Jim Koch
Aurora,IL
Summary
Award winning sales executive focused on revenue and strategic business development for state-of-the-art technology solutions from industry market leaders, to scaling start-ups through accelerated growth and expansion, to successful IPO execution. Recognized for leading cross-functional teams, developing executive alignment to secure new customers via AI and ML for digital transformation, data management, analytics, security, governance and customer satisfaction ratios. Concise organizational & communication skills defining requirements, penetrating complex new logo's to capture markets. Passionate ability to position Fortune 500 accounts to profitably expand technology ecosystem through proficiency in gaining perspective and insight of current / future business goals. Transcends prioritizing core business value to generate strategic data observations, while driving revenue to deliver comprehensive solutions that increase overall efficiencies. Inventive assessment of aligning ROI initiatives with unique capability to become a strategic, compelling trusted advisor.
Overview
11
11
years of professional experience
Work History
Global Account Director
Palantir
08.2022 - Current
- Focused leadership of Fortune accounts and cross-functional team of deployment strategists, implementation specialists, marketing, consulting, support, sales enablement, business development, Channel and Alliance Partnerships, community support for critical, strategic accounts
- Highlighted key accomplishments encompass implementation of Palantir Technologies market leading AI Foundry platform portfolio, across multiple lines of business while assisting progressive and influential institutions to gain a better understanding of their most challenging issues and concerns
- Global customers include John Deere, McDonalds, United, Walgreens, Abbott Labs, Humana and BCG | Boston Consulting Group.
Executive Director
Snowflake
05.2020 - 08.2022
- Directed leadership of cross-functional Retail, CPG, Financial and Manufacturing account team ~ system engineers, enterprise architects, value engineering, marketing, professional services, partners, consulting, BDM support resources for strategic enterprise accounts
- Achievements included outpacing annual revenue attainment goals through the development and deployment of Snowflake's expanding Data Cloud portfolio, inclusive of value engineering and ROI collaboration analysis for McDonalds Global Marketing
- Snowflake product portfolio includes: Data Analytics, Data Warehouse, Data Science, Data Sharing, Data Engineering, Data Applications, Data Security and the Data Marketplace.
Enterprise Cloud Director
Oracle
05.2018 - 05.2020
- Subject Matter Expert / SME for Oracle's Cloud Platform team of enterprise architects, system engineers, consulting, partner alignment, hardware & support resources for strategic, Healthcare, Energy and Financial Global Accounts
- Targeted efforts on delivering Oracle's Cloud Services portfolio: Autonomous Database, Software-as-a-Service [SaaS], Platform-as-a-Service [PaaS], Infrastructure-as-a-Service [IaaS], Database-as-a-Service [DBaaS], Analytics, Security, Identity, IoT Integration, Application Development and Managed Cloud Services for Big Data solutions to Oracle's market leading, key enterprise clients.
Regional Director
HP Inc.
07.2015 - 05.2018
- NYSE - HP] Annual Leadership Awards ~ 142% of Revenue 2017, 133% of Revenue 2016, 129% of Revenue 2015
- Created, developed and established "new logo, foundational marketplace," comprised of Cargill, Abbott Labs, Baxter, International, 3M, ADM, General Mills, United, JPMorgan Chase, State Farm, McDonalds, Mayo Clinic, Humana, Eli Lilly, Target, Allstate, Dow Chemical, US Bancorp, United Health, Northwestern Mutual and Discover Financial
- HP Subject Matter Expert / SME for HP's Global, Enterprise Client base; spotlighted HP's comprehensive technology solutions which featured the digital transformation of influential enterprise customers, while developing "new logo," account base.
Regional Director
Apteligent
04.2013 - 06.2015
- 128% quota achievement 2014 ~ drove multi-year / multi-million dollar annual revenue agreements with strategic, "new logo customers," Target, Abbott Labs, McDonald's, United, Walgreens, Medtronic, Dow Chemical, Humana and the Northern Trust
- Apteligent, acquired by VMWare provided the world's leading mobile application performance management solutions that enabled global enterprises to accelerate their mobile business models
- Identified, created and established best practices, spearheading executive alignment, data transformation and modernization efforts.
Education
Business Administration / BS -
University of Illinois
Skills
- Sales Leadership
- Relationship Management
- New Business Development
- Client Relationship Management
- Key account development
- Strategic account development
- Continuous Improvement
- Sales Forecasting
- Multitasking
- Decision-Making
- Interpersonal Skills
- Organizational Skills
- Excellent Communication
- Data Analytics
- Consultative Selling Techniques
- Sales Presentations
- Analytical Skills
- Strategic Planning
- Relationship Building
- Written Communication
- Database Management
- Sales plan implementation
- Adaptability and Flexibility
- Sales territory growth
- Closing Techniques
- Digital Sales
- Complex project negotiations
- Territory Management
Sales Methodologies
- MEDDIC
- Value Based Selling
- Consultative Selling
- Target Account Selling
- Challenger Sale
Proficient Expertise
- Microsoft 365
- AWS
- Mac App Suite
- Google Workspace
- Salesforce
- Zoom
- Slack
- ROI Model
Sales Leadership Strengths
- AI / Machine Learning Optimization, Productivity
- CXOs, Decision-Maker Communication Skills Initiatives
- New Business-to-Business / B2B Development
- Business Value Ratios / ROI Management Expertise
- Global IT Modernization - Account Management
- Executive Communication, Diplomatic Negotiations
- Digital Transformation / Migration Management
- Data & Advanced Analytics Management Insights
- Alliance Partner Management Engagement
- Operational Leader Driving Impact, Trusted Advisor
Timeline
Global Account Director
Palantir
08.2022 - Current
Executive Director
Snowflake
05.2020 - 08.2022
Enterprise Cloud Director
Oracle
05.2018 - 05.2020
Regional Director
HP Inc.
07.2015 - 05.2018
Regional Director
Apteligent
04.2013 - 06.2015
Business Administration / BS -
University of Illinois
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