GREGORY A. JOHNSON
Miami,FL
Summary
Results-driven Cloud Sales Executive with 20+ years of quota-carrying B2B enterprise software and cloud sales experience. Proven track record exceeding quotas (multiple 100%+ Club awards, doubled consumption targets), closing multimillion-dollar deals, and driving cloud migrations/consumption growth in Healthcare and other verticals. Oracle Cloud Infrastructure certified; expert in C-level relationship building, pipeline management, and consultative selling. Seeking to leverage expertise to accelerate Cloud adoption and enterprise transformation.
Overview
33
33
years of professional experience
Work History
Cloud Platform Account Executive
Oracle
03.2019 - Current
- Drove successful cloud migrations for enterprise workloads by articulating distinct technical and business advantages over AWS and GCP.
- Exceeded quarterly consumption targets for Oracle Cloud Infrastructure (IaaS/PaaS) by driving expansion and migration opportunities across enterprise accounts.
- Achieved exceptional results in Q4 2019 by closing major cloud deals shortly after onboarding at Oracle.
- Cultivated and sustained executive relationships at the C-level, identifying upsell opportunities and ensuring successful cloud migrations.
- Enhanced understanding of cloud offerings to effectively differentiate Oracle's data platform, analytics, and integration solutions from competitors.
- Facilitated partnerships with GCP and AWS to drive customer engagement and increase data platform sales.
Lead Account Manager
Talend
04.2018 - 03.2019
- Drove rapid adoption and subscription sales in Southeast region.
- Closed new logo deal in under 2 months through targeted outreach and value-based selling.
- Executed strategic outreach to potential customers through telephone, email, and in-person inquiries to drive business development and achieve pipeline targets.
- Assisted customers in identifying solutions that deliver direct business value. Collaborated with teams to connect IT and business functions. Promoted transparency and facilitated smooth communication pathways.
- Developed new business by networking with IT teams and C-level executives
Solution Sales Director
ISOA Group Inc
12.2016 - 08.2017
- Enterprise Software Sales and Services lead, responsible for sales of software and services for the API suite of software solutions developed and offered by IBM and CA Technologies.
- Closed new business and assisted with the increase in overall revenue of 30%.
- Assisted with the development of a marketing strategy, including product marketing briefs, FAQs and a set of questions to ask prospects.
- Acquired $500,000 in sales revenue in 6 months.
Strategic Account Manager
Perficient
08.2015 - 12.2016
- Cultivated new client relationships and opportunities for Cloud software and services
- Generated over $1.5M in business at a new strategic account by working with C-Suite Executives to understand requirements and propose the solution to achieve business goals
- Collaborated with client senior management to develop business case to demonstrate the benefits and win new business
- Prepared and presented technical proposals as well as negotiated contracts to close new deals
- Proposed technical and strategic services for Cloud (IBM, Oracle, and Amazon offerings), Business Process Management (BPM), DevOps, and Middleware
- Partnered with Cloud software companies to jointly sell software and services
- Developed account plans for strategic opportunities
Client Partner
IBM
02.2006 - 07.2015
- Led territory strategy and closed large professional services engagements at major Healthcare clients (Florida Blue, BCBS Florida, Kaiser Permanente), focusing on BPM, integration, and mobile solutions foundational to modern cloud architectures.
- Consistently over-achieved quota across regions through pipeline management, forecasting, and cross-functional IBM team collaboration.
- Led the territory strategy and sales of professional services focusing on solutions for Healthcare leveraging Business Process Management (BPM), mobile solutions, and business integration.
- Nurtured strong client relationships to facilitate business growth and establish long term engagements.
- Effectively managed the regional pipeline, forecasting revenue, contract signings, and gross profit to achieve business unit targets
- Conducted workshops to detail requirements and created proposals for services, software, and education
- Collaborated with software sales and sales management by conducting Quarterly Business Reviews to target key accounts
- Established and nurtured business alliances aimed at boosting customer satisfaction and driving revenue.
- Drove revenue growth by consistently surpassing sales targets in two regions.
WebSphere Software Practice Manager
IBM
02.2002 - 02.2006
- Supervised regional projects and led a team of twelve consultants.
- Exceeded quota of $3.5M per quarter and consistently maintained the highest regional revenue in the organization.
- Awarded the first 100% Club Award as a Practice Manager.
- Successfully managed client relationships throughout the project life cycle to achieve a 95% post project approval rating.
- Coordinated project resources across twelve engagements including subcontractors and offshore resources.
Director, Client Services
CrossWorlds Software
03.1998 - 02.2002
Managing Consultant
NetGravity Software
03.1997 - 03.1998
Senior Consultant
Accenture
09.1992 - 03.1997
Education
Bachelor of Arts - Economics, Computer Science
University of California
Los AngelesSkills
- Sales strategy and account planning
- Pipeline and forecast management
- Certified in Oracle and AWS cloud technologies
- Proficient in Salesforce for client management
- Customer needs assessment
- Skilled in contract negotiation
- Senior executive interaction
- Technical background in enterprise software
- Healthcare, hospitality, and energy and utilities experience
Accomplishments
- Doubled prior-year consumption targets by signing three large enterprise accounts (Oracle, FY 2021 and FY 2023).
- IBM Sales Eminence Award (2011, 2013) and 100% Club Award (6 years, 2005–2013) for consistent quota overachievement.
- Generated $1.5M+ new revenue at strategic account (Perficient).
- Hold certifications for: Oracle Cloud Infrastructure 2021 Certified Architect Associate and Oracle Cloud Infrastructure Foundations 2021 Certified Associate.
Timeline
Cloud Platform Account Executive
Oracle
03.2019 - Current
Lead Account Manager
Talend
04.2018 - 03.2019
Solution Sales Director
ISOA Group Inc
12.2016 - 08.2017
Strategic Account Manager
Perficient
08.2015 - 12.2016
Client Partner
IBM
02.2006 - 07.2015
WebSphere Software Practice Manager
IBM
02.2002 - 02.2006
Director, Client Services
CrossWorlds Software
03.1998 - 02.2002
Managing Consultant
NetGravity Software
03.1997 - 03.1998
Senior Consultant
Accenture
09.1992 - 03.1997
Bachelor of Arts - Economics, Computer Science
University of California