Business Development / Sales Professional - SaaS and Cloud Computing

Rick Collins

Business Development / Sales Professional - SaaS Software and Cloud Computing

Top producing business development and sales professional with more than 10 years experience in providing technical B2B solution sales, strategy and leadership in the SaaS software and Cloud Computing industries. Highly knowledgeable in a wide variety of SaaS software and Cloud computing solutions, data integration, project management, e-commerce, professional services, social networking and web-based applications. Outstanding team member / leader that is a key contributor to the success of several early stage and fast growing companies taking them through initial public offering and beyond.

NetSuite * Sage* ERP * CRM * SaaS – Software-as-a-Service * Cloud Computing * Sales * Business Development * Consulting * Marketing * Project Management * Business Intelligence * Channel Management * Custom Software Development * e-Commerce * Salesforce.com * QuickBooks * Quicken * Constant Contact * GoToMeeting / WebEx * Needs Analysis * Content Management * Data Integration * Training & Development * Microsoft Office * SEO * LinkedIn * Twitter * Blogging * HTML * XML * JavaScript * SuiteScript * Web Development

Professional Experience

Channel Sales Manager – Western U.S. – Avalara, Bainbridge Island, WA January 2011 – July 2011

Avalara provides a suite of web-based sales tax compliance software & services to over 10,000 mid-market and enterprise clients. AvaTax, the company’s flagship product, is a SaaS based software + service offering and is the industry standard integrated to over 100 mid-market ERP, POS and E-Commerce solutions.

Primary Responsibility:

• Manage the company’s channel relationships including field sales organizations with 100 prospect and channel partners west of the Mississippi and western Canada

• Train and educate key partners through onsite visits and via web conference

• Consult with and propose and sell Avalara suite of products to partner end user clients via discovery and demo process

• Develop and negotiate partner contracts with key partners

• Required knowledge and understanding of a variety of financial, ERP, ecommerce and software applications

VP of Business Development / Co-Founder - Green Efficiency Group, Issaquah, WA, 2009 – 2011

Green Efficiency Group is a Value Added Reseller offering a SaaS based real-time energy efficient management and sustainability solution via a suite of products and services in order to help companies understand, measure and manage their energy usage and carbon footprint.

Key Accomplishments:

• Created, planned and implemented start-up company including business plan, website, marketing and sales strategy

• Developed and negotiated strategic partnerships with OEM product suppliers and service companies allowing us to provide a unique and comprehensive business solution to companies interested in energy efficiency and sustainability

• Member of the Seattle Clean Energy Committee, and appointed to the Metrics and Scorecards subcommittee in order to assist in establishing a Green Business Certification process for Seattle Chamber of Commerce members.

• Asked to speak as a subject matter expert on ERP Software-as-a-Service (SaaS) solutions at the CEO roundtable at the Seattle Chamber of Commerce

• Contributor to “The Energy Efficiency Supply Chain Study” commissioned by the Workforce Development Council of Seattle and King County as well as “Skill Up”

Director of Business Development - Explore Consulting, Bellevue, WA, 2006 – 2009

Professional services and Oracle and Microsoft database consulting company, Amazon WebStore partner, NetSuite software reseller and featured in CRN (Computer Reseller News) as one of “30 Cloud VAR’s That Get It”.

Key Accomplishments:

• Increased sales at a rate to include company on the Inc. 5000 list of fastest growing privately owned companies, as well as, named in the top 100 Fastest Growing Private Companies in Washington State 3 years in a row

• Increased the number of new clients by 50% in 24 months and led the company in number of new clients acquired for 3 years in a row

• Developed, marketed and presented online webinars with our CEO and guest speakers on our products and services

• Trained salespeople and staff on NetSuite ERP SaaS based software solution

• Successfully managed multiple projects utilizing a wide cross section of required skill sets and resources

• Created and currently manage the NetSuite Solution Provider Group on LinkedIn with 400+ members

Founder / Consultant - Net Results Marketing, San Francisco, CA 2002 - 2006

SaaS software consultant and NetSuite Value Added Reseller.

Key Accomplishments:

• One of the first consultants and NetSuite Certified Resellers focused on SaaS based software and cloud computing

• Conceptualized, developed and marketed a training and consulting program including custom role based manuals, flash tutorials and onsite, and web-based classroom training through a website I created – www.netsuitetraining.com

• Negotiated acquisition and transitioned company and clients to Explore Consulting

Sales / Channel Manager - Reef, Inc., San Francisco, CA, 2000 - 2001

Belgian based software company providing a modular suite of Java based Internet applications for content management.

Key Accomplishments:

• Promoted to Channel Sales Manager after 6 months, and built channel sales organization from ground zero, conceptualizing and setting channel partner projections and goals.

• Chaired meeting on the value of content management at the San Francisco Content Management Summit for an audience of 150 Fortune 2000 attendees.

• Presented sales demonstration at the Reef Global sales conference in Barcelona, Spain to an audience of 200

• Spearheaded company launch into Japan and negotiated contract with Mitsubishi International

E-Commerce Manager / Sr. Product Marketing Manager - Beyond.com, Santa Clara, CA, 1998 - 2000

Beyond.com was spun-off of CyberSource, Inc. in 1998 and was one of the first companies in the world to provide downloadable software to end users. It was recognized as a top 10 eCommerce site in 1998 and 1999.

Key Accomplishments:

• Hand picked as part of the original management team to take Beyond.com public in 1998. Initiated, designed and implemented Beyond.com’s Private Label program and produced 55 new products and 3 of the top 5 most popular on Beyond.com, with a profit margin percentage over 50%, 4 - 5 times the company average.

• Evangelized and was one of the first in the industry to promote downloadable books online

• Built and managed an outstanding professional team of 12 employees through effective organization, team building and role development as company grew to over 500 employees

• Created, negotiated and implemented Netflix promotion - directly responsible for driving over 500,000 visitors to our website and resulting in over $100,000 in sales.

• Identified a process change that resulted in a $500,000 cost savings over 6 months

• Managed our sales and advertising relationship with AOL

Product Manager, Software Publisher Relations - CyberSource Corp. Santa Clara, CA, 1996 – 1998

CyberSource is a public traded company and recognized as a global leader in Risk Management and Electronic Payment Solutions.

Key Accomplishments:

• As one of the original 20 employees, managed a staff of 8 and set individual and department goals and objectives, and built the business model to allow CyberSource to evaluate, contract, and manage software developers and resell their products online.

• Managed 5 employees

• Designed, developed and built an online “Publisher Center” that resulted in over 500 prospect inquiries within the first 60 days and, in addition, managed the set up process and negotiated contracts for hundreds of publishers and tens of thousands of products responsible for over one-third of company’s revenue

• Directed senior managers in the areas of payment processing, fraud protection, pricing, procurement and electronic and physical fulfillment.

Affiliations / Certifications:

President – Northwest NetSuite User Group – 2011 - Present

NetSuite Certified Consultant

NetSuite Solution Provider

Bellevue Chamber of Commerce Member

Seattle Chamber of Commerce Member

Certified Eco Consultant

Education & Credentials

BA, Business Administration, Marketing Emphasis

Washington State University, Pullman, Washington

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