JON POLAY
Summary
- Senior Level Enterprise Technology Sales Leader and IC with a focus on enterprise SaaS, DaaS, AI / ML based software and custom solutions
- Expertise in selling large, complex technical solutions to Federal Civilian Government, DoD and Intel agencies and Fortune 1000 Corporations including Oil and Gas, Mining and Utility organizations and consumer brands.
- Extensive experience selling and marketing enterprise-wide Geospatial solutions including data management, data analytics including AI / ML, remote sensing data and analytics and SaaS platforms
- Solutions related to multi-source, AI driven, intelligent access to big data
- Focus on structured and unstructured data management solutions for global and distributed environments
- Solutions include cloud based and on-premises environments, incorporating machine learning, Artificial intelligence, Natural Language Processing, and search relevancy across content
Overview
22
22
years of professional experience
Work History
Director of Geospatial Sales
TileDB, Inc.
03.2023 - Current
- Company Overview: TileDB is an adaptive intelligence database which aims at unifying all types of geospatial data and associated code, along with the often-complex infrastructure surrounding those assets, into a single solution
- This modern database integrates all data modalities, code and compute in a single product
- Includes use of AI / ML models within the platform across specified data
- Responsible for leading all global geospatial sales and marketing activities, reporting to CRO
- Quota carrying role of $10M annually for license sales and professional consulting services
- Licenses are both SaaS and on-prem deployments
- Deal sizes range from $250K to $3M
- Built up fast and qualified pipeline with current contacts and new contacts via heavy prospecing and targeted outreach campaigns
- Customer market focus includes global public sector (Federal Civilian, Defense, and Intel agencies), weather and climate organizations, sensor / drone companies, AI platforms, satellite data and analytic platform providers, marine / ship tracking and large organizations managing complex geospatial data with edge and cloud architectures
- Lead the sales efforts with the geospatial team consisting of SDR's, solutions architects and solution engineers and marketing leads
- Lead the partnership efforts including Esri, Booz Allen Hamilton, Lockheed Martin, NTT and other global solutions providers and system integrators as well value add technology companies
- Provide weekly detailed forecasting and practice MEDDIC sales process with reporting in HubSpot
- Attend regular trade shows, networking events and speaking engagements
- TileDB is an adaptive intelligence database which aims at unifying all types of geospatial data and associated code, along with the often-complex infrastructure surrounding those assets, into a single solution
- This modern database integrates all data modalities, code and compute in a single product
- Includes use of AI / ML models within the platform across specified data
Global Sales Director
Navagis
10.2022 - 03.2024
- Company Overview: Navagis is a Google Cloud Premier Partner and Location Intelligence company
- As a global leader in location intelligence solutions, Navagis transforms organizations through data discovery, machine learning and visualization
- Focused on markets such as real estate, global technology services, travel, retail, financial services, insurance, supply chain and logistics, Navagis is a world leading expert on Google Maps and Cloud and has offices throughout USA, Japan and Asia Pacific
- Responsible for all sales and marketing activities for global geospatial solutions company with direct report to CEO
- Manage a team of 5 salespeople and 3 inside sales and marketing personnel
- Responsible for managing $20 million book of business with large Google Map and Google Cloud, Here Mapbox data and solutions customers
- Motivate and help sales team focus on specific opportunities and grow revenue through relationship building and proactive outreach to current contacts and expansive reach into customer contacts and use cases
- 2023 growth for GCP, GMP and professional services is 30% over current ARR
- Established sales process, forecasting models within CRM and weekly reporting
- In charge of running sales meetings and North America team meetings to align on projects, focus areas and company updates
- Managed a $15M book of business and developed employed effective growth in Google license consumption and custom solutions
- Responsible for leading Google and Here partnership with weekly meetings, alignment on mutual opportunities and growth of revenue
- Alignment with partner sales teams, sales managers, and partner managers on growth of business and relationship building
- Conduct regular onsite meetings with partners
- Navagis is a Google Cloud Premier Partner and Location Intelligence company
- As a global leader in location intelligence solutions, Navagis transforms organizations through data discovery, machine learning and visualization
- Focused on markets such as real estate, global technology services, travel, retail, financial services, insurance, supply chain and logistics, Navagis is a world leading expert on Google Maps and Cloud and has offices throughout USA, Japan and Asia Pacific
Sales Leader
Mapbox
03.2021 - 10.2022
- Company Overview: Mapbox is a developer of a live location data platform intended to be used for mobile and web applications
- The company offers precise location data and powerful developer tools such as APIs, SDKs and live-updating map data with powerful routing engines, traffic-aware travel times and intuitive turn-by-turn directions to build engaging navigation experiences, enabling developers with tools to build better mapping, navigation, and search experiences across platforms
- Hired as top level of sales (L3) to manage exceptionally large commercial and government customers and quickly promoted to Sales Leader of 8-person sales team
- Responsible for $25 million team Annual Recurring Revenue for new and existing business with deal size range from $250K to $5M ARR
- Oversaw and managed Mapbox's largest customers including The Weather Channel, Pepsi, CNN, Snap (Snap Map), Guy Carpenter, New York Times, Curb, Revel Mobility, Disney, AccuWeather, WeatherBug and Washington Post, Party City, Peloton, Planet Fitness, and many others
- Opened new markets and pricing models in areas such as gaming for $50M projection including minimum guarantee of $5M and revenue share model with Disney Interactive and Universal
- Working with product teams to develop custom pricing models and offerings
- Responsible for team sales strategy, forecasting to executive team, contributing to Sales Operation Planning, interviewing, and hiring of new team members
- Activities include upselling, cross selling, renewals, proposals, technical guidance for specific use cases and develop programs for expansion for search, maps, navigation, and location data including movement, boundaries and traffic data and integration of third-party tools such as Business Intelligence
- Build new partner network and sales strategy for partner engagement to service Mapbox customers and generate new sales
- Train sales team on proactive sales process, qualification, marketing outreach and partnership development
- Respond to inbound leads, qualifying and driving the entire sales process to closure
- Proactively develop outbound sales opportunities through cold calling, email campaigns and networking
- Define team strategy related to current markets, new markets, industry specific partners and all sales and marketing efforts
- Develop marketing collateral, presentations, and email messaging
- Engage with technical teams to align customer requirements to Mapbox solutions
- Work with finance and legal on pricing negotiations, proposals, and custom agreements
- Mapbox is a developer of a live location data platform intended to be used for mobile and web applications
- The company offers precise location data and powerful developer tools such as APIs, SDKs and live-updating map data with powerful routing engines, traffic-aware travel times and intuitive turn-by-turn directions to build engaging navigation experiences, enabling developers with tools to build better mapping, navigation, and search experiences across platforms
Head of Sales
PlanetWatchers
05.2019 - 04.2021
- Company Overview: PlanetWatchers provides AI / Remote Sensing Based Analytics and Monitoring solutions and SAR (Synthetic Aperture Radar) expertise
- This analysis is ideal for enterprises, government agencies and NGOs to monitor natural resources and natural disasters across multiple sectors
- PlanetWatchers geospatial technology combines advanced machine learning algorithms, elastic cloud infrastructure and multi-source satellite sensors to deliver a robust monitoring and alerting system, which provides critical information to advance the management of large-scale assets at global and regional scales
- Responsible for all sales and marketing activities for satellite imagery-based analytics company focused on Natural Resources (Forestry and Agriculture), FinServ, Insurance, Utilities, Energy and Government
- Key global territories include North America, Europe, Latin America, Southeast Asia, Japan, and Australia
- Developed $10M pipeline starting from zero revenue and zero customer base over a brief time period including Agri Sompo, NASA, Work Bank, EPA, Tokio Marine Insurance (ProAg)
- Atkins Global, FEMA, NOAA and many others in Defense / Intel space
- Hunting for new business within large organizations and development of strategic plan and vision for companywide, enterprise initiatives
- Generate leads and prospecting through cold calling, social media, contacts and trade shows
- Working with SDR's and SE's to strategically build marketing and outbound email campaigns and strategy for technical wins
- Provide full forecasting and reporting as well as short- and long-term revenue goals
- Set up and developed Customer Relationship Management System - HubSpot
- Lead and coordinate executive, technical and marketing team strategy
- Developed updated marketing collateral, presentations and strategy and organization of conferences, events, and webinars
- PlanetWatchers provides AI / Remote Sensing Based Analytics and Monitoring solutions and SAR (Synthetic Aperture Radar) expertise
- This analysis is ideal for enterprises, government agencies and NGOs to monitor natural resources and natural disasters across multiple sectors
- PlanetWatchers geospatial technology combines advanced machine learning algorithms, elastic cloud infrastructure and multi-source satellite sensors to deliver a robust monitoring and alerting system, which provides critical information to advance the management of large-scale assets at global and regional scales
Director of Sales
Planet Federal / Boundless Spatial
11.2018 - 04.2019
- Company Overview: Planet Federal is the US Federal Government division of Planet Labs
- Planet acquired Boundless in March 2019
- Planet Federal provides daily scanned imagery of the entire earth 2x daily with their 300 mini satellites
- Boundless is the leader in open GIS (geographic information systems)
- Users can manage their business-critical GIS applications while benefiting from lower infrastructure costs and the elastic capacity of cloud
- Responsible for sales to the Defense, Intelligence and Federal Government markets
- Educating key markets on benefits of satellite imagery, spatial analytics, and cloud-based delivery of data offerings
- Generate leads and prospecting through cold calling, social media, contacts, and trade shows
- Overseeing team of sales and pre-sales
- Maintenance of Salesforce for pipeline review and forecasting
- $5M annual quota, exceed by 20%
- Average sale is from $250K to $500K including software and services
- Planet Federal is the US Federal Government division of Planet Labs
- Planet acquired Boundless in March 2019
- Planet Federal provides daily scanned imagery of the entire earth 2x daily with their 300 mini satellites
- Boundless is the leader in open GIS (geographic information systems)
- Users can manage their business-critical GIS applications while benefiting from lower infrastructure costs and the elastic capacity of cloud
Director of Sales
Voyager Search
04.2012 - 11.2018
- Company Overview: Voyager Search is a software company providing a product called Voyager with a focus on NLP / machine learning enabled enterprise data discovery and data management
- Users point at their various data sources, index content and Voyager creates a searchable catalog using a spatial search, text search and filtered search across organizations with disparate content within databases, file servers and web service content
- Responsible for all international sales and marketing activities
- Generate leads and prospecting through cold calling, social media, contacts, and trade shows
- Work with marketing team for effective lead generation via social media, webinars, email campaigns and targeted online industry related marketing / news outlets
- Was 3rd employee grew company from 3 people to 45 people including creation of service team to support custom solutions
- Consistently exceeded $5 million annual quota for last 5 years
- Grew revenue from $750K in 2012 to $15 million in 2017 with triple digit growth consistently
- Built out strategic global partner network with distributors, resellers, and system integrators
- Key verticals include Federal, State and Local Government, Defense, and Intel agencies and petroleum and mining organizations
- Managed a team of 4 salespeople, pre-sales, and post sales individuals but still major IC role!
- Key sales include Defense, Intel, Petroleum and Mining organizations such as NGA, DIA, CIA, FBI, USDA, DOI, USGS, DHS, FEMA, BLM, USDA, UN, NASA, NATO, NOAA, USACE, DoD, BP, Library of Congress, ExxonMobil, BHP Billiton, Rio Tinto, Repsol, Petronas, ConocoPhillips and many others
- Voyager Search is a software company providing a product called Voyager with a focus on NLP / machine learning enabled enterprise data discovery and data management
- Users point at their various data sources, index content and Voyager creates a searchable catalog using a spatial search, text search and filtered search across organizations with disparate content within databases, file servers and web service content
Vice President, Business Development
Digital Globe
01.2010 - 04.2012
- Company Overview: Digital Globe, Inc
- Provides enterprise Geospatial solutions including satellite imagery data products, Geospatial data management software and solutions, Geospatial predictive analytic products, and Geospatial analysis services
- Responsible for selling and marketing Geospatial products and services to Federal Civilian and Defense organizations including USDA, USGS, DHS, FEMA, USACE, NOAA / National Weather Service, NASA, EPA, BLM, United Nations, DOI, CDC, Health and Human Services, DoJ, Department of State and DoD, Intel agencies
- Focused on selling data discovery software and predictive analytic tools to the markets mentioned
- Deep understanding of key Geospatial enterprise solutions including Cloud based solutions, OGC / Web Services, integration of business applications and data sharing / data management technologies
- Generation and management of partners including everything from large system integrators to smaller strategic solution providers and integration technology partners
- Digital Globe, Inc
- Provides enterprise Geospatial solutions including satellite imagery data products, Geospatial data management software and solutions, Geospatial predictive analytic products, and Geospatial analysis services
Manager, Federal Sales & Strategic Accounts
ERDAS, Inc.
09.2008 - 01.2010
- Company Overview: ERDAS provides Geospatial solutions to government, transportation, and military / defense
- ERDAS develops and markets the industry leading remote sensing, photogrammetry, and 3D modeling tools in the world
- In addition, ERDAS provides enterprise, web-based tools for viewing, managing, editing, and delivering imagery and vector data via OGC / Web Services
- Responsible for US Federal Civilian Government Sales for agencies including USDA, NASA, EPA, USGS, USACE, NOAA, DHS / FEMA, BLM, State DOT's, airports, and many other strategic Accounts
- Met quota of $2.5M with average deal size ranging from $100K to $250K
- Proactively prospected new business and established ELA's with larger organizations
- ERDAS provides Geospatial solutions to government, transportation, and military / defense
- ERDAS develops and markets the industry leading remote sensing, photogrammetry, and 3D modeling tools in the world
- In addition, ERDAS provides enterprise, web-based tools for viewing, managing, editing, and delivering imagery and vector data via OGC / Web Services
Vice President of Sales
eSpatial Solutions, Inc.
04.2004 - 04.2008
- Company Overview: eSpatial Solutions Inc
- Provides an enterprise Geospatial software platform leveraging both data and cloud solutions providing software as a service model to Federal, State and local Government agencies and commercial organizations
- Sales / marketing of enterprise web based Geospatial platform leveraging Web Services, Oracle Spatial and cloud-based technologies
- Customers include government agencies USDA, USGS, EPA, NOAA, DHS, FAA, USACE, US Air Force, US Army, City of Toronto, City of Toronto
- Responsible for North America and South America territory, opening the Canadian and Latin American markets
- Canadian and Brazilian Federal agencies and commercial organizations including Verizon, Jeppesen Sanderson, EPCOR Water utility
- Also sold through partners such as Northrop Grumman, SAIC, L3 Harris Corporation and Lockheed Martin
- In 2007, doubled quota and delivered more than $4 million of software and professional services with $250K average deal size and largest deal size of $3 million with significant licenses, services, and maintenance revenues from these accounts
- ESpatial Solutions Inc
- Provides an enterprise Geospatial software platform leveraging both data and cloud solutions providing software as a service model to Federal, State and local Government agencies and commercial organizations
Vice President of Sales
GenaWare, Inc.
06.2002 - 04.2004
- Company Overview: GenaWare is a world leader in the development and deployment of components that spatially enable business and industry focused applications
- With a strong history of spatial technology innovation, especially directed towards the Geographic Information Systems and Location Based Services marketplace, GenaWare has developed a suite of innovative products which enable systems integrators, solutions providers, and software developers to cost effectively integrate unique location-based information management capabilities into any application - including those supporting Internet, enterprise, and intranet related technologies
- Responsible for all sales and marketing activities for North American region
- Closed $1.8 million in new business and maintained and grew current customer base to $2.5 million
- Oversaw all new business and the management of current accounts
- Management of 3 salespeople and 2 marketing people
- Customers include Federal government, military, defense and large system integrators
- Initiated and developed key partnerships with IBM, Oracle, HP, Red Hat, and other tech leaders
- GenaWare is a world leader in the development and deployment of components that spatially enable business and industry focused applications
- With a strong history of spatial technology innovation, especially directed towards the Geographic Information Systems and Location Based Services marketplace, GenaWare has developed a suite of innovative products which enable systems integrators, solutions providers, and software developers to cost effectively integrate unique location-based information management capabilities into any application - including those supporting Internet, enterprise, and intranet related technologies
- Worked in the interactive, digital branding and marketing space for companies that provided corporate website and application development and complex back-end database and directories for personalized, data driven solutions
- Companies included CDKNet, Kokopelli New Media, RGA Interactive and ePresence
Education
Bachelor of Science - Business Administration, Marketing
State University of New York, College at Brockport
Skills
- Business Planning
- Operations Management
- Staff Management
- Staff Development
- Business Administration
- Contract Negotiation
Value
- Large and current rolodex of contacts from client and partner organizations
- Development a quick and qualified pipeline of prospects
- Practice MEDDIC sales process and reporting
- Considerable experience using Salesforce and HubSpot for sales reporting and deal management
- Hunter mentality ranging from aggressive prospecting to closing deals and managing and growing large accounts
- Build long-term strategic relationships with customers for up-selling and cross-selling
- Self-starter with ability to work effectively with teams
- Extremely strong knowledge and use of solutions sales process from prospecting, presentations/demos, knowledge exchange and closing deals!
Affiliations
- Daily workouts - HIIT and Pilates Expert
- Mountain Biking
- Skiing
- Tennis
Timeline
Director of Geospatial Sales
TileDB, Inc.
03.2023 - Current
Global Sales Director
Navagis
10.2022 - 03.2024
Sales Leader
Mapbox
03.2021 - 10.2022
Head of Sales
PlanetWatchers
05.2019 - 04.2021
Director of Sales
Planet Federal / Boundless Spatial
11.2018 - 04.2019
Director of Sales
Voyager Search
04.2012 - 11.2018
Vice President, Business Development
Digital Globe
01.2010 - 04.2012
Manager, Federal Sales & Strategic Accounts
ERDAS, Inc.
09.2008 - 01.2010
Vice President of Sales
eSpatial Solutions, Inc.
04.2004 - 04.2008
Vice President of Sales
GenaWare, Inc.
06.2002 - 04.2004
Bachelor of Science - Business Administration, Marketing
State University of New York, College at Brockport
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