Summary
Overview
Work History
Education
Skills
Timeline
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Mark Hays

Lake Dallas,TX

Summary

Results-driven senior sales leader with 10+ years of success driving enterprise IT, SaaS, and hybrid cloud revenue growth. Proven track record of exceeding quotas, capturing net-new logos, and building high-performing sales teams. Expert in strategic account planning, c-level engagement, and channel/partner ecosystem expansion to accelerate market penetration. Skilled at implementing scalable sales processes, leveraging Meddpicc methodology, and aligning complex technology solutions to solve critical business challenges. Recognized for operational excellence, team development, and delivering consistent double-digit revenue growth in competitive markets.

Overview

17
17
years of professional experience

Work History

Senior Sales Manager

IBM
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.
  • Identified new ways of targeting aged leads through grouping/segmenting, increasing lead conversion by 15%.

Account Executive

IBM
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)
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
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
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
01.2009 - 12.2013
  • Led mission-critical operations in high-pressure environments, demonstrating precision, discipline, and resilience.

Education

Bachelor of Arts - Business, Marketing

National University
San Diego, CA

Skills

  • Enterprise IT Sales Leadership & Strategic Account Planning
  • New Business Development & C-Level Relationship Management
  • Complex SaaS, Data & AI, and Hybrid Cloud Solution Sales
  • Channel & Partner Ecosystem Expansion
  • Advanced Deal Structuring, Negotiation & Contract Management
  • Sales Forecasting, Pipeline Optimization & MEDDPICC Methodology
  • Consultative & Value-Based Selling Strategies
  • CRM & Digital Sales Tools Expertise (Salesforce, Outreach, LinkedIn Sales Navigator)
  • Revenue Acceleration, Market Penetration & Account Growth Strategies
  • Cross-Functional Collaboration with Technical & Delivery Teams

Timeline

Senior Sales Manager

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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