CLAYTON GIBSON
San Diego,CA
Summary
Performance-oriented team leader offering exceptional record of achievement over a twenty-year technology sales career. Combining emotional intelligence and data driven methodologies to mentor staff on simple tactics and strategies for consistent success. Talented in identifying, recruiting and motivating both new and experienced sales people.
Overview
27
27
years of professional experience
Work History
ACCOUNT EXECUTIVE GLOBAL ENTERPRISE TEAM
VERYON
02.2022 - Current
- Successfully targeted largest commercial airlines, cargo and OEMS
- Selling AI, ML and NLP platforms to global teams.
- 2022 – Finished year at 153% Quota, including five new lighthouse logos
- 2023 – Finished year at 88% Quota, including four new lighthouse logos
SENIOR ACCOUNT MANAGER
OMNITRACS
12.2019 - 02.2022
- Enterprise specialist for increasing western US, including expansion of several key accounts
- Successful campaigns with SaaS, IOT and big Data
- 2020 - Finished at 118% of Quota and third on team of eight
- 2021 – Number two in all regions (24 team members) at 162% Quota
PERSONAL LEAVE
FAMILY FIRST
08.2018 - 02.2019
- Time off to help daughter with serious health issues
VP SALES
ARGENT
01.2018 - 08.2018
- Drove sales activity with a team sales approach developing winning and compelling win strategies and proposals. Developed capture tactics, competitive analysis and team strategies that balanced risk and reward with minimal oversight
- Identified target ideal prospects, channel partners and strategic accounts. Built senior client relationships with decision makers at prospect accounts
- Led cross functional teams including marketing, business development, client solutions, legal, contracting and operations to develop and close new business.
- 2018 – Team finished at 103% of $18M quota
ENTERPRISE SALES MANAGER
SUMTOTAL SYSTEMS
01.2015 - 07.2017
- Completed sales, pipeline and methodology frameworks for sales team members and executive leaders for the successful acquisition of new clients and logos
- Mentoring team to empower prospects to implement cutting edge HCM systems, including LMS, TM, WFM, BI and Analytics
- Prepared monthly, quarterly and annual sales plans, forecasts.
- 2017 - Team finished at 148% of quota - $4.2M (net new)
- 2016 - Team finished at 98.6% quota - $3M (net new)
BUSINESS MANAGER
MANAGED SOLUTION
06.2012 - 12.2014
- Established business strategies and processes that resulted in the achievement of highly aggressive goals while developing forecasts for sales volume, product mix, selling price, and market penetration
- Managed team selling Managed and Professional services for one of the largest Microsoft partners in the western US
- Focused on network security, compliance and change management.
- 2014 - Helped team to win eleven new logos (Rubio's Restaurants) 50,000 plus hours
- 2013 - Helped team to win in new education market (San Diego Christian Colleges) 20,000 plus hours
SALES DIRECTOR
ESKO GRAPHICS
04.2011 - 07.2012
- Developing and implementing strategies to win large targeted accounts, winning new business and lighthouse new logos
- Success selling of Packaging, PLM, SCM, Workflow, CAD, 3D printing and cutting edge Content creation along with CMS to clients of $1B and above turnover.
- 2012 - Finished at 109% of $1M quota - Ranked 4rd on team of 30
- 2011- Signed five new lighthouse accounts including Apple, Nike and Columbia Sportswear
REGIONAL SALES MANAGER
USCAD
07.2008 - 04.2011
- Generating high volume of new business with CAD, CAE, BIM, CMS, 3D printing and PLM software to General Contractors, Architecture and Engineering firms for the largest Autodesk Software Reseller in the Western US
- Persistently selling value to win business in a down economy, selling both SaaP and SaaS
- Also led San Diego office team as player/coach for 2009 and 2010.
- Finished at 166% of $1.4M quota - Ranked 2rd on team of 20
GLOBAL SALES MANAGER
BLUE SKY NETWORK
04.2006 - 07.2008
- Negotiated new agreements with industry partners across the global regions while overseeing the pipeline of contributing sales team members
- Working with Logistics, GPS, M2M, VFM, Telematics, Satellite COMM and related Asset Management systems.
- 2008 - Restructured inside sales team to capitalize/focus on the energy/contractor market
- 2007 - Team finished at 130% of goal
SALES MANAGER
PLAVAN FLEET
09.1996 - 04.2006
- Part of two-person start up
- Went on to manage the sales team while contributing as an individual
- Aggressive value based selling of fleet, logistics and energy technology solutions to grow sales from $500K to over $10M
- Company grew from two employees to a team of over twenty.
- 2003 - Team (of seven) finished at 134% of $2M quota
- 2002 - Finished at 101% of $450K quota - Ranked 1st on team of 6
- 1999 - Finished at 108% of $400K quota - Ranked 1st on team of 3
Education
B.A MARKETING - Business
WASHINGTON STATE UNIVERSITY
Skills
- Building pipeline and managing high profile strategic accounts, from lead to acquisition Utilizing sales enablement from repeatable, transparent framework for success through MEDDPICC and Challenger methodologies
- Driving short and long term growth through better expectations, negotiation and agreements for both new logos and current customers
- Emotional intelligence to support and motivate teammates and customers
- Pipeline Development
- Sales cycle forecasting
- Rate analysis
Timeline
ACCOUNT EXECUTIVE GLOBAL ENTERPRISE TEAM
VERYON
02.2022 - Current
SENIOR ACCOUNT MANAGER
OMNITRACS
12.2019 - 02.2022
PERSONAL LEAVE
FAMILY FIRST
08.2018 - 02.2019
VP SALES
ARGENT
01.2018 - 08.2018
ENTERPRISE SALES MANAGER
SUMTOTAL SYSTEMS
01.2015 - 07.2017
BUSINESS MANAGER
MANAGED SOLUTION
06.2012 - 12.2014
SALES DIRECTOR
ESKO GRAPHICS
04.2011 - 07.2012
REGIONAL SALES MANAGER
USCAD
07.2008 - 04.2011
GLOBAL SALES MANAGER
BLUE SKY NETWORK
04.2006 - 07.2008
SALES MANAGER
PLAVAN FLEET
09.1996 - 04.2006
B.A MARKETING - Business
WASHINGTON STATE UNIVERSITY
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