Jay Burton
Sales, Alliances, & Partnership Leader
Danville,CA
Summary
Idealistic senior business development, sales, sales operations and channel executive, with over 17+ years of experience providing innovative sales strategies within a $12 billion market, focusing on sales analysis, engaging marketing initiatives and creating internal sales processes. Managerial background involves the annual revenue responsibility of $790 million to $2 billion, overseeing 44+ direct reports, 90+ executive sales representatives, 1,600+ major global accounts, projecting next step approaches for internal automation developments and sales target analytics. Known for directing senior technical and engineering teams, through stakeholder communications to provide a magnitude of revenue-producing elements both in quality assurance infrastructures, solution auditing fundamentals and sales account advancements. Looking to continue to leverage these established skills within a growing organization, that exudes the same values and drive, within a highly visible, sales leadership focused role.
Overview
17
17
years of professional experience
9
9
years of post-secondary education
Work History
Vice President, Channel Partnerships and Alliances
TigerGraph
Redwood City, CA
06.2020 - Current
- Resolved issues and recommended actions based on production and compliance reports.
- Identified issues with production, workforce and material sourcing and implemented successful solutions.
- Spearheaded cross-functional initiatives across departments to achieve business goals for bottom-line profits.
- Monitored industry trends, keeping current on latest changes and competition in industry.
- Collaborated with senior management to develop strategic initiatives and long term goals.
- Evaluated product development strategies and prepared alternative approaches to goal achievement.
- Used market insights to capitalize on key business opportunities for new advantageous partnerships.
- Increased workflow by analyzing data and maximizing opportunities for improved productivity across several areas.
- Identified opportunities to improve business process flows and productivity.
Chief Revenue Officer/Contract
IOTAS (Acquired By ADT)
01.2021 - 06.2022
- Inspired customer success leadership to define and deliver on customer value proposition without sacrificing profitability targets.
- Developed and executed go-to-market strategy to drive company success in exceeding revenue and profitability goals.
- Delivered information on market insights, pricing shifts and competitive analysis to senior executives.
- Scaled product offerings with emphasis on revenue growth, operational efficiency and speed of execution.
- Led initiatives to Raise Series A & B rounds.
- Prepared forecasting reports for board of directors.
- Led M&A Efforts for acquisition.
Partner
CloudKeyz (Acquired By ButterflyMX)
11.2019 - 05.2022
- Chaired partner meetings to drive discussion of matters important to firm operations, keeping discourse on-topic and moving at efficient pace.
- Scaled product offerings with emphasis on revenue growth, operational efficiency and speed of execution.
- Delivered information on market insights, pricing shifts and competitive analysis to senior executives.
- Drove operational excellence at every stage of sales funnel and buyer journey and developed innovative strategies to sell to existing partners and consumers.
- Developed and executed a go-to-market strategy to drive company success in exceeding revenue and profitability goals.
- Managed divisional marketing, advertising and new product development.
- Developed innovative sales and marketing strategies to facilitate business expansion.
Vice President of Sales
Luxer Corporation
01.2016 - 06.2020
- Collaborating with national internal logistical, marketing and sales departments to further customer expansion within automated access packaging system industry, offering personalized package services and building safe community delivery options
- Structured creative marketing developments to ensure new business accounts through onsite education programming with vendors, commercial partners, HOA communities and campus properties
- Focused on the streamlining of current and new IOT devices smart prop technology integrations, which lead to substantial national growth and expansion within troubled market territories
- Grew revenue from pre-revenue to $150 million within a mere 3 years, leading to an acquisition by ASSA Abloy, LTD.
- Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
Senior Director
Apple Inc
San Francisco Bay Area, California
01.2008 - 01.2016
- Consistently accomplished and exceeded company revenue goals, through conducting regular forecasting for distribution channels, while overseeing a revenue target of $2 billion with a team of 14+ direct reports
- Recruited, trained, mentored, and maintained top performance staff, creating motivated sales teams set out to develop strong relationship and account adequate support services
- Led corporate marketing strategies through live trade show presentations, traveling to various markets tailoring production and service needs to fit capitalize on sales opportunities.
Regional Channel Director
Sprint Nextel
Reston, Virginia
01.2004 - 01.2007
- Led top #2 in company for the successful government of channel and sales distribution of a high-performance team, managing a $190 million-dollar account budget, keeping EBITDA margins at 57%
- Earned “Account Manager of the Year” for two consecutive years, 2004 regionally and 2005 nationally
- Granted a “Pinnacle Award” (Presidents Club) due to impeccable quota results
- Increased all distribution channel sales in 2006 of 180% PY, 2007 105%, 2009 128% and 2010 167% of Forecast.
Major Accounts Manager
Xora, Inc
01.2003 - 01.2005
- Trained numerous companies on 3D technology advancements, installing Xora Inc systems, effectively and supporting sales efforts
- Reduced annual costs and improved driver efficiency, providing service to 16,000+ customers
- Awarded companies “Manager of the Year” after ranking #1 in sales production, out of 130 nominated spots.
Education
Executive MBA - Strategy
Vanderbilt University, Owen School of Management
Nashville 01.2020 - 05.2022
Master of Business Administration - Entrepreneurship & Innovation
University of San Francisco
San Francisco, CA 12.2008 - 06.2011
Bachelor of Science - Business Administration, Marketing & Management
University of Virginia
Charlottesville, VA 08.1999 - 05.2003
Certification, Organizational Leadership -
University of California, Berkeley
Berkeley, CA 01.2014 - 04.2014
Certification, Dale Carnegie, Sander, & SPIN Sales Training Certification, Executive Leadership, Cornell University Certification, Executive Development -
Dale Carnegie Center of Excellence - NYC/Westchester
New York, NYCourses, Advanced Leadership, Human Resource Management, Innovation & Leadership, Sales & Channel Management -
Cornell University
Ithaca, NYSkills
Unix, Linux, Fusion Pro, Nagios, Splunkundefined
Timeline
Chief Revenue Officer/Contract
IOTAS (Acquired By ADT)
01.2021 - 06.2022
Vice President, Channel Partnerships and Alliances
TigerGraph
06.2020 - Current
Executive MBA - Strategy
Vanderbilt University, Owen School of Management
01.2020 - 05.2022
Partner
CloudKeyz (Acquired By ButterflyMX)
11.2019 - 05.2022
Vice President of Sales
Luxer Corporation
01.2016 - 06.2020
Certification, Organizational Leadership -
University of California, Berkeley
01.2014 - 04.2014
Master of Business Administration - Entrepreneurship & Innovation
University of San Francisco
12.2008 - 06.2011
Senior Director
Apple Inc
01.2008 - 01.2016
Regional Channel Director
Sprint Nextel
01.2004 - 01.2007
Major Accounts Manager
Xora, Inc
01.2003 - 01.2005
Bachelor of Science - Business Administration, Marketing & Management
University of Virginia
08.1999 - 05.2003
Certification, Dale Carnegie, Sander, & SPIN Sales Training Certification, Executive Leadership, Cornell University Certification, Executive Development -
Dale Carnegie Center of Excellence - NYC/Westchester
Courses, Advanced Leadership, Human Resource Management, Innovation & Leadership, Sales & Channel Management -
Cornell University
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