Rustin Harrell
Austin,TX
Summary
Results-oriented professional with 20+ years of experience in strategic partnerships and account management. Proven expertise in developing and nurturing high-impact business relationships across North America and EMEA, consistently driving revenue growth and maximizing profits. Adept at building robust and well-qualified sales pipeline through proactive lead identification and qualification for new and growth accounts. Skilled in managing entire sales cycle, from initial contact to contract negotiation, ensuring seamless movement of opportunities. Demonstrated ability to deliver compelling product presentations, showcasing unique value propositions to potential clients.
Overview
11
11
years of professional experience
Work History
Director Global Alliance
Progress Software
01.2022 - 11.2023
- Managed global alliance partner relationships, ensuring effective communication and alignment with company objectives
- Developed and executed global strategies to achieve company goals, enhancing partner enablement
- Negotiated agreements with partners, streamlining processes, and expanding product distribution
- Facilitated partner and internal stakeholder communications, focusing on business model alignment and goal achievement
- Monitored partner performance, including QBRs and sales meetings, to ensure successful execution
- Led account planning and mapping with sales teams to align go-to-market strategies and optimize resource use for four different product lines both hardware and virtual
- Created an OEM line of business that led to closer integration with the partners sales team goals and initiatives
- Boosted Annual Recurring Revenue (ARR) by 15% year-over-year
- Spearheaded multiple projects to enhance process efficiency including enablement materials for sales, needs of Product, and highlights for sales leaders
- Increased new alliance partner logos by 35%
- Secured key partnerships that contributed to the company''s overall growth strategy and market reach.
Sr. Strategic Account Executive – ISV/OEM
Progress Software
09.2015 - 11.2022
- Sold enterprise-level solutions to Fortune 500 and mid-market companies, delivering comprehensive solutions for end-users
- Cultivated and managed relationships with key enterprise accounts, securing new business through effective negotiations
- Partnered with field sales and marketing teams to implement successful sales strategies
- Collaborated with product teams to drive product updates aligned with market trends
- Managed relationships with OEMs and ISVs to enhance end-user experience
- Ran the end-to-end sales process including legal and procurement teams
- Consistently surpassed sales targets, achieving an average of 115% over eight year by utilizing consultative/value-based sales approach
- Earned Circle of Excellence Club accolades for outstanding performance
- Successfully acquired new business from most existing partners
- Managed an average $25M quota with average deal size over $750K
- Mentored junior account executives in best practices, improving team performance and driving professional growth.
- Collaborated with cross-functional teams to ensure seamless delivery of products and services, resulting in high client satisfaction.
- Developed new business opportunities for increased revenue and market share through strategic planning and networking.
Executive Account Manager
Oracle
03.2013 - 02.2015
- Successfully negotiated and managed ISV/OEM contracts, driving product retention and expansion
- Cultivated strong customer relationships by offering technical and sales support, boosting trust and loyalty
- Enhanced product use through effective communication with customers and vendors
- Collected and analyzed customer feedback, delivering key insights to product management for future improvements
- Implemented targeted strategies that significantly increased sales and drove growth of ISV/OEM accounts
- Responsible for new sales within OEM market for TOLA region, increased OEM by 25%
- Covered 4 states with a $12M quota
- Collaborated with marketing to create and deliver GTM strategy for region
- Implemented strategic plans for account retention, contributing significantly to company stability and growth.
- Identified new business opportunities through market research and analysis, leading to successful expansion of the client portfolio.
OEM/ISV Sales Manager | ISV/OEM Field Account Manager
Informatica
02.2015 - 08.2015
- Developed and executed strategic sales plans to drive revenue growth and market penetration for OEM and ISV solutions, fostering strong client relationships and identifying new business opportunities
- Managed key accounts and partner relationships, providing exceptional service, addressing client needs, and ensuring the successful implementation and adoption of software and hardware solutions
- Responsible for hunting and closing activities for new customers
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Increased sales revenue by developing and implementing effective sales strategies.
Education
Bachelors of Business Administration - Marketing
New Mexico State University
Las Cruces, NMSkills
- Enterprise Account Management
- Strategic Partnerships
- CRM software proficiency
- Revenue and Profitability Optimization
- Business Development
- Lead Generation
- Contract Negotiation
- Account Targeting
- Executive Relationships
- Go-to-Market Strategy
- Field Sales Enablement
- Sales Execution
- Decision-making
- Verbal and written communication
- Strategic planning
- Relationship building
Accomplishments
- Increased new business by a minimum of 15%
- Earned Circle of Excellence at Progress Software for 6x ISV/OEM quota achievement over 110%.
- Recognized as Top Newcomer in 11/2016, outperforming a class of 23 new reps.
- Assigned as a mentor in the first year of managing the Partner/Alliance team.
- Achieved top performer recognition at Dell Inc., Oracle Corp., and Progress Software.
- Consistently ranked in the Top 10 and Top 5, awarded for Senior Rep, 120% Club, Biggest Deal, Rep of the Quarter, Team Player, Mentor of the Year, and peer-to-peer excellence.
Training
- MEDDPICC
- BANT
- Sandler
- Costigan
- Challenger certified
Timeline
Director Global Alliance
Progress Software
01.2022 - 11.2023
Sr. Strategic Account Executive – ISV/OEM
Progress Software
09.2015 - 11.2022
OEM/ISV Sales Manager | ISV/OEM Field Account Manager
Informatica
02.2015 - 08.2015
Executive Account Manager
Oracle
03.2013 - 02.2015
Bachelors of Business Administration - Marketing
New Mexico State University
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