PAUL KAPLAN

Scotch Plains, New Jersey ***** 802-***-**** adxs8i@r.postjobfree.com

Professional Summary

Ready to help new team achieve company goals. Top-notch Sales Professional with proven track record of success. Strong background in strategic planning and all stages of New Client Acquisition. Skilled in identifying opportunities and implementing practical business strategies with commitment to staying informed about latest trends, technologies and best practices. Organized, dependable and successful at managing multiple priorities with a positive attitude.

Skills

Full GTM: TAM, ICP, Messaging

Strong business Acumen

Analytical, Forecasting, Insight Skills

Sales Presentation / Demonstration

Flexible, Adaptable, Innovative

MEDDIC

Work History

Vice President of Sales, 02/2021 - Current

Cloud Institute – Remote

Created and implemented successful sales campaigns to drive leads and increase sales

Developed and presented sales presentations to potential customers to highlight pain solution value

May 2022 hired and onboarded 10-member sales team: 2 BDRs, 1 Jr AE and 6 BDRs

Achieved 2022 revenue goals and 100% of personal quota

Director of Enterprise Solutions, 05/2018 - 01/2021

A Cloud Guru / Linux Academy (Pluralsight) – Remote

Hyper growth cloud upskilling SaaS solution platform

Drove sales by finding and developing enterprise clients within F100-F2000

Achieved revenue of: Year 1 = $1.1 million; Year 2 = $1.67 million

Create and present custom solutions specific to complex customer business goals

Needed to demonstrate unique differentiators in a “commoditized” domain (training)

New clients: Workday, Cognizant, JPMorgan Chase, Wipro, Merck

Director of Enterprise Solutions, 05/2017 - 05/2018

EdCast – Remote

Leveraged Artificial Intelligence / Machine Learning to aggregate, curate and deliver contextualized content from multiple internal and external sources directly to the individual

Drive revenue in a Blue Ocean territory (mostly F500/F1000) and educate market on 1-year old product in new vertical of Learning Experience Platforms

Prospect and nurture new prospects thru complex sales cycle involving multiple critical stakeholders from IT, HR, Finance groups

Closed mid-6-figure deals with PVH, F10 Insurance company– 3 current proposals in final stages at F500/1000 prospects

Director of Enterprise Sales, 5/2013 - 04/2017

IPS, Stanford University SAPM – Remote

Consulting focused on intersection of strategy and execution

New clients include: Comcast, Jabil, NVIDIA, Intel, Walmart, Merck, Novo Nordisk and others

1 of only 2 North American Sales Directors to achieve 2016 quota

Senior Regional Business Development Manager, 03/2005 - 05/2013

ESI International – Remote

Provide integrated solutions designed to help clients improve business processes and performance through project management, business analysis, and business skills training and consulting

Instrumental in helping customers implement organizational change through the development of training programs customized to integrate internal processes and company culture

Enact territory management plan linking revenue commitment to forecasted revenue opportunities; territory marketing and analysis

Built the Financial Vertical in NE Region from $250,000 to $3.5 Million in 3-years

1 in overall revenue, new clients and profit for combined years 2006

Education

SUNY Oneonta

George Washington

University Stanford University

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