Business Development Sales

Paul Burnett 732-***-**** ***********@*****.***

www.linkedin.com/in/prburnett

Senior Sales & Business Development Executive

SaaS Enterprise Sales Consultative Sales Strategic Solution Sales Digital Transformation Specializing in Enterprise Sales, Strategic Solutions Sales, Consultative Sales, Digital Transformation, SaaS, Cloud Transformation. Identify, grow, and cultivate strategic partnerships and relationships (including C-Level Executives) with Global 2000 firms across all industries. E.g. Microsoft, Johnson & Johnson, Adobe, Pfizer, Walgreens, Boeing, Target, Rite-Aid, Bristol-Myers Squibb, Cardinal Health, Blue Cross Blue Shield, Home Depot, Best Buy, Aetna, Citibank, Wal-Mart, etc. Key contributions include:

- In 2020 – Initiated over 70+ Strategic Sales Opportunities in CLM /AI /ML Vertical

- In 2019 Exceeded Strategic Sales & Business Development targets ~141% —$19.6M in new CLM revenue for region

- In 2018 Exceeded Strategic Sales & Business Development targets ~286% —$31.3M in new CLM revenue for region

- IN 5 YEARS Grew Market Share from 52% to 87% in key vertical of Multi-Billion Dollar Industry – Accomplished by Design and Development of software application creating product differentiation and reducing Labor 43%.

- IN 3 YEARS … Grew revenue from $26M to $60M by engaging new business channels

- IN 2 YEARS … Increased sales revenue 9%/$17M; planned, identified, and implemented a cohesive, targeted marketing and sales approach across all Dealer/Distributors to deliver consistent message and branding and CRM.

- IN 4 YEARS … Grew Market Share from 16% to 29% in Key Mid-Sized-to-Commercial Business Segment of Industry, a cumulative $41M INCREASE IN REVENUE.

Areas of Expertise

SaaS PaaS Strategic Sales Consultative Sales Channel Sales Partner Sales Solution Sales Digital Transformation B2B & B2C Relationships & Partnerships New Business Development Strong Analytical & Competitive Intelligence Skills Strategic Business Development Business Strategy Technology Innovation Technical Business Development Brand Development Product Management Cross-Functional Team Leadership Technology Innovation End-to-end Negotiation Data-Based Analysis Proficiency in wide range of Business Intelligence, ERP, CRM, CLM and Business Analytics platforms. Azure, O365, Salesforce…

Interpersonal and Soft Skills

Presentation and Negotiation Skills Excellent Written Communication Skills Strong Problem-Solving Skills Passion for Success Customer Satisfaction Persuasive and Innovative Communicator and Negotiator Fast-Paced, Adaptable and Ability to Juggle Multiple Projects Ability to Work Independently Strong Management Skills Attention to Detail

Ability to Analyze and Implement Data-Based Competitive Intelligence Passionate Leader and Strategic Thinker Demonstrated Ability to Pioneer and Innovate Impact High-Quality Products Proven Ability to Communicate Effectively across a wide-range of Cross-Functional Teams

CAREER HIGHLIGHTS

VP – Business Development United States Unify Technologies Inc Seattle WA 2022-

- Digital Engineering Firm specializing in Geolocation, Medical, Pharmaceutical, and other disciplines Paul Burnett, Page 2-732-***-**** ***********@*****.*** www.linkedin.com/in/prburnett VP – Sales and Business Dev Global Microsoft Partnership Manager SparkBeyond Inc. New York, NY 2020 - 2022 Responsible for All Microsoft Partner Sales and Business Development Globally. Sales and Business Development of SaaS Based Premium Artificial Intelligence (AI) and Machine Learning (ML) to Fortune 500 Global 2000 Firms. Executed Co- Sell Multi-Million Dollar Strategic Sales. My extensive knowledge of the worldwide shift from On-Premises compute to hybrid, SaaS, PaaS, and IaaS environments has helped in my sales success.

- In 2020 – Initiated over 70+ Strategic Sales Opportunities. 20+ years Channel Sales and Strategic Sales expertise and developing strategic partnerships with Microsoft ECMs, GBMs, SSPs, ATSs and AEs.

- Pioneer, Create and Implement comprehensive Partner Sales SaaS program with Microsoft in OCP and Azure GTM, utilizing relationships and integrations based on Microsoft Azure deployment, Dynamics365 and Office365 Suite seamless integrations.

Sr. Director, Strategic Alliances Enterprise – United States Icertis Inc. (Remote), New York, NY 2017–2020 Responsible for All Microsoft and PROS Partner Sales and Business Development in the United States. Sales and Business Development of SaaS Based Enterprise Contract Lifecycle Management solution to Global 2000 Firms. Executed Co-Sell Multi-Million Strategic Sales.

- In 2019 Exceeded Strategic Sales & Business Development targets ~141% —$19.6M in new revenue for region.

- Exceeded Sales Target 286% in 2018 by leveraging 20+ years Channel Sales and Strategic Sales expertise and developing strategic partnerships with Microsoft ECMs, GBMs, SSPs, ATSs and AEs.

- Key Contributor in Icertis being awarded Microsoft 2018 & 2019 Partner of the Year awards.

- Pioneer, Create and Implement comprehensive Partner Sales SaaS program with Microsoft and PROS. Director, Sales & Business Development Superheat FGH, Inc. (Remote), Seattle, WA 2013–2017

- Created and Implemented of SaaS / PaaS Central Monitoring System within company, allowing for a 3-stage monitoring of process: centrally in main facility in Canada, remotely in field offices, and on-site with Field Technicians.

Regional Director, Sales & Marketing Kärcher North America Seattle, WA 2011–2013 Accountable for planning, design, and implementation to Microsoft Dynamics from diverse base of CRM software.

- Increased Corporate Revenue 24% in established brands in CPG sector. Director, Sales Nexxpost, LLC Seattle, WA 2007–2011

- Grew market share from 16% to 29% in key mid-sized-to-commercial business segment.

- Increased revenue $41M, exceeding new business development target 123% per year over 4 years.

- Implemented Salesforce.com® CRM.

EVP, General Manager, Sales Personal Creations Inc. Chicago, IL 2004–2007 Stayed on following sale of PDC to Personal Creations Inc., an e-Commerce company, under 3-year contract to facilitate further growth and new business development.

CEO & Founder Personal Design Concepts (PDC) Inc. Seattle, WA 1991–2004

- Pioneered transition from analog to digital format channel using assembly and management of multidisciplinary (Java, C and C#) internal and external software

- Founded and built company from $0 to $26M in annual revenue in 13+ years.

- Sustained Annual Growth of ~23% by developing & implementing product lines in multiple categories into F500.

- Built 95% market share in Digital Products Segment of multibillion-dollar Photofinishing Digital Imaging Industry.

Paul Burnett, Page 2-732-***-**** ***********@*****.*** www.linkedin.com/in/prburnett EDUCATION

Harvard University Harvard Business School Cambridge, MA Certificate of Management Excellence

Washington State University Carson College of Business Pullman, WA MBA

Washington State University Pullman, WA

BBA - Marketing, Minor - Computer Science

Microsoft Certified Professional Adobe Certified Professional Miller Heiman Certified in Strategic Solution Sales, Conceptual Selling, SPIN Selling, LAMP & Channel Sales

Contact this candidate