Adam Schultz
Software Sales
Denver,CO
Summary
Accomplished sales leader in SaaS with a proven track record of exceeding quotas, driving revenue growth, and building strategic sales strategy. Established in direct selling, territory planning & development, channel management, and technical product expertise. Recognized for overachievement in sales and program objectives. Proficient in cross-functional collaboration and adept at demonstrating value within software solutions to a diverse range of stakeholders in any organization.
Skills
New Business Development
Account Management
Partner Program Development
Direct Sales
Technical Selling
Sales Enablement
Territory Management
Coaching and Mentoring
Sales Overlay
Presentations
Work History
Regional Sales Manager - VAR
Red Canary
Denver, Colorado
02.2022 - 07.2023
- Exceeded resell ACV quota by 213%, demonstrating exceptional strategic planning and sales execution in FY23.
- Overlay, required to position product and resell partnership in every sales cycle.
- Successfully negotiated with and signed 22 customers and 15 new partners, regional & national in FY23.
- Played pivotal role in growing east region resell revenue from 5% to over 25% within FY23.
- Designed and implemented resell mechanics and deal registration program, engaging over 50 reseller partners while facilitating GTM strategy.
- Enabled over 40 field sellers and sales leadership within Red Canary and 120+ sellers across partner organizations.
Sales Manager - Microsoft
Red Canary
Denver, CO
06.2021 - 02.2022
- 140% of program number in FY22.
- Sales Overlay, Cross-functional collaboration with GTM Partnerships, Sales, Marketing, Product, and Executive leadership to drive increased revenue and success with Microsoft.
- Developed enablement and mentored sellers
during their co-sell deals with Microsoft. - Evangelized MSFT E5 security products by exemplifying expertise of suite, license mechanics, and better together story.
- Constructed best practices, program, and GTM strategy within MSFT segment.
Account Executive - MSP Program
Red Canary
Denver, Colorado
02.2021 - 08.2021
- Pioneered new MSP field selling and partner management strategy from scratch. Territory development, prospecting, outbound strategy, and co-branding were all required for this role.
- Negotiated with and closed 5 partners, totaling to 550k in new ARR in 6 months- managing 8 partners in total.
- Built internal enablement and external co-branded marketing for MSPs.
Account Executive
Red Canary
Denver, Colorado
02.2020 - 02.2021
- Achieved 152.8% of FY21 Quota, recognized with promotion within first year for outstanding performance.
- Fostered and strengthened relationships with new and existing accounts, significantly driving revenue growth.
- Exhibited extensive knowledge of EDR, Network, Identity, and Cloud Security products and how they drive cybersecurity programs within enterprise organizations.
- Demonstrated resourcefulness in understanding niche licensing and product differences across range of cybersecurity solutions.
Sales Development Representative
Red Canary
Denver, Colorado
03.2019 - 02.2020
- Recognized as top performer, consistently achieving 151% of pipeline month-over-month in FY20.
- Spearheaded redevelopment of SDR/BDR program, introducing new outbound strategies that improved engagement funnel company-wide
- Played key role in mentoring new BDRs, contributing to team's overall success and efficiency.
Sales Development Representative
Carbon Black
Boulder, Colorado
10.2018 - 02.2019
- Hit and exceeded all sales quotas month over month.
- Recognized as top performer within first 2 months.
- Developed deep understanding of cloud technologies and frameworks within accelerated SDR program.
Business Development Manager
Service Technologies
Los Angeles, CA
06.2018 - 10.2018
- Self-made role. Built sales and marketing strategy from scratch, building pipeline within 2 months and working 7 OTAs.
Senior Operations Manager
Service Technologies
Los Angeles, CA
07.2015 - 10.2018
- Collaborated closely with CTO and CEO in creative development, design, and management of consumer mobile application, achieving over 100,000 users.
- Spearheaded recruitment, hiring, and training of 12 customer service employees.
- Actively supported CEO in various business development initiatives, culminating in successful partnership with Kayak, leader in Online Travel Agency (OTA) industry.
Education
Bachelor of Arts - Cognitive Psychology
Timeline
Regional Sales Manager - VAR - Red Canary
02.2022 - 07.2023
Sales Manager - Microsoft - Red Canary
06.2021 - 02.2022
Account Executive - MSP Program - Red Canary
02.2021 - 08.2021
Account Executive - Red Canary
02.2020 - 02.2021
Sales Development Representative - Red Canary
03.2019 - 02.2020
Sales Development Representative - Carbon Black
10.2018 - 02.2019
Business Development Manager - Service Technologies
06.2018 - 10.2018
Senior Operations Manager - Service Technologies
07.2015 - 10.2018
University of Colorado At Boulder - Bachelor of Arts, Cognitive Psychology