Sales

GREG BROWN

Sales Planning Technology Solutions Strategic Business Development

OVERVIEW

Growth-oriented, customer-focused, and results-driven technology sales executive with proven success developing enterprise sales plans and strategies that exceed growth and revenue targets and leading sales functions for large, complex organizations in competitive industries. Known for being an effective communication, strong relationship builder, and cultivator of team growth.

CORE COMPETENCIES + KEY ATTRIBUTES

Technology Sales Channel Management New Business Development Account Management B2B Sales Forecasting SaaS Solution Selling Cold Calling Lead Generation Consultative Selling Customer Relationship Management Negotiation Team Builder Sales Operations Relationship Building Telecommunications Enterprise Sales Customer Satisfaction Sales Process

HIGHLIGHTED QUALIFICATIONS

Committed to engaging with customers to elicit business needs, analyze organizational processes, and translate objectives into highly resilient, scalable solutions.

Expertise analyzing business drivers, aligning metrics, and developing growth strategies to enable organizations to meet the needs of clients operating in a digital economy.

Proven ability to build and lead high-performance sales organizations by developing depth of talent and providing leadership to execute growth models.

PROFESSIONAL EXPERIENCE

Account Manager EXFO - America Richardson, TX 2019 – 2023

Team Leader in the test and measurement telecom equipment sales for U.S contractors., leading a team of 5 contractor sales reps, working closely with management to develop account relationships, maintain the customer relationship manager software (SAP), drive lead generation, and provide weekly forecasting, team building, business development,

Key Accomplishments:

Honor Circle winner 3 years in a row, 2022 SDR of the Year, meeting all performance metrics, including new business, and account growth in the contractor test and measurement field.

Demonstrated effective time management and organizational skills resulting in a disciplined approach to daily, weekly, and monthly forecasting and goal achievement.

Implemented effective relationship management and sales closing techniques to ensure product configuration goals were achieved.

Aided in efforts to manage sales funnels, close strategic new business accounts, grow and retain existing business, and leverage service provider and vendor relationships.

CUSTOMER SUCCESS MANAGER Crossover Wylie, TX / Remote 2018 – 2019

Provided leadership for SaaS renewal efforts by developing strategies and value propositions to sell the vision behind the program; collaborated with executive management, sales teams, support services, and end users to identify client-driven critical success factors for adoption and retention, established and maintained key internal and external relationships, and developed strategies to renew the customer base.

Key Accomplishments:

Increased participation in the ESW Capital Prime Program by applying knowledge in the complete portfolio of products, including DNN Software, Aurea, Ignite Technologies, Trilogy, ZephyrTel, and Versata, with accountability.

Achieved a 96% retention rate for 2018 - long-term, multi-year contracts by positioning product value to encourage package upgrades and renewals across system, utility and application software, security, telco solutions, and data analytics/management solutions, SaaS, PaaS, IaaS.

Nurtured customer success relationships to understand how customers are using the product suite and provided support to drive customer loyalty, attain high renewal rates, and maximize renewal revenue.

Exceeded sales quote by 20% in each quarter.

Identified areas for upsell and growth through business reviews, metrics tracking, and timely renewal communications to improve on-time renewals.

GREG BROWN

Sales Planning Technology Solutions Strategic Business Development

PROFESSIONAL EXPERIENCE CONTINUED

BUSINESS DEVELOPMENT MANAGER PM AM Corporation Dallas, TX 2017 – 2018

Oversaw and deployed solution-selling methodology and effective business development strategies to coach, develop, and manage a high-performing team of inside sales professionals and develop business partnership plans, create new opportunities with strategic accounts, and drive revenue growth for the Human Capital Management SaaS group.

Key Accomplishments:

Produced $750K in new business revenue in 2017 by targeting small and medium-sized law enforcement agencies across multiple states.

Successfully established more than 160 new accounts, negotiated agreements with C-level executives, and achieved 139% of revenue quota set for 2017.

Aligned corporate objectives and drove initiatives by partnering with cross-functional teams comprised of marketing, training, trade, and sales operations.

SENIOR CPE ACCOUNT MANAGER Thomson Reuters Carrollton, TX 2014 – 2016

Served as Senior Team Lead specialist positioning cloud-based software business applications and continuing education licensing and solution selling for tax accounting professionals. Drove territory growth through new business sales as well as organic account growth.

Key Accomplishments:

Leveraged account management expertise, deep product knowledge, and strong customer relationships to exceed performance metrics and improved sales revenue by 25% year-over-year.

Delivered 140% of sales target within first year in the position and drove performance of up to 116% of goal in each of the following years.

Promoted Gear Up and Audit Watch professional seminars, driving subscription-based sales of the Checkpoint Learning web-based learning platform.

Earned Social Selling Certificate and utilized WebEx and GoToMeeting platforms to design creative business presentations for prospective clients and key decision makers.

FIELD SUPERVISOR Milam Group LLC Austin, TX 2005 – 2013

Managed end-to-end construction and land development projects with budgets of up to $4M. Directed teams across multiple sites simultaneously in the construction of 30 custom homes within two years, delivering the project on time and under budget.

Key Accomplishments:

Strategically collaborated with senior executives and high-profile clients to understand specific requirements, communicating progress through all phases of construction from concept to completion.

Successfully liaised with city and county officials to secure licenses and permits, negotiated vendor and subcontractor agreements, and managed resource allocation.

Drove profitability by overseeing vendor and subcontractor performance, conducting cost comparison analysis to ensure appropriate cost controls were in place.

Enhanced cost control and operational efficiency by managing labor utilization and workflow planning to execute the timely delivery of materials and equipment to multiple job sites.

VOLUNTEER EXPERIENCE

MISSION VOLUNTEER FIRST BAPTIST OF WYLIE Wylie, TX Mission trips to New York and New Mexico 2016 – Present

SOFTWARE SKILLS

GENERAL ADMINISTRATION Microsoft Office Suite (Excel, Word, PowerPoint, Teams), Google G Suite, ADP, Zoom, WebEx

SALES MANAGEMENT Salesforce, NetSuite, SAP (C4C), Human Capital Management, Workday

EDUCATION

ASSOCIATE OF SCIENCE (Credits Earned Only) Collin College 2019

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