Robert Witt Johnson
Mount Pleasant,SC
Summary
Accomplished sales professional with over 10 years of experience in SaaS software solutions, specializing in Supply Chain, Donor Management, and Enterprise Asset Management. Proven track record of consistently exceeding sales metrics and annual quotas. Recognized as North American Business Development of the Year for 2022 and 2023.
Overview
14
14
years of professional experience
Work History
Business Development Representative
Kinaxis
11.2019 - Current
- Consistently achieved quota each quarter
- Achieved top BDR status in North America 2022 and 2023
- Built and managed long-term relationships with channel partners, fostering the adoption of Kinaxis
- Created Mapping tools and strategies to enhance prospecting efficiency and identify decision-makers
- Researched accounts through a variety of tools to uncover critical decision-makers, current pains, and growth initiatives
- Developed an adequate pipeline of new projects and customers through the qualification of leads generated from campaigns and outbound prospecting
- Managed leads through the qualification process through discovery of opportunity, working closely with Account Executives to confirm qualification
- Responsible for finding net new sales opportunities by targeting specific accounts with tailored and relevant messages based on industry & market
- Executive cold calls, email/LinkedIn campaigns leveraging sales enablement tools (Drift, Outreach, 6 Sense)
Current Client Account Executive
Blackbaud
11.2018 - 11.2019
- Engaged and consulted with executive team members in complex scenarios
- Managed sales activities from cultivation to the close of back to base Healthcare clients
- Cultivated pipeline for new territories through cold calling, targeted e-mails, and persistent follow-up
- Developed Client proposals that effectively communicate our products and often customized solutions for each Organization
- Qualified, pursued, and closed sales opportunities for existing clients within my territory
- Regular engagement with product management to deliver intelligence on clients’ needs
Associate Account Manager
Blackbaud
10.2016 - 10.2018
- Consistently top Sales Representative in Healthcare Vertical
- Managed sales activities from cultivation to close of back to base Healthcare clients for Training, Data Enrichment, Software, and Services
- Cultivated pipeline for new territories through cold calling, targeted e-mails, and persistent follow-up
- Gained client’s trust by working to understand the organization's strategic goals and determine which Blackbaud product would be best fit for desirable client outcomes
- Supported CAE internally, handling client-initiated requests, ordering from configurations, and acting as a liaison during legal negotiations
Account Manager
AssetPoint
01.2016 - 10.2016
- Top Sales Representative for Q2 and contributed to 143% of the plan
- Closed $80,000 in Net New Sales for Q2
- Maintained and protected existing customers and recurring revenue by maximizing retention renewal rates
- Contributed to whitespace sales of existing products to our customer base, cross-selling products
- Nurtured and grew pipeline through consistent execution of daily activities
- Established decision-making process and criteria to help prospects achieve and become more efficient
- Maintained relationships with clients through trust-building, understanding the scope of business needs, and identifying pitfalls to address client demands
- Completed Extensive Sandler sales certifications to achieve Quota Expectations effectively
- Participated in an extensive portfolio optimization process that allowed me to perform account segmentation and determine which accounts will be targeted for Strategic Planning
Business Development Representative
AssetPoint
05.2015 - 01.2016
- Thoroughly helped prospects create and understand their Computerized Maintenance Management Solution (CMMS) business case
- Contributed to 100% of Closed Revenue for two consecutive quarters
- Completed Extensive Sandler sales certifications to increase opportunities and sales pipeline effectively
- Implemented marketing/sales strategies to increase awareness of CMMS in Oil & Gas and Industrial Sectors
- Generated 170 leads promoting outbound cold-calling campaigns
- Nurtured leads throughout the entire evaluation process to help identify pains and essential topics
- Created and maintained a great working relationship with Sales Representatives, Project Managers, and Technical Staff
- Attended prospect introductory and demo calls with product specialists
Senior Business Development
Infor Global Solutions
09.2013 - 05.2015
- Achieved 145% to plan for FY15
- Coordinated with Healthcare department heads at hospitals across 12 states
- Ended first year, FY14 106% to plan
- Created and maintained a great working relationship with Sales Representatives
- Generated new business opportunities with Infor customers
- Educated customers on new products and services
- Surpassed Healthcare campaign goals assigned by the marketing team
- Among top Business Development Representatives for Pipeline Contribution for FY 2014
- Develop and maintain customer relationships with 110 current Lawson Healthcare customers
- Strategized with territorial Account Executives to manage current customer profiles to formulate appropriate solutions before outreach
Management Assistant
Enterprise Rent-A-Car
10.2011 - 09.2013
- Cultivated excellent relationships with customers and grew repeat business
- Received a 96% on the Management Qualifying Interview
- Participated in top elite award dinners for consistently leading areas in insurance sales and revenue per day
- Set new monthly sales record for April – May 2013, surpassing all previous employees for any given month in airport history
Education
Bachelor of Science - Business/Marketing and Management
University of South Carolina
Columbia12.2007
Skills
- Excel proficiency
- Microsoft Office Word
- Microsoft Office PowerPoint
- Microsoft Office Outlook
- Salesforce platform expertise
Accomplishments
2022 and 2023 North American Top Performing BDR.
Leadership Honors Organizations
- United Way Donor since 2011
- Volunteer with Habitat for Humanity
Summary Of Qualifications - Professional Summary
Accomplished sales professional with over 10 years of experience in SaaS software solutions, specializing in Supply Chain, Donor Management, and Enterprise Asset Management. Proven track record of consistently exceeding sales metrics and annual quotas. Recognized as North American Business Development of the Year for 2022 and 2023.
Timeline
Business Development Representative
Kinaxis
11.2019 - Current
Current Client Account Executive
Blackbaud
11.2018 - 11.2019
Associate Account Manager
Blackbaud
10.2016 - 10.2018
Account Manager
AssetPoint
01.2016 - 10.2016
Business Development Representative
AssetPoint
05.2015 - 01.2016
Senior Business Development
Infor Global Solutions
09.2013 - 05.2015
Management Assistant
Enterprise Rent-A-Car
10.2011 - 09.2013
Bachelor of Science - Business/Marketing and Management
University of South Carolina
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