Summary
Overview
Work History
Education
Skills
Timeline
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Derrick Bohn

Janesville

Summary

Strategic and results-driven professional with a strong sense of accountability for revenue generation, team building, performance management, account management, profit margin maximization, customer retention, lead generation, and base account growth. Proven track record of bringing in new business and leveraging strategic partnerships to enhance market share. Continuously striving for improvement.

Overview

15
15
years of professional experience

Work History

Enterprise Account Executive

Snowflake Inc.
03.2023 - 02.2025
  • Responsible for new business development, current account relationship management and overall strategic account mapping on a $6M quota
  • Become an expert on Snowflake’s product and conduct discovery calls, customized demos, and presentations to prospective customers
  • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Snowflake solution within the marketplace
  • MEDDPICC certification and responsible for adherence to the framework on all key deals and use cases
  • Conduct C-level Quarterly Business Reviews for all strategic accounts
  • Work closely with cross functional teams including Sales Engineering, Professional Services, Marketing, Legal and Finance
  • Tech stack: Salesforce, Streamlit, Gong, Outreach, Tableau, Workday, ZoomInfo, Snowflake, Jira, Slack, Lucidchart
  • Attainment: Q1: 102%, Q2: 103%, Q3: 105%, Q4 FC: 101%

Commercial Sales Manager

Zendesk
08.2019 - 02.2023
  • Provide strong sales leadership, vision, and direction for team of seven Commercial Account Executives responsible for a $15.2M book of business and $75M quota
  • MEDDPICC certification and responsible for driving adoption, running deal clinics and adherence to the framework on all key deals
  • Interview, hire, grow, lead, mentor and empower a successful Commercial sales team
  • Accountable for the attainment of new customer acquisition and financial performance targets
  • Track and analyze sales activities to understand and capitalize on buying trends and patterns
  • Responsible for weekly, monthly and quarterly forecasting for our business unit
  • Maintain a high level of knowledge of Zendesk solutions while staying current in understanding the competitive landscape and industry trends
  • Partner with greater GTM team Leadership to drive operational excellence across Success, xDR, Finance, Legal, Professional Services and Solution Consulting
  • Tech stack: Salesforce, Clari, Gong, Outreach, Tableau, Workday, 6Sense, ZoomInfo

Senior Account Executive

Zendesk
08.2019 - 12.2021
  • Develop and champion relationships within accounts
  • Generate, manage and onboard net new customer logos
  • Exceed sales targets by driving new opportunities and selling Zendesk products into existing accounts
  • Generate short-term results whilst maintaining a long-term perspective to improve overall revenue generation
  • Demonstrate value to key VP+ client partnerships within the accounts during sophisticated sales cycles
  • Exceed activity, pipeline, and revenue goals on a quarterly basis
  • Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce
  • Partner with Solutions, Success, Legal and FinOps to deliver world-class SaaS experiences
  • 2020 President's Club
  • 2021 President's Club

Division Lead – Application Services

TEKsystems
01.2016 - 08.2019
  • Daily management of business development and sales activity across $12M annual portfolio
  • Drive division strategy through account planning and organizational needs analysis
  • Ensure client requirements are fully qualified and prioritized, business development is aligned to the account strategy, and attend client meetings to continually coach and develop towards market-share saturation
  • RFP intake, vision, response and presentation for strategic customer opportunities
  • Maintain personal portfolio of strategic accounts and grow market share through diversified service offerings and scalable delivery models
  • Utilize Salesforce.com, PeopleSoft, Trello, MS Office Suite, and various ATS tools
  • Clearly set expectations and goals for performance across practice area
  • Drive performance feedback through constant communication and data analysis
  • Conduct yearly performance reviews with Account Managers and Delivery team
  • Responsible for internal interviewing, hiring and resource allocation
  • Prepare and present quarterly / annual operating plans, forecasting and consistent tracking towards goal achievement

Strategic Account Executive

TEKsystems
01.2014 - 12.2015
  • Responsible for increasing market share volume across a portfolio of strategic enterprise accounts
  • Management of a portfolio that surpassed $3M in annual sales
  • Maintain constant contact with key clients to develop value proposition articulation and strategic solution consultation
  • Account management and business development for our applications division within a portfolio of strategic accounts
  • Responsible for establishing VP/C – level relationships with key stakeholders across entire organization
  • Dedicated to market share growth and articulation of our entire suite of services
  • Prepare needs analysis and discovery, presentation and delivery management
  • In charge of recruiting, hiring, onboarding, performance management and development of recruiting team

Account Manager

TEKsystems
01.2013 - 12.2013
  • Responsible for increasing sales and market share in an un-established territory
  • Lead generation and new territory prospecting
  • Customer relationship building and management
  • Discovery of client pains and opportunities for value-adds
  • Procurement of flexible and creative solutions to best fit individual client environments
  • Management of technical professionals deployed onsite at clients in Madison
  • Contract negotiations with both clients and technical professionals
  • Education and consultation of customers around status of local labor market
  • Daily management of recruiting team
  • Meetings with C /Director-level clients to understand goals and initiatives and help conduct proper proactive workforce planning to ensure necessary personnel will be available
  • Prepare sales information and effective proposals for customers
  • Utilize Salesforce.com, Seibel and Linkedin to create client landscapes
  • Work in a team environment, providing feedback and coaching to dedicated internal sales support team

Technical Recruiter

TEKsystems
05.2011 - 12.2012
  • Developed recruiting strategies designed to identify qualified candidates through various recruiting tools
  • Achieved “recruiter contest” in first full year by producing over $624,000 in gross profit
  • Matched candidates’ strengths with clients’ requirements by evaluating, screening, and interviewing candidates
  • Negotiated wages, terms and conditions of employment with candidates, and gain a commitment from candidates for current and future job requirements
  • Managed contract employees while on assignment
  • Assess and investigate contractor related problems, and administer performance counseling, coaching, and disciplinary measures when necessary
  • Worked with Account Managers to identify top accounts, target skill sets, key market segments, and assess clients’ staffing requirements
  • Maintained relationships with industry contacts to provide exemplary customer service, gain industry knowledge, and obtain referrals and sales leads

Financial Representative – Internship

Northwestern Mutual
05.2010 - 12.2010
  • Obtained Minnesota resident & Wisconsin non-resident agent license
  • Completed Life, Health & Accident and Disability insurance certifications
  • Responsible for implementing client-based financial planning
  • Maintained excellent relationships with clients on a consulting basis
  • Created in-depth retirement projections per individual specifications
  • Met and exceeded daily expected business results

Education

Bachelor of Science - Business Administration, Professional Sales & Marketing

University of Wisconsin-Stout
Menomonie, WI

Skills

  • Sales lifecycle management
  • Strategic sales methodologies
  • Contract negotiation
  • Pipeline development
  • Forecasting
  • Customer presentations
  • Key account management
  • Stakeholder engagement
  • Deal negotiation
  • Data-driven decision making

Timeline

Enterprise Account Executive

Snowflake Inc.
03.2023 - 02.2025

Commercial Sales Manager

Zendesk
08.2019 - 02.2023

Senior Account Executive

Zendesk
08.2019 - 12.2021

Division Lead – Application Services

TEKsystems
01.2016 - 08.2019

Strategic Account Executive

TEKsystems
01.2014 - 12.2015

Account Manager

TEKsystems
01.2013 - 12.2013

Technical Recruiter

TEKsystems
05.2011 - 12.2012

Financial Representative – Internship

Northwestern Mutual
05.2010 - 12.2010

Bachelor of Science - Business Administration, Professional Sales & Marketing

University of Wisconsin-Stout

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Derrick Bohn