Jeff Sotelo

• AI and Plagiarism detection software. Full cycle sales in greenfield territory, selling to Higher Ed and K12
• Built a pipeline from $0-$900k and closed $220k in first 7 months.

Key Contributions:

• Notable wins: SMU, Texas Tech, Wichita State University, Durham Catholic School Board

• Net new and expansion enterprise sales of AI chatbots to Higher Ed, government, and healthcare verticals.

Key Contributions:

• Self generated pipeline growth of 165%. Notable wins: University of Tennessee, University of Alabama, Georgia Southern University, Wake Forest, State of Georgia

• Collaborate with partner sales, marketing, and product teams to establish training programs, partner specific messaging, and incentive programs for strategic LMS channel resell/referral partners (Canvas, Blackboard, D2L, OpenLMS).
• Developed working knowledge of partner products to understand collaborative benefits to potential customers
• Managed partnerships to drive pipeline, accelerate sales cycles, and increase revenue via channel sales.

Key Contributions:

• Opened Higher Ed partnership position with $0 in pipeline, closed $325k within first 6 months.

• Brought to Education market a new synchronous classroom tool. 100% hunter role in startup with greenfield territory.
• Consultative selling strategy to navigate complex enterprise Higher Ed sales cycles targeting CIO, CAO, Provost, and Dean.

Key Contributions:

• Built 4x pipeline within 10 months. #1 performer on team of 8 in net new business.

• Sold B2B Sales Engagement platform to COO/CRO/VP of Sales to streamline their sales reps' workflow, increase efficiency and productivity.
• Hunter role in fast paced startup environment. Heavy emphasis on cold prospecting to build pipeline. Full cycle sales motion.
• Served on committee with executive team to develop and identify company's ICP (Ideal Customer Profile) and go to market strategy for new B2B sales team

Key Contributions:

• 160% ramped quota attainment.

• Sold digital marketing software to enterprise healthcare systems by demonstrating the quantifiable impact of online reputation on patient retention and new patient acquisition.
• Heavily hunter focused, prospecting into wide-ranging healthcare sub-verticals; building and developing greenfield territory as company looked to break into mid-market/enterprise level.
• Drive pipeline growth through local marketing events, workshops, meetups, executive presentations, and partnership engagements.

Key Contributions:

• Led new enterprise team by building 5.5x pipeline and 116% annual quota attainment.

• Consultative sales - strong discovery, apply product expertise to tailor messaging insights and presentations, both by webinar and in person to C-level buyers and committees.
• Pipeline building, management, and forecasting - guide prospects through evaluation and sales process to meet timeline's and quotas with average sales cycle of 6-12+ months

Key Contributions:

• President's club and #1 performer on team 4 of 6 years. 2013 - 115% quota attainment, 2014 - 126% quota attainment, 2016 - 102% quota attainment, 2017 - 111% quota attainment. Closed average of more than 40 deals per year to reach quota attainment.
• Won biggest single institution mid market contract in company history; National University College, Puerto Rico. $252k ACV (average deal size ~ $23k ACV).
• Took over lowest performing territory in 2015 and turned it into highest performing within 2 years.

• Convert inbound and outbound leads into qualified opportunities, develop thorough client needs analysis for seamless handoff
• Institutional research and strategic planning with sales reps to exceed monthly and quarterly quotas and feed pipelines.
  

Key Contributions:

• Over-achieved quota every month/quarter.
• Qualified opportunities that became some of Instructure's biggest clients, e.g. Harvard, UT, Cisco Networking Academy, and many more.