Duane Smith

• Executed global sales strategy for high-growth SaaS company, driving digital transformation solutions.
• Designed and launched global go-to-market framework, including hiring and enablement programs for sales teams.
• Developed go-to-market organization from inception, aligning initiatives with revenue targets during organizational changes.
• Delivered annual sales goals through disciplined pipeline management and consistent opportunity tracking.
• Implemented global sales training program enhancing account planning and deal execution effectiveness.
• Established territory coverage and performance expectations, fostering accountability while scaling team operations.
• Standardized Mutual Execution Plans and sales rhythms to enhance deal focus using MEDDPICC process.
• Collaborated with Product, Customer Success, Marketing, and Operations to align GTM strategies with revenue objectives.

• Established North American sales team to identify, develop, and secure key accounts exceeding $1 billion in annual revenue.
• Achieved sales goals within first quarter through effective hiring and ramp-up of entire team, consistently outperforming market standards.
• Guided team responses to RFI, RFP, and RFQ submissions while developing complex pipelines and managing contract negotiations.
• Developed marketing strategies and onboarding plans that supported territory establishment and accelerated market penetration.
• Cultivated strategic alliances with business partners to enhance collaboration and streamline project deliveries.
• Fostered high-performance culture emphasizing mutual trust, talent retention, and strong connectivity among team members and stakeholders.
• Mentored teams to foster cohesion and challenge assumptions, promoting accuracy and transparency in communications.
• Analyzed processes to identify gaps, implementing frameworks for responsive solutions in a fast-paced environment.

• Promoted from territory team leader to global accounts team leader within three months, overseeing eight-member team managing $300M in annual SaaS, PaaS, and Azure/cloud sales.
• Achieved average attainment of 134% over three years; established nationwide mentor program connecting 125+ mentors and mentees to foster culture and career growth.
• Developed and refined comprehensive sales cycle strategies, enhancing renewals and onboarding systems through playbook design, hiring, training, and coaching initiatives.
• Established sales cadence, pipeline, and processes that facilitated timely revenue delivery.
• Managed value proposition clarity and strengthened stakeholder relationships.
• Spearheaded rollout of Brené Brown training program as nationwide table captain, guiding 16 leaders through methodology adoption by teams.
• Led change management during market fluctuations, aggregating data to inform decision-making and adapt solution designs that maximized sales results.
• Developed long-range plans with transparency and pattern recognition, generating strategic solutions aligned with organizational goals.

• Exceeded quota expectations, achieving 135% business growth excluding largest $15M deal.
• Managed full sales cycle to secure new business and expand existing accounts.
• Built and directed team of six, achieving #3 global ranking within one year.
• Cultivated trust-based culture and identified training needs, strengthening team capabilities.
• Established new forecasting disciplines, enabling predictable results for aggregate forecasts.
• Developed innovative marketing strategies, resulting in significant quarterly sales increase.

• Spearheaded business development initiatives, leading a team of 13 to achieve targeted growth objectives.
• Achieved consistent revenue growth, reaching 159% at tenure end, with five direct reports meeting quotas.
• Closed all new deals spanning the U.S., Canada, Mexico, Australia, Germany, Ireland, United Kingdom, Japan, and Poland. Consistently exceeded sales goals, guided territory from localized legacy software through migration to hybrid cloud computing, and expanded penetration of products to include ecommerce, CRM, platform, and analytics.
• Delivered presentations to client committees and C-suite executives, enhancing engagement and ensuring alignment on strategic goals.
• Collaborated with go-to-market team to enhance marketing strategies, resulting in 21% revenue increase for installs.
• Analyzed pipeline performance, refined sales pitches, and conducted comprehensive training sessions.
• Directed partner and client relations, addressing escalated account issues efficiently.

Cultivated strategic partnerships and strengthened stakeholder rapport through targeted training and ecosystem development efforts.

• Global Account Executive July 2012 - December 2016

• Developed a successful business book, surpassing annual quotas and achieving #1 sales rank for two consecutive years in region.
• Spearheaded strategic sales initiatives for cloud-based applications, achieving competitive advantage in market.
• Managed client relationships, enhancing satisfaction and ensuring retention of key accounts.
• Coordinated product demonstrations, showcasing application features to drive client engagement and satisfaction.
• Advised on licensing agreements and compliance requirements, ensuring adherence to regulations.
• Developed pricing models to align with customer needs, enhancing revenue potential and market positioning.

• Generated revenue through strategic engagement with new and existing Oracle customers in New York and Philadelphia regions.
• Directed lead generation efforts to improve outreach and conversion rates for Oracle engagements.
• Executed targeted marketing campaigns aligned with regional needs and market trends to drive engagement.
• Identified opportunities for growth through analysis of regional market dynamics.
• Cultivated relationships with Oracle Regional Managers to strengthen collaboration and support.
• Collaborated with cross-functional teams to align marketing strategies with sales objectives.
• Coordinated conference participation to enhance brand visibility and establish strategic partnerships.
• Positioned BizTech to leverage strengths and strategic capabilities across each territory.