Summary
Overview
Work History
Education
Skills
Awards
Affiliations
Timeline
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Erik Hilsen

West Hartford,CT

Summary

Results-driven sales leader with a proven track record of success. Pioneered the US market for an established EU-based SaaS vendor, achieving impressive results by growing the team and revenue from zero to over $2M in the first year, with a 2X pipeline for 2025 at Certero. Successfully sought a strategic partnership with a Fortune 10 insurance company, generating over $8 million in net new business, surpassing 160% of the plan at Thales. Achieved outstanding results as a Client Director at Nutanix with a 420% increase in Q1 2020 and a 230% increase in the first half. Exceeded goals as a Client Director at VMware, achieving 218% of the target in FY 2018. Generated over $370M in revenue for the New England region as District Sales Manager at Hewlett Packard, and drove over $200M in revenue for the Metro NY area. Known for building and maintaining executive-level relationships and assembling high-performance sales teams through targeted recruiting, product expertise training, exceptional performance management, motivation at multiple levels, and mentoring future leaders. Holds a Master's of Business Administration in International Business from the University of Connecticut.

Overview

15
15
years of professional experience

Work History

Director Sales, Major Accounts

Certero
12.2023 - Current
  • Mentored and trained a team of ICs and acted as a player coach in account development and Channel development for a UK based organization
  • First year resulted in 2 promotions of ISRs and one AE being recognized as Rep of the Year
  • Goal achieved 50% YoY growth, first year achieved 72% YoY growth in North America
  • Lead must win deals for Global entities
  • Contribute directly to the growth of a highly valued solution within an emerging and established organization
  • Follow and implement MEDDPICC methodology to reduce sales cycles and churn
  • Build Pipe and recruit net new logo in North America
  • Expertise and Leadership:

Major Account Director, Global Accounts

Thales Cloud Protection
01.2021 - 01.2023
  • Proficiency in subscription-based offerings, including Encryption, HSM and End Point
  • Followed MEDDPICC methodology to foster relationships with key decision makers and influencers at a fortune 10 health insurer which resulted in a 7+ million dollar encryption consolidation and centralization project
  • Expertise and Leadership:
  • Built strong rapport with clients through regular check-ins, status updates, and proactive problem-solving approaches.
  • Established trusted relationships with key stakeholders by providing consistent communication and exceptional service throughout the account lifecycle.

CLIENT DIRECTOR, Global Accounts

Nutanix
01.2020 - 01.2021
  • Exceed $7M+ quota by leveraging software and services offerings in the Nutanix ecosystem
  • Named top ten Client Directors in the Country Q1 2020
  • Significant overachievement 150% first year single Global account
  • Converting organizational goals into revenue-generating performance strategies
  • Proficiency in subscription-based offerings, including Nutanix Cloud offerings
  • Internal stakeholder for Cigna, Synchrony Financial and Bridgewater enterprise select accounts
  • Architect and direct complex end-to-end solutions with partners including all OEM vendors, SO’s and third-party VAR’s
  • Provide leadership in leveraging and utilizing Technical Account team, marketing, inside sales and specialists to improve customer satisfaction and adoption
  • Notable Achievements:
  • Expertise and Leadership:

CLIENT DIRECTOR, ENTERPRISE SELECT

VMware
01.2017 - 01.2020
  • Exceeded $9M+ quota by leveraging software and services offerings in the VMware ecosystem
  • 160% of goal FY 2019:
  • 130% first half FY 2019
  • 235% second half FY 2019
  • 218% of goal in FY 2018 including $30M+ record-shattering U.S
  • HCI engagement highlighted at kickoff by Pat Gelsinger and Michael Dell
  • Converting organizational goals into revenue-generating performance strategies
  • Proficiency in subscription-based offerings, including VMware AWS cloud offering (VMC)
  • Internal stakeholder for Voya, Synchrony Financial and Bridgewater enterprise select accounts
  • Architect and direct complex end-to-end solutions with partners including Dell/EMC, SO’s and third-party VAR’s
  • Provide leadership in leveraging and utilizing Technical Account team to improve customer satisfaction and adoption
  • Expertise and Leadership:

ACCOUNT MANAGER

Cisco Systems
01.2015 - 01.2017
  • Exceeded quota of $15M+ by leveraging portfolio of hardware, software and services offerings in the Cisco ecosystem to provide custom client solutions: 118% FY 2018 goal
  • Leadership for 18 commercial healthcare select accounts, including key Hospitals (St Francis, Stamford, Lawrence, Danbury), Manufacturing (Avon & Fuji) and Financial (Louis Dreyfus, Liberty Bank, Castleton)
  • Exclusive point of contact for resolving business conflicts at complex, multi matrix account base
  • Product and solution specialist ensuring mindshare and revenue growth within assigned accounts

Sales Director, New England

Unisys Corp
01.2014 - 01.2015
  • Drove revenue in excess of assigned quota through partnerships with key ISVs, OEMs and internal product segments
  • Hired, trained, managed, motivated, and mentored high-performing diverse team of 6 sales professionals, 2 System Engineers and one ISR in New England
  • Expertise:

DISTRICT SALES MANAGER

Hewlett Packard
01.2013 - 01.2014
  • Provided sales leadership for 270 Commercial and Global accounts across diverse sectors and industries delivering revenue of $370M+
  • Exceeded expectations through hands-on leadership in creating a high-performance team of 12 sales professionals covering New England and Upstate NY
  • 70% hit or exceeded goals and 1 made club
  • Positioned and sold client solutions by effectively penetrating HP’s Converged Infrastructure portfolio, including Servers, Storage, Networking, Software and Services

DISTRICT SALES MANAGER

Hewlett Packard
01.2012 - 01.2013
  • Mentored and trained a team of 9 sales professionals in the Metro New York territory consisting of 200 Commercial & SLED accounts
  • 80% of the team hit or exceeded goals and 2 made club
  • Drove revenue of $200M exceeding goals set for 2013
  • Earned field promotion following 200%+ sales year performance 2012
  • Expertise:

ENTERPRISE ACCOUNT MANAGER

Hewlett Packard
01.2010 - 01.2012
  • Promoted to global account lead for 9 Fortune 500 global accounts including; Canon, Ernst & Young, Estee Lauder, Gartner, Unilever, Blackrock Financial, Avis, Bed Bath & Beyond and Con Edison
  • Debuted 1st year 104% of target
  • Doubled actual-to-goal 2nd year: 200%+ of plan

Education

Masters of Business Administration (MBA) - International Business

University of Connecticut
Storrs, CT

Bachelor of Arts (BA) - Psychology with Criminal Justice minor, Computer Science focus

CLARK UNIVERSITY
Worcester, MA

Skills

  • Leadership
  • MEDDPICC
  • Incentive Plans
  • Budgeting
  • ITAM, SAM, ITOM & ITSM
  • Recruiting and hiring
  • Relationship Building
  • Solution Selling
  • Product Marketing
  • Communication
  • Negotiation
  • Pipeline Management
  • Coaching
  • SaaS
  • Cloud
  • AI Cloud Management

Awards

  • Certero, Presidents Club, Above and beyond award first year.
  • Thales, Overachieved revenue goals 2 years in row, Achieved Club in second year.
  • VMware, Presidents Club, Recognized for sales achievements by CEO Pat Gelsinger and Chairman Michael Dell during keynote address at 2019 kick-off.
  • Nutanix, Presidents Club, Named top 10 Client Director/AE in the Country.
  • CISCO, Presidents Club,.
  • Hewlett Packard, 3 Leadership Awards at HP, 2 Escape to Paradise trips HP, 3 Service Leader Awards HP.
  • IBM, Brand Specialist of the Year, 7 straight 100% Clubs IBM, Funded MBA UCONN, Recognized as a member of IBM Top Talent

Affiliations

  • Dogstar Rescue Foster and Volunteer

Timeline

Director Sales, Major Accounts

Certero
12.2023 - Current

Major Account Director, Global Accounts

Thales Cloud Protection
01.2021 - 01.2023

CLIENT DIRECTOR, Global Accounts

Nutanix
01.2020 - 01.2021

CLIENT DIRECTOR, ENTERPRISE SELECT

VMware
01.2017 - 01.2020

ACCOUNT MANAGER

Cisco Systems
01.2015 - 01.2017

Sales Director, New England

Unisys Corp
01.2014 - 01.2015

DISTRICT SALES MANAGER

Hewlett Packard
01.2013 - 01.2014

DISTRICT SALES MANAGER

Hewlett Packard
01.2012 - 01.2013

ENTERPRISE ACCOUNT MANAGER

Hewlett Packard
01.2010 - 01.2012

Masters of Business Administration (MBA) - International Business

University of Connecticut

Bachelor of Arts (BA) - Psychology with Criminal Justice minor, Computer Science focus

CLARK UNIVERSITY

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