James Newton
Tech Sales Professional
Haddon Township ,NJ
Summary
Highly enthusiastic and results-driven sales professional with extensive experience in multiple product areas and a proven track record of success in diverse industries, not to mention an outstanding background in business case management, customer service, and account management. Possesses a strong ability to establish and maintain strong business relationships with all levels of professionals. The ability to meet and exceed goals/targets, connect with decision-makers, and transfer sales and account management secrets to others. A proven expert in sales, time management, organizational management, sales planning, prospecting, and net new account generation.
Overview
25
25
years of professional experience
Work History
VP of Sales
Vivantio
Natick, MA
03.2023 - Current
- Responsible for all US and UK net new sales
- Created over $1.2M of net new pipeline in 6 months
- Implemented new outbound prospecting and call cadences.
- Analyzed past sales data and team performance to develop realistic sales goals.
- Created and implemented successful sales campaigns to drive leads and increase sales.
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Implemented systems and procedures to increase sales.
Senior VP of Worldwide Sales
Apposite Technologies
Philadelphia
01.2019 - 03.2023
- Increased sales by 30% year over year in 2021
- Led sales to a comeback quarter in Q4 2021 and set a company record for revenue.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Researched sales opportunities and possible leads to exceed sales goals and increase profits.
- Negotiated and closed profitable sales contracts with new and existing customers to increase loyalty and retention.
- Developed and presented valuable sales presentations to potential customers to highlight features and benefits of products.
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Analyzed past sales data and team performance to develop realistic sales goals.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Created and implemented successful sales campaigns to drive leads and increase sales.
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Exceeded sales goals by implementing aggressive sales programs, overhauling processes and facilitating market development.
- Utilized internal lead referral tools to solicit new business opportunities and contacts.
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
Director of Enterprise Sales
Apposite Technologies
Philadelphia
10.2019 - 01.2021
- Led the North American Sales Team
- Archived 110% of team quota in 2020
- Increased License and MES renewal revenue by 53% in 2020.
- Recruited, trained and mentored salesforce.
- Listened carefully to Fortune 1,000 customers' needs and recommended best-in-class Network Emulation solutions to resolve issues.
- Coached sales team in consultative sales approach, leading to increased revenues and market growth.
Enterprise Account Manager
Apposite Technologies
Philadelphia
01.2019 - 10.2019
- Increased West & Central sales by 49% year over year
- Added over $2M in sales prospecting opportunities to the West pipeline.
- Demonstrated products, responded to questions, redirected concerns and overcame objections to close sales.
- Articulated and demonstrated product concepts and offerings to clients in easily understandable terms.
- Built and cultivated healthy pipeline of customers interested in partnering with company.
- Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
- Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit.
Enterprise Account Manager
Thycotic
Washington, DC
01.2018 - 01.2019
- Planned, organized, and executed sales strategies and territory plans (200 named accounts)
- Managed a daily workload of onsite appointments, cold and warm calls, and existing customer follow-ups
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts
- Delivered a high level of service to clients to maintain and extend the relationships for future business opportunities.
Director of Worldwide Sales
Transforma Tech
Exton, PA
01.2017 - 01.2018
- Responsible for maintaining and growing existing accounts worldwide.
- Developed and implemented organizational strategies to achieve set goals and objectives and secured long-term success.
- Created sales plays and managed implementation and KPIs.
- Identified new opportunities within the existing customer base and prospected for net new ICP accounts and opportunities.
- Responsible for sales and support renewals worldwide.
- Negotiated the overall deal from start to finish in a solution-selling manner.
- Worked with partners to create awareness of our solution.
Regional Account Manager (East & Central US)
Hewlett Packard Enterprise, HPE
Philadelphia, PA
01.2015 - 12.2016
- Renegotiated contracts with expiring accounts to continue relationships with current company clients.
- Generated leads through networking, cold calls and industry connections.
- Communicated by phone, email and traveled for face to face contact.
- Liaised between parent company and independent distributors.
- Utilized customer relationship management systems to document client interactions.
- Contributed to team objectives in fast-paced environment.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
Sales Specialist
Hewlett Packard Enterprise, HPE
Philadelphia, PA
04.2014 - 12.2015
- Sold a portfolio of incubation solutions specializing in helping development and test teams mature their mobile application lifecycle experience.
- These solutions helped various teams manage end-user experience and avoid high-scale application performance issues/failures.
- Provided first-rate service to all customers and potential customers.
- Built rapport with customers and assessed needs to make product recommendations and upsell.
- Followed up with customers after completed sales to assess satisfaction and resolve technical or service concerns.
- Demonstrated product features, answered questions and persuasively overcame objections.
- Educated customers about product features and benefits to aid in selecting best options for each individuals' needs.
Regional Account Manager
Shunra Software Ltd
Philadelphia, PA
04.2012 - 04.2014
- Generated leads through networking, cold calls and industry connections.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Met existing customers to review current services and expand sales opportunities.
- Attended monthly sales meetings and quarterly sales trainings.
Inside Sales Manager
SHUNRA SOFTWARE
Philadelphia, PA
05.2010 - 04.2012
- Recruited and managed a staff of 10 inside sales reps focused on lead generation and account management
- Significantly increased productivity by implementing proven strategies, prospecting new business, organizing appointments, managing opportunities, and contributing to selling and meeting sales objectives
- Provide leadership, coaching, and mentoring for all sales activities, including lead generation, prospecting, account planning, qualifying, negotiating, and closing business using the Solution selling and Sandler Selling methodologies
- Significant team wins include TJX, Barclays, Bank of America, Wal-Mart, Abbott Labs, Exxon Mobile, Nike, and HSBC.
Inside Sales Executive
SHUNRA SOFTWARE
Philadelphia,PA
07.2009 - 05.2010
- 2009 Inside Sales Rep of the Year generated $1.9 million in revenue, 200% to quota
- Responsible for generating qualified sales opportunities via cold calling, partners, marketing, and account management
- Maintained an average of 200 activities per day
- Identified key decision makers within target accounts, WebEx presentations, generated quotes, and closed deals
- Negotiated with customers and prospects through phone and email, coordinated with buyers and procurement officers, and followed up with forecasted deals
- Promoted to Inside Sales Manager for continued success and impact on company growth.
Sales Development Representative
SHUNRA SOFTWARE
Philadelphia,PA
05.2007 - 07.2009
- Generated qualified sales opportunities for account management teams in large enterprise accounts through cold-calling efforts and marketing-generated activity using the Sandler approach
- Identified new opportunities within the existing customer install base
- Successfully communicated the value proposition to C-level executives and key IT decision-makers
- Recognized as one of the top producers of new revenue in 2007 through cold calling with 150% of quota and again in 2008 with 135% of quota.
Service Manager
Cherry Hill Dodge, Ram And Jeep
Cherry Hill, NJ
11.1998 - 05.2007
- Managed a staff of 11 technicians, three service advisors, and two lot men
- Ran the daily operations of the service department
- Had several months with record gross profit
- Exceeded monthly and yearly CSI expectations
- Promoted to the service manager of the Jeep/Kia store to rebuild the struggling service department
- Successfully turned around the Jeep/Kia service department within 90 days and exceeded all expectations.
- Resolved customer complaints in a professional and timely manner.
- Hired, trained, and supervised a team of service staff members to meet business goals.
- Developed and maintained positive relationships with customers to build rapport and trust.
- Met with customers to discuss service needs and offer available solutions.
- Monitored service staff performance and provided feedback for improvement.
Education
Diploma - Sales/Marketing
Haddon Township High School
Westmont, NJ06.1995
Skills
- Team Leadership
- Business Development
- Customer Relations
- Sales Forecasting
- Time Management
- Contract Negotiations
- CRM Systems: Salesforce, HubSpot, ADP, and Reynolds and Reynolds
- Microsoft Office, Word, PowerPoint, and Excel
- Lead Prospecting
- Professional Networking
- Sales Funnel Development
- Prospecting Skills
- Territory Management
- Sales Team Leadership
- Upselling and Cross-Selling
- Lead Development
- Sales Presentations
- Upselling Expertise
- Product and Service Sales
- Cold Calling
- Report Writing Skills
- New Market Penetration
- Staff Management
- Vendor Management
- Business Development and Planning
Accomplishments
- Top Regional Account Manager Q2 2012 159% of quota.
- Exceeded 2012 yearly quota.
- Top Regional Account Manager Q1 2013 155% of quota.
- Top Regional Account Manager Q4 2013 110% of quota.
- 2013 North American Regional Account Manager of the year.
- 2014 - HPE Presidents Club
- 2015 - HPE Presidents Club
- 2016 - HPE Presidents Club
- 2021 - Apposite - Million Dollar SP Club
Timeline
VP of Sales
Vivantio
03.2023 - Current
Director of Enterprise Sales
Apposite Technologies
10.2019 - 01.2021
Senior VP of Worldwide Sales
Apposite Technologies
01.2019 - 03.2023
Enterprise Account Manager
Apposite Technologies
01.2019 - 10.2019
Enterprise Account Manager
Thycotic
01.2018 - 01.2019
Director of Worldwide Sales
Transforma Tech
01.2017 - 01.2018
Regional Account Manager (East & Central US)
Hewlett Packard Enterprise, HPE
01.2015 - 12.2016
Sales Specialist
Hewlett Packard Enterprise, HPE
04.2014 - 12.2015
Regional Account Manager
Shunra Software Ltd
04.2012 - 04.2014
Inside Sales Manager
SHUNRA SOFTWARE
05.2010 - 04.2012
Inside Sales Executive
SHUNRA SOFTWARE
07.2009 - 05.2010
Sales Development Representative
SHUNRA SOFTWARE
05.2007 - 07.2009
Service Manager
Cherry Hill Dodge, Ram And Jeep
11.1998 - 05.2007
Diploma - Sales/Marketing
Haddon Township High School