DJ Durant

I lead the Texas and Oklahoma-focused Regional Sales Manager Team for Motorola Solutions. This team is responsible for sales generation, strategic account planning, and overall relationship management for the targeted customer base in Texas and Oklahoma for mobile video.

The Mobile Video team is comprised of two wholly owned subsidiaries of Motorola Solutions: WatchGuard Video and Vigilant Solutions. WatchGuard Video is the world's largest producer of in-car video systems and body-worn cameras, designed specifically for the law enforcement market. On the other hand, Vigilant Solutions focuses on products like LPR, Facial Recognition, and Parking, all developed by law enforcement, for law enforcement. Vigilant Solutions has created the most comprehensive online platform for generating investigative leads for law enforcement agencies globally.

•Responsible for leading my sales team within designated region, strategic account planning, and overall relationship management for existing and new WatchGuard and Vigilant Solutions customers
•Aligned the mobile video sales team to the Motorola Solutions’ territory and key work partners to enhance sales & execution
•Established a collaborative, energetic and exciting working environment as the leader of the region
•Held my sales team accountable for achieving/exceeding the Committed View (CV)
•Set go-to-market strategies both with direct and indirect selling resources
•Developed strong relationships with key decision-makers and influencers within the existing customer base
•Supported my sales team in negotiating large contracts
•Resolved complex customer service and satisfaction issues
•Help drive product decisions to support our customer's existing and future needs
•Developed Motorola procurement vehicles for multiple solutions to be leveraged across an entire "target" account
•Attract into the organization and develop a diverse pool of future leaders

• Aligned sales objectives with business initiatives using strategic development, forecasting and budgeting.
• Analyzed competitive environment and customer procurement trends to support growth strategies.
• Negotiated contracts and RFP Proposals to help sales staff close competitive deals.
• Administered and described strategies for customer retention and account expansion to employees, developing solid long-term relationships.
• Second line sales team management
• Tracked and analyzed usage trends and prepared internal reports. Optimized product offerings and created new offerings in tandem with operations and product teams.
• Developed, implemented, and monitored market sales and incentive programs.
• Concisely communicated and managed expectations with executive leadership on capabilities, timeline, and deliverables.
• Designed protocols for 1,300 employees to sell Verizon Connect products and services.
• Implemented creative sales and marketing strategies to assist sales teams generated fleet leads and units.
• Elevated team performance via strategic planning and coaching in areas of prospecting, sales, and value-added presentations.
• Previous Nonprofit and Public Sector Sales and Leadership Experience.
• 135% Average to EOY budget over the past 7 Years across 4 different sales channels.

• Complied with company policies and government regulations to prevent and detect rule violations and protect organizations from fines and lawsuits.
• Understood customer needs and recommended innovative solutions.
• Prospected new growth opportunities and generated new sales leads.
• Wrote proposals and responded to Requests for Proposals (RFPs).
• Increased my sales pipeline and activity with sales management tools.
• Generated forecasting and tracked reports.
• Recommended strategies to assist clients in achieving financial goals
and objectives.
• Created and developed presentations on financial services to groups to attract new clients.
• Actively engaged in sales meetings, presenting the Verizon value
proposition and advantages of using budget on cutting-edge technologies that accomplished the clients' stated goals and use cases.
• Lead scoping discussions and acted as the subject matter expert on all solution offerings and engagements
• Built and managed relationships with customers to support customer
success and adoption, to understand any changes in business needs or
solution use cases, and to support the sale of additional services
offerings as appropriate
• Stayed ahead of competition, competitive differentiators, and product
offerings

• Complied with company policies and government regulations to prevent and detect rule violations and protect organization from fines and lawsuits.
• Understood customer needs and recommended innovative solutions.
• Prospected new growth opportunities and generated new sales leads.
• Wrote proposals and responded to Request for Proposals (RFPs).
• Increased my sales pipeline and activity with sales management tools.
• Generated forecasting and tracked reports.
• Recommended strategies to assist clients in achieving financial goals and objectives.
• Created and developed presentations on financial services to groups to attract new clients.

Achievements

• #1 Acct Mgr North Texas / #5 in Market / #18 in the company for June. SQI - 224%
• #1 Acct Mgr North Texas / #13 in Market / #55 in the company for July. SQI - 255%

Projects

• New Hire Activity Playbook

• Provided ongoing sales training and support to exceed sales, retention, quality, and service objectives.
• Engaged in sales strategy development to ensure products and services are effectively showcased throughout the store.
• Maintained the profitability of the store by managing retail inventory compliance.
• Achieved client loyalty through quality, productivity, service, and proactive management.
• Utilized Salesforce to explore connections, offer services, and cement customer relationships.
• Established sales goals and strategies that contributed to increased growth in sales and profitability.
• Implemented creative sales and marketing strategies to assist sales team with exceeding targets.
• Mentored and internally promoted successful company sales and account management employees into 12 leadership positions.

Achievements

• 2017 & 2020 Winners Circle
• Lead GM
• Top 5% in South Area Leaderboard 2019
• Top 1% in RDF for Strategic SMB Sales Mix
• #1 RDF SMB Leads 2020
• Top 5% SMB Volume RDF
• In It Together Award
• Two time Directors Club recipient

Projects

• RDF 2019 Playbook
• Customer Experience Pillar
• Virtual Rep Assist Trial
• MyPos Viki Chat Trial
• Leadership Drop In
• Touchless Retail

• Enabled my team to deliver best-in-class customer service.
• Lead, developed and tracked my team's performance.
• Developed and implemented strategies to acquire new business.
• Modeled effective sales strategies for my team to follow.
• Tracked and reported key financial, budget, and sales metrics.
• Responsible for tracking and resolving all executive customer
  escalations.
• Responsible for determining fundamental causes and collaborating
  across departments to resolve customer-impacting issues.
• Managed all employee and leadership development programs with an emphasis on career advancement, accountability, and growth.
• Improved customer issue resolution and sales generation by working
  closely with product, marketing, success, and engineering.
• Evaluated wireless and overall channel sales performance for
  continuous improvement.
• Provided technical guidance on product specifications and provided
  troubleshooting/conflict resolution.
• Tracked and analyzed usage trends and prepared internal reports.
  Optimized product offerings and created new offerings in tandem with operations and product teams.
• Developed, implemented, and monitored market sales and incentive
  programs.
• Concisely communicated and managed expectations with executive
  leadership on capabilities, timeline, and deliverables.
• Designed protocols for 1,300 employees to sell Verizon Connect
  products and services.
• Implemented creative sales and marketing strategies to assist sales
  teams generated fleet leads and units.
• Elevated team performance via strategic planning and coaching in areas of prospecting, sales, and value-added presentations.

South Central Market - SMB

• Best in Class in the Enterprise for Quality Fleet Lead Volume @ 1,907
• #2 in the Enterprise for Fleet Unit Volume @ 4,040

• Evaluated wireless and overall channel sales performance for continuous improvement.
• Provided technical guidance on product specifications and provided troubleshooting/conflict resolution.
• Tracked and analyzed usage trends and prepared internal reports.
• Optimized product offerings and created new offerings in tandem with operations and product teams.
• Developed, implemented, and monitored market sales and incentive programs.
• Concisely communicated and managed expectations with executive leadership on capabilities, timeline, and deliverables.
• Designed protocols for 1,300 employees to sell Verizon Connect products and services.
• Implemented creative sales and marketing strategies to assist sales team with fleet lead and fleet connection targets.
• Elevated team performance via strategic planning and coaching in areas of prospecting, sales, and value-added presentations.

Achievements

North Texas

• Best in Class for the enterprise in VZ Connect Fleet units @ 1,512 Units
• #2 in South Central Market for Hum Participation @ 51.47%
• #7 in the Enterprise for HumX Volume @ 1,307
• #2 in South Central Market for Fleet Leads @ 566

South Central Market - SMB

• Best in Class in the Enterprise for Quality Fleet Lead Volume @ 1,907
• #2 in the Enterprise for Fleet Unit Volume @ 4,040

Texarhoma

• Best in class for South Central Market in Hum Participation @ 65.53%
• 9th in the Enterprise for SMB Hum Volume @ 2,465
• #2 in South Central Market for Fleet Unit Volume @ 743

• Led my team by resolving customer issues and assisting with customer transactions.
• Inspired my team with training and coaching to deliver an exceptional customer experience by managing customer flow & store traffic.
• Identified any selling skill gaps, then created and implemented development plans to help my team meet and exceed sales metrics & quota assignments.
• Ran store operations – Analyzed staffing needs, reported financial and sales data, managed cash, met compliance, opened trouble tickets with Facilities/Network/IT as needed to ensure store up-time & functionality.
• Monitored inventory by restocking shelves with product, maintained device security & managed cleanliness of the store.
• Managed store merchandising & planogram compliance in accordance with company expectations.
• Completed store opening & closing activities.
• Provided coverage & team development across multiple locations in the same geography.

• Troubleshot customer devices and diagnosed malfunctions.
• Made targeted product and service recommendations based on customer needs.
• Supported senior leadership in project completion, issue resolution, budget development and schedule management.
• Set up appointments for additional support.
• Optimized operational productivity while collaborating with senior leadership to share and implement process improvements.
• Oversaw multiple accounts and worked diligently to meet and exceed performance goals.
• Built and maintained productive relationships with customers and internal partners.
• Acted as main point of contact in matters relating to client concerns and needs.
• Developed successful customer relationships and quickly resolved service requests to increase sales.

• Developed key customer relationships to increase sales.
• Demonstrated product features to align with customer needs.
• Performed comprehensive market research to expand sales.
• Expanded territory by cold-calling retail leaders across product lines and upselling vendor partnerships.
• Constructed targeted sales presentations to solicit prospects in geographic parameters.
• Created successful strategies to develop and expand customer sales.