Fred Castle
Los Angeles,CA
Summary
Experienced Senior Sales Executive with 20+ years specializing in Fortune 1000 solution selling, particularly SaaS solutions for employee engagement, performance management, and sales incentives. Proven track record in selling to C-level executives, navigating complex sales environments, and leading cross-functional teams for client success. Strong in account management, sales pipeline development, and customer relations. Skilled in marketing, liaison with product development for tailored solutions.
Overview
23
23
years of professional experience
Work History
VICE PRESIDENT, SALES
Captivate Energy
09.2022 - Current
- Authorized reseller of Tune Filters, a device that filters harmonics out of electrical panels to reduce kilowatt usage in commercial structures
- Developed strategy to launch new sales organization by identifying verticals and messaging value proposition of Tune Filters versus other sustainability initiatives in the marketplace
- Onboarded and managed independent sales reps by strategizing their territories and lending sales support
- Working with Tune Filters to build out their toolkit for Captivate Energy as well as any other resellers
- Developed robust pipeline with multiple accounts in beta testing phase of filters.
STRATEGIC ACCOUNT EXECUTIVE
360insights
01.2019 - 01.2020
- Industry leading SaaS-based solution with a focus on driving behavior and applying data through consumer rebates, volume rebates, SPIFFS and MDF/Co-op spend management
- Charged with identifying opportunities within an expansive territory and creating a plan to nurture, develop and ultimately close new business
- Employed consultative approach in driving sales and capturing marketing data with SaaS-based software and prepaid solutions via rebates, SPIFFS, MDF/Co-op and volume rebates
- Primary focus was new business development within technology accounts such as Dell, Toshiba, SAS Institute, Red Hat, and Activision
- Work with cross functional teams and lead complex sales cycle involving sales, marketing, finance, client success and technology
- Created pipeline with 30 opportunities including recent wins with SAS Institute and Toshiba
ENTERPRISE SALES EXECUTIVE
Globoforce, (now Workhuman®)
06.2015 - 01.2019
- Workhuman®, formerly Globoforce, is the world’s fastest-growing Social Recognition and continuous performance management platform
- Responsible for new business development for large, global corporations with complex problems of improving and unifying culture, engagement and performance
- Created strategy for each account in territory based on industry, global footprint, business goals and revise accordingly based on evolution of account
- SaaS based solution selling to multiple stake holders, including C-suite in Human Resources, Finance, IT, Sales and Marketing
- Created robust $40M dollar pipeline and continue to replenish as deals move through the pipeline.
BUSINESS DEVELOPMENT DIRECTOR
Blackhawk Engagement Solutions (now Hawk Incentive
02.2012 - 06.2015
- Hawk Incentives, formerly Blackhawk Engagement Solutions is a leading global provider of customized incentive and engagement solutions for consumer promotions, employee rewards and recognition, and indirect sales channel marketing programs
- Turned around declining territory by focusing on repairing relationships with key accounts by providing communication across disciplines. Transparency in progress against goals, was trust earned - resulting in contract extensions
- Grew territory 17% annually against flat growth for the organization
- Sold SaaS-based platforms and prepaid card solutions to support new and existing business, ensuring retention and driving results for customers
- Key new accounts included Toyota, Edwards LifeSciences, Nissan, Viking Cruises, California Pizza Kitchen
BUSINESS DEVELOPMENT DIRECTOR
ITA Group, Inc.
08.2007 - 02.2012
- Recognition programs, including employee referrals and service awards, as well as organizes sales meetings and national conferences
- Created sales territory from zero revenue to $4M in issuance and $30M in identified opportunities resulting in earliest wins for the west coast for the organization
- Developed strategy for territory through research, prospecting, identifying industry trends and by positioning organization’s strengths accordingly
- Responsible for forecasting to the executive suite and leading strategy to achieve territory goals
- Complex selling involving custom build platform, incentive theory, program design, change management involving multiple stakeholders
- Client focus that has yielded results with sales and employee engagement programs
- Certified Recognition Professional with RPI
- Key accounts include DirecTV, Raytheon
DIRECTOR OF NATIONAL ACCOUNTS
GiftCertificates.com
05.2001 - 08.2007
- GiftCerticates.com is recognition that offers personalized incentives and rewards that focus on gift certificates and gift cards
- Company’s top producer, creating $10M territory
- Successfully positioned solution to solve business objectives of compliance, security, direct sales goals, employee engagement and 3rd party channel sales
- Developed and maintained sales pipeline and forecasts
- Awarded Circle of Excellence 2004, 2005, 2006
- Developed enterprise-wide solutions for Raytheon, Chevron, Cingular Wireless
NATIONAL ACCOUNT DIRECTOR
Initiative Media, Interpublic Group Of Companies
LIEUTENANT J.G.
United States Navy, USN
Education
BACHELOR OF SCIENCE - PSYCHOLOGY
Tulane University
Skills
- Sales Pipeline Management
- Business Growth and Retention
- Client Relationship Building
- Account Development
- Business Development
- SaaS-based Solutions
- Selling into Fortune 1000 Companies
- Employee Engagement & Recognition
- Social Recognition
- Sales Incentives
- Channel Incentives
- Consumer Rebates
- Customer Experience & Loyalty
- Prepaid Solutions
- Enterprise Marketing Solutions
- Employer Branding
Timeline
VICE PRESIDENT, SALES
Captivate Energy
09.2022 - Current
STRATEGIC ACCOUNT EXECUTIVE
360insights
01.2019 - 01.2020
ENTERPRISE SALES EXECUTIVE
Globoforce, (now Workhuman®)
06.2015 - 01.2019
BUSINESS DEVELOPMENT DIRECTOR
Blackhawk Engagement Solutions (now Hawk Incentive
02.2012 - 06.2015
BUSINESS DEVELOPMENT DIRECTOR
ITA Group, Inc.
08.2007 - 02.2012
DIRECTOR OF NATIONAL ACCOUNTS
GiftCertificates.com
05.2001 - 08.2007
NATIONAL ACCOUNT DIRECTOR
Initiative Media, Interpublic Group Of Companies
LIEUTENANT J.G.
United States Navy, USN
BACHELOR OF SCIENCE - PSYCHOLOGY
Tulane University
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