Brian Jonasson

Led and coached a team of 8 Enterprise Account Executives, managing a $30M+ pipeline and driving double-digit revenue growth focused on selling solutions for DevOps, AI, and RPA for testing and automation.

• Spearheaded strategic account-based sales initiatives, securing multi-year enterprise contracts totaling $10M+ in ACV.
• Built and managed key executive relationships
• Implemented MEDDPICC training, enhancing sales efficiency and improving win rates across the team.
• Collaborated cross-functionally with Marketing, Lead Generation, Partners, Customer Success, and Renewals to drive new logo, expansion, and retention strategies.
• Achieved top-performing team status (2022 & 2023); Awarded RVP of the Year (2023).

Led sales for Salesforce platform offerings focused on development, security, and automation.

• Collaborated closely with new and existing Enterprise clients to identify opportunities to improve their business processes by utilizing the Salesforce platform.
• Created and delivered strong ROI metrics to demonstrate expected value for Salesforce solutions.
• Created and managed pipeline of 3x target in both new clients as well as expansion with existing clients.
• Utilized MEDDPICC and other sales tools to effectively manage the sales process and forecast accurately.
• Achieved 100%+ of quota in 2015, 2016, 2020 and 2021.

• Collaborated closely with new and existing Enterprise clients to identify opportunities to improve their business processes by utilizing the Salesforce platform.
• Created and delivered strong ROI metrics to demonstrate expected value for Salesforce solutions.
• Created and managed pipeline of 3x target in both new clients as well as expansion with existing clients.
• Utilized MEDDPICC and other sales tools to effectively manage the sales process and forecast accurately.
• Achieved 100%+ of quota in 2015, 2016.

Led sales of the IBM software portfolio into key Enterprise accounts in the midwest.

• Drove multiple multi-million dollar deals encompassing data, security, automation, and integration solutions into assigned accounts.
• Built and maintained relationships with key decision-makers across the C-Suite as well as LoB.
• Collaborated with internal Brand Specialists, key partners, and additional stakeholders to build pipeline, close revenue, and drive value to clients.
• Achieved 100%+ of quota in 2011, 2012, and 2013.

Led IBM software sales for one of IBM's largest resellers.

• Responsible for $2M+ annual sales of IBM software and MSI consulting services to Enterprise customers across the US.
• Partnered with IBM sellers and the broader MSI team to build pipeline, advance opportunities, and close revenue.
• Grew software revenue 20+% each year.

Led sales of the IBM Data Management software portfolio including database, BI, ECM, and integration technologies.

• Achieved 100% of quota in 2003, 2004, and 2005.
• Established trusted advisor status with clients by consistently offering expert advice on how our software could solve their unique challenges more effectively than competing products.
• Negotiated favorable contract terms with clients, securing long-term partnerships while maximizing profitability.