Frederick Brown
Wildwood,MO
Summary
- Strategic Revenue Leader with a robust background in driving revenue growth and optimizing market penetration
- Successfully led cross-functional teams to achieve significant milestones, enhancing overall business performance
- Demonstrated expertise in revenue strategy development and relationship management
- Key executive driving strategic acquisitions and growth investments, establishing revenue growth, sales efficiency, and sales velocity acceleration
- Expertise in building and developing high-performing GTM teams and playbooks for hyper-growth and larger enterprise mathematical optimization-based supply chain SaaS solutions
- Relentless focus on "Value Realization" throughout the Customer Journey
- Developed extensive sales playbooks to drive end-to-end Sales Efficiency & Velocity objectives. Comprehensive Programmatic Sales & Solution Deployment experience
- Unique background integrating insight-driven "ABM" business development models
- Strong experience partnering and developing "Partner Led" GTM Programs. Enthusiastic focus on "Customer Value Measurement" & "Customer Relationships"
- Executed multiple Customer Journey and Whitespace Mapping initiatives. Strategy and operational expert for sales methodologies, CRM processes, and tools.
- Business case expertise focused on value identification and realization measurements. Deep Center of Excellence (CoE) enablement strategy experience
- Extensive training and commitment to "The Challenger Sale", "MEDDPICC", and "The Complex Sale" Methodologies
- Experience in driving funding activities, mergers and acquisitions, and exit strategies.
Overview
26
26
years of professional experience
Work History
Chief Revenue Officer
SourceDay, Inc.
10.2024 - Current
- Company Overview: Global Revenue Leader Direct Spend Management Risk SaaS Platform with 100 employees
- Managing GTM Transformation with New CEO and Board of Directors
- Responsible for all teams including all Sales, Marketing, Solution Consulting, Business Development, Sales Operations, Value Engineering and Partner/Alliance
- Architecting Channel Led & Direct Selling GTM Model
- Deploying transformational sales training, automation, and playbooks across all GTM teams to drive Sales Efficiency
- Implementing Value-Based Sales Playbooks with all GTM Teams
- Integrating The Challenger Sale, The Complex Sale, MEDDPICC
- Deploying a CEB Based Global Demand Generation Program
- Implemented for Partner Led Center of Excellence (CoE) Enablement Program
- Executing Value Creation Programs with across the GTM teams to improve Sales Velocity
- Implementing Account Management and Customer Success Playbooks
- Deploying the Challenger Sales & MEDDPICC sales methodologies
- Global Revenue Leader Direct Spend Management Risk SaaS Platform with 100 employees
Chief Revenue Officer
Resilinc, Inc.
02.2022 - 09.2024
- Company Overview: Global Revenue Leader for Supply Chain Risk & Resiliency SaaS Platform with 300 employees
- Responsible for the strategic growth investment of $300M from Vista Equity in 2023
- Experience managing Sales, Solution Consulting, Business Development, Sales Operations, and Partner/Alliance teams
- Delivered 47% average ARR Growth in 2022 & 2023 for Global Business
- Attained 92% Gross retention and 103% Net retention rate
- Deployed sales training, automation, and playbooks across all GTM teams to drive Sales Efficiency to 1.4
- Grew the ACV 195% over the last 2 years with Value-Based Sales Playbook
- Reduced the average sales cycle by over 60 days by focusing on sales funnel optimization
- Grew customer base 52% over the last 2 years
- Deployed a CEB Based Global Demand Generation Program
- Implemented for Partner Led Center of Excellence (CoE) Enablement Program
- Executed Value Creation Programs with Vista across the GTM teams to improve Sales Velocity
- Global Revenue Leader for Supply Chain Risk & Resiliency SaaS Platform with 300 employees
Vice President of 'The Americas'
Coupa Software
01.2018 - 02.2022
- Company Overview: The Americas sales leader for SaaS Supply Chain Design & Strategic Sourcing Solution
- Responsible for Sales, Solution Consulting, Business Development, Sales Operations, and Partner/Alliance teams
- Key contributor to the strategic acquisition of Llamasoft by Coupa Software in 2020
- Delivered 54% ARR Growth from 2018 to 2022
- Attained 96% Gross retention and 111% Net retention rate
- Executive sponsor for over 15 C-Level client executives and Center of Excellence (CoE) teams
- Deployed a CEB Insight-Driven ABM North American Demand Generation Program
- Responsible for Partner Led Center of Excellence (CoE) Enablement Program
- Responsibilities include Supply Chain AE, SAM, and AM GTM teams and quotas
- Executive sponsor from sales organizations for marketing and business development teams
- Deployed CEB 'The Challenger Sale' and 'Complex Sales' Methodologies
- Global Top Sales Leader Honors in 2018, 2019, & 2020
- Closed Top 3 Transactions in Company History
- The Americas sales leader for SaaS Supply Chain Design & Strategic Sourcing Solution
VP of Sales North America
Revionics, Inc.
01.2016 - 12.2018
- Company Overview: Sales Leader for Retail Price Optimization SaaS solution
- Responsibilities include business development and new sales to large global retailers
- Executive-level practitioner engagement with commercial teaching with C-Suite prospective clients
- Averaged 105% of Quota over 2 years
- Deployed 'The Challenger Sale' and 'Complex Sales' Methodologies
- Sales Leader for Retail Price Optimization SaaS solution
VP of NA Sales & Business Development
Steelwedge Inc.
01.2015 - 12.2016
- Company Overview: Key sales leader in the transformation and restart of the SaaS Supply Chain Planning Platform
- Responsible for sales executives and lead generation team members
- Deployed 'Challenger Sale' and 'Complex Sales' Methodologies
- Hired sales and lead generation team and partnered with Sales Operations
- Responsible for global alliances and partnership model
- Key member of the leadership team that prepared the organization for E2Open acquisition
- Key sales leader in the transformation and restart of the SaaS Supply Chain Planning Platform
GVP of NA Sales, Business Development & Sales Operations
Zilliant Inc.
01.2012 - 12.2015
- Company Overview: Sales Leader for SaaS Price Optimization
- Responsible for sales, presales, and business development team members
- Achieved North American sales quota in 2014 and 2015 for SaaS Platform of $9M & $12M in ARR
- Developed and implemented an innovative lead-generation business development model
- Grew sales qualified pipeline 3X and which produced over 5M in recurring SaaS subscriptions
- Championed and deployed 'The Challenger Sale' methodology with CEB
- Sales Leader for SaaS Price Optimization
EVP of Sales & Business Development, Sales Operations
Fuz1on Inc.
01.2010 - 12.2012
- Company Overview: Founding executive of SaaS engagement platform for early-stage incubation start-up
- Developed and implemented all demand generation, lead generation, and sales processes
- Qualified and built $9M in opportunity pipeline and supported agency opportunities
- Closed $2.7M in ARR bookings
- Helped finalize patent and divested operations to support merger acquisition of parent company
- Founding executive of SaaS engagement platform for early-stage incubation start-up
VP of NA Solution Consulting & Sales Operations
Manhattan Associates
01.2006 - 12.2009
- Company Overview: Pre-sales leader responsible for North American budget of $210M
- Responsible for staff of 30 and 5 director-level direct reports across pre-sales & sales operations
- Achieved 3 years of performance appraisals - Performance Leader
- Deployed sales methodology, demonstration processes, and business development model
- Pre-sales leader responsible for North American budget of $210M
Director of Supply Chain & Procurement Sales
Oracle
01.1999 - 12.2006
- Managed and closed 9 strategic opportunities worth over $2M in revenue per transaction, the most significant transaction being $8M to Baxter Healthcare
- Delivered software license & services quota consistently and achieved Performance Club 5 Years
- Consistent performer with annual sales quota achievement of 125% versus plan from 2000-2005
- Top National Sales Performer in 2000 and 2003
Education
MBA - Business Administration
Washington University in St. Louis - Olin Business School
International MBA Program -
The London School of Economics and Political Science (LSE)
International MBA Program -
Fudan University
BS - Business Management
Kansas State University - College of Business Administration
Executive Management Program - Supply Chain Strategy & Management
Massachusetts Institute of Technology - Sloan School of Management
Executive Management Program - Global Supply Chain Management
Northwestern University - Kellogg School of Management
Skills
- Customer Journey Mapping
- Value Realization Strategies
- Outcome Based Sales Methodologies
- GTM Technology Optimization
- Team-Based Problem-Solving
- Data-Informed Strategies
- Account Strategy Development
- Sales Growth Strategy
- Lead Generation Strategies
- Process Optimization
- Strategic Problem Solver
- Clear Communication
Timeline
Chief Revenue Officer
SourceDay, Inc.
10.2024 - Current
Chief Revenue Officer
Resilinc, Inc.
02.2022 - 09.2024
Vice President of 'The Americas'
Coupa Software
01.2018 - 02.2022
VP of Sales North America
Revionics, Inc.
01.2016 - 12.2018
VP of NA Sales & Business Development
Steelwedge Inc.
01.2015 - 12.2016
GVP of NA Sales, Business Development & Sales Operations
Zilliant Inc.
01.2012 - 12.2015
EVP of Sales & Business Development, Sales Operations
Fuz1on Inc.
01.2010 - 12.2012
VP of NA Solution Consulting & Sales Operations
Manhattan Associates
01.2006 - 12.2009
Director of Supply Chain & Procurement Sales
Oracle
01.1999 - 12.2006
International MBA Program -
The London School of Economics and Political Science (LSE)
International MBA Program -
Fudan University
BS - Business Management
Kansas State University - College of Business Administration
Executive Management Program - Supply Chain Strategy & Management
Massachusetts Institute of Technology - Sloan School of Management
MBA - Business Administration
Washington University in St. Louis - Olin Business School
Executive Management Program - Global Supply Chain Management
Northwestern University - Kellogg School of Management
Similar Profiles
Joseph HarrisJoseph Harris
Senior Product Manager at SourceDay, IncSenior Product Manager at SourceDay, Inc
Evan LeahyEvan Leahy
Merchandising Manager at Kohl's Department Stores, IncMerchandising Manager at Kohl's Department Stores, Inc
Vidya Thandra SatyanarayanaVidya Thandra Satyanarayana
Lead Technical Program Manager – Payment Network at MastercardLead Technical Program Manager – Payment Network at Mastercard