Joseph Daiker
Eagle,ID
Summary
To secure a challenging position with a company that recognizes and develops high performing leaders in a cultural environment that strives for excellence and being number one in their industry. Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Sales Director - North America
Concentrix + WebHelp
04.2021 - Current
- Drive new business/expansion opportunities with existing customer base
- Drive New Logo sales pursuits with a "hunter" mentality
- Utilize Fortune 500 b2b sales experience and industry expertise to generate robust sales pipeline
- Support the response and closing of RfPs
- Develop thorough understanding of prospect or clients' short-term and long-term strategic requirements
- Partner effectively with Sales Leadership to establish optimal sales strategy for specific pursuits
- Collaborate with Sales Support; Account Management; Operations and other departments to ensure the client's expectations are being met or exceeded
- Monitor economic and legal trends that impact pursuits and industry climate
- Effectively present information to internal and external associates
- Year 1 (2021): Retired 101% of annual sales quota in 8 months.
Major Accounts Upmarket District Manager/Enterprise Sales/Account Executive
Automatic Data Processing (ADP Inc.)
11.2018 - 04.2021
- Successfully engaged with a targeted list of companies within a protected geographic territory to explore mutual partnership benefits in an effort to implement ADP's workforce management solutions
- Succeeded in selling over 50+ ADP products and services into targeted accounts which including workforce management technology/services - Workforce Now; and business process outsourcing (BPO) solutions - TotalSource and Workforce Now Comprehensive Services
- Successfully deployed multi-touch outbound strategies via phone, email, LinkedIn, drop shipping, in person visits, and automated outbound solutions to gain access, develop relationships, and new opportunities with finance, operations, and HR leaders
- Deployed top of funnel personal and corporate campaigns to drive new business opportunities
- Optimized top of funnel results through personalization using drop shipping, hand-written notes, LinkedIn, email, in person drops and phone calling
- Executed a top-down sales approach targeting Presidents, CFOs, and HR Directors to convert prospects into clients and upsold to existing clients
- Collaborated with project management to assist from the point of sale thru implementation and go-live for new customers
- Offered additional solutions to an existing base of clients within designated territory
- Managed client data, track all client correspondence, and launched and maintained ongoing sales campaigns through Salesforce.com.
Enterprise Account Executive
Yellowfin
02.2021 - 03.2021
- FY21 and FY22, achieved 3x growth in Eastern US and Canada territory over 12 months
- Effectively used solution sales techniques to start conversations and build relationships with named accounts and/or territory and/or industry sector
- Consistently develop a deeper understanding of accounts through defined sales methodologies, industry research, and discovery meetings
- Develop account strategies including a win plan and able to communicate the strategy to management and senior internal stakeholders through use of sales management tools
- Achieve higher win rates by ensuring Sales Engineers and Consultants are effectively communicated with, informed, and engaged through the sales cycle
- Collaborate and prepare sales plans with the Sales Engineers to help lead the technical discussions with potential clients
- Work closely with other internal departments including Marketing, Product, Partnerships, Support and the wider Sales team as required
- Diligently respond to requests from customers for information and deliver effective and interactive presentations
- Consistently provide management with accurate forecast of the activity of my pipeline and sales opportunities
- Manage transition of closed opportunities to delivery and ensure the seamless transition to Customer Success Manager
- Improved ARR per customer through ongoing nurturing and dialogue to better understand their business, disrupt their thinking, and present how Yellowfin's application and services can solve their business problems, increase revenues, reduce expenses and mitigate risk
- Prioritize, manage, and track customer and transactional information in a CRM system
- Manage and execute travel to customer locations in support of sales efforts
- Ensure sales and other administrative tasks are completed in a timely manner
- Committed to continuous learning through Yellowfin University and the Continuous Education platform, as well as additional training in line with my individual development plan.
Regional Sales Director/SAAS Sales/Upmarket and Enterprise Account Sales
The Indros Group
06.2018 - 11.2018
- Collaborated with CEO to roll out new Experiture customer engagement offering
- Successfully created and executed a go-to-market strategy and exceeded YTD target
- Successfully managed a team of 3 regional sales reps through regular 1:1 meetings to support and develop team culture, productivity, skills, and synergy
- Helped source and recruit 3 additional regional sales leaders
- Collaborated with marketing and successfully built out an inbound marketing and demand generation strategy to generate pipeline
- Achieved multiple successful events collaborating with executive and marketing team helping with concept creation, building and manning conference exhibits to drive brand awareness and engage new prospects
- Successfully deployed multi-touch outbound strategies via phone, email, LinkedIn, drop shipping, and automated outbound solutions to gain access and develop relationships with marketing and demand generation leaders to identify new sales opportunities - successfully landed meetings with the two largest casinos in North America.
Regional Enterprise Sales Manager/SAAS Sales
Act-On Software
04.2016 - 06.2018
- Consistently exceeded sales targets in assigned territories - Managed Southern, Eastern, and Northwest Regions
- Effectively and independently distilled and delivered Act-On value proposition, demonstrating Act-On's SaaS platform via online demos & phone
- Developed into a Marketing Automation industry expert in identifying customer 'pain' & helping to solve customer challenges
- Managed a team of 4 sales representatives - performed regular 1:1 meetings to support and develop team culture, productivity, skills, and synergy
- Assisted with recruiting and interviewing process to add 4 regional sales leaders to sales team
- Developed a sustained pipeline and consistently closed new business at or above quota
- Became an Act-On 'Power User', and consistently enhanced my knowledge of Act-On's product suites & solutions
- Developed, wrote, and delivered value-based sales proposals and responded to highly qualified opportunities
- Partnered with internal Product Specialist team to execute and present high value product demonstrations to small and mid-sized companies
- Brought new ideas & strategized with Act-On management and staff to enhance sales cycle processes in addition to sharing my experience & knowledge to other teams within the organization.
Regional Sales Consultant/Enterprise Sales
Clinicient
07.2015 - 04.2016
Principal Broker
Windermere Realty Group
05.2002 - 10.2011
Education
Master of Business Administration with a finance concentration -
Marylhurst University
06.2011
BS Communications -
Oregon State University
12.2000
Skills
- Systems and Software Expertise
- Territory Development and Management
- Contract Negotiations
- Staff Management
- Sales Expertise
- Presentations and Public Speaking
- Sales Planning
- Database Management
- Strategic Alliances
- Business Development
- Goals and Performance
- Client and Stakeholder Relations
- Proficient with Salesforce, Outreach, Salesloft, Interseller, LinkedIn, Sales Navigator, MS Office, Culture Amp, Crunch Base, ISV World, and ZoomInfo
Accomplishments
- 5-time President's Club award winner
- 15+ years of sales experience with proficiencies in Salesforce, Outreach, Omorfi, Interseller, LinkedIn, Sales Navigator, MS Office, Culture Amp, Crunch Base, ISV World, Zoominfo, SalesLoft
- 10+ years of B2B selling experience - Mid Market to Enterprise Accounts ($10M-$10B)
- Yellowfin: Grew North America territory and exceeded 6-month YTD growth target by 100%. $1M in revenue
- Indros Group: Grew US/Canada territory and exceeded 6-month growth target by 25%. $650K in revenue
- Achieved Masters of Business with a focus in finance - 3.73 GPA
Awards
Yellowin Sales Performance: FY21 Q4: 145%, FY22 Q2: 141%, FY22 YTD: 110% Act-On Software Sales Performance: President's Club: FY16, FY17 ADP Sales Performance: President's Club: FY13, FY14, FY19 December FY12 - 120% MTD January FY12 - 120% plan MTD July FY13 - 123% plan MTD - Client District Manager of the Month November FY13 - 140% MTD December FY13 - 153% MTD January FY13 - 321% MTD, Top Client District Manager June FY14 - 141% MTD July FY 14 - 104% MTD December FY 14 - 136% MTD January FY 14 - 232% MTD March FY14 - 163.2% April FY14 - 100% June FY14 - 241%, FY14 - 123% YTD, District Manager of the Month September FY21 - 145% MTD October FY21 - 114% MTD November FY21 - 300% MTD December FY 21 - 170% YTD January FY21 - 117% YTD
Certification
- The Challenger Sales
- 5 Habits of Highly Effective Sales Engineers
- Negotiating with Backbone
- Selling with Backbone
- Sandler Training Program
- Multiple Skillsoft training courses in generative AI/machine learning
Timeline
Sales Director - North America
Concentrix + WebHelp
04.2021 - Current
Enterprise Account Executive
Yellowfin
02.2021 - 03.2021
Major Accounts Upmarket District Manager/Enterprise Sales/Account Executive
Automatic Data Processing (ADP Inc.)
11.2018 - 04.2021
Regional Sales Director/SAAS Sales/Upmarket and Enterprise Account Sales
The Indros Group
06.2018 - 11.2018
Regional Enterprise Sales Manager/SAAS Sales
Act-On Software
04.2016 - 06.2018
Regional Sales Consultant/Enterprise Sales
Clinicient
07.2015 - 04.2016
Principal Broker
Windermere Realty Group
05.2002 - 10.2011
Master of Business Administration with a finance concentration -
Marylhurst University
BS Communications -
Oregon State University