Bryon Thelen-Perry
Ann Arbor,United States
Summary
A thought leader with advanced strategic B2B sales methodologies to help clients improve targeted success. A high-impact, charismatic player-coach leader with strategic, solid go-to-market ability and execution that exceeds revenue targets and delivers year-over-year revenue growth—known by peers and colleagues as an inspiring leader collaborating and motivating teams to maximize achievement. Accomplished in building a high-performing culture / best-in-class sales teams through use of data, metrics, and coaching that delights clients.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Director of Sales
XPO Logistics
04.2020 - 11.2023
- Player (30%) / Coach (70%) position
- Newly created Hybrid Sales role for XPO Logistics to grow market share in more remote geographies across the United States
- Revamped Interview Process to quickly move candidates through and thoroughly vet candidates to identify top talent
- Built, hired, and onboarded Hybrid Sales Team of 40 Account Executives in 12 months
- Strategically built desirable and profitable freight pipeline
- Grew revenue by 12% across all geographies within six months and continued to increase revenue by 3%-17% each quarter
- Built strategy to retain customers by reselling the value of XPO and educating customers on using XPO and the benefits that come with
- Built a virtual methodology training track to onboard new hires to produce revenue within 45 days
- Led UAT for Looker, Xactly, and Edge software to improve data usage for better staffing decisions / pipeline building.
Head of Sales
Wisely
07.2019 - 12.2019
- Developed sales strategy to achieve SaaS revenue targets for 2019/2020
- Developed processes and procedures for pipeline build and management
- Drove $3.3 million of growth and continuously examined whitespace opportunities, enabled sales improvements, and refined product mix development
- Collaborated closely with Marketing and Development to stay aligned on branding and messaging and optimize limited resources on our go-to-market strategy
- Built out a new hire training track, detailed sales skill training, and positioning.
VP of Hybrid & Digital Sales
Munch Ado
03.2019 - 07.2019
- Built an inside sales team to sell an online platform and developed a digital sales strategy to sell across the US
- Startup provided independent restaurants with a digital ecosystem, e-commerce-managed social media, and online digital advertising sales / marketing promotion
- Built Pipeline of $1.4ML annual recurring revenue
- Increased presence at conferences and our lead collection process by 177%
- Developed a consultative sales motion that quickly moves prospects through buying cycle.
Senior Director of Sales, Knowledge Solutions
Thomson Reuters
01.2013 - 01.2018
- Drove $39ML of annual new SaaS revenue in the Enterprise/Key accounts and Mid-Market space, with 6% to 18% YoY growth
- Also grew / retained $40ML of SaaS revenue, selling into the Corporate, Legal, Public Sector, and educational spaces
- November 2016 to April 2017: Served as interim head of sales- responsible for $400ML SaaS revenue and $39ML of new sales revenue and all sales channels
- Collaborated with finance and human resources to develop and roll out 25+ compensation sales plans and strategies
- 2016: Lead a very successful effort to penetrate and increase the market share of the Fortune 500
- 2015: Collaborated with marketing to overhaul the lead program and rolled out a new, fully automated lead scoring, lead assignment, and marketing attribution workflow based on industry best practices
- 2014: Created a new Hybrid Account Manager position to reduce the overall cost of sales and improve the coverage model and increase revenues by 13% in the first year.
Director of Sales, Research and Guidance
Thomson Reuters
01.2008 - 01.2012
- Responsible for driving $26ML of annual new sales revenue
- Designed and implemented a sales cycle pipeline management process to provide accurate revenue projections through the disciplined use of Salesfource.com
- Conceived, developed, and implemented common policies and procedures that have been adopted through collaboration by other business units
- Implemented leaderboards to drive gamification to engage sales teams using different metrics to improve productivity and production.
Education
Bachelor of Arts (BA) -
Eastern Michigan University
Ypsilanti, MISkills
- Forecasting and Driving New Revenue
- Team Development & Mentoring
- Ability to Recruit and Retain High-Caliber Talent
- Strong Collaborator
- Sales Transformation Expertise
- Executive Coaching & Thought Leadership
Certification
- Driving Culture: Senn Delaney - Certified Facilitator for Cultures and Values
- Sales and Marketing Training: Sandler Sale Institute - Sales Solutions for Individuals, and Teams
- Corporate Visions - Create Value > Evaluate Value > Capture Value > Expand Value
- Coaching and Development: InsideOut Development, LLC - InsideOut GROW Coaching Model
- Transformation Development: Corporate Lifecycles Associates - Pathway to Prime
Accolades And Leadership Roles
- Presidents Club Winner - 2017, 2016, 2014, 2009 and 2007
- Pride at Work at Thomson Reuters, Co-Chair, Ann Arbor, MI, 2013 – 2018
- Sales Leadership Council, Thomson Reuters, 2009 - 2018
Personal Information
Title: Executive Sales Leader
Timeline
Director of Sales
XPO Logistics
04.2020 - 11.2023
Head of Sales
Wisely
07.2019 - 12.2019
VP of Hybrid & Digital Sales
Munch Ado
03.2019 - 07.2019
Senior Director of Sales, Knowledge Solutions
Thomson Reuters
01.2013 - 01.2018
Director of Sales, Research and Guidance
Thomson Reuters
01.2008 - 01.2012
Bachelor of Arts (BA) -
Eastern Michigan University
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