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Click here or scroll down to respond to this candidateCandidate's Name
Douglasville, GA Street Address /PHONE NUMBER AVAILABLE /Candidate's Name @ymail.com /LINKEDIN LINK AVAILABLESUMMARY AND PROFILESENIOR SALES EXECUTIVEA growth focused sales professional who has successfully created positive impact through year-on-year business expansion. I have run all phases of a sales cycle, including qualification, sales pursuit and close by applying deep sales process and technical expertise. As a results-focused sales leader with extensive experience in selling Cloud, Infrastructure Managed Services and AI based RFID solutions. Highly regarded for enhancing client relationships, expanding market share, and driving company growth and profitability.SkillsStrategic PlanningDevelops and implements strategic sales initiatives designed to strengthen sales and marketing efforts, eliminate operational weaknesses, exploit marketplace opportunities, and proactively respond to competitive challenges.Develops a vision for company-wide activities and strategies focused on generating, maintaining, and increasing revenue in North America and globally.Business Growth /SalesDrives business growth by landing new accounts, retaining and expanding existing business, and developing/implementing sales and marketing strategies designed to revitalize floundering territories and penetrate untapped markets. Targets business growth opportunities based on data-driven forecast models that predict marketplace trends, leverages a consultative, customer-centric sales/marketing approach designed to address customer needs, interests, and expectations, and builds business networks that endure and flourish.Performance ImprovementEngages in continuous improvement training sessions with cross-functional teams, and evaluates key performance indicators in order to improve overall levels of sales effectiveness and program/project efficiency.Establishes analytics and methods to measure and forecast demand and market conditions, identify operational deficiencies, and develop effective and data-driven pricing strategies. Utilizes relevant data to drive sales performance up and customer acquisition costs down.Maintains accurate and timely pipeline and forecast reporting to guide overall staffing requirements.Team LeadershipFosters workplace cultures that promote an empowered sense of ownership and belonging, champion mutual respect and inclusiveness, integrate a business/customer support mindset, and adhere to the important principles of accountability, continuous improvement, collaboration, and goal achievement.Areas of ExpertiseConsultative Solution Selling New Client Acquisition Hunter - Business Dev Accurate ForecastingPerformance Improvement Strong Team Leader Technically Adept C-Suite NetworkAI / IoT / Cloud Green Energies Player/Coach Contracts/FIPROFESSIONAL EXPERIENCENSC Global, Atlanta GASVP Sales, NAM2023 - PresentServe as a player-coach SVP for North America, Latin America (LATAM), and Canada.Lead a team of 9 professionals, including 4 geographically dispersed salespersons, 3 pre-sales, and 2 account support professionals, ensuring they meet targets and deliver exceptional customer service.Responsible for the region & P&L, implementing strategies to achieve $100M Total Contract Value (TCV) and $30M in revenue.Implemented a sales strategy positioning the company as the leading provider of Global Field Services (GFES), including field services, 5G, data center transformation, and staffing projects from a global delivery perspective.Review and approve Pricing, Statements of Work (SOWS), Master Service Agreements (MSAs), contracts, and financial structuring of Infrastructure Managed Services deals.Consistently collaborate with other departments such as finance, engineering, marketing, and operations to ensure seamless service delivery to clients.Stay current on industry trends and competitor activities to identify opportunities for growth and differentiation.Ensure compliance with company policies and procedures, as well as industry regulations, in all sales activities.Provide regular reports and updates to senior management on sales performance and market trends.Build and maintain relationships with key clients and prospects to drive business growth.$300M in Pipeline Development in 10 months.Altamira Softworks, Atlanta GAChief Revenue Officer2022 - 2023Altamira is a digital transformation company providing custom software development, consulting & design services, including innovative strategies and bespoke technology solutions that unlocks the full potential of organizations.Implemented the complete sales lifecycle, developed strategies, marketing, pricing, and revenue generation across the global market in all verticals.Improved direct marketing reach by 45% and improved Marketing Qualified Leads (MQL) conversion rates from 20% to 40%.Assisted in creating competitive pricing strategies intended to target commercial level deals (> $750K) within specific verticals (such as Green Energy and Renewable Fuels).Developed and executed strategic sales activities that resulted in new partner sales of $3.5MDevelop strategies with key stakeholders across departments to leverage effectivenessDesigned data driven revenue strategies that increased sales by 55% in 9 months.Acquired 5 new logo clients which included Red Cloud, Delta, and Ninja Brands.Increase penetration/adoption with existing Clients and PartnersImplemented Account Based Everything (ABE) sales model.Improved deal conversion rates and forecasting accuracy.Directly closed companys first $1M+ deal.Fujitsu America Inc., Richardson, TXFujitsu is a leading software and managed services provider for Cloud, App Trans, Digital Transformation, AI, Digital Twin, HPC, DevOps, and Consulting and near quantum computing.Executive Sales Director, Mobility, DX2019 - 2022Designed and executed direct and partner led sales, business development, and customer success teams across several verticals.Defined and implemented processes and tools to enable a highly efficient data driven results for Senior Leadership.Met/exceeded $20M quota YoY for 3.5 years. Consistently presented transformational solutions at the C-level/Boardroom as part of an overall business and technology strategy focused on multi-year deals.Hired and developed teams of Sales Professionals and Client Success/Development Executives.Lead managed and captured multiple opportunities more than $5M with new logo clients.Co-developed & go-to-market strategies that yielded $30M new pipeline opportunities.Senior Global Sales Executive, BFS&I2018 - 2019Reported directly to EVP on efforts related to designing a new sales model that wrapped managed services and consulting around targeted solution sales (cloud, security, Ai, HPC).Responsible for driving new opportunities in existing accounts with primary focus on complex deals in North America.Captured new markets and developed a pipeline of key accounts (i.e., Delta, Toppan, and Intuit) that increased sales from 22M to $65M.Exceeded 100% of quota for 2018.Senior Sales Executive, N.A2017 - 2018Globe ranger, A Fujitsu Co., software provider for IoT based RFID & Intelligent Sensor solutions.Reported directly to EVP and CEO with responsibility to focus on pipeline development and new market capture in the manufacturing, transportation and emergency services space.Drove operational excellence at every stage of the sales funnel and buyer & journey as well as develop innovative strategies to sell to existing partners and consumers.Managed sales processes and closed complex logo deals in 6 months (i.e., KMM, JTEK, and Thales).Co-developed & go-to-market strategies that yielded results in excess of 2018 quota ($1.5M).Raxar Technology Corporation, Tampa, FLEVP, Sales & Business Development2017 - 2017Raxar Technology Corporation is a global thought leader and provider of the next generation of integrated, real-time mobile solutions.Evangelized new IoT-enabled enterprise asset management platforms complete with RFID supply chain management technology.Achieved 100% increase in viable business opportunities and attained 20% of $1M YTD in 90 days.Opened 5 new logo clients in state and local municipality verticals.Intermedix/WebEoC, Augusta, GAVP, Business Development2014 - 2016Intermedix offers an integrated suite of business continuity and Incident/asset management solutions.Built an enterprise sales division responsible for providing technology-enabled solutions for Fortune 500 - 2000 companies in healthcare, manufacturing, and transportation verticals.Sold to organizations seeking a SaaS based incident/asset management solution that enabled IoT (context and sensor technologies).Opened 33 new logo clients (Tulane University, College of DuPage, Paducah, and Portsmouth Diffusion Plants, Portland General Electric, FedEx, PNC Bank, New Jersey/New York Port Authority, Georgia Pacific, QTS Data Centers).Achieved 90% of $1M quota in 2014, developed/grew YTD pipeline from $4.5M to $6.7M in 2015, increased professional services engagements by 90%, achieved 100% of $1M quota in 2015, developed/grew YTD pipeline from $6.7M to $8.1M in 2016, and achieved 95% of $2.5M quota in 2016.Managed 4 direct reports (inside sales) and developed/implemented corporate strategic marketing plans with specific vertical focus.MissionMode, Winston Salem, NCRegional Manager2011 - 2014Missionmode is a SaaS-based ENS and incident management system providing secure online notifications in emergency management.Successfully positioned company as a desirable competitor against other well-known SaaS based software solutions companies that captured greater market share throughout the U.S.Turned around flat-line revenue for a company by providing an incident command system for crisis communication and emergency notification.Achieved 95% of $1M YTD quota in 2011, 105% of $2M YTD quota in 2012, 90% of $2M YTD quota in 2013, and 100% of $2.5M YTD quota in 2014.Increased lead generation by 80%, grew revenue by $1.6M, improved customer retention, and achieved 85% increase in RFP wins.New logo clients included: Aflac, Bancorp South, SunTrust, FedEx, and Score Financial.Sepaton, Marlborough, MASales Manager2009 - 2011Sepaton provides enterprise data protection solutions. It provides hardware and software products for enterprise data protection, departmental backups, deduplication, and electronic remote replication. The company also offers technical consulting and support services, remote monitoring, and replacement parts programsIncreased lead generation by 100%, established customer retention model, and achieved 100% of non-revenue KPIs with Marketing.Achieved 80% of $1M YTD quota in 2009, 90% of $2M YTD quota in 2010, 90% of $2M YTD quota in 2011.Successfully opened the Southeast Territory by selling to new logo accounts across all verticals.New logo clients included: Sprint, Barnes and Noble, Hersheys Corp.,Oversaw all RFQ/RFP for territory with a win rate of 27%.Lumeta, Somerset New JerseyTerritory Sales Manager2007 - 2009Lumetas network situational awareness platform is the authoritative source for enterprise network infrastructure and cybersecurity analytics.Achieved 50% of $1.5M YTD quota in 2007, 70% of $3M YTD quota in 2008-09 (partial year).Increased lead generation by 50%, established 22 net new customer relationships.Managed 2 inside sales associates responsible for cold calling and lead generation.Responsible for direct sales of unknown solution (Lumet) to new logo accounts.Extensive travel for client meetings and Tradeshow attendanceQualified all RFP activities for clients within the territory.NETSCOUT, Westford, MARegional Manager2001 - 2006NetScout is a provider of application performance management and network performance management products located in Westford, Massachusetts.Successfully positioned company as a competitor against other well-known APM companies that captured greater market share throughout the Southeast, U.S.No stated quota in 2001, Achieved 90% of $2M YTD quota in 2002-04, 75% of $5M YTD quota in 2005, and 70% of $5.5M YTD quota in 2006.Increased lead generation by 50%, grew in region revenue by $1M/per annum, improved customer retention, and attended numerous networking events to speakNew logo clients included: CENTCOMM, Synovus Financial, Harcourt Publishing and Disney.Hired to drive new logo sales in a 6 state territory in need of revenue and clients.EDUCATION AND OTHERSKennesaw State UniversityCommunicationsGeorgia Technical InstituteTechnologyCertificationsMicrosoft Certified Engineer (MCSE) |
