JOSEPH N HESSKE
Ececutive Leader of Sales and Growth
Kent,OH
Summary
Experienced Sales Leader with a proven track record, adept at driving revenue growth in technology sales and leading high-performance teams. Expert in New Business Development and Performance Management, skilled in transforming strategies into tangible results with a consultative approach with the ability to present and negotiate at all levels within any organization.
Overview
20
20
years of professional experience
15
15
Technology Sales leadership and development
10
10
Cybersecurity sales and technology stack Go-to-Market Strategy
9
9
Entrepreneurship
Work History
Enterprise Mid-Market Sales Manager
Spectrum Enterprise
11.2021 - Current
- Focused on directing teams of account executives and account managers within Northeast Ohio Enterprise Mid-Market space achieving 121% of Strategic Managed IT and VoIP services.
- Held daily morning and end of day check-ins with team members to set objectives and monitor progress.
- Provided on going coaching and feedback to sales teams to develop consistent job and sales performance.
- Implemented sales prospecting strategies to increase pipeline production to 5 times quota multiple.
- Conducted team collaboration sessions to discuss successes and best practices.
- Managed sales playbook processes for improved efficiency, resulting in 110% close rate.
- Our goal is to educate and motivate prospects and existing clients to better understand how our technology solutions can improve their business operations and profitability using consultative selling.
Director Managed IT and Cybersecurity Solutions
Blue Technologies, Inc
03.2021 - 11.2021
- Responsible for managing sales teams of account executives, account managers and sales engineers.
- Develop individual success plans, assessed performance data and identified areas for improvement in order to maximize sales efficiency leading to increased sales production by 23%.
- Influenced development of companies cybersecurity technology stack and go-to-market strategy increasing sales by 150%.
- Communicate appropriately to internal and external customers to ensure projects are executed on time and on budget.
- Traveled for in-person meetings with customers and partners, developing key relationships.
- Developed training programs for new hires to ensure high standards of product knowledge and sales processes increasing 90 day new hire sales by 15%.
VP of Sales & Marketing
Warwick Communications, Inc.
06.2015 - 03.2021
- Responsible for all sales and marketing strategies of Warwick Communications product and service offerings including Voice PBX, Managed IT Services, VoIP Solutions and Carrier VAR services.
- Created and executed new sales compensation plan to increase market share, drive revenue growth, and individual sales performance aligning with company objectives.
- Organized trade shows and conferences which provided opportunitities for networking with existing and prospective clients to build healthy pipeline opportunites.
- Optimized our sales process by introducing innovative technologies such as CRM systems and automated lead generation tools increasing sales performance by 10% - 15% year over year.
- Increased average gross margin per project by 17% aligning with cross-departmental steakholders.
- Conducted regular performance reviews with individual sales representatives to ensure achievement of objectives set forth in annual revenue budget plans.
- In addition, responsible for sales forecasting, budgeting, and P & L management.
VP of Unified Communications
ASCC, INC.
06.2012 - 09.2014
- Responsible for all sales, product development and marketing, P&L management, business, and technical operations.
- Developing business for VoIP, data, Managed IT Services, and Pro A/V (Audio/Video) products through solution selling focused in education, corporate, SMB, and healthcare verticals, in on-premises and hosted cloud environment.
- Day to day team management of sales managers, account executives, account managers, sales engineers and project managers.
- Exceeded sales revenue budget by 118%.
- Increased profit center GPM by 8% within 6 months.
- Responsible for all sales, product development, marketing, P&L management, business, and technical operations.
- Led cross-functional teams in developing complex projects from concept through implementation.
Managing Partner/Owner
ITG Networks
08.2003 - 03.2012
- Functioning as Managing Partner to oversee all aspects of sales, business and technical operations.
- Implemented innovative approaches to increase operational efficiency and improve overall performance.
- Implemented and managed 3rd party call center metric efficiencies creating a profitable revenue generating profit center.
- Leveraged industry knowledge to provide strategic advice on best practices for achieving organizational objectives.
- Product portfolio included wired and wireless networks, PBX Voice, and managed service solutions focused on lodging/hospitality, SMB, and healthcare verticals.
- Developed advanced problem-solving and critical thinking skills to resolve complex business issues.
Regional Director of Business Services
AT&T Broadband
Pittsburgh, PA
- Managed multi-market regional teams of account executives, account managers, sales engineers, and project managers consisting of Pennsylvania, Ohio, Virginia, Florida, and Colorado.
- Accountable for all sales, product, marketing, business development, and operations of Broadband Business Services to SMB and major accounts including MDU, hotel/motel, college, and healthcare verticals.
Consistently exceeded annual revenue growth projections by 12%. - Core products included high-speed Internet, digital voice, video programming, and digital music services.
Established resources that maintained our time to install at 94%. - Responsible for P&L management, customer acquisition targets, customer satisfaction, fulfillment, key vendor relationships, and time-to-install expectations.
Education
Associate - Entrepreneurial Fellows Program
University of Pittsburgh - School of Business
Pittsburgh, PA2011
Bachelor of Science - Business Management And Administration
West Liberty State College
West Liberty, WVSkills
- Sales Projections
- Sales Coaching
- Performance Management
- Strategic Planning
- Revenue Forecasting
- Pipeline Management
- New Business Development
- P&L Management
- Go to Market Strategy Development
- Creating Cross Departmental Efficiencies
- Customer Needs Assessments
- Building Relationships
- Solution Selling
- Enterprise Sales
- Coaching and Mentoring
Awards & Recognitions
- University of Texas - Spectrum Way of Sales Coaching
- Sandler Sales Management
- Sandler Sales Leadership Program
- Published 3 Technology based Articles in SBN Magazine (Smart Business News)
- Riordan Leadership Program - Building Quality Companies
- Development Dimensions International - Management and Leadership program
- Tough as Nails Negotiator - Professional Certification
- Salesperson of the year
- Sales Leadership Award
Musician/Guitar Player
I have been playing guitar for over 20 years, and continue to play live performances to this day. My band has recorded original music and released CD's, in addition to performing with many national recording artists over the years.
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
Success is not final; failure is not fatal: It is the courage to continue that counts.
Winston S. Churchill
Work Preference
Work Type
Full TimeWork Location
On-SiteRemoteHybridImportant To Me
Work-life balanceCompany CultureHealthcare benefitsTeam Building / Company RetreatsPersonal development programs401k matchTimeline
Enterprise Mid-Market Sales Manager
Spectrum Enterprise
11.2021 - Current
Director Managed IT and Cybersecurity Solutions
Blue Technologies, Inc
03.2021 - 11.2021
VP of Sales & Marketing
Warwick Communications, Inc.
06.2015 - 03.2021
VP of Unified Communications
ASCC, INC.
06.2012 - 09.2014
Managing Partner/Owner
ITG Networks
08.2003 - 03.2012
Associate - Entrepreneurial Fellows Program
University of Pittsburgh - School of Business
Bachelor of Science - Business Management And Administration
West Liberty State College
Regional Director of Business Services
AT&T Broadband
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