Summary
Overview
Work History
Education
Skills
Hobbies and Interests
Timeline
Generic

JOE ESKEY

Frisco,TX

Summary

Thoughtful, motivating and effective Sales leader with almost three decades of software Sales and Sales management experience. I employ relentless curiosity, preparation, empathy, drive and storytelling balanced with process, visibility, advocacy and common sense to develop myself and my team(s) for achieving success and improving customer relationships and satisfaction. Whether personal or professional, my greatest fulfillment comes from helping others develop and realize better overall experiences.

Overview

31
31
years of professional experience

Work History

Regional Director

r4, INC.
10.2004 - Current
  • Building out South and Southeast pipeline for artificial intelligence based solution platform with focus on Oil & Gas, GCP, Gambling and State Government opportunities
  • $15M+ pipeline built in first six months

Enterprise Account Executive

MARIADB, INC.
09.2020 - 10.2024
  • FY23 - #1 NAM Enterprise (94%); FY22 - #1NAM Enterprise (106%); FY21 - #2 NAM Enterprise (97%)
  • Closed largest GCP Marketplace transaction to-date with Fortune 1,000 Technology Manufacturer ($2M+ TCV) in H21; drove 700 percent ACV growth in major Telco manufacturer that also became #1 ARR
  • New-logo wins (15) include large enterprises (> $1B revenue) in Manufacturing, Distribution, Retail, Financial Services and Insurance
  • Key contributor to onboarding of new team members, constructing new messaging and sales enablement platform adoption for upcoming growth initiative

Account Executive – Enterprise Accounts – South Central Region

TALEND, INC.
01.2020 - 08.2020
  • Developed and began execution on strategy to penetrate new-logo accounts in TOLA including ExxonMobil, AEP, Lennox, X-Eleven, Neiman Marcus, Mary Kay, Baylor Scott & White, UT Southwestern, TCB, Hunt Oil, Pioneer Natural Resources, Bank of Oklahoma, Dillard’s and others

Account Executive – Enterprise Accounts – Central Region

TALEND, INC.
01.2018 - 01.2020
  • Landed new logos at Caterpillar, United Shore and Guggenheim Investments – FY19 – 91%
  • Doubled ACV at Medline
  • Developed and executed on strategy for penetrating new-logo accounts in IL, MI and OH
  • Worked closely with Alliances organization to incorporate partner strategy with GSI’s, RSI’s and ISV’s
  • Built key executive relationships and developed pipeline for 2020 at Nationwide Insurance, LBrands, Accenture and American Axel & Manufacturing

Regional Vice President, Sales

THE SAVO GROUP, LTD.
02.2017 - 07.2018
  • Leading national team of Enterprise Account Executives focused on new logos business; FY17 – 114%
  • Increased 2017 new bookings 100% over 2016 with zero increase in capacity
  • Achieved 3x new bookings growth in Q1’18 vs Q1’17
  • Closed 50 percent more transactions and doubled average deal size in 2H17
  • Reduced ramp to productivity by half to seven months in 2017
  • Team closed key strategic wins at Marsh & McLennan, Rogers Communications, iHeart Media and SAS
  • Closed the three largest new business transactions ($1.060M/$900K/$900K) in over two years
  • Managed focused process, enablement, metrics and lead gen to achieve results
  • Heavily contributed to positioning of company for acquisition

Director – Enterprise Field Sales – Central Region

MONSTER WORLDWIDE, INC.
11.2015 - 02.2017
  • Inspiring, motivating and developing a team of seven covering Enterprise accounts (1000+ employees) across the Central Region
  • Responsible for $11M+ in revenue across the entire Monster portfolio of SaaS and advertising solutions for job seeking, career management and recruitment management capabilities including Talent Acquisition and Post Hire, Analytics, Recruitment Media and Social Branding – FY16 – 136% attainment for software portfolio
  • Employing MEDDICC (sales methodology) to insure accurate forecasting and projection of the business along with YoY growth in 2016
  • Contributed to a successful acquisition by Randstad North America, Inc. on November 1, 2016

Regional Sales Manager – Central North

TASKTOP TECHNOLOGIES
11.2014 - 11.2015
  • Individual contributor focused on selling domain specific Business Process Management and Reporting/Analytics software solutions for the Software Development Lifecycle
  • Focusing on companies that develop their own software for competitive advantage, Tasktop reduces the complexities that exist due to a plethora of best of breed technologies utilized in Agile transformation of their software delivery environments
  • Start-up environment – building out the North Central Region through a strategy of direct, business development and partner relationships

Director of Sales – Central Region

BIDNA
01.2014 - 11.2014
  • Individual contributor focused on selling to Midwest accounts
  • BIDNA’s DaaS platform facilitates cross-enterprise business transformation for groups reliant upon accurate, trusted and timely IT asset data. These groups include: IT Asset Management, IT Service Management, Risk, Security, Audit, Procurement and Legal
  • Start-up environment

Sales Director

BAZAARVOICE
10.2012 - 01.2014
  • Individual contributor focused on selling WoM Marketing Solutions to 18 strategic Midwest accounts
  • Accounts included State Farm, Discover Card, ConAgra, H&R Block, Nationwide Insurance, Kimberly-Clark, Cargill, Motorola, John Deere, Caterpillar
  • Revenue attainment of 119% of quota in Q1’14
  • Revenue attainment of 97% of quota in Q1’13 (April 30 fiscal)

Strategic Account Manager

INFORMATICA CORPORATION
01.2009 - 10.2012
  • Individual contributor covering 20 named accounts in IL and IN selling entire Informatica software portfolio to help clients maximize return on relevant, timely and trusted data
  • Account list comprised of AT&T, Abbott, Eli Lilly, Motorola, Cummins, US Cellular, Takeda, Roche Diagnostics and others primarily in Life Sciences, Telecommunications and Manufacturing verticals
  • Revenue attainment of 183% of quota ($6.87M) in 2011 (President’s Club qualification)
  • Revenue attainment of 206% of quota ($7.21M) in 2010 (President’s Club qualification)

Worldwide Sales Director, Threat & Fraud Intelligence, IBM Software Group

INTERNATIONAL BUSINESS MACHINES
07.2007 - 08.2008
  • Responsible for Worldwide MDM Sales of IBM Entity Analytics Solutions and Global Name Recognition Software with major focus in Financial Services, Intelligence, Public Safety, Civilian Government and Healthcare verticals
  • Revenue attainment of $10.01M on $8.83M quota (113%) in 2H07

MDM Software Sales Manager

MDM Software Sales Manager, IBM Software Group
07.2006 - 07.2007
  • Responsible for management of Central North (Chicago, Minnesota, Wisconsin) sales team for IBM Master Data Management Solutions in 2007 – technology portfolio included recent acquisitions of DWL, Trigo, SRD, LAS and Ascential software
  • Revenue attainment of $3.6M on $3.85M quota (94%) in 1H07

MDM Software Sales Manager

MDM Software Sales Manager, IBM Software Group
01.2006 - 01.2007
  • Responsible for management of sales team for IBM Entity Analytics Solutions to Government accounts in the Americas in 2006
  • Revenue attainment of $11.62M on $11.6M quota (100%) and 64% year on year growth with team of five government focused sales representatives
  • Managed additional seven sales reps (total of 12) covering Commercial accounts in the Americas from September – December 2006 driving an additional $7.3M in revenue with transactions at Commerce, BCBS of MA, Western Union and IDB

MDM Software Sales Representative

MDM Software Sales Representative, IBM Software Group
01.2005 - 01.2006
  • Responsible for sales of IBM Entity Analytics Solutions Software in geographic territory including IL, IN, MI, OH, KY, and Canada
  • Closed key transaction at Western Union in June, 2005 for $800k – one of two transactions occurring in the commercial space in 2006

Software Sales Representative

Software Sales Representative, IBM Software Group
11.2004 - 01.2005
  • Responsible for driving IBM Software through four key Business Partners
  • Sales of IBM’s five software brands – Lotus, Information Management, Tivoli, Rational and WebSphere
  • Business Partners – CDW, Alpine Consulting, Mercury Consulting and Comtech Group
  • Achieved 98% attainment

Worldwide Sales Leader

Worldwide Sales Leader – DB2, IBM Information Management
01.2004 - 11.2004
  • Focus on driving IBM Information Management solutions through all preferred routes to market
  • Involved with sales, strategy, pricing, business development, enablement, execution and evangelizing of DB2 both internally and externally

Senior Sales Specialist

Senior Sales Specialist, IBM Information Management
12.2001 - 01.2004
  • Account focus on Allstate, Discover Financial Services, Zurich North America and The Northern Trust – 2002-2003
  • Achieved 112% of quota in 2003 selling IBM Data Management portfolio including DB2 Universal Database family, Content Management and Business Intelligence related solutions
  • Achieved 164% of quota in 2002 selling IBM Data Management portfolio to including DB2 Universal Database family and Business Intelligence related solutions
  • One Hundred Percent club 2002 and 2003
  • Team Leader for Chicago Team, 2003

Senior Account Manager

WATCHFIRE, INC.
01.2001 - 10.2001
  • Geographic territory manager for the Chicago Territory and Texas
  • Closed 2nd largest deal in company history ($450K) at JC Penny

Senior Sales Specialist, IBM Data Management

INTERNATIONAL BUSINESS MACHINES
07.1998 - 01.2001
  • Chicago Banking, Finance and Securities Major Account focus including Discover Financial Services, Inc., UBS Warburg, The Northern Trust, ABN Amro, Bank One, Household International, Trans Union, Merc, The OCC, and BOTCC
  • Achieved 179% of quota in 1999 selling IBM Data Management portfolio including DB2 Universal Database family and Business Intelligence related solutions
  • Responsible for over 3000% growth in Chicago BF&S territory in 1999
  • Secured a winning Data warehousing platform away from Oracle site license at one financial services account
  • IBM Summit Award Winner in Q1, 1999
  • IBM BestFest Award Trip Qualification for 1999 performance
  • Achieved 100% of quota in 2000

Account Executive

SYBASE, INC.
01.1998 - 07.1998
  • Responsible for generating new business for all Sybase, Inc. product lines in geographical account base not previously penetrated by Sybase, Inc. or Powersoft branded products
  • Marketed in previously unattended accounts directly and through Sybase Open Solutions Providers, Systems Integrators and Commercial Application Partners

Database Sales Representative

Database Sales Representative
06.1997 - 12.1997
  • Achieved 140% of quota selling database and embedded database, middleware and data warehousing software and customer satisfaction to non-named account base in Great Lakes District
  • Sybase President’s Club Qualification 1997

Corporate Sales Representative

Corporate Sales Representative
09.1995 - 05.1997
  • Responsible for all telesales activity in the Canadian territory for Powersoft Business Group product lines
  • Achieved 124% of quota selling Powersoft Business Group Tools and Workplace Database products
  • Powersoft President’s Club Qualification

Account Manager

SDP TECHNOLOGIES, INC.
09.1994 - 09.1995
  • Awarded Top Sales Representative, Quarter Two, 1995
  • Used acquired product knowledge and company presentation techniques to promote the sale of S-Designer, a database design and modeling tool
  • Exceeded sales quotas for six consecutive months, including 229% in Quarter Two, 1995 and 189% in Quarter One, 1995

Education

Bachelor of Arts - History

NORTHWESTERN UNIVERSITY
Evanston, Illinois
06.1994

Skills

  • Client relationships
  • Staff training and development
  • Staff management
  • Relationship building

Hobbies and Interests

Family, Good Friends, Fitness, HYROX, Frisco Baseball and Softball Association (FBSA) Assistant Coach (September, 2020-Present), Real Estate Investor, Hamlin Park Baseball (Little League) Coach (2018), Golf, Husker Football Fan (Lifetime), Chicago Cubs!, Laughing, Improving, Making a difference, Marathons, Travel, Cooking goodness, Alcott College Prep Walk for Wellness Fundraiser Co-Chair, Snowboarding, Fishing, Hunting

Timeline

Enterprise Account Executive

MARIADB, INC.
09.2020 - 10.2024

Account Executive – Enterprise Accounts – South Central Region

TALEND, INC.
01.2020 - 08.2020

Account Executive – Enterprise Accounts – Central Region

TALEND, INC.
01.2018 - 01.2020

Regional Vice President, Sales

THE SAVO GROUP, LTD.
02.2017 - 07.2018

Director – Enterprise Field Sales – Central Region

MONSTER WORLDWIDE, INC.
11.2015 - 02.2017

Regional Sales Manager – Central North

TASKTOP TECHNOLOGIES
11.2014 - 11.2015

Director of Sales – Central Region

BIDNA
01.2014 - 11.2014

Sales Director

BAZAARVOICE
10.2012 - 01.2014

Strategic Account Manager

INFORMATICA CORPORATION
01.2009 - 10.2012

Worldwide Sales Director, Threat & Fraud Intelligence, IBM Software Group

INTERNATIONAL BUSINESS MACHINES
07.2007 - 08.2008

MDM Software Sales Manager

MDM Software Sales Manager, IBM Software Group
07.2006 - 07.2007

MDM Software Sales Manager

MDM Software Sales Manager, IBM Software Group
01.2006 - 01.2007

MDM Software Sales Representative

MDM Software Sales Representative, IBM Software Group
01.2005 - 01.2006

Software Sales Representative

Software Sales Representative, IBM Software Group
11.2004 - 01.2005

Regional Director

r4, INC.
10.2004 - Current

Worldwide Sales Leader

Worldwide Sales Leader – DB2, IBM Information Management
01.2004 - 11.2004

Senior Sales Specialist

Senior Sales Specialist, IBM Information Management
12.2001 - 01.2004

Senior Account Manager

WATCHFIRE, INC.
01.2001 - 10.2001

Senior Sales Specialist, IBM Data Management

INTERNATIONAL BUSINESS MACHINES
07.1998 - 01.2001

Account Executive

SYBASE, INC.
01.1998 - 07.1998

Database Sales Representative

Database Sales Representative
06.1997 - 12.1997

Corporate Sales Representative

Corporate Sales Representative
09.1995 - 05.1997

Account Manager

SDP TECHNOLOGIES, INC.
09.1994 - 09.1995

Bachelor of Arts - History

NORTHWESTERN UNIVERSITY

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JOE ESKEY