Summary
Overview
Work History
Education
Skills
Certification
Accomplishments
References
Timeline
Generic

RYAN HERNANDEZ

Austin,USA

Summary

Leveraging 7+ years of stellar IT solutions and services sales experience, expertise selling to the government, education, commercial, and enterprise organizations. I am a motivated individual that possesses team-building skills, passionate about business development and providing digital transformation and consultative solutions in the Information Technology field. In my experience, I have created and spearheaded ambitious sales methodologies, focused on prospecting and closing new customers, maintaining and growing a current book of business, and building an effective sales approach to drive sales, and market share, improve margins, and ensure customer satisfaction.

Overview

8
8
years of professional experience
1
1
Certification

Work History

Strategic Account Executive, SLED

NinjaOne
07.2023 - Current
  • Manage net-new national strategic accounts and identify new business opportunities within the partner ecosystem.
  • Built pipeline of $8.5M against a $1.4M quota with strategic SLED accounts over 1,000 endpoints
  • Quota attainment 96% through July 2024
  • Manage full sales cycle and conduct product demos with prospects. Identify decision-making criteria, co-sell with partners, and utilize national cooperative purchasing contracts customers need to procure SaaS solutions
  • Manage a team of SDRs focusing on GTM strategy, identifying key personas in the national SLED market, and generating pipeline to attain quota targets.
  • Attend regional partner-facing tradeshows and network with our top resellers and distribution partners to drive revenue and deal registrations (Carahsoft, TD SYNNEX, CDW-G, SHI, Insight, and Howard)

MID MARKET ACCOUNT EXECUTIVE

Elastic
11.2021 - 12.2022
  • Hunter for net-new business in the Mid-Market and SMB vertical
  • Managed entire sales cycle and collaborated with Solutions Architect team on product demos and negotiation/procurement stage of sale
  • Collaborated with cloud partners: AWS, Azure, and Google Cloud on greenfield accounts, current customer cross-sell opportunities, and rip and replace solution campaigns
  • Responsible for driving a $1.3M net-new yearly quota in Texas, Oklahoma, Louisiana, and Arkansas region for Mid-Market and SMB business
  • Collaborated with SDR and Marketing team on product campaigns, and customer workshops
  • Met with top strategic accounts on a quarterly basis at trade show events, on-site meetings, and company-sponsored workshop events.

MID MARKET ACCOUNT EXECUTIVE

Druva
04.2021 - 10.2021
  • Hunter for new business in the Texas, Oklahoma, Louisiana, and Arkansas Territory covering Mid-Market, SMB and Public Sector accounts
  • Responsibilities included generating pipeline and execution of $750k - $1M in business a year in -new business and customer upsell opportunities
  • Strategized with our top partners in the channel community and worked closely with our Platinum Alliance Partners, Dell, and AWS to drive growth and accelerate cloud technology SaaS solutions across the market
  • Collaborated with my dedicated SDR on top strategic accounts, marketing campaigns, technical workshops, and channel partners on effective messaging
  • Met with top accounts in my territory on a quarterly basis via on-site, tradeshow events, and Druva sponsored lunch & learns.

ACCOUNT EXECUTIVE - PUBLIC SECTOR

Commvault
11.2020 - 04.2021
  • Covered the Mid-Atlantic public sector accounts for all public sector organizations and higher education institutions
  • Hunter role executing on new business and growing current customers in the Commvault portfolio and selling Commvault's new SaaS product, Metallic
  • Responsibilities included driving in 350k of Metallic's SaaS features to my prospects and current customers
  • Sales activities included attending public sector IT summits in my territory, generate 5-10 leads a month, cross-sell into current customer accounts, and strategize with SDR team on qualifying opportunities.

DIRECTOR OF BUSINESS DEVELOPMENT

ExCyte Solutions, LLC
01.2020 - 11.2020
  • Co-founded ExCyte Solutions, a family-owned minority and HUB certified IT and telecom services reseller, focused on Commercial Enterprise, SMB, Federal/State/Local government, K-12 and Higher Education clients
  • The company offers complete Voice, Data, Security and Cloud solutions from over 200 supplier partners
  • Company expertise includes business and technology consulting, legacy to cloud migration, digital transformation strategies and implementation, SaaS, IaaS, UCaaS, CCaaS, procurement and contract negotiation, telecommuting and remote worker enablement strategies
  • Set up company in a 7-month period of time, generating positive cash flow month 3
  • Secured 8 clients in first 6 months of operation, generating $15K of monthly recurring revenue
  • Personally, closed contract valued at $175K contract with Higher Education client
  • Setup direct marketing programs with strategic vendors in the master agent (VAR) realm
  • Developed relationships with all vendors and worked with key providers to prepare and submit RFP for Texas DIR contracts and TIPS contract.

ENTERPRISE ACCOUNT EXECUTIVE

CompareNetworks, Inc
06.2019 - 01.2020
  • Strategic business development advisor for new business and upsell opportunities for CompareNetwork's new SaaS product, imSMART; sales enablement software
  • Primarily covered all of the North American market
  • Target clients were mid-market and enterprise companies primarily in the Chemical, Oil & Energy and Healthcare industry
  • My sales activities included high effort in outbound prospecting, working with the CTO and CEO of the company, traveling, and prospecting at tradeshow events
  • Responsibilities included driving in $450-$750k new business and upsell opportunities per year.

AWS OVERLAY SALES SPECIALIST

SHI International Corporation
11.2018 - 06.2019
  • A hunter for new business for AWS solutions in the Central and SE United States regions
  • My target clients included Enterprise organizations and Managed Service Providers
  • My sales activities included cold calling, strategic selling with SHI Account Executives, social networking and corporate sales campaigns teaming with other sales and marketing groups at SHI
  • I was responsible for driving $1.5M of new business per year in cloud spending consumption which included a minimum quota of (30) new or billing takeover accounts.

CORPORATE ACCOUNT EXECUTIVE

SHI International Corporation
08.2017 - 11.2018
  • Created leads and integrate strategic measures to engage with new customers and covered the entire sales cycle
  • Developed long lasting customer relations by utilizing project coordination, quarterly business reviews and ensuring a beneficial service within their respective businesses
  • I performed full sales cycles and methodology; prospecting, meet, co-sell and close
  • I guided prospects through a customer experience and good business fit within SaaS technology
  • I was a strategic resource that specialized in unified communications, Dialpad
  • I developed key sales attributes of prospecting, conducted product demonstrations, introduction to Salesforce and developed sales campaigns for the sales organization.

DEPUTY PROBATION OFFICER - INTERN

Colorado 10th Judicial District Court
06.2016 - 12.2016
  • Managed an offender case load of low-risk DUI and Domestic Violence Offenders
  • Conducted appointments with offenders to include counseling, monitoring of drug and alcohol usage and ensured offenders were complying with court orders and restitution payments
  • Participated in court hearings on behalf of clients, processed court documents, arrest warrants, etc
  • I also attended officer training sessions and shadowed my peers within the Sex Offender unit.

Education

BACHELOR OF ARTS - SOCIOLOGY WITH CRIMINOLOGY -

Colorado State University
Pueblo, Colorado
05.2017

Skills

  • Conduct Full Sales Cycle
  • Prospecting
  • Pipeline Generation
  • Product Demonstration
  • Cold-Calling
  • Contract Negotiation
  • Zoominfo
  • Linkedin Sales Navigator
  • Salesloft
  • Outreach
  • Creative Problem-Solving
  • Salesforce
  • B2B Sales
  • SaaS
  • Forecasting
  • Collaboration & Teamwork
  • Cooperative State
  • Contracts and Purchasing Agreements
  • Pipeline Management
  • Stakeholder Management
  • Sales Presentations
  • Territory Management
  • Deal Closing
  • Client Engagement

Certification

  • CLOUD PRACTITIONER, 02/01/22, AMAZON WEB SERVICES, Austin, Texas
  • Elastic Stack Sales Certification, 07/01/21, Austin, Texas
  • Force Management (MEDDPICC sales methodology), 07/01/21, Austin, Texas
  • DRUVA SALES CERTIFICATION, 05/01/21, DRUVA
  • SANDLER SALES TRAINING, 01/01/20, SANDLER
  • VEEAM CERTIFIED SALES PROFESSIONAL, 01/01/20, VEEAM

Accomplishments

  • NinjaOne: Rep of the Quarter Q4 2023 106% to plan
  • NinjaOne: Biggest logo of state agency in the company, $108k ARR
  • Elastic Rep of the Quarter Q1 Mid-Market Deal $252k
  • Top 5 Elastic rep 150% and up quota attainment
  • Druva Rep of the Month Q2 Mid-Market deal $300k
  • SHI SMB/Rookie of the Month - $90k deal with Hewlett Packard
  • SHI AWS Specialist Generated Revenue of $850k in Cloud Management and managed Services engagements

References

References available upon request

Timeline

Strategic Account Executive, SLED

NinjaOne
07.2023 - Current

MID MARKET ACCOUNT EXECUTIVE

Elastic
11.2021 - 12.2022

MID MARKET ACCOUNT EXECUTIVE

Druva
04.2021 - 10.2021

ACCOUNT EXECUTIVE - PUBLIC SECTOR

Commvault
11.2020 - 04.2021

DIRECTOR OF BUSINESS DEVELOPMENT

ExCyte Solutions, LLC
01.2020 - 11.2020

ENTERPRISE ACCOUNT EXECUTIVE

CompareNetworks, Inc
06.2019 - 01.2020

AWS OVERLAY SALES SPECIALIST

SHI International Corporation
11.2018 - 06.2019

CORPORATE ACCOUNT EXECUTIVE

SHI International Corporation
08.2017 - 11.2018

DEPUTY PROBATION OFFICER - INTERN

Colorado 10th Judicial District Court
06.2016 - 12.2016

BACHELOR OF ARTS - SOCIOLOGY WITH CRIMINOLOGY -

Colorado State University

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