Summary

Work History

Education

Skills

Certification

Awards

Timeline

Joe Senior

Denver,CO

Summary

Experienced leader with a successful track record in software sales across various industries, including customer experience, CRM, ATS, staffing, call center, marketing automation, brand management, and text analytics. Skilled in sales, technical sales, pre-sales, solution consulting, partner management, go-to-market strategy, solution delivery, process design, organizational optimization, people development, and product design. With over 20 years of experience in growing successful firms, Built, grown, managed, and led technical sales teams to enable individual, team, and organizational success. Navigated organization design during times of market growth and contractions as well as led through a global pandemic. Expertise lies in developing and executing cross-functional go-to-market strategies and aligning iterative product improvement and sales strategies with sales teams, solution consulting, product development, and product marketing. Creator and coach of multiple enablement and continued education programs for sales, solution consulting, career development, management, and leadership. Recognized conference presenter and trade show speaker who has successfully worked on projects from inception to completion while motivating both internal and external teams. Promoted multiple times for strong communication skills, problem-solving abilities, interpersonal skills, organizational prowess, professionalism, persuasive communication style with sound business judgment. Seasoned presenter and leader in client consulting with a proven ability to develop and strengthen partnerships internally and externally to achieve common goals. Tenacious in pursuing outcomes by overcoming objections and hurdles while consistently upholding the highest quality standards personally and for organization.

Results-driven leader adept at guiding high-performing teams and implementing strategic initiatives to drive business success. Known for fostering collaborative environment and achieving measurable milestones. Exhibits strong leadership and adaptability to changing business needs.

Work History

Senior Director, Solution Consulting

Bullhorn

09.2024 - Current

Organizational leader of pre-sales, solution consulting and technical sales team
Responsible for solution design, process design, organizational optimization, go-to-market strategy, sales strategy, presentation excellence, people development and product design feedback
Established a culture that enables a path to success for each individual, team, organization and overall firm
Led through times of market growth and contractions as well as a global pandemic
Develop and execute go-to-market strategies cross functionally
Align and develop iterative product improvement and sales strategies alongside sales, solution consulting, product development and product marketing
Creator, coach and instructor of multiple sales, solution consulting, career, management and leadership enablement and continued education programs
Repeated conference presenter and trade show speaker
Created roles and responsibilities framework with promotion tracks for organizational
Consistent formal mentor of colleagues in other divisions of the firm
Leader rating of 9.9/10 through voice of the employee measuring with 100% participation
Experience working with projects/opportunities from inception to completion with ability to motivate and move teams forward, both internal and external
Consistent achiever's/president's club qualifier
Consistently holds organization accountable for achieving results at the highest quality standard and professional ethics

North American Director, Solution Consulting

Bullhorn

04.2022 - 09.2024

Manager, Solution Consulting

Bullhorn

07.2019 - 04.2022

Develop and mentor Solution Consultant II in preparing for meetings, demonstrations, navigating internal relationships and bolstering sales acumen
Built strong personal relationships with regional sales managers and vice presidents as well as product marketing and professional services teams to facilitate cross team knowledge transfers
Collaborate with other Solution Consultant Team Leads on sales process, strategy and demonstration tactics
Shadow and provide constructive feedback for members of the Solution Consultant and Overlay Teams
Create and present referenceable content around various staffing verticals, Bullhorn Marketplace Partners, demo skills and presentation strategies and tactics
Attend and participate in industry events and conferences
Solution Consultant of the Year 2018 recipient
Earned a spot in 2018 Achievers Club by working closely with both Solution Consultant and Sales West regional teams to provide an excellent customer experience and exceed our annual quota

Team Lead - Sr. Solution Consultant

Bullhorn

12.2017 - 07.2019

Senior Sales Engineer

Bullhorn

11.2015 - 12.2017

Facilitated the sale of Bullhorn solutions and services to staffing companies
Collected and analyzed prospect's business requirements and aligned Bullhorn's solutions accordingly
Prepared and delivered complete product demonstrations personalized to the prospect's needs focused on specific value added
Collaborated with Bullhorn Marketplace as well as System Integrator partners to provide a best in class overall solution
Analyzed and organized large enterprise RFPs/RFIs and managed the team's responses in addition to completing other RFPs/RFIs myself
Participated and led various internal training presentations

Account Executive, Strategic Accounts

Clarabridge

01.2014 - 11.2015

Develop and maintain successful Customer Experience Management programs for over 40 accounts, including many Fortune 500 and 1000 firms
Collaborate with colleagues, partners and customers to investigate, repair and grow customer's CEM programs enabling success
Identify, nurture and execute new and expansion opportunities to generate greater success for customers and revenue for Clarabridge
In 2014 generated multiple $M in generated revenue annually and more than 3x that in annual bookings
President's Club 2014 member

Senior Sales Engineer / Partner and Channel Solutions Architect

Clarabridge

04.2013 - 01.2014

Helped develop, sell and implement the Clarabridge OEM reseller program
Showcased Clarabridge API Stack and advised on various implementation options for both hosted SaaS or on premises
Employed appropriate sales tactics for both Enterprise Direct Sales as well as Partner/Channel/OEM Sales
Provided technical, sales and go-to-market strategy support for clients embedding the solution, developing a new product offering and partnering with Clarabridge on opportunities
Trained internal and external personnel, both technical and non-technical on how to implement, sell, support and manage the solution

Sales Engineer / Partner and Channel Solutions Architect

Clarabridge

08.2011 - 04.2013

Facilitate the sale of Enterprise Customer Experience Management Solutions to Fortune 500 companies by providing evidence of quick ROI by discovering and showcasing compelling insights
Partner with Non Technical Account Executives to balance the technical and non-technical components of an Enterprise Solution Sale
Provide product demos, research business objectives and deliver compelling insights for each proof of concept
Navigate the landscape of various corporate infrastructures technical and non-technical departments to provide them the best solution
Compiled RFPs, Security Questionnaires and advised on potential integration and deployment options
Acted as liaison between Sales and the Engineering and Operation teams

Professional Consultant / Support Consultant

Clarabridge

03.2010 - 08.2011

Responsible for the success of the new Clarabridge Professional midmarket offering
Designed, presented, produced, edited and posted webinars and training videos to empower clients and keep them abreast of new features and methodologies
Fully managed and partially developed the Clarabridge Portal, which evolved into the default gateway for hosted Clarabridge solutions
Became the defacto resource for internal and external training and support for the Clarabridge Portal environment and the API tools
Responsible for supporting users and turning them into customers by proving the value added to their solution with the Clarabridge platform
Developed various technical tools, scripts, dashboards, processes and procedures to optimize management efficiency and scalability of both the Clarabridge Professional offering and Clarabridge Portal hosting environment
Managed all software and server processes and technical setup for servers hosted in the Clarabridge Portal environment
Created the Clarabridge API Training Course to teach clients how to successfully leverage the Clarabridge API Stack

Co-Founder

Mason Ring and Schnauzer

07.2009 - 03.2010

Start up firm specializing in web properties and mobile applications
Navigated the legal and financial intricacies of a startup
Flagship product was RefrigeratorArtist.com which was a website for families to share children's artwork

Account Executive, List Partner Relations

Datran Media

02.2009 - 07.2009

Responsible for managing the relationships of over 700 list partners that make up the supply chain for the List Management division
Provided list partners with data and the accompanying analysis of their performance
Established workflow systems to increase operational efficiency and minimize errors through utilizing JIRA workflow systems
Repaired damaged relationships with previously disgruntled partners as well as minimized list partner dissatisfaction during times of decreasing revenue shares
Provided many leads and opportunities for colleagues by cross promoting products of other divisions to list partners
Uncovered and resolved deficiencies in external data representations to list partners
Aided the legal team to ensure compliance with data collection laws

Senior Business Analyst

Datran Media

05.2008 - 02.2009

Responsible for creating, managing and running a department to monitor, analyze and make recommendations on the business performance of the List Management division of Datran Media, that generated over $100 million a year in revenue
Reinvented the dissemination of information with feature rich, user friendly interactive dashboards by studying Edward Tufte
Created and managed an alerting system to notify responsible parties when business performance fluctuated beyond expected parameters
Created and managed various automated reporting solutions for internal and external use
Headed the committee to design and build a business scorecard system for department executives

Business Analyst

Datran Media

04.2007 - 05.2008

Responsible for overall software systems monitoring and expanded the monitoring system software
Part of a four person team responsible for keeping the software system, that generated over $100 million a year in revenue, operating smoothly
Became skilled at Information Technology standards necessary to keep the system optimal such as Structured Query Language (SQL), relational databases, ASP.net, HTML, database reporting, remote access and maintenance, system networking, and computer hardware

Quality Assurance Manager

PN Hoffman

07.2006 - 04.2007

Perform rigorous quality control inspections of mixed-use residential urban developments
Manage the external clients' expectations, requests and queries as well as the internal operations required to meet expectations, accommodate requests and satisfy queries
Collaborate and work closely with subcontractors while managing service work orders
Coordinated and organized many appointments daily, seven days a week, to keep settlements and cash flow on schedule
Responsible for settlement of condominium units with the homeowners and negotiated homeowner settlement acceptances

Assistant Project Manager

PN Hoffman

07.2004 - 07.2006

Acted as owner's agent, estimator and assistant project manager, managed $22 million and $43 million projects each with over 40 different subcontractors
Distributed RFP's and plans to subs, updated construction schedule (SureTrak), evaluated bids, change orders and requisitions for payment, bought-out project, managed submittal files and record drawings, produced subcontracts
Provided solutions to incomplete designs and acquired various permits from DC DCRA and DDOT

Education

Bachelor of Science - Civil Engineering

University of Virginia

Charlottesville, VA

01.2004

Skills

Organizational Development
Sales Processes
Continuous Improvement
Collaborative leadership
Culture transformation

Team management
Policy development
Team building and motivation
Strategic planning
People management

Certification

Psychological Safety: Clear Blocks to Innovation, Collaboration, and Risk-Taking
Leading Your Team Through Change
Leading at a Distance
Communicating Change in an Enterprise-Wide Transformation
Communicating in Times of Change

Awards

President's Club, 2012
President's Club, 2013
President's Club, 2014
Solution Consultant of the Year, 2018
Achiever's Club, 2018
Achiever's Club, 2019
Top Performing Solution Consultant, Globally, 2019
Achiever's Club, 2021
Achiever's Club, 2022
Achiever's Club, 2023

07.2004 - 07.2006

Bachelor of Science - Civil Engineering

University of Virginia

Summary

Work History

Senior Director, Solution Consulting

North American Director, Solution Consulting

Manager, Solution Consulting

Team Lead - Sr. Solution Consultant

Senior Sales Engineer

Account Executive, Strategic Accounts

Senior Sales Engineer / Partner and Channel Solutions Architect

Sales Engineer / Partner and Channel Solutions Architect

Professional Consultant / Support Consultant

Co-Founder

Account Executive, List Partner Relations

Senior Business Analyst

Business Analyst

Quality Assurance Manager

Assistant Project Manager

Education

Bachelor of Science - Civil Engineering

Skills

Certification

Awards

Timeline

Senior Director, Solution Consulting

North American Director, Solution Consulting

Manager, Solution Consulting

Team Lead - Sr. Solution Consultant

Senior Sales Engineer

Account Executive, Strategic Accounts

Senior Sales Engineer / Partner and Channel Solutions Architect

Sales Engineer / Partner and Channel Solutions Architect

Professional Consultant / Support Consultant

Co-Founder

Account Executive, List Partner Relations

Senior Business Analyst

Business Analyst

Quality Assurance Manager

Assistant Project Manager

Bachelor of Science - Civil Engineering

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