Bryan Cravens
Mt. Juliet
Summary
Dynamic professional with an understanding of technical sales processes and product offerings. Adept at seamlessly integrating client requirements with strategic solutions by leveraging partnerships and relationships. Known for collaborative team efforts and consistently achieving targets, showcasing adaptability and reliability.
Overview
15
15
years of professional experience
Work History
Sales Engineer
CNX - Red Hat Logo
07.2023 - Current
- Coordinate efforts with partners, account managers, and renewals representatives to determine technical specifications and provide comprehensive solutions for client needs.
- Support 24 reps in the Sales Engineer role on the pre-sales and renewals side of the business.
- Deliver Red Hat customer portal demonstrations and training sessions as needed to enhance client understanding of the software's capabilities.
- Engage with end users during calls to evaluate their environment and resolve subscription-related questions.
- Capture opportunities for upsell and cross-sell during health checks and renewal discussions with existing accounts.
Sr. Sales Representative
CNX - Red Hat Logo
03.2018 - 06.2023
- Developed strategic sales plans to enhance market share and drive revenue growth.
- Led training sessions on product knowledge and sales techniques for new team members.
- Identified customer needs by asking appropriate, open-ended questions and setting SA calls.
- Attained top-ranking sales performances among peers through persistence, resilience, and strong prospecting skills. Won the Standing Ovation Award from Red Hat.
Strategic Sales Rep
CNX - Red Hat Logo
03.2014 - 02.2018
- Executed sales strategies to consistently meet and exceed quarterly targets while working double territories.
- Articulated successful practices in quarterly business review, focusing on strategies for increasing net new business opportunities.
- Converted a $700 renewal to $300k net new deal. Shared solution to Red Hat executives via whiteboard presentation.
- Top performer in total revenue, net new business, total calls made and all other KPI's throughout the year.
Inside Sales Representative
Dell Inc.
03.2011 - 02.2014
- Implemented strategic initiatives that resulted in a 463% rise in net new business within the territory.
- Created partnership between the direct and indirect team to maximize results and provide exceptional customer experiences.
- Negotiated directly with C-level executives to secure and close business.
- Effectively managed a portfolio with a near 10 million dollar spend annually.
Education
BBA - Music Business
Belmont University
Nashville, TNSkills
- Partner Co-selling
- Pipeline management & Forecasting
- Net New Acquisition
- Red Hat Enterprise Linux
- Application Modernization
- Ansible
- Value-Based Consultative Selling
- Customer Relationship Development
- Account Planning
- Award Winning
Timeline
Sales Engineer
CNX - Red Hat Logo
07.2023 - Current
Sr. Sales Representative
CNX - Red Hat Logo
03.2018 - 06.2023
Strategic Sales Rep
CNX - Red Hat Logo
03.2014 - 02.2018
Inside Sales Representative
Dell Inc.
03.2011 - 02.2014
BBA - Music Business
Belmont University