Phillip W. Sheppard
Santa Monica,CA
Summary
Twenty-five years of Senior Software Enterprise Sales and Professional Services offerings and management experience, sales leadership, including a strong background in enterprise-wide Information Management Solution Professional Services Solution Selling: Search, Big Data, Analytics, AI, and related solutions sales. Perennial record of meeting and exceeding sales quotas; recipient of multiple awards for sales results; numerous captures of multimillion-dollar contracts with Fortune 500s and high-profile public sector organizations. Developed excellent abilities in all aspects of the sales lifecycle, including highly praised presentation skills. I am skilled at penetrating new markets/industries, outperforming top competitors, and leading turnarounds. As an influential, passionate team leader who inspires sales executives and employees from various backgrounds to exceed goals. I have developed the ability to build solid connections with key decision-makers, including C-level senior management, with a results-oriented approach that ensures a win for all stakeholders. I have expertise in developing go-to-market sales solutions for multiple industries, including CPG, Retail, and Healthcare.
Developed Sales Planning & Execution, Market Research and analysis, Presentations to Key Decision-Makers, Negotiations, Strategic Partnerships and alliances, Channel and pipeline Development, Consultative and solution Selling, and Analytics. Sales Forecasting; SaaS; Fraud Protection; Cloud; Search-Based Applications; Customer Experience Management.
Overview
35
35
years of professional experience
Work History
President of Sales Consulting
Enterprise Software Sales Group
01.2005 - 01.2021
- Orchestrated the largest enterprise open-source deal in North America
- Focused on Professional Services and Business Intelligence software on the West Coast selling over $15 MM
- Pipeline and Sales forecasting, transaction negotiations closing
- Managed enterprise and regional partnerships and extensive account relationships
- Sold 30 Fortune 1000 accounts
- Achieved 7x pipeline and exceeded $1.5 million quota by 200% through the development of Big Data, social media, and Analytics solutions
- Reached Chairman’s Club status as a result
- Secured $3 million software engagement within six months through contracting with a significant healthcare organization, beating out previously selected competitors
- Developed Customer Experience Management search solution utilizing Natural Language Processing-NLP, Semantic Technology, and visual analytics for healthcare, insurance, and retail
- Partnered directly with Big Data vendors, including Hortonworks, Cloudera, Tableau, Qlikview, and Tibco Spotfire
- Earned invitation to speak at local DAMA chapter meetings (typically vendor-neutral)
- Closed Company to travel and author novels and earn an MBA
Major Account Manager
Informatica Software
01.2002 - 01.2004
- Company Overview: Informatica Corporation is a leading provider of data integration software for business performance
- Its products allow companies to access, integrate, visualize, and audit their enterprise information
- Negotiated sales with Johnson & Johnson, Allergen Health, Capital Group, Guidant Insurance, MGM, and Sony Corporation
- Major customers include Sony Electronics ISVs, Option One, HR Block Mortgage, Ebags.com
- Achieved 133% of quota
- Sold 1.6 million
- Managed third-party relationships with local vendors
- Informatica Corporation is a leading provider of data integration software for business performance
- Its products allow companies to access, integrate, visualize, and audit their enterprise information
Senior Account Executive
Broadbase Software
01.1999 - 01.2003
- Company Overview: Broadbase provides services, marketing, and commerce applications enabling organizations to improve the quality and efficiency of interactions with customers and partners across multiple touch points, including web contact, web collaboration, email, and telephone
- Partnered with Broadvision reps on several of my opportunities for digital e-commerce solutions
- Achieved over 125% of quota for three consecutive years
- Achieved 150% of quota
- Attended President Clubs
- Broadbase provides services, marketing, and commerce applications enabling organizations to improve the quality and efficiency of interactions with customers and partners across multiple touch points, including web contact, web collaboration, email, and telephone
Territory Sales Manager
Arbor Software
01.1997 - 01.1998
- Company Overview: Arbor was a leading provider of online analytical applications with Essbase web deployment tools for financial reporting, forecasting, budgeting, and planning applications
- Initiated relationships with IBM and Local consulting partners
- Sold $2.2 million in eight months on a $3.6 Million Annual quota
- Achieved 115% of quota
- Develop relationships for partner sales for the Western United States
- Arbor was a leading provider of online analytical applications with Essbase web deployment tools for financial reporting, forecasting, budgeting, and planning applications
Regional Manager
Evolutionary Technologies
01.1995 - 01.1997
- Company Overview: ETI was a leading global provider of client-server extraction conversion software tools for migrating data in enterprise-wide heterogeneous environments
- Business Partner development with IBM Global Services, IBM Client Teams, DMR Consulting, and SAP Systems
- Achieved 106% of quota $2.5 Million
- ETI was a leading global provider of client-server extraction conversion software tools for migrating data in enterprise-wide heterogeneous environments
Regional Account Manager
Sybase Software
01.1994 - 01.1995
- Company Overview: Sybase is a leading global provider of database software
- Achieved 130% of quota selling into vertical telecommunications markets
- Awarded a quota-buster bonus
- Received award for Outstanding New Business Generation
- Saved a Major Win with First Data Corp of $5.0 million dollars
- Sybase is a leading global provider of database software
Major Account Manager
Legent Corp/Goal Systems
01.1990 - 01.1994
- Company Overview: Legent Corp/Goal Systems was a leading provider of enterprise management solutions that empowered companies to manage IT from a business perspective
- Solutions included enterprise systems, databases, service management, and applications
- Senior Sales Manager selling performance tuning and network software
- Ranked 6th in sales out of 230 Legent Account Managers for five years
- Achieved 120% of quota for three consecutive years
- Promoted twice
- First to Senior Account Executive and then Major Account Manager
- Legent Corp/Goal Systems was a leading provider of enterprise management solutions that empowered companies to manage IT from a business perspective
- Solutions included enterprise systems, databases, service management, and applications
Account Executive
Raxco Software
01.1989 - 01.1990
- Senior Sales Manager selling performance and tuning solutions
- Attended Presidents Club every year there
- Achieved quota for consecutive years
- 1.1 million in Sales
- Recognized as the number one salesperson for 1990
Special Agent
Defense Investigative Service
01.1986 - 01.1989
- Conducted investigations concerning government executive personnel for positions of trust and access to highly classified information
- Recognized for outstanding public relations abilities with the Department of Defense and Army National Criminal Information Center
- Interviewed congressmen, judges, and corporate presidents during my duties as a Special Agent
- Department of State Counterintelligence Liaison Officer
Administrative Specialist/Computer Operator
United States Army
, United States
01.1986
- Utilized the FBI's National Crime Information Computer to validate and upgrade data on US Army personnel
- Communicated with the White House, the State Department, and Armed Forces elements
- Awarded five commendation medals for superior service
- Honorable Discharge
Education
Executives MBA -
Pepperdine University
04.2023
Skills
- PowerPoint
- MS Word
- AI Tools
- Excell
- Leadership
- Forecasting
- New Business
- Sales Lifecycle Expert
- Closing
- Customer Relationship Management
Timeline
President of Sales Consulting
Enterprise Software Sales Group
01.2005 - 01.2021
Major Account Manager
Informatica Software
01.2002 - 01.2004
Senior Account Executive
Broadbase Software
01.1999 - 01.2003
Territory Sales Manager
Arbor Software
01.1997 - 01.1998
Regional Manager
Evolutionary Technologies
01.1995 - 01.1997
Regional Account Manager
Sybase Software
01.1994 - 01.1995
Major Account Manager
Legent Corp/Goal Systems
01.1990 - 01.1994
Account Executive
Raxco Software
01.1989 - 01.1990
Special Agent
Defense Investigative Service
01.1986 - 01.1989
Administrative Specialist/Computer Operator
United States Army
01.1986
Executives MBA -
Pepperdine University