David Wiesenthal
Parkland,United States
Summary
Results-oriented Sales Leader with extensive experience at Dynatrace, recognized for driving over 200% pipeline growth through innovative go-to-market strategies and effective team recruitment. Proficient in MEDDICC and skilled in contract negotiations, consistently exceeding sales quotas while closing complex deals. A strong commitment to fostering business growth and team development aligns with a goal of achieving sustained organizational success.
Overview
19
19
years of professional experience
Work History
SALES DIRECTOR STRATEGIC ACQUISITION – US Southeast
Dynatrace
01.2022 - 01.2024
- Parachuted into the US to build a new sales team focused on acquiring greenfield accounts
- Hired, trained and led a team of 6 Account Executives to outperform all other regions in the South East
- Achieved 166% of quota in the first year and 106% the second (80% of the team achieved 100%+ of quota)
- Streamlined BDR to AE alignment to increase pipeline by 2,000%
- Recognized by Leadership across North America for building out a MEDDIC-based sales program, leading to its adoption across the Strategic Acquisition team
- Won “Closest to the Pin” award for forecast accuracy 3 quarters in a row
REGIONAL SALES DIRECTOR – Eastern Canada
Dynatrace
01.2020 - 01.2022
- Rebuilt the Canadian team and led 5 Account Executives to close multiple 7 figure contracts
- Achieved 236% of quota in 2021 and 116% in 2020
- Awarded top Regional Sales Director Worldwide
- Resurrected the business unit to surpass the $8 million quota by 16% in 2020
- Established an innovative partnership with Deloitte and Arctiq to create and launch a major product initiative generating $3 million in annual revenue, contributing to an overall 16% revenue increase
- Secured contracts with multiple verticals including Government, Financial Services, Retail and Insurance
- Recruited and trained some of Dynatrace's best Account Executives worldwide
ACCOUNT EXECUTIVE
Dynatrace
Toronto
01.2018 - 01.2020
- Achieved 116% of plan in 2018 and 123% in 2019 by displacing competitors in some of Canada's largest accounts
- Established new partnerships with MSPs and VARs including DXC, resulting in an $8 million dollar sale to one Canada's largest banks
- Trained new Account Executives to sell Dynatrace and displace competitive products
- Led the country in acquiring greenfield accounts
- Promoted to Sales Director in the second year
ACCOUNT MANAGER – SECOPS - Canada
BMC
Toronto, Canada
01.2016 - 01.2018
- Sold the BMC Security Operations portfolio into Canada's largest accounts including those in Financial Services, Retail and Telecommunications verticals and other Fortune 1,000 companies
- Recruited two partners to launch a new security solution suite, increasing indirect pipeline by 3,000%
- Closed the first ever SecOps Response solution to one of Canada's largest insurance companies
REGIONAL SALES MANAGER - Canada
Bomgar
Toronto, Canada
01.2015 - 01.2016
- Second hire in Canada responsible for building a team and overall go-to-market strategy for securing new PAM business and expanding existing footprint in Canada’s Fortune 1,000 companies
- Created the overall go-to-market strategy generating an additional $650,000 in net new sales
- Captured multiple key clients including CIBC, Scotiabank, Desjardins, Sun Life and dozens of large mid-market accounts in Canada
REGIONAL SALES EXECUTIVE - Canada and New York
Desire2Learn
Toronto, Canada
01.2014 - 01.2015
- Hired to launch new Desire2Learn suite of Learning Technology into the Canadian enterprise market
- Landed the single largest net new account in 2015 for the North-East sales team
- Introduced a new partner program responsible for recruiting three strategic resellers in NY leading to 200%+ net new pipeline growth in <5 months
SENIOR SERVICES SALES MANAGER – Canada and the Great Lakes
CA Technologies
Toronto, Canada
01.2011 - 01.2013
- Assigned to Central regions largest customers to expand CAPA services spend
- Closed single largest 2012 transaction at GM for over $2 million USD
- Generated attention from peers across North America for conceiving and launching an innovative prospecting campaign, boosting the pipeline by 150% resulting in $400,000 of incremental opportunity
- Coached, trained and mentored 4 Business Development Managers resulting in 1 promotion to the Education Sales Manager position and a notable elevation in morale and productivity
EDUCATION SERVICES SALES DIRECTOR – United Kingdom and EMEA
CA Technologies
01.2010 - 01.2011
- Relocated to the UK to stabilize the floundering business, struggling due to the recession and other external influences resulting in a financial loss for 8 consecutive quarters, with a demanding 1 year mandate to turnaround the business and implement best practices
- Developed and implemented strategies to coach AEs on how to increase revenue
- Swiftly resurrected the business unit to surpass the $11 million with 75% of AEs achieving quota
Education Services Sales Manager
CA Technologies
Toronto, Canada
01.2007 - 01.2010
- Captured numerous new clients, selling the first ever CAPA Solution in North America to eHealth Ontario
- Formulated sales strategies for the Clarity Project Portfolio Management enablement solution across the Fortune 500 companies including Canadian Provincial Governments
- Achieved unprecedented success, propelling sales to new heights delivering 173% of sales quota in year 1 and 223% in year 2, earning the President’s Club status
ACCOUNT MANAGER - Toronto
Business Objects
Toronto, Canada
01.2005 - 01.2007
- Positioned the full Business Objects suite of Business Intelligence and Data Warehousing solutions including ETL, Data Cleanse, Reporting, Performance Management, Crystal Xcelsius SaaS and Analytics to acquire mid-market accounts in all verticals with annual revenues <$500 million per year in Ontario and Quebec
- Delivered 103% of sales on a $1 million budget in the first year
Education
CERTIFICATE - DISC Leadership
Dynatrace
01.2023
CERTIFICATE - Sales Foundations (MEDDIC), Command of the Message
BMC
01.2016
SOCIAL SCIENCES -
Dawson College
Montreal, Quebec01.2000
Skills
- Sales Leadership
- Sales Planning & Forecasting
- Launching New GTM
- Recruiting/Retention
- Start-up Experience
- Contract Negotiations
- Pipeline Growth
- MEDDICC
- Channel Management
- Closing Complex Deals
- Sales Enablement
- P&L/Budget Management
Coreexpertise
- Sales Leadership
- Sales Planning & Forecasting
- Launching New GTM
- Recruiting/Retention
- Start-up Experience
- Contract Negotiations
- Pipeline Growth
- MEDDICC
- Channel Management
- Closing Complex Deals
- Sales Enablement
- P&L/Budget Management
Professional Development
- DISC Leadership, Dynatrace, 2023
- Sales Foundations (MEDDIC), Command of the Message, Mandel, BMC, 2016
- Social Sciences, Dawson College, Montreal, QC, Canada, 2000
Timeline
SALES DIRECTOR STRATEGIC ACQUISITION – US Southeast
Dynatrace
01.2022 - 01.2024
REGIONAL SALES DIRECTOR – Eastern Canada
Dynatrace
01.2020 - 01.2022
ACCOUNT EXECUTIVE
Dynatrace
01.2018 - 01.2020
ACCOUNT MANAGER – SECOPS - Canada
BMC
01.2016 - 01.2018
REGIONAL SALES MANAGER - Canada
Bomgar
01.2015 - 01.2016
REGIONAL SALES EXECUTIVE - Canada and New York
Desire2Learn
01.2014 - 01.2015
SENIOR SERVICES SALES MANAGER – Canada and the Great Lakes
CA Technologies
01.2011 - 01.2013
EDUCATION SERVICES SALES DIRECTOR – United Kingdom and EMEA
CA Technologies
01.2010 - 01.2011
Education Services Sales Manager
CA Technologies
01.2007 - 01.2010
ACCOUNT MANAGER - Toronto
Business Objects
01.2005 - 01.2007
CERTIFICATE - DISC Leadership
Dynatrace
CERTIFICATE - Sales Foundations (MEDDIC), Command of the Message
BMC
SOCIAL SCIENCES -
Dawson College
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