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Click here or scroll down to respond to this candidateKen Jackson INCREASING REVENUES WITH LEADING TECHNOLOGIESStreet Address PHONE NUMBER AVAILABLEEMAIL AVAILABLE https://LINKEDIN LINK AVAILABLEGlobal Sales and Business Development Executive well-versed in engaging senior leadership and stakeholders to define and implement Enterprise sales strategy and business plans leveraging latest technology trends. Demonstrated organizational planning, execution, and analysis with a proven track record of driving top-line revenue growth through increasing market share and managing costs. Driven professional offering substantial experience in streamlining end-to-end sales and business development goals to achieve organizational objectives. Excel at leading business and technical engagements from initiation to successful completion within stringent timelines and constraints. Adept at developing cross-functional global teams executing strategy, process improvements, change management and operational efficiencies leveraging a combined business and technical acumen. Select accomplishments include:International Sales Management: Building long-term, collaborative relationships to close business. Accountable achiever relentless in the pursuit of customer satisfaction and retention. Successes include developing new customers in all major international markets and exceeding quota attainment.Leadership/Strategy: Defined strategy and business plans creating organizational value including developing product and service go-to-market initiatives, executing change initiatives, and increasing operational capacity. Selected, led, coached, and scaled geo-diverse teams of 50+ business and technical sales professionals.Entrepreneur/Business Partner: Leveraged strong international business acumen, including knowledge and expertise in enterprise software and SaaS business models, customer success, marketing, and product management to help drive company performance. Successes include serving on executive teams that developed significant value resulting in successful company exits valued at $435 million, $179 million, and $130 million.SaaS DevOps Automation Security Compliance Start-ups IT CSP Networks CloudCore Competencies that Drive ResultsBusiness Planning & ManagementStrategic Initiatives & ExecutionTeam Building & LeadershipOperations ManagementAccount ManagementContract ManagementChannel Partner ManagementCustomer Engagement ManagementSales ManagementPipeline ManagementProduct ManagementRisk Analysis & MitigationA Career of Driving Strategic Sales and Capturing Market ShareTech Mahindra, Overland Park, KS 2022 PresentGlobal IT and Networking Systems IntegratorAVP, PRIVATE NETWORK SALESDevelop and execute on-prem and cloud solution sales initiatives into Automotive, Aeronautics, CPG, Oil & Gas, Utilities, Discrete Manufacturing, Warehouse, Transportation, Logistics and Railroads through direct and partner engagements.C-Level business discussions proving business ROI for offered solutions resulting in deal closure.Create and execute sales campaigns driving lead generation and deal qualification.Led proposal response coordinating across internal stakeholders and solution delivery partners.Practice lead negotiating with and onboarding suppliers / technology partners creating go-to-market ecosystem.Consult internal delivery and operations teams with innovative ideas empowering implementation scale.Brought cohesion and focus to disjoint verticalized teams resulting in collaboration and staff empowerment.Puppet, Overland Park, KS 2021 2022Leading supplier of IT Automation and DevOps softwareGLOBAL DIRECTOR, TECHNICAL ACCOUNT MANAGEMENTDevelop and direct global teams of regional managers and individual contributors and lead account sales activities. Liaise with cross-functional teams, including sales, customer success, professional services, legal, finance, marketing, and product management to streamline day-to-day business operations. Create and execute new message development and engagement models between professional services teams and account managers.Executive customer engagements resolving customer issues, identifying enterprise software cross-sell and up-sell renewal opportunities, and closing new business.Defined and implemented growth strategies to improve customer value of TAM services offerings.Increased services revenue through improved customer engagement and solution value by redesigning and initiating industry-leading technical account management program within stringent timelines.Betacom, Overland Park, KS 2021 2021Supplier of Private 5G Enterprise Network SolutionsDIRECTOR, SALES & PRODUCT MANAGEMENTServed as solution advisory consultant for design and implementation of innovative private wireless enterprise service offering. Identified product requirements, vendors, and business partners as well as negotiated for new contracts with external partners. Engaged with engineering, marketing, and installation teams to articulate end-to-end robust solution designs. Led initial customer sales engagements, bid proposals, and solution pricing discussions.Met aggressive business goals by driving solution requirement implementation with cross-functional teams.Defined initial sales enablement and commercial go-to-market strategy enabling first customer engagements.Refined commercial terms and competitive strategies to achieve organizational objectives.Ensured commercial product offering fully implemented and validated per design.Federated Wireless, Overland Park, KS 2017 2021Cloud supplier of enterprise software for managing shared spectrum and private networksSENIOR DIRECTOR SALES AND SOLUTIONSEstablished and administered customer and partner technical sales, solutions engineering, and operations team. Coordinated across sales, marketing, product, engineering, and support teams to manage sales engagement ownership fulfilling all aspects of integration and commercial operation. Defined and drove go-to-market initiatives for SaaS based enterprise software offering. Identified and promptly resolved customer issues to increase overall efficacy.Cross functional leadership and development of operations team owning DevOps automation and management of multiple AWS cloud instances providing initial revenue streams to increase company valuation.Increased revenue driving commercial integration of innovative SaaS solutions into Enterprise, Reseller, System Integrator and Communication Service Provider accounts.Developed and executed comprehensive training programs for partners, customers, and internal teams.CITRIX (formerly ByteMobile), Overland Park, KS 2011 2017World-leading supplier of cloud networking and enterprise control software (NASDAQ-NMS: CTXS)SENIOR DIRECTOR, SOLUTIONS / SALES ENGINEERING DIRECTOR, TECHNICAL ACCOUNT MANAGEMENTDeveloped multi-national technical sales team focusing on sales enablement and new business development. Nurtured and maintained C-level relationships through direct account and partner channel ownership, negotiated contractagreements and closed sales commitments for SaaS and on-prem SDN / NFV virtualization enterprise solutions.Accomplished highest yearly revenue in region history, surpassing $26.1M target by finishing at $38.4M in 2012.Achieved three of five global awards within new product introduction sales bonus incentive period.Secured single largest deal in company history worth $45M while leading on-site technical sales engagement.Administered solution architecture, systems engineering, and technical sales operations for North and South American customers and partners to improve valuation towards $435M acquisition.TEKELEC (formerly CAMIANT), Overland Park, KS 2006 2011Global supplier of signaling and control networking softwareSENIOR DIRECTOR, STRATEGIC TECHNICAL MARKETING VICE PRESIDENT, SALES / SYSTEMS ENGINEERINGMember of executive team that grew company > $100M prior to acquisition. Established strong relationships with key corporate decision makers and C-level executives to achieve profitable business growth, and secure valuable business contracts through direct and partner sales. Developed, trained, and onboarded multi-national technical sales teams to perform day-to-day sales engineering. Coordinated with technology partners and ensured implementation of go-to-market strategies across Americas, Europe, Asia Pacific, and other international markets.Improved global market share through capture of key competitor accounts by advocating differentiators.Delivered new products, services, and business solutions to global CxO organizations by steering product development and life cycle direction to increase valuation towards $130M acquisition.International speaker and training facilitator for customer and industry events.MOTOROLA (formerly Winphoria Networks), Overland Park, KS 2001 2006International supplier of network and telecommunications solutions (XNYS: MSI)DIRECTOR, SALES ENGINEERING MANAGER, SOLUTION ARCHITECTURECreated and developed high-performing global team of 50+ technology professionals. Closed international sales deals through C-Level customer engagements. Managed world-wide end-to-end technical sales and solution architecture client activities, pre-sales strategies and product integration lifecycle for multi-national customers.Provided technical leadership strategies guiding teams and securing customer commitments increasing valuation towards $179M acquisition.Created and delivered product training sessions driving sales enablement and increasing customer adoption.Led educational workshops and held industry speaking engagements.Prior ExperienceSenior Applications Engineer, Sprint, Overland Park, KS 1999 2001Test Engineer & Project Manager, AT&T Wireless, Redmond, WA 1995 1999Project & Planning Manager, MOTOROLA, Arlington Heights, IL 1994 1995Software Development & Test Engineer, AT&T Bell Laboratories, Naperville, IL 1987 1994EducationMS, Computer Science, Concentration in TelecommunicationsDePaul University, Chicago, ILBS, Electronic Engineering TechnologyDeVry University, Dallas, TX |
