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
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
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
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
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
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
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
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
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
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
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
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
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
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
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