AARON RAPELJE

Waterdown, ON, L*B *W* • 905-***-****

adp0ek@r.postjobfree.com

Sales Executive

Sales Growth and Market Expansion / Profit Optimization / Opportunity Analysis

Consultative Solution Based Selling / Strategic Partnerships / Cloud & SaaS

Accomplished sales professional with strong business acumen and 14+ years of experience in sales, management, customer relationship management, and business development. Adept at coordinating full sales cycle, surpassing quotas, and monitoring key sales performance metrics to attain revenue targets. Expert in aligning sales vision, strategies, and processes with corporate objectives to aggressively penetrate and expand in key markets. Skilled in conducting market analysis to understand trends and capitalize on immediate growth opportunities. Solid history of success in product positioning, cost control and reduction, budget administration, acquisition and retention, P&L management, performance evaluation, and contracts negotiation. Exceptional communication, hunting, presentation, negotiation, and interpersonal skills along with ability to forge lucrative relationships across all levels of organization.

Areas of Expertise:

Strategic Planning and Implementation

Cloud/ SaaS, Cyber Security

Account Mapping with Channel partners

Key Account Management

Market and Trend Analysis

Accurate Forecasting and Pipeline Management

Client Service and Orientation

Problem solving and Analytical skills

Staff Development and Training Initiatives

Team Coordination and Leadership

Professional Experience

Global Technology Solutions Inc

Enterprise Account Executive (2020 to Present)

Seasoned Executive utilizing consultative approach to solution sales; Cloud/SaaS, Cyber Security, Infrastructure, Unified Communications, Emerging Technologies and Professional/Managed Services. Onboard new customers and technology partners to provide best of breed technology solutions to clients. Ascertain the smooth execution of full sales cycle activities. Attend industry events and client meetings. Understand client challenges and initiatives, introduce technology OEMs to address challenges/initiatives, and ensure technologies & services commensurate to their requirements.

Selected Contributions:

Prospecting for net new logo clients and increase technology sales with existing clients; Focus on Cyber Security and Cloud.

Develop sales strategies to increase productivity and for better forecasting and predictability of revenue.

Generate business growth by working with channel partners to better position their technologies.

Coordinate with medium, and enterprise clients within multiple industries, including Financial, Retail, Manufacturing, Pharmaceutical/Healthcare, and Government in North America (Local, Provincial, Federal).

Central Technology Services (CTS)

VP of Sales (2019 to 2020)

Played an instrumental role in transforming the company from a strictly reactionary financial partner to a global technology solutions provider, as well as utilized consultative approach to solution sales; Cloud/SaaS, Infrastructure, Cyber Security, Unified Communications, Emerging Technologies and Professional/Managed Services.

Ensure the smooth execution of activities, while meeting budget and project deadlines. Conduct market analysis; CTS vs industry. Understand client business challenges and initiatives, introduce technologies to solve.

Manage five direct reports (field sellers) and as well as cultivate strong working relationships with clients.

Selected Contributions:

Facilitated the organizational success and acquired 20+ net new clients by delivering exceptional services through a consumption-based platform to reduce financial barriers to software and licensing acquisition.

Triggered business growth by onboarding more than 30 new technology channel partners and 2 professional/managed service partnerships respectively.

Coordinated with medium, and enterprise clients within multiple industries globally, including Financial, Retail, Manufacturing, Pharmaceutical/Healthcare, and Government US and Canada (Local, State, Federal).

Assisting President/Owner to build organizational policies and procedures, implemented new CRM system (HubSpot)

No quota given by CEO, mandate was to grow. Added $30M revenue in one year.

CDW (2008-2019)

Account Executive (2014 to 2019)

Technologies of focus include Cloud/SaaS, Cyber Security, Infrastructure (Data Center and Network), Unified Communications, Emerging Technologies and Professional/Managed Services.

Led strategic planning to set revenue, profitability, and operational goals, while managing high profile accounts for CDW (leading provider of technology products and services for business, government, and education in North America).

Participated in client acquisition and retention by conducting meetings and Client & OEMs on a wide range of topics, including life cycle, POC, and white boarding new technologies.

Worked in close collaboration with sales managers for the development and implementation of strategy to improve engagement between FAE/AM/SM.

Selected Contributions:

Built and established sustainable relationships (channel, internal and client) through open and interactive communication.

Achieved 112%, 114%, and 121% of quota in 2016, 2017, and 2018 respectively through leading all operational activities.

Recognized as a Top 10 AE at CDW with respect to profit for eight consecutive years (top 10 in 2016 and top five in 2018).

Grew revenue on average of 30% YoY (entire career) while steadily increasing profit margins.

Corporate Account Manager and Team Leader (2008 to 2013)

Leveraged team management and client relationship skills to drive enhanced sales and revenue development.

Formulated strategies for effective inside and field account manager collaboration. Optimized sales growth and mentored new account managers in learning sales strategies and prospecting, which includes facilitating two to three training sessions per month.

Identified, recommended, and forecasted current and future needs of client. Advised clients on optimal decisions and market opportunities to increase clients’ portfolio performance and maximize customer service, satisfaction, and retention.

Selected Contribution:

Ensured sustainable growth of business and achieved 118%, 142.5%, and 134% of quota in 2011, 2012, and 2013.

Exceeded $100M in revenue for sales team as well as directed 10 new account managers to participate in prospecting training program. Result; ALL AM’s experienced 10% to 35% increase in monthly revenue and profit within two months.

Forged lucrative relationships with distribution and manufacturing partners as well as led and mentored 25 account managers accountable for the Quebec and Greater Toronto Area regions.

Education and Credentials

BA Marketing (Focusing on Sales, Advertising, Marketing, And Entrepreneurship) Niagara College, 2008

Achievements

Career goal attainment of 121.94%

Recognized as top 10 in revenue at CDW from 2012 through 2019 with Top 5 showings in 2012, 2015 and 2019.

Achieved top 5 at CDW with respect to profit from 2012 through 2019.

President’s Club 2012 through 2019.

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