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Click here or scroll down to respond to this candidate Candidate's Name
Street Address John Westcott Drive Cell: PHONE NUMBER AVAILABLE
North Attleboro, MA Street Address EMAIL AVAILABLE
Sales Management EXECUTIVE
Experienced in building and managing high performing sales organizations
for emerging and global companies. Proven sales leader with demonstrated
success developing and executing go-to-market plans and organizing,
coaching and developing action-oriented, results driven sales teams leading
to successful exits (3 acquisitions and IPO).
STRATEGIC GROWTH LEADER
. Avention: Led turnaround of the business by leading the sales
organization from underperforming to exceeding both global bookings and
GAAP objectives, resulting in YOY growth six consecutive years after five
consecutive years of decline, resulting in successful spin-out and
acquisition by Cannondale Investments. Company valuation increased more
than 40% in 2 years.
. TrueAdvantage - Member of Founding Team of TrueAdvantage developing and
leading the first go-to-market sales strategy growing sales from zero to
a $6 million run-rate and acquiring more than 2,000 customers in less
than 18 months. Company became the early leader in sales intelligence
and sales enablement solutions ultimately selling to InsideView in 2007.
. Key3Media - Increased revenue 15% over prior year managing multiple
inside sales teams located in in CA and MA. Drove improvement in online
conference registrations and sales, having a significant impact in both
revenue and client satisfaction. Company IPO in 2000 after successful
spin-off from Ziff Davis.
EXPERIENCE
Avention, Inc. Concord, MA (Formerly OneSource Information Services)
2008 - Present
Global Business Information Provider
Vice President of North American Sales and Service
Responsible for all aspects of sales and service for North American sales
organization and largest global clients for Avention, a global SaaS based
business intelligence and analytics solution provider. This includes all
operational aspects of hiring, managing, compensation plans, team
performance, key performance metrics and solution delivery.
. Key member of the leadership team, which sold OneSource to Cannondale
Investments and GTCR a leading private equity firm in Chicago, IL.
. Lead 5 sales directors, a Vice President of Data Solutions and more
than 40 new business and account management executives throughout
North America, resulting in significant new business growth in
subscription and services revenue, improved retention rates and led
the sales strategy and execution through several product launches.
This was achieved by:
o Launched sales team to sell latest product and took sales from
$0 - $14 mm in 2.5 years
o Developed sales processes, metrics and tools to measure, report
and effectively manage
o Hired in high performers from network, removed underperforming
reps
o Built new sales teams and/or aligned teams to improve sales
coverage and maximize revenue
o Developing new compensation plans to reward performance
o Effective sales execution on new product releases
. Responsible for ~$40 million in global revenue, overall management of
the largest global customers and more than 40 direct sales personnel
(account management and new business teams) and channels.
. Key member of team that designed, developed and launched OneSource's
new product called iSell.
Responsibilities included:
o Building dedicated inside sales team
o Established training, positioning/messaging, value proposition
and all key elements associated effective sales launch
o Exceeding revenue objectives by 50% even with a one-quarter
delay in launch of product
. Increased professional services revenue 20% year over year past 4
years.
. Led sales effort in securing 7 figure strategic deals with leading
companies in multiple industries, including: Deloitte, Manpower, ADP,
JP Morgan, GE, and Oracle.
. Named one of Selling Power's Best 50 Companies to Sell For both 2014
and 2013.
TrueAdvantage, Inc. Southborough, MA 2000 - 2007
The leading provider of technology enabled lead generation solutions.
Vice President and General Manager
Founding member of a pioneering venture-backed SaaS based technology
enabled lead generation and sales intelligence solution provider. Held
several executive leadership positions during tenure including overall
responsibility for sales, business development and client services.
Responsibilities included developing and achieving business objectives and
communicating results to the Board of Directors.
. Developed and implemented first sales model and go-to-market strategy
resulting in company revenue growth from zero to a $6 million within
18 months
. Built and scaled multiple inside sales organizations from first hire
to more than 50 inside sales representatives.
. Led successful sales efforts in several sales leadership roles as the
company evolved from a low dollar high transaction model to an
enterprise focused sales model.
o Led sales from zero-$6 million run-rate in less than 18 months
o Took customer base from zero - to more than 2,000 in 18 months
o Personally led sales effort on first enterprise clients
o Directly sold GE, AOL, HotJobs and Google while raising a round
of financing providing investors with confidence in new sales
model.
. Worked with 4 different CEO's over 7 years transitioning them into
business while managing teams and driving performance, demonstrated
ability to be highly successful in challenging environments.
. Member of executive teams that raised more than $25 million in venture
capital.
. Sold to InsideView in Dec 2007.
Key3Media (Formerly Ziff Davis Events), Needham, MA 2000
Leading provider of IT conferences and events including, Comdex, Networld +
Interop and Seybold
Director, Conference Sales and Customer Solutions: Overall operational and
budgetary responsibility for more than 50 inbound and outbound inside sales
reps in three offices throughout the US, for the leading provider of
information technology conferences, events and trade shows. Directly
responsible for ensuring the necessary leadership, support and tools were
available to drive all teams and personnel to achieve their service and
sales objectives.
. Responsibilities include managing sales offices in CA and MA of more
than 30 inside sales reps, in addition to hiring and training more
than 30 seasonal inside sales reps to drive revenue leading up to
conferences
. Directed strategic sales and operational aspects in support of the
corporate vision, which includes generating $75 million in conference
revenue.
. Implemented new sales processes leveraging online registration model
having an immediate 15% increase in show revenue and improved customer
service.
. Evaluated existing sales and service departments, recommended new
business model and implemented appropriate changes to integrate four
autonomous departments into a fully integrated sales and service
operation.
. Major accomplishments include: Exceeding sales objectives for all
events, identifying, recommending and implementing technology and
process enhancements that directly improved both service and sales.
Pentastar Communications, Boston, MA 1998 - 2000
Leading national communication services agent for voice and data services.
Manager, Telesales & Support Center: Managed telesales organization and
support center for the inside sales division. Oversaw call center and
fulfillment operations related to the division's third party verification,
inbound/outbound customer service and provisioning departments.
. Managed the sales and support center for the inside sales division of
a company that provides voice, network services and Internet solutions
to the small and medium sized business sector. Directly responsible
for the following teams: telesales, quality control, service
departments and order provisioning.
. Major accomplishments include: Increased divisions productivity and
monthly revenue 300% within 6 months, created incoming revenue stream
in a department historically viewed as a cost center and became a
critical component in business development.
Certifications:
. Sales Technology/Tools: Well versed in the latest technology used to
drive sales results, including; sales enablement, CRM/SFA, social
media and Sales 2.0.
. Speaking Engagements: Regular speaker at leading sales related
conferences including Selling Power/Sales 2.0 and AA-ISP (American
Association of Inside Sales Professionals)
. Sales Training/Methodologies: CEB Challenger Sales, Miller Heiman
(Strategic Selling & LAMP), Basho Sales Strategies, TAS, Executive
Conversations, SPIN Selling, Perrier Sales Training
. Professional: Interactive Management; Social Styles; Equal Employment
Opportunity; Dale Carnegie High Impact Presentations
College: Bryant College, Major: Business Administration
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