Deron Elliot Barnes
Alabaster,Alabama
Summary
RESULTS DRIVEN WITH FOCUS ON LEADERSHIP, SALES TRAINING, BUSINESS DEVELOPMENT, MARKET EXPANSION, MENTORING AND CULTURE CHANGE 5X's PRESIDENT'S/EAGLE CLUB WINNER, 2X's ROY… I absolutely love what I do and that is reflected in my work ethic. With 15 years of Technology Sales, I've been able to achieve and accomplish the unimaginable. As someone who understands how to respond change, the new normal, Deron understands how to rise to the challenge a new position brings and works to tackle it head-on from the start. Deron leverages his strong drive, positive attitude, work ethic and professional goals, career aspirations and exceed all expectations.
Overview
15
15
years of professional experience
Work History
Business Development Leader - Market Expansion
Brane Cognitives
07.2024 - Current
- Company Overview: At Brane, our quest is to turn advanced knowledge into a functional reality
- "Igniting Knowledge" is not just our guiding principle; it's what we do every day-transforming dynamic knowledge into cutting-edge digital solutions
- Our commitment is unwavering: to elevate the potential of knowledge through technology that learns, adapts, and innovates
- Our expertise is in creating custom solutions that modernize and streamline enterprise processes
- Through a blend of ingenuity and advanced technology, we're rewriting the rules of business efficiency and transformation
- With tools like AI/ML, Blockchain, and our patented Natural Solution Language system, we're not just developing software; we're engineering tomorrow's solutions today
- At Brane, our quest is to turn advanced knowledge into a functional reality
- "Igniting Knowledge" is not just our guiding principle; it's what we do every day-transforming dynamic knowledge into cutting-edge digital solutions
- Our commitment is unwavering: to elevate the potential of knowledge through technology that learns, adapts, and innovates
- Our expertise is in creating custom solutions that modernize and streamline enterprise processes
- Through a blend of ingenuity and advanced technology, we're rewriting the rules of business efficiency and transformation
- With tools like AI/ML, Blockchain, and our patented Natural Solution Language system, we're not just developing software; we're engineering tomorrow's solutions today
Enterprise, Customer Account Manager - Enterprise Sales Executive
Avalara
02.2023 - 07.2024
- 102% Overall Attainment, Annual sales quota 3.5M, customer satisfaction, and retention goals within a geographic customer base, developing and strengthening customer relationships, and educating customers on the complex and ever-changing world of sales tax compliance
- 152% Strategic/Cross-Sell Attainment, understanding their business needs and matching them with additional cross-selling opportunities, upgrade products and professional services
- Establish a professional working relationship with day-to-day users and C-level personnel
- Hold responsibility for the customer's satisfaction and engagement, responsible for customer retention (dollar and logo) throughout the renewal sales cycle, provide timely forecasts and risk analysis to managers, VP, and Executive Level Stakeholders
Director, Global Solutions Engineer - Strategic, Enterprise, Major Accounts
Phenom
11.2021 - 02.2023
- Supported Pre-Sales initiatives by providing deep dive value-based presentations both in person and through virtual meetings
- Manage 26 Account Executives and Account Managers to uncover business needs and priorities, Maintain deep product knowledge and expertise of the TA landscape from a trends and competitive perspective
- We do so by helping our clients leverage an AI-powered, Machine Learning Platform focused on improving 4 key areas of the talent experiencethe Candidate, Employee, Recruiter, and Management experience
Global Account Manager - Strategic/Enterprise Accounts
Imperva
06.2020 - 11.2021
- Attained 127% ($5.4M) against $4.8M annual quota for net new security services inside of my first year
- Vertical industry experience includes Large Enterprise, Healthcare, Financial Services, Retail, Manufacturing and SLED (F500 Accounts) - Responsible for setting and executing the sales strategy for the named accounts team
- GTM! Master Prospecting efforts and cadence into new accounts and through channel, alliances, partnerships, and events
- Maintain customer relationships, develop & implement strategies expanding customer base and adding new enterprise logos
- Provide detailed and accurate sales forecasting, manage the overall sales process, and set appropriate metrics for the sales management
- Sold to executive level stakeholders, managed existing relationships with key partners to ensure we received max marketing dollars for programs and services
- Driving customer transformation and enabling business outcomes
- Maintain customer and channel partner relationships, develop & implement strategies, expanding customer base and adding new enterprise logos
Senior Enterprise Solutions Consultant - Tax & Accounting
Wolters Kluwer, CCH
08.2016 - 08.2020
- Incorporate a transformational sales strategy for building new processes
- Moreover, assist with strategic planning to optimize growth and revenue generation within Enterprise Tax Accounting Firms and Corporations
- Produce business plans, strategies, analytics to create comprehensive, customized sales presentations
- Deliver content to Executive Leaders, Shareholders and Firm Partner, VP and Director level Effective at prospecting and relationship building as demonstrated in sales calls, cold calls, product demonstrations, proposals, bid preparation, for "C" level, Lawyers and CPA's throughout the 9-State Southeast/Gulf Coast Region
- First 18-Months over 100%, 167% EOY Attainment (Territory Historically Performed
- 2017 Rookie of the Year, Eagle Club, President/Achievement Club
- 2018 Eagle Club, President/Achievement Club 163% EOY Attainment
- Frequently featured on Internal Sales Enablement Calls: Friday Learning Club
- Mentored and managed high-performing sales team to improve time-to-value and adopt a winning culture
- Create and lead weekly team calls for Deal Coaching and Mentoring new/entry level and experienced team members
- Assist with Developing content for Learning & Enablement Team
Senior Enterprise Business Development Representative - Acquisitions
Salesforce
02.2015 - 01.2016
- A leader amongst a team of 6 account executives that are driving huge growth for Salesforce by selling into Small Business, Mid-Market, Enterprise and Global Business Sectors
- Generated new business by Prospecting Clients/Prospects, Cold Calling, Drops, On-Premise Meetings, and through multiple referring Channels including Current Clients and Networking Groups
- $40 Million Dollars in Qualified Pipeline Established for the first 8 months within my role
- Proficient in Reports and Dashboards | Supported Initial Business Development Team in new Atlanta Hub
- Maintain and grow a $2 Billion client base year over year
- Mentor eight team members to maintain active client base and uncover new opportunities
- Proactively organize weekly one on one call time into active and prospective clients
- Maintain strong relationships with vendor partners
- SR's awarded Rising Star Badge at Boot Camp
- Nominated as Aloha Ambassador for Atlanta Hub
Client Executive II - Premier Client Group
AT&T/Bellsouth
06.2010 - 04.2015
- Build and manage strategic relationships with internal channel managers, solution providers and customers to reach maximum revenue attainment through an open-hunting model
- Exceeding measurable sales objectives in terms of Wireline, VPN, Fiber, Ethernet, AT&T Mobile Applications, Gross Adds, Cloud Services, Data Security, Data Storage, SaaS and Network Based Firewall
- Hunt Greenfield Accounts 10,000+ employees throughout the Southeast States, most of whom do not currently have any wireline or mobility spend with AT&T
- 2014 YTD Strategic Sales Revenue - 142.56% Attainment
- 2014 YTD Wireline New Sales Revenue - 121.57% Attainment
- 2014 YTD Stack Ranking Report - #2 out of 76 AE's throughout the CBS organization
- 2x President/Diamond Club Achievement, Run-Through-The-Warehouse
Client Executive I - National Business Markets
AT&T
05.2010 - 06.2013
- Account Management, between 2500 to 5000 employees throughout the Southeast States, most of whom do not currently have any wireline or mobility spend with AT&T
- ICentre Finish Strong Run Through the Warehouse Incentive Las Vegas Trip
- National Business Markets Top 2% Percent Diamond Club Qualifier
- 2013 Results Mobility Gross Adds - 196% Attainment
- 2013 Results Wireline New Sales Revenue - 125% Attainment
- 2013 Results Mobility Applications/Cloud Services - 740% Attainment
- 2013 Stack Ranking Report - #1 out of 127 AE's throughout the iCentre organization
- #1 CEE Customer Satisfaction Leader within National Business Markets for 24 months consecutively
Business Sales Leadership & Development Program
AT&T Mobility
11.2009 - 05.2010
- Selective, Rigorous college hire program which trained me on AT&T's Wireless and Wireline backbone
- Learned the nature and evolution of B2B sales
- Successfully completed this 6 month program as one of the top Mobility sellers
- Promoted to Sales Solution Consultant and relocated to Birmingham, Alabama
- Proficient in AT&T systems including Phoenix, Telegence, BASE, SMART, ECPV, and eTeams
- 5-7 years B2B extensive sales experience on a vast array of AT&T products and solutions through the BSLDP
- Intensive Sales training through Aslan Training, Championship Selling, and The Medlin Group
- Acquire new customers through prospecting via cold calls and networking
Education
Bachelor of Arts - Mass Communications
BETHUNE COOKMAN UNIVERSITY
Daytona Beach, FL05.2009
Skills
- Transformational Selling
- Change Management
- Complex Cross Sales
- Consultative Sales Contract Negotiation
- Strategic Partnerships
- Channel Management
- Forecasting
- Budget Management
- Team Leadership
- Mentorship
- Coaching
- Business Growth Strategies
- Executive Presentation Skills
- Competitive Analysis
- Customer Relationship Management
- Sales proposal creation
- Customer Acquisition
Websites
Accomplishments
- 5X's PRESIDENT'S/EAGLE CLUB WINNER
- 2X's ROY
- 2017 Rookie of the Year, Eagle Club, President/Achievement Club
- 2018 Eagle Club, President/Achievement Club 163% EOY Attainment
References
Available Upon Request
Timeline
Business Development Leader - Market Expansion
Brane Cognitives
07.2024 - Current
Enterprise, Customer Account Manager - Enterprise Sales Executive
Avalara
02.2023 - 07.2024
Director, Global Solutions Engineer - Strategic, Enterprise, Major Accounts
Phenom
11.2021 - 02.2023
Global Account Manager - Strategic/Enterprise Accounts
Imperva
06.2020 - 11.2021
Senior Enterprise Solutions Consultant - Tax & Accounting
Wolters Kluwer, CCH
08.2016 - 08.2020
Senior Enterprise Business Development Representative - Acquisitions
Salesforce
02.2015 - 01.2016
Client Executive II - Premier Client Group
AT&T/Bellsouth
06.2010 - 04.2015
Client Executive I - National Business Markets
AT&T
05.2010 - 06.2013
Business Sales Leadership & Development Program
AT&T Mobility
11.2009 - 05.2010
Bachelor of Arts - Mass Communications
BETHUNE COOKMAN UNIVERSITY
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