Summary
Overview
Work History
Education
Skills
Employment Objective
Timeline
Generic

JACOB ANDREWS

Castro Valley,CA

Summary

Ability to generate new business and lead flow; excelled at connecting with potential C-Level Executives. Excels in a Hunter role. Natural negotiator and closer; Have individually generated over 11 million dollars in revenue in one calendar year. Excels at business development and marketing. Excellent verbal and writing abilities. Works comfortably in a team environment as well as independently. Natural leader offering 20+ years of success in software sales positions. Proven skills in aligning operations with market conditions and customer demands to catapult sales forward and strengthen long-term business success. Attentive to company strengths and requirements, effectively balancing goals and resources to achieve dramatic results. Highly motivated Account Executive with exceptional analysis and leadership skills. Known for success in client retention and sales goals achievement.

Overview

24
24
years of professional experience

Work History

Regional Sales Manager

Splunk
Bay Area
01.2022 - Current
  • Responsible for sales and account management of an unified security and observability suite
  • Customers included First Republic Bank, Zendeslk, Starz, Dropbox and Dish Network
  • Achieved 140% of quota in first fiscal year.

Senior Account Executive

Oracle|NetSuite
Bay Area
01.2016 - 01.2022
  • Responsible for sales of Cloud ERP as well as Planning and Budgeting
  • Covered territories in California, Nevada, Kanasas, Nebraska and Hawaii
  • New Customers range in revenue from $250M in revenue to $7B
  • Customers Include Barracuda Networks, Tivo Corporation, Motor Trend Group, Guthy-Renker Corporation, Credit One Bank
  • Achieved Sales Club for fiscal years, 2018, 2020 and 2021.

Smarter Cities Sales Lead

IBM
Bay Area
01.2014 - 01.2016
  • Responsible for sales of solutions to help customers with Emegency Management, Traffic Prediction, Water, City Planning etc in Western US
  • Solution included IBM Software such as SPSS, Cognos, DB2, Websphere
  • Customers Include Boeing, Nike, State of California, City of Honolulu, LA County, SFO, State of Utah
  • All new customers for Brand
  • Quotas ranged from $1.2-$2.0 Million.

Software Sales Manager

IBM
Bay Area
01.2012 - 01.2014
  • Led sales team of 8 Enterprise Sales Reps focused on Big Data, Analytics and Information Management
  • Team responsible for sales to IBM’s largest customers such as Wells Fargo, Visa, Schwab, Boeing Costco, Ebay etc
  • Plus SMB customers
  • Annual Revenues targets ranged from $40M to $60M
  • Delivered near double digit growth for territory in 2013.

Sales Director

Yield Software/Autonomy
Bay Area
01.2010 - 01.2012
  • Managed, hired, trained sales team as well as responsible for direct sales
  • Responsible for all phases of sales for SEM, Multivariate Testing, Web Content Management and Sentiment Analysis solutions including new sales development and lead generation
  • Responsible for synthesizing customer requirements and communicating them to product team at Yield Sofware
  • Client List inlcudes Kimberly Clark Corporation, Rosland Capital, Real Branding, Fry Hammond and Barr, Braun, Roku.

Account Executive

Mainline Information Systems (IBM Reseller)
Bay Area
01.2008 - 01.2009
  • Responsible for sales of IBM and other third party vendor computer hardware, software, services and financing
  • Sold IBM Tivoli, Information Management, Content Management, Websphere and Lotus Product lines
  • Also, Sold many third party solutions such as VmWare, Oracle, Zantaz
  • Focussed on public sector accounts in Northern California
  • Carried quota of $400k of Gross profit annually.

Principal/Co-Founder

Nova Bay Software (Oracle/IBM Reseller)
Bay Area
01.2006 - 01.2008
  • Responsible for all phases of start up of small software reselling company
  • Focussed on Bay Area but did have customers nationally
  • Responsibilities included new account development, lead generation, sales processing, Accounts receivable etc
  • Worked with IT in developing customer/prospect database.

Software Account Manager/Data Management Specialist

IBM Software
Bay Area
01.2000 - 01.2006
  • Responsible for sales of various IBM Software packages including DB2, Content Manager, Websphere, Tivoli and Lotus
  • Annual quota ranged between $1.5 million and $7.0 million
  • Made 100% Club every full year at IBM
  • Responsible for creating Enterprise License Agreements(ELA) at larger accounts
  • Directly respsonsible for $10 million Data Management ELA at large Bay Area Financial Institution
  • Also, responsbile for individual sales/ELAs between $1-$5 million at 6 other Bay Area companies
  • Received various year end honors at IBM for every full year at IBM.

Education

Bachelor of Science, Business Management and Marketing -

NORTHEASTERN ILLINOIS UNIVERSITY
01.1994

Skills

  • Territory and Account Management
  • Revenue Generation
  • Account Planning
  • Business Development
  • Pipeline Management
  • Contract Negotiation
  • Customer Relationship Management
  • Interpersonal Skills
  • Client Relationship Building
  • Strategic Initiatives

Employment Objective

CAREER Sales and Sales Management professional with 20+ years of experience as a Top Producer and Closer seeking full time Senior Sales/Management Position.

Timeline

Regional Sales Manager

Splunk
01.2022 - Current

Senior Account Executive

Oracle|NetSuite
01.2016 - 01.2022

Smarter Cities Sales Lead

IBM
01.2014 - 01.2016

Software Sales Manager

IBM
01.2012 - 01.2014

Sales Director

Yield Software/Autonomy
01.2010 - 01.2012

Account Executive

Mainline Information Systems (IBM Reseller)
01.2008 - 01.2009

Principal/Co-Founder

Nova Bay Software (Oracle/IBM Reseller)
01.2006 - 01.2008

Software Account Manager/Data Management Specialist

IBM Software
01.2000 - 01.2006

Bachelor of Science, Business Management and Marketing -

NORTHEASTERN ILLINOIS UNIVERSITY

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