Summary
Overview
Work History
Education
Skills
Locations
Training
Timeline
Generic

David Brown

Dallas,TX

Summary

Executive leader dedicated to fostering healthy competition while creating an atmosphere of teamwork, resulting in consistent performance that exceeds expectation. Committed to leading others to success, delivering exceptional sales results and driving growth. Successfully recruited and led multiple top producing sales teams. Diverse background includes Application Performance Management software and services, security and storage management software, data and information management solutions, and more. Expertise across all vertical and global markets as well as building successful channel programs.

Overview

18
18
years of professional experience

Work History

Advisor and Interim CRO

HelloSky
07.2022 - Current


  • Planned, developed, and implemented strategies to convey information with key decision makers.
  • Provided guidance on marketing and sales strategies to help clients reach new customers and increase revenue.
  • Implemented innovative marketing strategies to increase visibility within the local community and generate leads.

Chief Revenue Officer

ColorTokens- Private Equity Backed
04.2021 - 07.2022
  • Led the Global Sales, Channel, Customer Success, Sales Operations, and Sales Engineering Organizations
  • Expanded UK&I, EU, APAJ regions by 100% collectively
  • Opened LATAM market
  • Built Global KPI's and sales process methodology
  • Revamped training and onboarding to focus on speed to revenue and value based sales strategy
  • Automated and instrumented the organization for efficiency, time to revenue, and revenue predictability
  • Led the organization through record results and accelerating sales growth (300% in 2021)
  • Led 2022 global revenue strategy and building capacity models to achieve desired goals
  • Revamped global partner program and strategy
  • Created and managed executive alignment with all key partners, customers, and prospects
  • Help drive product strategy as member of the product council bringing the perspective of sales and customers
  • Board level accountability.

Chief Revenue Officer

PERIMETERX- Venture backed Series D
01.2020 - 01.2021
  • Responsible for all Customer Success, Sales, Field Engineering, Sales Operations, Channel, and GTM Strategy
  • Launched the Global Partner Program
  • Instrumented the organization with: LMS system, CoM sales methodology, Gong, Boostup.AI
  • Led the organization through record breaking sales in FY21
  • Was instrumental in Securing Series D ($57m)
  • Led international expansion
  • Developed KPI's for functional teams alignment to corporate goals
  • Board level accountability.

Senior Vice President of Worldwide Sales

FIREMON- Private Equity backed (Insight Venture Partners)
01.2016 - 01.2020
  • Leadership responsibility for ISR, Territory Managers, Regional Managers, SE's and Channel
  • Achieved 140% of plan FY2016, 132% of plan FY2017 and 140% of plan FY2018
  • Achieved 12 consecutive quarters of YoY growth greater than 25%
  • Increased productivity per headcount by greater than 50%
  • Created go-to-market plan and structure for Enterprise, Commercial, Inside and Channel
  • Developed scorecard metrics for BDR, ISR, RSM and Channel teams
  • Member of the leadership team that lead the migration strategy to subscription and SaaS
  • Member of the cross-functional leadership team responsible for implementing Force Management and MEDDPIC
  • Partnered with CMO to create a lead-gen engine that increased pipeline by over 100% YoY
  • Lead the global team with 90% team members attaining plan, inclusive of ISR, BDR, Territory and Regional Leaders
  • Board level accountability.

Area Vice President

DATASTAX- Venture backed (Lightspeed, Kleiner Perkins, Scale, DFJ, Crosslink)
01.2015 - 01.2016
  • Led the highest performing team of Directors across the US and Canada
  • Achieved 4 consecutive quarters of YoY growth greater than 100%
  • Lead a team that achieved 100% of Director and Individual Contributor performance above quota for FY16
  • Member of the leadership team responsible for implementing Challenger Sales Program
  • Developed and implemented the North American Reseller Program in 2015.

Senior Director of Enterprise Sales, Western US and Canada

DYNATRACE- Private Equity acquired (12/14)
01.2012 - 01.2015
  • Provide full leadership of 16 sales professionals, including 4 global account managers, 8 account managers calling on companies greater than $1B in revenue, and 4 mid-market account managers targeting companies between $500M and $1B
  • Lead Regional Sales Managers as well as the Channel Team to record setting revenue attainment
  • Deliver enterprise software solutions geared towards transforming fundamental way corporations transact business via the web
  • Currently focus on providing SaaS and On-premise application performance management/analytics, and user experience management solutions
  • Grew region from $6M to $45M in revenue, transforming territory from worst in North America to highest producing region worldwide in Q4 FY14; landed accounts including Apple, Amex, Charles Schwab, Nike, etc
  • Achieved 200% quarterly revenue growth and 155% year over year growth in FY13; increased average deal size from $100K to $250K+, utilizing newly developed channel to exponentially multiply sales force capabilities
  • Replaced 75% of underperforming legacy team, recruiting only top performers; led new team to collaborate and improve deal flow, negotiation, and competitive differentiation skills, resulting in expanded customer base
  • Managed full regional profit and loss (P&L), providing accurate forecasting, revenue reporting, and strategy planning to ensure maximum bottom-line profits.

Director of Sales, Southern, CA & Hawaii

COMMVAULT SYSTEMS
01.2009 - 01.2012
  • Successfully led commercial enterprise, public sector & healthcare sales with team size of 4 field account managers and 2 inside sales representatives
  • Instituted a multi-faceted approach that included a mix of direct sales and selling through OEM partners and resellers
  • Leveraged channel relationships to expand sales reach rapidly
  • Spearheaded healthcare sales efforts for the West in acute care, for both payer and provider
  • As a top producer, attained #1 Western United States in FY12; #1 Team- Americas, Q2 and Q3 in FY12; and #1 Worldwide Q2, Q3 in FY12
  • Won President's Club as #1 in the Western US 3 quarters in FY11; #1 Worldwide in Q3, FY11 and #4 Worldwide in FY11
  • Exceeded quota and revenue targets every quarter; grew revenue 200% year over year in FY11 and FY12; expanded public sector market share to over 50% in CA from 30% in 6 months.

National Account Manager, Western US

SYMANTEC CORPORATION
01.2006 - 01.2009
  • Generated direct sales by growing net-new accounts and nurturing existing client relationships
  • Promoted from Enterprise Account Manager to National Account Manager in 4 months
  • Selected by Vice President of Sales for Accelerated Management Training program
  • Chosen as 1 of 70 employees nominated globally for Excalibur Management Program due to strong leadership qualities combined with consistent sales performance
  • Obtained President's Club 2-years consecutively; sold $7.8M in revenue coming in at 130% of target in FY08
  • Recognized twice as #1 quarterly stack ranking in the Western US out of 120 sales people
  • Ranked #2 of 48 Northwest representatives in FY08, earning a reputation for superior contract negotiation and relationship building skills.

Education

Bachelor of Arts - Economics

Colorado State University

Skills

  • Sales technology
  • Collaborative Problem-Solving
  • Data-driven decision-making
  • Marketing alignment
  • Leadership and People Development
  • Executive Leadership
  • Business Planning
  • Board Reporting
  • Performance Benchmarking
  • Cross-Functional Collaboration
  • Sales process management
  • Channel Partnerships

Locations

  • Dallas
  • San Diego

Training

  • Sandler
  • Achieve Global
  • Action Selling
  • TAS Group
  • Challenger
  • Force Management

Timeline

Advisor and Interim CRO

HelloSky
07.2022 - Current

Chief Revenue Officer

ColorTokens- Private Equity Backed
04.2021 - 07.2022

Chief Revenue Officer

PERIMETERX- Venture backed Series D
01.2020 - 01.2021

Senior Vice President of Worldwide Sales

FIREMON- Private Equity backed (Insight Venture Partners)
01.2016 - 01.2020

Area Vice President

DATASTAX- Venture backed (Lightspeed, Kleiner Perkins, Scale, DFJ, Crosslink)
01.2015 - 01.2016

Senior Director of Enterprise Sales, Western US and Canada

DYNATRACE- Private Equity acquired (12/14)
01.2012 - 01.2015

Director of Sales, Southern, CA & Hawaii

COMMVAULT SYSTEMS
01.2009 - 01.2012

National Account Manager, Western US

SYMANTEC CORPORATION
01.2006 - 01.2009

Bachelor of Arts - Economics

Colorado State University

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