Austin Wellington
Charlotte,USA
Summary
Enterprise Sales and Customer Enablement Leader with 10+ years of driving complex enterprise and commercial technology sales across Fortune 500 organizations. Proven team leader responsible for pipeline creation, deal negotiation and execution, market forecasting, and value-based suite positioning. Known for empowering sales teams through multi-tier deal stages, translating complex solutions into clear business outcomes, and validating best use cases.
Overview
11
11
years of professional experience
4
4
years of post-secondary education
Work History
National Customer Enablement Manager
Ryder System Transportation
USA & Canada
03.2022 - Current
- Strategic sales enablement lead that empowers internal and customer teams with the best of breed tools to interconnect fleet and supply chain assets. Proven ability to translate complex needs into measurable & realistic results, alignment on program roadmap priorities, and bring a result driven outlook on optimal business outcomes and insights, customer signal aggregation, and complex deployments that deliver real impact to the bottom line. Oversee multiple teams to support customer expectations, improve retention, and accelerate time to value. Lead, mentor, and performance-manage sales support and enablement resources with clear expectations, execution, accountability, and results delivery.
- Lead all pre-sales value engineering and ROI analysis across all enterprise divisional telematic solutions, translating customer and operational needs into quantified business cases that support executive decision making and long-term adoption. Developed full Salesforce pipeline incorporation to streamline reporting on discovery & value articulation, deal probability & engagement, opportunity strategy, and structured weekly reviews.
- Lead and coach national sales divisions on how to sell and qualify their books of business for advanced technology solutions such as AI video analytics and safety platform LLMs, OEM cloud integrations, process automation using agentic AI, electric vehicle infrastructure planning, and digital twins virtual modeling for complete operational simulation testing.
- Structure and negotiate complex, multi-tier dedicated contracts and partner SLAs, including quoting and proposal development aligned to customer/internal requirements, regulatory & compliance demands, and Capex vs Opex pricing models.
- Partner closely with engineering and application teams to translate field, customer, and competitive insights into actionable priorities, product & service positioning, and sales execution strategies that improve win rates and enrich program growth.
- Serve as trusted advisor to both divisional leaders and 200+ enterprise accounts by adapting to emerging & disruptive technologies and guiding customer implementation from requirements to launch.
- Lead proactive engagement sessions such as QBRs, executive workshops, large scale product demonstrations, national webinars, and internal P/L margin review, to position telematics capabilities in the context of operational outcomes, continuous improvement feedback, and voice of customer insights.
- Evaluate, pilot, and scale new telematics product lines and add-on solutions such as AI embedded fleet cameras with real time safety reporting or IoT/GPS sensors to run AI predictive maintenance automation to reduce asset downtime. Additionally, managing interval field testing and validation with regional maintenance shops and early adopter customers to substantiate performance, usability, and commercial viability prior to broader rollout.
- Direct large-scale telematics campaigns across multiple teams, coordinating hardware distribution and software enablement deliverables to ensure consistent delivery, reducing deployment friction, device uptime improvement, and increasing user engagement across all platform features.
- Lead both implementation and integration processes of advanced tracking solutions, designing data aggregation, analytics, and reporting frameworks to surface key performance metrics around productivity, optimization, safety, sustainability, compliance, expandability as well as benchmarking against competitors and resolving operational bottlenecks.
- Partner cross-functionally with billing, legal, tax, IT, marketing, integrated logistics, dedicated transportation, and fleet management solution teams to optimize telematics use cases, manage system variability, and align product functionality with real world operational work flows.
Senior Sales Manager
Ryder System Transportation
NC & SC
01.2020 - 03.2022
- Transformed the Carolinas (NC/SC) into a top national revenue region by architecting enterprise strategies that drove long term expansion & fostered our book of business. Managing a team of 7 sales representatives, educating on enterprise prospecting, competitive advantages, results storytelling, and decision maker account planning.
- Drove competitive displacement and growth initiatives across multi-million-dollar portfolios, tripling quota and earning presidents club recognition, through aggressive account strategy and value add selling.
- Modernized enterprise customer experience by redesigning onboarding, issue resolution, and post-sale engagement workflows, improving retention and organic growth across a large competitive landscape.
- Served as trusted consultant to fleet & industry executives, influencing product positioning and deal requirements with scalable GTM delivery models. Aligning complex deals with a variety of internal support teams to ensure smooth transition and handoff.
Lead Business Analyst
Valvoline Inc.
NC
04.2019 - 01.2020
Senior Data Analyst
Lowe’s Companies
NC
05.2018 - 04.2019
Business Development Analyst
NUS Consulting
NC
04.2017 - 04.2018
Key Account Executive-Commercial Construction
Home Depot
NC
05.2015 - 04.2017
Education
Bachelor of Science - Business Administration (Business Intelligence)
University of North Carolina
Charlotte, NC 08.2013 - 05.2017
Skills
- Mastery in Salesforce & Monday
- Pipeline Development & Forecasting
- GTM & Pricing Strategy
- Partner & Ecosystem Alignment
- Complex Deal Strategy & Review Rhythm
- ROI/KPI Modeling
- Customer Touchpoint Sequencing
- Collaboration & SaaS Ecosystems
- IoT & AI-Enabled Solutions
- Data-Driven Deal Review & Decision Making
- Team leadership
- Decision-making
- Sales techniques
- Sales management
Timeline
National Customer Enablement Manager
Ryder System Transportation
03.2022 - Current
Senior Sales Manager
Ryder System Transportation
01.2020 - 03.2022
Lead Business Analyst
Valvoline Inc.
04.2019 - 01.2020
Senior Data Analyst
Lowe’s Companies
05.2018 - 04.2019
Business Development Analyst
NUS Consulting
04.2017 - 04.2018
Key Account Executive-Commercial Construction
Home Depot
05.2015 - 04.2017
Bachelor of Science - Business Administration (Business Intelligence)
University of North Carolina
08.2013 - 05.2017