Jake Sotis
West Palm Beach,FL
Summary
Driven, results oriented & accountable business professional with over half a decade of experience across multiple disciplines. As an individual contributor or group leader, it is my mission to serve an organization with integrity & tenacity.
Overview
6
6
years of professional experience
Work History
Account Executive
Black Diamond Networks - Role Impacted By Layoff
02.2024 - 09.2024
- Rigorously prospected (140+ Dials Daily, Email & LinkedIn outreach) senior leadership at Biotech, Pharmaceutical and Medical Device Companies to build database of Clients
- Conducted qualification & discovery calls to uncover customer fit and pain points
- Delivered value by efficiently streamlining the hiring process & meeting the technical needs of the customer, while facilitating the the logistics throughout the duration of the contract
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions
- Maintained current knowledge of evolving changes in marketplace
Sales Operations Manager
PlainID - Role Impacted By Layoff
08.2022 - 03.2023
- Served Head of Rev Ops & CRO to ensure the optimization of our Sales & Marketing tool stack. Managed license utilization, onboarding and enablement
- Served Heads of Sales Development and Enablement to drive operational excellence within the SDR & Sales Teams
- Developed and managed department level dashboards to track KPIs & rep performance across Sales, Marketing and Sales Development
- Enabled & Optimized MQL Cadence strategies and Meeting / SAL Conversion process across SDR & Sales Teams
- Developed Lead Routing processes, Lead-to-Account Matching and auto-conversion processes. Implemented new Lead Routing Solution (LeanData) and SLA's across Sales & Sales Development.
- Implemented & Enabled MEDDPICC Qualification tool (ISeeit) to improve sales process efficiencies and forecast accuracy. Implemented Contact Role management solution with Org Chart visualization for improved customer relationship management
- Provided detailed reporting of KPI & data analysis to drive new field activities, campaigns and territory investment on use cases and verticals
Operations & Analytics Professional Level II
Zerto, A Hewlett Enterprise Company
12.2021 - 08.2022
- Zerto was purchased by HPE, folded into their Storage Business Unit & operated as a silo entity during the acquisition
- I retained all the same responsibilities with the addition of managing Marketing Programs with Marketo & being asked to take a more forward leadership role in shepherding cross department collaboration
Business Development Operations Manager
Zerto
01.2021 - 11.2021
- Served as a liaison of the Business Development team under the Director of Business Development
- Administered & maintained Tech Stack: Salesloft, ZoomInfo & LinkedIn Sales Navigator among other tools
- Workflow creation, new feature/functionality implementation, tool integration & process standardization
- Responsible for on-boarding, training, enablement & support for BDR's & AE's
- Salesforce analytic reporting & dashboard creation for Business Development, Sales & Marketing leadership
- Monitored license utilization and negotiated with vendors
Business Development Representative
Zerto
06.2019 - 12.2020
- Promoted to the Field Enterprise Team (>$150m revenue) from Small/Medium Enterprise Team (<$150m revenue) following quote attainment my first 3 months
- Focused on setting quality meetings that would progress in the Sales Cycle resulting in 7 Figure Pipeline contributions annually
- Discovered unused functionality in tech stack (Calendar Link in Salesloft) and worked with leadership to develop process for pilot program. Delivered 4 meetings booked through link in first month. Rolled out to all users post pilot
Sales Development Representative
Upserve
06.2018 - 06.2019
- Promoted to "Inbound" SDR from "Outbound" SDR following quota attainment within first 3 months
- Outbound consisted of Cold Calling (100+
dials daily) and Inbound focused on SLA attainment (5 Min.) on Marketing Actions (Demo Requests, Live Chat & Inbound Calls) to set appointments
Education
Bachelor of Science - Business Administration
Johnson & Wales University
Providence, RI05.2018
Skills
- Tools: User/Administrator (Salesforce, Hubspot, Salesloft, Outreach, ZoomInfo, LinkedIn)
- Lead Development
- Pipeline Management
- Customer Relationship Management
- Sales Methodologies (MEDDPICC/BANT)
- Cross Functional Collaboration
- Team Player / Leader
- Personable / Coachable
- Effective Communicator / Time Manager
Timeline
Account Executive
Black Diamond Networks - Role Impacted By Layoff
02.2024 - 09.2024
Sales Operations Manager
PlainID - Role Impacted By Layoff
08.2022 - 03.2023
Operations & Analytics Professional Level II
Zerto, A Hewlett Enterprise Company
12.2021 - 08.2022
Business Development Operations Manager
Zerto
01.2021 - 11.2021
Business Development Representative
Zerto
06.2019 - 12.2020
Sales Development Representative
Upserve
06.2018 - 06.2019
Bachelor of Science - Business Administration
Johnson & Wales University
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