DAN HUTCHISON
Barrington,IL
Summary
Experienced cybersecurity sales leader with a proven track record of exceeding sales quotas and driving growth for Flexera. Skilled in building strong client relationships, utilizing advanced sales methodologies like MEDDICC, and implementing strategic sales forecasting to significantly reduce risks for major clients. Adept at leading high-performing teams to achieve and surpass sales targets, demonstrating expertise in vulnerability management and compliance.
Overview
17
17
years of professional experience
Work History
Key Account Executive
Flexera
04.2017 - Current
- Achieved top sales executive status in North America for the Software Vulnerability Manager solution ("SVM"; Flexera's IT security-related software).
- Leveraged the “Command of the Message” sales methodology to achieve 113% of quota in FY 2023.
- Secured Flexera's largest-ever contract at $492K, setting a new benchmark in the company's security portfolio.
- Partnered with product and marketing teams to develop a targeted solution bundle, driving a 74% increase in module 'add-on' sales (Q1-Q3 FY 2024).
- Helped two Fortune 15 clients reduce their 'Medium Time to Resolution' by over 40% through the deployment of a unified vulnerability detection platform.
- Implemented the MEDDICC framework, enhancing forecasting prescisions to 95% over H1 2024.
- Built and maintained a healthy sales pipeline valuing over 4x of quota by leveraging channel partners, strategic prospecting, marketing collaboration, and meticulous Salesforce hygiene.
- Cultivate strong relationships with key stakeholders within the client's organization, including executives, managers, and end-users.
- Regularly engage in meaningful conversations to understand their evolving needs.
Renewal Account Manager
Flexera
- Successfully led negotiations for intricate renewals and upsells, including multiple, valued at over $1 million each.
- Increased renewal rates by 12% through the development and execution of a targeted renewal strategy and customer retention plan in FY 2021.
- Achieved over 300% of goal for multi-year renewal expectations in FY 2021.
- Trained and mentored a team of Renewals Managers based in India, considering local regulations, customs, and cultural differences, resulting in improved global renewal rates and customer retention.
- Collaborated with cross-functional teams, such as Customer Success and Product, to execute upsell and cross-sell opportunities during the renewal process to drive the growth of existing customers.
Regional Account Executive
Flexera
- Client-facing hunter role responsible for targeting and closing net new logos in a defined territory through social selling, email campaigns, and cold calling.
- Provided a consultative sales approach involving multiple stakeholders, such as C-Suite, VP, and Director-level IT, and Enterprise Architects.
- Responsible for accurate forecasting of sales by month and quarter.
- Experience in building ROI cases with customers for their internal use
Manager, Customer Relationship
VisaNow
01.2016 - 01.2017
- Increased retention rates from 83% to 95%.
- Managed a team of 12 account managers in a startup environment.
- Utilized technology to enhance direct, consultative account management processes.
- Operated effectively in a fast-paced and performance-based entrepreneurial team atmosphere.
- Worked closely with new business sales and customer support teams as a client advocate to ensure continued customer satisfaction.
- Managed a team responsible for the generation of $11 million in business.
Senior Sales Director
CEB, Now Gartner
10.2013 - 01.2016
- Recognized as the leading Finance Program contributor in Q1 2014.
- Grew market share within the territory by over 100% in 2015.
- Cultivated new and existing business by managing and growing a portfolio of clients, and identifying new business opportunities.
- Achieved a detailed understanding of the client’s important business and talent needs.
- Developed a client-centric vision of value, positioning recommendations, and company services.
- Ensured the implementation of the subscription contract to meet needs, and managed client contract renewals.
Inside Sales Manager
Mintel International Group
01.2008 - 10.2013
- Supervised an inside sales team of 19, generating more than $3 million of yearly revenue
- Guided staff in negotiation and deal-closing techniques
- Received 5 MVP Awards for personal and team performance
Account Director, Academia
Mintel International Group
- Developed net new business in the Academic sector and managed 150 existing accounts for database sales
- Grew the Academic sector by 13%
Senior Account Executive
Mintel International Group
- Trained new sales representatives while managing accounts and driving new business
- Achieved 110% of goal and was promoted to this position from account representative
Education
Bachelor of Science - Sales, Consumer and Family Sciences
Purdue University
05.2004
Skills
- Cybersecurity Sales
- MEDDICC
- "Command of the Message" methodology
- "Command of the Plan" methodology
- Sales forecasting
- New Business Sales
- Relationship building
- Up-sell/Cross-sell
- Needs Assessment
- Fortune 500
- Executive alignment
- Vulnerability Management
- Risk Reduction and Avoidance
- Patch Management
- Threat Intelligence
- Compliance
Professional Development
- Force Management MEDDICC, 06/01/22
- Google Cybersecurity Professional Certificate, 09/01/23
- CISSP Candidate, 04/01/25
Timeline
Key Account Executive
Flexera
04.2017 - Current
Manager, Customer Relationship
VisaNow
01.2016 - 01.2017
Senior Sales Director
CEB, Now Gartner
10.2013 - 01.2016
Inside Sales Manager
Mintel International Group
01.2008 - 10.2013
Renewal Account Manager
Flexera
Regional Account Executive
Flexera
Account Director, Academia
Mintel International Group
Senior Account Executive
Mintel International Group
Bachelor of Science - Sales, Consumer and Family Sciences
Purdue University
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