Adam Thompson
Austin,TX
Summary
Results-focused enterprise software sales leader with over 20 years of B2B SaaS, CPQ, and CRM expertise, dedicated to delivering transformative solutions for Fortune 500 clients. Proven track record of generating multimillion-dollar sales and securing high-profile clients such as Merck, Highmark Health, AT&T, CBS, Hulu, and Nokia. Renowned for leading digital transformations in agile organizations by leveraging AI-driven insights and utilizing advanced platforms including Salesforce CPQ, Service Cloud, and Commerce Cloud. Committed to excellence in client relationship management and strategic planning while fostering a collaborative team environment and adapting to dynamic market conditions to drive impactful results.
Overview
11
11
years of professional experience
Work History
Sales Director - North America Region
EPICOR SOFTWARE
01.2020 - Current
- Improve sales growth by positioning SaaS solutions for executives and delivering ROI-driven business cases that simplify sales processes, including product configuration, pricing, and quote generation.
- Identify business opportunities and strengthen enterprise-level client relationships to secure new accounts in packaging, construction, home improvement, and heavy equipment.
- Analyzed customers’ business challenges and demonstrated CPQ solutions through product demonstrations, proposals, case studies, and live demos.
- Streamlined ETO processes through CPQ solutions, which enabled 2D, 3D, and AR product configurations, automated pricing, quoting, CAD generation, and BOM creation.
- Overcame challenges of maintaining sales momentum and brand identity (following KBMax’s acquisition by Epicor) by positioning the product as a standalone solution and educating clients on the product value.
- Sold visual CPQ solutions (3D product configurators and AR experiences) and coordinated with technical teams to integrate Epicor with clients’ Salesforce CPQ and ERP platforms.
- Closed $17M+ in contracts and exceeded annual quotas by developing productive customer relationships.
- Merck: Achieved significant client impact as exemplified by Merck’s success in improving manufacturing efficiency, increasing quote generation by 99%, and driving $4.5M in cost savings.
- Johns Manville: Streamlined client operations by implementing product visualization and quoting solutions with Salesforce CPQ and Salesforce Communities, as demonstrated by Johns Manville’s enhanced design processes and improved product option presentation.
- Spacesaver: Drove transformative results by reducing ETO quote cycle time from 5 days to 5 hours, integrating with PTC Creo and IFS ERP to produce CNC CAD geometry, and improving accuracy and speed to the shop floor.
- Sales Methodology: Implemented a sales process focused on identifying decision-makers and aligning resources before entering contract discussions. Engaged clients in a joint execution plan to ensure mutual understanding of solutions while ensuring involvement of the right stakeholders.
Sales Director - North America Region
OSF DIGITAL, PALADIN GROUP
01.2018 - 01.2020
- Evaluated clients’ cloud infrastructure and assessed business/technical requirements for solutions implementation and managed services.
- Shared customer and staff-focused plans by leveraging self-service knowledge, chatbots, and AI-driven “next-best-step” recommendations to achieve ROI objectives.
- Implemented North American sales strategies to drive major wins and maintain alignment with Salesforce RVPs for strategic accounts.
- Headed executive sessions to define solutions and manage processes and personnel from initial engagement to SOW development.
- Prepared value propositions to address customers’ e-commerce, channels, and marketing issues with a focus on resolving pain points.
- Generated $3.6M in new logo contractual sales and surpassed targets, including achieving 140% of quota in 2019.
- Utilized consultative sales approach by engaging clients in a joint execution plan and confirming problem statements with stakeholders.
Client Advisor - Central U.S. Region
BLUEWOLF
01.2017 - 01.2018
- Advised clients on priorities by setting expectations for phased business solutions and balancing critical needs with deliverable outcomes.
- Navigated issues of selling consulting services by emphasizing value-driven time management and aligning project scope with client goals.
- Managed consulting solutions sales for global clients headquartered in the Central U.S. by working with Salesforce teams and securing new logo opportunities.
- Delivered solutions for Salesforce platforms and application development, including sales, service, community, and commerce clouds.
- Secured $1.4M in contractual sales from new logos and exceeded targets with 135% of quota achieved in 2018 and 115% in 2017.
Strategic Account Manager - Texas Region
APTTUS
01.2016 - 01.2017
- Collaborated with Salesforce teams to manage sales as part of integrated APTTUS solutions, including engaging with Salesforce users and introducing new solutions.
- Managed accounts and optimized client sales through CPQ, proposal management, contract management, and revenue management applications.
- Leveraged challenger methodology to create business needs and improve sales productivity for customer awareness and engagement.
- Developed solutions for client’s business approaches and sold to stakeholders, including sales, sales operations, legal, finance, and IT.
- Negotiated SaaS application suite solutions with C-level executives and key stakeholders, including guiding business process decisions related to CPQ, contract management, and revenue management.
- Generated approx. $1M in contractual sales from all new logos and achieved 97% of quota in 2016.
Enterprise Account Executive - Dallas/Houston Region
SALESFORCE
01.2015 - 01.2016
- Transitioned from selling video streaming hardware solutions at Cisco to enterprise-level CRM sales at Salesforce, anticipating market shifts toward software-focused solutions.
- Managed 3 enterprise accounts per company strategy and achieved quota in the first year.
- Led enterprise clients through digital transformations by delivering solutions across sales, service, community, and analytic platforms.
- Managed 5 accounts, including companies with $50M–$2B in annual revenue and employees ranging from 2.5K to 10K.
- Presented a distinct vision that drove value by adopting Salesforce applications and connecting employees, partners, and customers.
- Initiated engagement plans using Salesforce and the MEDDIC framework while collaborating with customers and partners to select systems integrators and ensured successful implementations.
- Achieved 120% of annual quota in 2015 by securing $375K in new license sales with a total contract value of $1.8M over 5 years.
Education
M.S. - Telecommunication Management
Oklahoma State University
B.S. - MIS
Oklahoma State University
Skills
- Salesforce, CPQ, ERP, Cloud Computing (SaaS), Augmented Reality, AI
- Revenue growth
- Sales funnel management
- Deal closing
- Pipeline development
- Territory management
- Key account targeting
- Sales presentations
- Sales software proficiency
- Sales strategy development
- Revenue forecasting
- Competitive analysis
- Client acquisition
CORE COMPETENCIES
- Full Sales Lifecycle Management
- Field Sales and Consulting
- Business Process Improvement
- Key Stakeholders Engagement
- Strategic Planning and Execution
- Product Pricing and Quoting
- B2B SaaS, CPQ, and CRM Sales
- People and Process Integration
- Revenue Generation/Cost Saving
- Customer Journey Mapping
- B2B and B2C Teams Leadership
- Long-term Client Relationships
NOTABLE CLIENTS
Highmark Health, Archrock, Celanese, Sally Beauty, AECOM, Jacobs Engineering, Sabre Corporation, Emerson Electric, Avnet GM Financial, Interstate Batteries, Murata Electronics, Nokia, CBS, HULU, FOX, AT&T
Timeline
Sales Director - North America Region
EPICOR SOFTWARE
01.2020 - Current
Sales Director - North America Region
OSF DIGITAL, PALADIN GROUP
01.2018 - 01.2020
Client Advisor - Central U.S. Region
BLUEWOLF
01.2017 - 01.2018
Strategic Account Manager - Texas Region
APTTUS
01.2016 - 01.2017
Enterprise Account Executive - Dallas/Houston Region
SALESFORCE
01.2015 - 01.2016
B.S. - MIS
Oklahoma State University
M.S. - Telecommunication Management
Oklahoma State University
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