John Robert Alles
Clayton,NC
Summary
In my Senior Sales Executive positions, I have 22 years experience selling into P&C insurance companies and financial firms, including Legal Spend Management Enterprise SaaS Software, Paymode X AP Automation, including Analytics, Business Intelligence, Big Data Analytics, as well as Machine Learning and Artificial Intelligence modules.
Proficient in SalesForce and similar CRM software. Dedicated to meeting customers' needs through strategic planning and client relationship management. Highly skilled in delivering results and driving performance initiatives while increasing customer satisfaction.
I am a tenacious prospector and thrive in the pursuit of C Suite contacts and adding new logo accounts. Strong closer with 12 out of the last 14 years as Presidents Club. Past and current clients; Liberty Mutual, Travelers, Zurich, Allianz, Nationwide, USAA, Geico, as well as dozens of mid tier P&C insurers and financial firms. Dedicated Senior Account Executive offering 25 years of experience in lead generation and revenue development. Productive and dedicated sales leader with superior knowledge of enterprise SaaS solutions. Prepared to take on challenging professional demands and opportunities to expand territories.
Overview
37
37
years of professional experience
Work History
Institutional Sales Director
Alles Energy Consultants
Raleigh, NC
06.2023 - Current
- Established and maintained relationships with key customers to identify new business opportunities.
- Directed all aspects of the sales cycle from initial contact through successful closure of deals.
- Negotiated contracts with potential clients while maintaining a focus on profitability objectives.
- Monitored competitor activities in order to anticipate changes in the marketplace.
- Cultivated strong relationships with key organizations and professionals to support future business growth objectives.
Senior Account Executive
CloudFactory
Durham, NC
12.2021 - 02.2023
- Called into key decision makers at Insurance companies (CFO, CXO, CRO, VP Claims, Chief Claims and primary data decision makers to demo product and secure feasibility studies that led to new accounts signed.
- Researched and secured new accounts within assigned territory to increase sales and profitability.
- Sought out key decision-makers and tailored solutions to address business challenges.
- Drove new business development through cold calling and direct marketing.
- Cold called potential customers and maintained above average conversion rate on leads.
- Orchestrated successful development of new accounts within specific geographic locations.
- Formulated plans to expand business operations and grow overall territory and client base.
- Generated new accounts by implementing effective networking and content marketing strategies.
- Managed outside accounts team to set goals, provide incentives and evaluate performance.
Senior Account Executive
Bottomline Technologies Inc De
Portsmouth, NH
09.2007 - 05.2021
- Exceeded sales quota's and improved profitability by aligning sales strategies targeted at P&C insurance carriers. Presidents Club 12 out of 14 years at Bottomline.
- Working with key decision makers at major and mid sized P&C insurance companies, reduced litigation expenses 6-12% and implemented additional independent adjuster modules to Enterprise SaaS solution. Also represented offerings in Paymode X, Treasury Services and Fraud Prevention.
- By utilizing specific messaging on reducing litigation expenses and digitizing every step in the invoice and payment process, prospected VP Claims, Chief Claims, CRO, CFO and CXO at P&C insurance companies and booked demo's or onsite meetings.
- Discovered needs of prospective clients through strategically layered questions and utilized information to customize sales presentations.
- Was instrumental in building the Legal Spend Management and Paymode X SaaS solutions into the premier products available to P&C insurers. Significantly grew revenue and over 54 companies signed with annual revenues ranging from $75k - $2.3 million per account.
- Some of the key accounts I signed in the P&C space were Allianz, USAA, Argonaut Group, Zurich, James River Insurance, FCCI, Farm Bureau, Nationwide, California Casualty, Mercury Insurance, American Family and numerous mid tier companies.
VP of Sales and Business Development
Pacific Computer Technologies
Chapel Hill, NC
03.2000 - 09.2007
- Penetrated P&C insurance markets by investigating competitor products, services and trends.
- Actualized strategies to continuously improve customer service, company or brand visibility and software technology provided.
- Worked on major data integration projects and data warehousing which I contracted with Duke University and the University of North Carolina Chapel Hill as well as many Atlantic Coast P&C insurance companies.
- Prospected P&C insurance companies on data and legal spend management programs.
- Increased repeat customer base by maintaining relationships with high-profile clients and effectively managing service issues.
Institutional Sales Director
Lehman Brothers
Grand Rapids, MI
06.1987 - 09.1999
- Implemented strategic approaches to promote growth by optimizing sales, updating pricing and managing new programs.
- Managed fixed income sales program for treasury services clients throughout the Midwest Region.
- Cultivated strong relationships with key organizations and professionals to support future business growth objectives.
- Worked with Treasury Clients and managed assigned Fortune 500 key accounts in Banking, Insurance and Financial.
Education
Bachelor of Arts - Applied Composition And Conducting And Business
Calvin College
Grand Rapids, MI05.1980
Skills
- Successful track record in P&C insurance with solution selling to CFO, CXO, CRO, Chief Claims, VP Claims and Data
- Key account development
- Strong performance in driving new name business through Paymode X and Legal X
- Sales territory growth
- Solution-driven sales
- Consultative and relationship selling
- Hunter mentality in booking meetings with key decision makers
- Customer relationship development
- Insurtech and Fintech sales
Affiliations
U.S Army Paratrooper 82nd Airborne Division
1/17th Air Cavalry
U.S. Army Airborne School
U.S. Army Ranger School
Additional Information
President and Founder of non-profit "Montagnard Assistance Project"
From my military experience in working with some of the indigenous tribes in SE Asia, I provide some of the funding for food stuffs and housing for refugee's in Cambodia, Thailand and Vietnam. We also work with congressional leaders on advocacy issues related to war time allies.
Timeline
Institutional Sales Director
Alles Energy Consultants
06.2023 - Current
Senior Account Executive
CloudFactory
12.2021 - 02.2023
Senior Account Executive
Bottomline Technologies Inc De
09.2007 - 05.2021
VP of Sales and Business Development
Pacific Computer Technologies
03.2000 - 09.2007
Institutional Sales Director
Lehman Brothers
06.1987 - 09.1999
Bachelor of Arts - Applied Composition And Conducting And Business
Calvin College
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