Martin Shepard

Growth-oriented technology sales executive with a consistent record of exceeding quota, sales, and revenue objectives for start-ups through Fortune 500 businesses, achieving targets of up to $124m.

Proven sales leader, player/coach – willing to roll up the sleeves and successfully carry a bag as an individual contributor to quickly ramp up in new markets.

Trusted advisor – adept at developing executive relationships with prospects and successfully guiding customers and prospects through complex sales cycles.

Deep understanding of martech, adtech, data, digital marketing, digital identity, first-party data, Customer Data Platforms (CDPs), public and private clouds, digital identity, first-party data, analytics, and all things digital.

Extensive vertical experience, including healthcare, insurance, banking, retail, telco, and media.

Evangelist for channel partners, improving joint customer satisfaction and building pipeline. Creative problem-solver who can diagnose customer challenges and identify and collaborate with large internal organizations to deliver results.

Results-oriented Senior Account Executive with experience strengthening customer relationships and promoting company offerings. Active listening and persuasion skills. Adaptable and motivated by new challenges.

• CELEBRUS TECHNOLOGIES, Sunbury-on-Thames, UK, 2021-01-01, 2024-12-31, Senior Account Executive, Vice President of Global Sales, Expanded Celebrus’s US presence – surpassed annual revenue targets by 145% and 200%, respectively, in 2 years, securing $1,996,000 in Annual Recurring Revenue (ARR), all with 3-5 year contracts with TCV $6,100,000. Closed first new customer deal just 3 months after hire, despite company’s average sales cycle of 12-18 months. Responsible for new account acquisition and business development initiatives across diverse sectors including banking, insurance, healthcare, retail, and airlines. Sold company’s first public-cloud opportunity in the US and created program to successfully migrate existing clients from on-prem to public-cloud Kubernetes deployments.
• ALLANT GROUP, DOWNERS GROVE, IL, 2018-01-01, 2021-12-31, Senior Vice President, Sales and Channel Partnerships, CEO, Achieved annual new business sales targets: 140% in 2018, 112% in 2019, 89% in 2020 (COVID impact on hospitality/retail), and on target for 100+% in 2021 – all sales-driven with no marketing leads. Hands-on player/coach – landed the company’s first new customers since 2014: 8 in 2018, 9 in 2019 and 11 in 2020. Grew annual recurring revenue (ARR) base by closing 5 new cloud-based marketing databases – the first new managed databases in 6 years. Identified market opportunities, led product development initiatives, and cultivated strategic technology partnerships to creatively drive the introduction of innovative digital service offerings, including digital onboarding and activation, digital measurement, customer data platform (CDP) integration, real-time orchestration, and digital targeting solutions. Accountable for Profit & Loss (P&L) and responsible for initiatives to secure new clients, expand business within existing accounts, and cultivate revenue-generating channel partnerships. Recruited by investors to revitalize the sales and channels operations and restore profitability – achieved profit after 6 months and sustained profitability throughout 2018, 2019 and 2020.
• ALTERIAN, DENVER, CO, 2016-01-01, 2018-12-31, Senior Vice President, Global Sales and Business Development, CEO, Grew new logo acquisition by 100%, average sales price by 200%, and channel sales by 143%. Hired by private equity firm to rebuild the company’s sales in UK, US, and Australasia. Responsible for global P&L, sales, channels, customer success, presales, and inside sales. Launched customer engagement program that decreased churn by 27%. Activated first new partner since 2011 and signed the first new direct customer since 2014.
• TERADATA, SAN FRANCISCO, CA, 2014-01-01, 2016-12-31, Area VP, National Accounts West, VP Sales, Consistent achievement of sales goals; 161% in 2014, 112% in 2015, and 101% in 2016. Started as a player/coach and built team of 11 consisting of sales, presales, customer success, and lead development. Hired to lead new midmarket initiative the western US. Personally led strategic sales initiatives – success led to promotion to AVP West.