John Walsh
Milford,New Hampshire
Overview
14
14
years of professional experience
Work History
Account Executive, Mid Market & Enterprise
Conversica
06.2024 - Current
- Contributed to individual, team and organizational objectives in fast-paced, start-up environment
- Consistently surpassed benchmarks for self-sourced pipeline generation
- Responsible for all outbound efforts in territory consisting of 34 states, targeting high-ICP prospects up to $1b in annual revenue
- On track to surpass Q1 targets for closed business and pipeline generation
Account Executive
Sitecore
11.2021 - 04.2024
- Responsible for all net new and expansion efforts for Mid Atlantic segment of Sitecore's Commercial East region
- Led team in net new logo acquisition for FY24
- Consistently surpassed key sales objectives for growth and expansion across book of business of $4 million
- Seasoned in quarterbacking complex sales cycles that require the coordination of multiple cross-functional teams and resources
- Sold across the full 14-product Sitecore solution landscape with a primary focus on hybrid-headless CMS, AI search & merchandising (formerly Reflektion), and CDP
- Developed and fostered fresh alliances with strategic implementation partners, while capitalizing on pre-existing ones
- Averaged >50% self-generated pipeline
- Disciplined forecaster with experience elevating deals over the late stage hurdles of procurement, legal and information security reviews
- Followed MEDDPPICS methodology, with additional P representing Partner and S representing Security
- Regularly traveled to build and maintain relationships with prospects, clients and partners
Channel Sales Director
Kentico Software
06.2021 - 11.2021
- Oversaw all Channel Sales for North America while personally carrying an equal share of quota
- Worked in close collaboration with Customer Growth and Direct Sales teams to source net new, upgrade, upsell and services opportunites through partner ecosystem
- Nurtured existing partner network while conducting profiling and outreach efforts for growth
- Drove modernization and license transition efforts across legacy install base
- Qualified and facilitated end-to-end sales process for all inbound partner-sourced business opportunities for East region
Territory Sales Manager
06.2019 - 06.2021
- Managed all direct, channel, upsell, cross sell and net new business opportunities for 25% of North America (New England, Wisconsin and Canada)
- Worked closely with in-territory Account Manager to uncover expansion opportunity and reduce churn
- Responsible for selling Kentico's all-in-one platform DXP and headless CMS (now Kontent.ai)
- Guided and advised prospects and customers along their digital journey to leverage Kentico's DXP as their public facing web presence, intranet, or custom implementation
- Delivered live solution demonstrations of Kentico's all-in-one platform DXP
Account Executive
Oracle America Inc - Dyn Business Unit
06.2018 - 06.2019
- Created and executed territory plan to penatrate Mid Atlantic region for internet performance and security solutions
- Developed a proficienty in positioning SaaS as the superior alternative to in-house and on-premise
- Conducted solution demonstrations both remotely and in person
- Spearheaded campaign to convert and upgrade existing self-serve clients to multi-year enterprise agreements
- Consistently met or exceeded personal and management-set goals for quota attainment
Sales Development Representative
06.2017 - 06.2018
- Conducted outbound campaigns to generate interest and book meetings for Dyn's email delivery and consultative reputation management service
- Led team in conversion rate for closed/won opportunitites sourced
- Navigated competitive email marketing landscape to create winnable opportunities for Account Executives
- Demonstrated excellent time management and ability to meet strict KPI goals
- Surpassed 100% of annual goal for qualified sales opportunities
Admissions Counselor
Post University
06.2014 - 06.2017
- Responsible for outbound teleprospecting campaings to convert leads to students enrolled in online degree programs
- Ranked in the top 10% across team of >100 for retention of new studends in both 2015 and 2016
- Worked as liason between admissions and academics departments for hybrid campus and online program
Account Executive
Forbes Marketing Group
05.2011 - 06.2014
- Responsible for self-sourcing all sales opportunities for marketing and promotional products across Northeast territory
- Maintained excellent relationships with existing customers, creating an almost 100% retention rate year over year
- Prospected and profiled accounts with propensity to buy and likelihood of repeat business
Education
Bachelor of Arts - Communications & Public Relations
Roger Williams University
Bristol, RI05-2011
Skills
- SFDC & MSFT Dynamics CRMs
- Outbound prospecting (Outreach, LinkedIn Sales Navigator, 6Sense, ZoomInfo)
- Pipeline self-generation
- Accurate forecast management (MEDDPPICS)
Timeline
Account Executive, Mid Market & Enterprise
Conversica
06.2024 - Current
Account Executive
Sitecore
11.2021 - 04.2024
Channel Sales Director
Kentico Software
06.2021 - 11.2021
Territory Sales Manager
06.2019 - 06.2021
Account Executive
Oracle America Inc - Dyn Business Unit
06.2018 - 06.2019
Sales Development Representative
06.2017 - 06.2018
Admissions Counselor
Post University
06.2014 - 06.2017
Account Executive
Forbes Marketing Group
05.2011 - 06.2014
Bachelor of Arts - Communications & Public Relations
Roger Williams University
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