Sales Executive Machine Learning

STEPHEN J. HOPKINS

Mount Juliet, ***** TN

*********@*****.*** / 603-***-****

SUMMARY

Strategic Sales Executive with 15+ years of experience in B2B sales, cloud-based solutions, SaaS, AI, and Machine Learning. Proven leadership in supervising AE/BDR/SDR teams and excelling in multi-level communication and complex sales. Consistent top 3 revenue producer and President's Club achiever at multiple companies, achieving 115% over quota and 5x pipeline sales. Expertise in CRM, Fintech, Martech, and technology sales, with startup experience. Trained in MEDDIC, GAP, Challenger, Sandler, and Solution Selling methodologies. SKILLS

Sales management

Sales Presentations

Operations Management

Contract Management

Sales Targeting

Competitor Analysis

Business growth opportunities

Influencing skills

Issue Resolution

Strategic Planning

Consultative Sales

Sales and marketing strategies

Operational management

Industry Expertise

SaaS Sales

Consistent Revenue Achievement

EXPERIENCE

Government Market Director / Achieveit 01/2023 - Current Delivered a cloud-based solution that empowered state and local governments to implement their strategic plans, resulting in higher productivity, increased community engagement, and stronger budget allocations for long-term projects.

Assisted governments in securing budgets for long-term projects and plans, facilitating sustainable development and project continuity.

Managed the entire sales cycle, including discovery, demonstrations, pricing and proposals, redlining, and procurement, both internally and with resellers/partners, ensuring seamless transactions and client satisfaction.

Successfully met an annual sales quota of $500k, demonstrating strong sales performance and contributing to company growth.

Enterprise Sales Executive / Leadspace 01/2021 - 01/2023 Provided tools that simplify the process of market segmentation, allowing sales and marketing teams to target their efforts more effectively.

Empowered GTM enterprise sales and marketing teams to efficiently navigate and segment their markets, resulting in improved pipeline management and higher deal conversion rates.- Enterprise Sales Executive Prepared detailed reports outlining performance metrics against established targets. Regional Manager - Business Development / Andovia Technology 01/2020 - 01/2021 Provided centralized visibility and enhanced forecasting capabilities, giving IT departments better control over their businesses and facilitating informed decision-making. Enabled IT departments to reduce risk and manage expenses effectively, leading to cost savings and improved SH

operational security.

Create and maintained enterprise applications, effortlessly replacing and integrating existing systems, spreadsheets, and databases.

07/2017 - 11/2019

Technical Business Consultant - Enterprise Sales / AI Foundry - A Kodak Alaris Business Unit Enabled organizations to efficiently discover, analyze, and manage all types of data across on-premises and cloud-based locations.

Provided advice on operational processes, business development initiatives, organizational changes and other areas of improvement.

Reviewed existing policies and procedures to suggest necessary improvements. Allowed organizations to reduce risks related to personal or confidential information, streamline processes, and achieve significant cost savings.

Sr. Account Executive - Federal Sales / NetBrain Technologies - Burlington, MA 01/2016 - 06/2017 Ensured compliance with relevant regulations throughout all aspects of operations. Maintained up-to-date knowledge of industry trends and developments in order to better serve clients' needs. Provided timely responses to customer inquiries, complaints, or requests for information. Sr. Account Executive - Enterprise Sales / Team Lead / TraceLink - Wakefield, MA 01/2014 - 12/2015 Presented TraceLink solutions for DSCSA compliance and serialization to Life Sciences companies, ensuring adherence to stringent federal standards for track and trace by January 2015 and serialization by 2017. Conducted high-level web-based meetings on the Drug Quality and Security Act and the TraceLink AWS cloud solution, addressing critical 2015 compliance requirements. Strategically prospected and engagde high-value accounts, guiding them from initial outreach to successful deal closure.

Seamlessly transited closed deals to the Project Management and Customer Success teams for optimal implementation and ongoing support.

Enterprise Account Executive / Zoom Information - Waltham, MA 01/2011 - 12/2013 Drove sales of industry-leading sales intelligence and business directory contact information, catering to a diverse range of clients from SMBs to Fortune 100 companies. Developed and maintained relationships with key decision makers in enterprise accounts. Facilitated contract negotiations between customers and senior management. EDUCATION AND TRAINING

Bachelor of Science in Marketing

Southern NH University - Manchester, NH

ACCOMPLISHMENTS

Consistent Top 3 revenue producer.

President's Club achiever at several companies

Achieved consistent 115% over quota and 5x pipeline sales achievement. 10 of 12 quarters achieved 120% of $250k quota ($300k per quarter). Supervised and coached 5 Account Executives at one time to ensure $200k quarterly and $800k annual team goals were achieved.

Executed and closed over $100k deals with FedEx, Pepsico and Cisco. President's Club attained in 2014 and 2015 with over $1.5 million in SaaS and Professional Services (150%) sold against a $1 million quota in each year.

Coached team of AEs to ensure 115-125% of individual and team quota. Led AE development efforts in training, presenting and coaching.

$810k closed net new revenue against a $700k quota (116%) 2016.

$210k closed net new revenue, $700k in pipeline against $800k quota to June 2017. Closed major deals with NASA, Department of State and US Courts. Closed over $5 million in net new revenue against a $1.1 million dollar annual quota (120% of quota over 2.5 years).

Generated over $6 million in net new pipeline.

Closed largest deal in company with BoA $3.3million ($1.1 million over 3 years). Generated over $2.6million in new pipeline and $1.8 million in closed revenue. 122% of $1.4 million quota. Helped generate new web site with development of new marketing collateral. Assisted management with determining new markets for Andovia, including Transportation and Logistics. Generated and closed $320k in new business - $120k in renewal business 125% of quota. Generated and closed $260k new business - $115k in renewal business 118% of quota. Generated over $1 million in new pipeline through prospecting close over next two quarters. Oversaw and closed deals with IBM, ADP and Verizon Business. Pipeline at over $3m.

$110k closed net new business.

PROFESSIONAL DEVELOPMENT

MEDDICC

Force Management

GAP Selling

Challenger Selling

Sandler Sales

Solution Selling

AWARDS

Presidents Club 2014, 2015 TraceLink

1 Rep at AIFoundry

1 Rep at Andovia

2 Revenue generator at both Leadspace and Achieveit

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