JOHN CHRISTOPHER REDFERN
Venice,CA
Summary
Quota-surpassing enterprise sales representative with a proven track record of exceeding employer expectations in the software and technology industries. Successfully sold to C-level executives and established a loyal customer base. Possess 15 years of government sales experience and extensive knowledge of government purchasing/procurement processes. A persuasive communicator who utilizes consultative selling skills to identify opportunities, overcome objections, and build strong relationships. Expert negotiator and closer, adept at conveying the benefits of products/services and generating customer interest. Quick to learn, master, and sell new product offerings. An enterprise sales professional with a strong focus on driving revenue growth and cultivating lasting client relationships. Skilled in consultative selling, strategic account management, and negotiation. Recognized for effective team collaboration, adaptability to changing market demands, and consistently achieving sales targets. Equipped with a solution-oriented mindset and excellent communication abilities.
Overview
23
23
years of professional experience
Work History
Enterprise Account Executive - State Government
Esper Technology
01.2024 - 01.2025
- Crafted compelling proposals that aligned with prospect priorities and pain points, resulting in higher close rates.
- Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit.
- Articulated and demonstrated product concepts and offerings to clients in easily understandable terms.
- Actively participated in continuous learning initiatives by attending workshops or certifications relevant to the role or industry, ensuring up-to-date expertise.
Enterprise Account Executive - West
Granicus
01.2019 - 12.2023
- Presidents Club 2 years running and in Top 10% of performers in a company of 200-300 Sales Reps
- Sold to County Executives, City Managers, PIO's, CIO's, and IT Directors
- Sold to many top 50 Municipal Agencies including Los Angeles County, Maricopa County, and San Diego County
- In 4 ½ years consistently exceeded 1 million-dollar ARR and OTF Quota
- Delivered comprehensive product presentations and demonstrations, showcasing the value proposition to potential clients.
- Generated new contacts through networking and cold calling.
- Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
- Collaborated with internal teams to develop tailored solutions for complex client needs, resulting in increased revenue.
- Leveraged CRM tools to track customer interactions, ensuring seamless communication across multiple touchpoints.
- Developed an extensive network of industry contacts to generate leads and maintain a robust pipeline of prospects.
- Demonstrated products, responded to questions, redirected concerns, and overcame objections to close sales.
- Developed creative solutions to meet individual client needs.
Regional Sales Manager
Vision Technology (Acquired by Granicus)
01.2015 - 12.2019
- As first Enterprise Account Executive I was responsible for self-generating and signing three largest City/County Customers in Company History
- Created sales processes, value proposition, and web demonstration
- Called on and sold to C Level Marketing Executives
- Traveled onsite to demonstrate products to prospects and present at various trade shows
- Worked hand and hand with Marketing to determine target market and execution of marketing campaigns
- Responsible for entire sales process including lead generation, sales calls, proposal creation and software implementation
- Focused on accounts worth at least 100k In ARR
- Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Conducted product demonstrations and presentations to potential clients to capture more sales.
- Finalized sales contracts with high-value customers.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
National Account Executive
Velocify (Acquired by Ellie May)
01.2010 - 12.2014
- I sold Sales Automation Software/CRM to companies looking to increase the productivity of their sales team
- I was responsible for selling to the entire United States with a focus on Education
- National Account Executive of the year 2013 - 160% of quota
- National Account Executive of the year runner up 2012 - 140% of quota
- Rookie of the year 2011 - 120% of quota
- Received leads from SDR team and set appointment for initial introduction call then managed sale from web demonstration to proposal generation to close
- Presented onsite for prospects on request
- Presented to large networking groups and at various trade shows
- Worked hand and hand with Salesforce to create, market, and sell the game changing Salesforce integration
- Focused on prospects worth at least 50k in ARR
Enterprise Account Executive Southeast
NEOGOV
01.2005 - 12.2009
- I was responsible for selling a Government Specific Human Resources Information Solution (HRIS) to the Southeast United States
- Top Enterprise Sales Executive - 2006
- Top Enterprise Sales Executive - 2007
- Runner up Enterprise Sales Executive 2008
- Identified, negotiated, and maintained new partnerships with background check providers and payroll companies such as ADP and Sterling Information Systems
- Grew the Southeast territory from 20 Cities and Counties to over 150
- Consistently surpassed sales goal of 1 million dollars of new revenue annually
- Frequently presented solution to large groups at various trade shows and user conferences
- Responded to extensive RFP's and RFI's and won more than 90% of submissions
- Sold Public Sector Specific Applicant Tracking Software to Cities, Counties, and States
- Focus was on Cities, Counties, and States with at least 3,000 employees
Account Executive
JAT Software
01.2002 - 12.2004
- Made hundreds of team sales calls, presentations and trade show appearances during a period of increasing traction, promoting products, fielding questions, and cultivating trust and working relationships
- Continually updated knowledge to be a subject matter expert on all products, tools, processes, and soft skills
- Created new training documentation and revised existing documentation
- Sold Paperless W2 Distribution Software to Companies of all sizes
Education
Santa Barbara City College
Santa Monica City College
Skills
- MS Office
- Salesforce
- SaaS
- CRM proficiency
- Value-based selling
- Customer relationships
- 15 year Government Sales industry background
- Written and verbal communication
- Sales lifecycle management
- Sales presentations
- Strong relationships
- New business opportunities
- Solution selling
- Objection handling
Timeline
Enterprise Account Executive - State Government
Esper Technology
01.2024 - 01.2025
Enterprise Account Executive - West
Granicus
01.2019 - 12.2023
Regional Sales Manager
Vision Technology (Acquired by Granicus)
01.2015 - 12.2019
National Account Executive
Velocify (Acquired by Ellie May)
01.2010 - 12.2014
Enterprise Account Executive Southeast
NEOGOV
01.2005 - 12.2009
Account Executive
JAT Software
01.2002 - 12.2004
Santa Monica City College
Santa Barbara City College
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