Account Manager Sales Leader
Resume:
PATRICK THOMPSON
Accomplished Commercial SaaS Professional and Sales Leader
609-***-**** **********@******.*** https://www.linkedin.com/in/patrick-thompson-196b0794 1706 Riverside Dr. Trenton New Jersey 08618
EXPERIENCE
Senior Account Manager
Wood Mackenzie
06/2023 - Present
Drove Power & Renewables Growth across major Energy Clients: Exxon, Chevron, Amazon, Apple, Microsoft
Led introduction of new P&R product architecture and commercial strategy which accelerated growth from 3% to 30%
Exceeded financial targets; championed MEDDPICCC implementation Global Account Manager
Fastmarkets
12/2021 - 06/2023
Responsible for cross-commodity global growth from 16 global clients long term; attained 100% growth
BoB from GBP 1,800,000 to GBP 3,900,000
Account planning discipline and MEDDPICCC implementation Principal and Partner
PTPartnerships
04/2014 - 09/2021
Started business consultancy leveraging and building upon my career experience. Found success in many fields (PRA's & PE, market data, Hollywood film finance, retro sneakers.) After COVID, I returned to the corporate world in individual contributor roles.
Sr. Director Strategic Account Sales
S&P Global
04/2008 - 04/2014
Led team of 10-12 strategic sales professionals in high-growth Energy SaaS environment
Successfully grew ACV from $40MM to $160MM from Top 100 Accounts Account Planning, SPIN-selling implementation; Win-win negotiation training
Exxon, Chevron, ConocoPhillips, JP Morgan, the Governments (NOC's) of Mexico, Argentina, and Venezuela
Senior Director, Global Customer Operations
S&P Global
04/2007 - 04/2008
Established a Scalable Foundation and Infrastructure Strategy for Global Customer Management
Enabled 300% Growth of Platts' Business in 1/2 decade VP Sales
Dodge Construction Network
06/2002 - 06/2008
Led $150 million legacy business through minefield of the digital revolution; managed national organization of over 140+ people Rationalized field-based business; established sales segmentation strategy; reduced cost of sales by 50%
SUMMARY
As an experienced Commercial SaaS Leader and
Senior Energy & Commodities Data Selling
Professional - I have a track record of
accomplishment building long-term commercial
partnerships for commodity market data and
analytics services. Understanding process-
dependent-usage of data/analytics (PRA and
otherwise) and translating that to value for clients is how I was able to grow JP Morgan by 400% in
only 16 months at Fastmarkets. It's how my team
at S&P Platts grew Exxon from $750K to $12
Million ACV in 5 years. It is how I was able to grow my Fastmarkets sixteen-account book-of-business
by triple-digits in less than a year and a half when I returned to account management after COVID.
This was key to my work at Wood Mackenzie
where new pricing models and product
architectures were introduced which dramatically
accelerated ACV growth from 3% to 30% annually.
KEY ACHIEVEMENTS
Led S&P Platts strategic account (Top
100) business from $40 million ACV to
$160 million ACV.
Sustainable growth via value-aligned selling
Exxon Revenue Growth via
Collaborative, Cross-functional
Account Planning
Increased Exxon revenue from <$1 million to
>$12 Million in 5 years, deepening strategic
partnership and mutual dependency
Fastmarkets Growth Success
Grew Fastmarkets book by triple digits in 1.5
years; boosted BoB from GBP 1.8 million to
GBP 3.9 million; proved successful in
individual contributor role after career of
sales and operational leadership
Grew JP Morgan's Fastmarkets spend
by 400%
Became Fastmarkets' first multimillion dollar
ACV client and deepened win-win
partnership with this important global
financial giant
Driver of Wood Mackenzie Power &
Renewables product architecture and
commercial evolution
Increase ACV growth from 3% to 30%
MEDDPICCC and account planning
implemented
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