Mark Hays
Sales Leader
Lake Dallas,TX
Summary
Senior sales leader with over 10 years of experience in IT sales, consistently exceeding targets and fostering dynamic sales environments. Demonstrates resourcefulness and resilience in identifying revenue opportunities and securing new business through diverse strategies. Committed to continuous improvement and driving business growth. Possesses strong analytical skills and a deep understanding of industry customer needs.
Overview
16
16
years of professional experience
Work History
Senior Sales Manager, Red Hat / Sales Manager, Red Hat
IBM
Dallas, TX
09.2021 - Current
- Recognized for overachievement, winning Digital Sales Manager of the Year in 2023.
- Utilized MEDDPICC to enhance team forecasting and improve deal ownership, boosting win rates by 18%.
- Established a robust framework for sales processes and KPIs, driving significant process improvement.
- Fostered strategic partner and channel initiatives to support scalable revenue growth.
- Streamlined account assignments through detailed pipeline analysis, increasing lead conversion by 15%.
Account Executive
IBM
Dallas, TX
05.2020 - 09.2021
- Developed and implemented discovery call script in 2020 that is still embraced and used Org wide.
- Excelled as top performer in securing net new revenue and acquiring highest number of new client accounts.
- Created organizational processes and sales strategies that were embraced across all levels.
- Exceeded personal sales targets by 130%.
Account Executive
CONVERGEPOINT (Microsoft Partner)
Houston, TX
10.2019 - 04.2020
- Forged new B2B customer connections via digital outreach, increasing revenue by 20%.
- Networked with national executives to drive whitespace client acquisition.
- Exceeded sales goals by leveraging innovative sales strategies and strong executive relationships.
- Integrated targeted lead generation strategies to enhance pipeline development and conversion rates.
Digital Sales Manager
ADIT
Houston, TX
02.2018 - 08.2019
- Demonstrated exceptional cold lead generation, creating a new revenue stream with a 30% uplift.
- Researched market trends to design unique, value-added solutions that increased customer engagement.
- Streamlined daily operations by identifying and remedying inefficient processes, boosting efficiency by 25%.
- Leveraged detailed data analysis to pinpoint improvements, enhancing operational workflows.
Digital Sales Consultant
IMATRIX
San Diego, CA
01.2015 - 12.2018
- Consistently exceeded monthly sales targets by applying a consultative approach to digital marketing solutions.
- Delivered customized digital strategies for clients in healthcare and legal industries, improving their online presence and lead generation.
- Collaborated with cross-functional teams to streamline onboarding and boost client satisfaction and retention.
CBRN Defense Specialist
U.S. MARINE CORPS
San Diego, CA
01.2009 - 12.2013
- Led mission-critical operations in high-pressure environments, demonstrating precision, discipline, and resilience.
- Trained and mentored junior personnel, fostering leadership development and operational readiness.
- Recognized for outstanding performance, teamwork, and dedication to duty during multiple deployments.
Education
Bachelor of Arts - Business – Marketing
National University
Skills
- Strategic account planning
- New business development
- Complex SaaS sales
- C-level engagement
- Channel and partner sales
- Deal structuring
- Sales forecasting
- MEDDPICC methodology
- Data analysis
- Problem solving
- Consultative selling
- Pipeline management
- Cross-functional collaboration
- Workflow optimization
- Salesforce proficiency
- CRM hygiene and reporting
- Relationship management
- Account management
Timeline
Senior Sales Manager, Red Hat / Sales Manager, Red Hat
IBM
09.2021 - Current
Account Executive
IBM
05.2020 - 09.2021
Account Executive
CONVERGEPOINT (Microsoft Partner)
10.2019 - 04.2020
Digital Sales Manager
ADIT
02.2018 - 08.2019
Digital Sales Consultant
IMATRIX
01.2015 - 12.2018
CBRN Defense Specialist
U.S. MARINE CORPS
01.2009 - 12.2013
Bachelor of Arts - Business – Marketing
National University
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