsibility including Inside Sales, Outside Sales, Area Sales Manager, Regional Sales Director, Director of Estimating and Customer Support.
Education
James Madison University, Bachelor of Business Administration in Business Management 1978 – 1982 Military Service
Commissioned 2nd Lieutenant, US Army Signal Corps Officer Training US Army Reserve – Honorable Discharge
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