Samuel Bogan
Perkasie,PA
Summary
Versatile Senior Executive with expertise in sales, operations, and personnel management. Proven track record of making immediate positive contributions when stepping into diverse positions. Skilled in optimizing processes, motivating teams, and establishing high-value relationships with Partners and Customers.
Overview
28
28
years of professional experience
Work History
Vice President Americas Sales
ScienceLogic
Reston, VA
08.2021 - Current
- Developed relationships with key clients and partners to maximize revenue potential.
- Established pricing policies that balanced profitability objectives with competitive pressures.
- Collaborated with marketing teams to create promotional materials for products and services.
- Created comprehensive reports on sales performance metrics for executive management review.
- Developed and implemented sales plans to increase profits and market share.
- Aligned sales objectives with business initiatives using strategic development, forecasting and budgeting.
- Designed cohesive and effective sales organization.
- Met assigned targets for profitable sales volume, market share and key financial performance objectives in 2021, 2022, 2023, 2024
- Global Sales Leader of the year 2022
- Designed incentive programs that motivated staff members while ensuring profitability targets were met.
Senior Director MSP Sales
ScienceLogic
Reston, VA
02.2019 - 08.2021
- Worked closely with executive management team on strategic initiatives related to increasing revenue growth.
- Utilized CRM systems, such as Salesforce, for tracking leads, managing deals, and forecasting future trends.
- Analyzed competitor activities in order to remain competitive in pricing models as well as product offerings.
- Provided ongoing coaching and mentorship support to regional sales teams to help improve individual performance levels.
- Recruited, interviewed and hired qualified staff members for regional sales positions.
- Prepared monthly, quarterly and annual sales forecasts to effectively plan sales strategies.
- Hired and motivated high-performing sales team.
- Presidents Club, 2019, 2020
Partner Account Manager
CA Technologies
New York, NY
02.2016 - 02.2019
- Responsible for managing MSP and MSSP partners from Maine to Florida, which includes 5 focus and 16 incubate partners.
- Transitioning Partners from perpetual license models to a monthly subscription schedule that maintains their current Annual Recurring Revenue (ARR) and increases the total contract value
- FY19Q1 closed 3 transactions, FY19Q2 closed 4 transactions, attaining 60% of the annual quota.
- FY18 attained 104% of annual quota and maintained a 100% renewal run rate.
- Responsible for managing Commercial Customers and Resell/MSP Partners from Pennsylvania to Maine.
- Grew year-over-year territory revenue by 211%.
- Successfully retired 110% of the FY17 annual quota including $500K in professional services which did not retire any quota.
Solution Account Manager, Global Agile Operations
CA Technologies
04.2015 - 02.2016
- Responsible for protecting the Annual Recurring Revenue for the Agile Operations Business Unit by building a repeatable migration process to retain existing customer run rates
- Managed product transitions for Global accounts from a contract and Sales perspective
- Increased Annual Recurring Revenue for the Agile Operation Business Unit retiring 88% of a $139,000,000 FY16 global quota.
- Ensured existing customers are satisfied, and their CA Enterprise Management solutions were meeting their expectations.
- Grew revenue within an underperforming group of accounts that have traditionally been a low priority, with little focus, by 400%.
- Closed 15+ transactions retiring 224% of the FY15 annual quota.
Managed Comcast and GE for the Service Assurance Business Unit
CA Technologies
01.2013 - 04.2015
- Responsible for growing the revenue in each of these accounts and ensuring they were successful utilizing the CA Solution
- Successfully expanded the CA footprint within the GE Power and Water, Energy Management, and GIS divisions
- Successfully expanded the Application Performance Management footprint into the regional businesses at Comcast
- 155% Attainment of annual FY13 quota (2 Quarters)
- 109% Attainment of annual FY14 quota.
Director, Service Assurance
CA Technologies
01.2012 - 01.2013
- Responsible for the Service Assurance business in the Mid-Atlantic Region
- Took over a team of Sales professionals that traditionally underachieved and fell short of their potential
- In the first year, 40% made Compass club for the first time
- Successfully stack ranked the team and made the necessary changes to position the team for success
- Team attainment was 101% in FY12
- FY13 responsibility was expanded to Maine managing a team of 12
- Successfully stack ranked the team, realigned the territories and increased participation rates.
SR Solution Strategist
CA Technologies
01.2007 - 01.2012
- Successfully grew the Service Assurance business in Named accounts by over 40%
- Achieved Compass club each year
- Closed multiple 7 figure deals in 10 plus accounts over the 4-year period
- 62% Attainment FY08 (In role for 2 Quarters)
- 188% Attainment FY09
- 227% Attainment FY10 (Solution Strategist of the year)
- 139% Attainment FY11.
Regional Presales Manager
Concord Communications/CA Technologies
01.2005 - 01.2007
- Part of the Sales team responsible for the technical aspect of all opportunities for the Mid-Atlantic Area while working with the Sales teams to develop a strategy mapping the suite of products to the customer's business needs
- Managed a team of presales consultants that supported the BSO and ESM business units within the Mid-Atlantic East Region
- Responsible for the training and mentoring of the Presales staff as well as developing synergy between presales and sales.
Principal Sales Engineer
Concord Communications
01.2001 - 01.2005
- Received 2004 Presidents Award
- Responsible for contributing to a $11,200,000 Sales quota for the Mid-Atlantic and Southeast Territories which we exceeded every year
- Responsible for developing solutions that maps directly to the customer's business needs for new opportunities while maintaining the technical needs of the existing customer base
- Regional Specialist for the Application Response product suite.
Sales Representative/Sales Engineer
Network Performance Services
01.1997 - 01.2001
- Responsible for $1,500,000 Sales quota reselling our strategic partners products and implementation services
- During this period, I exceeded quota/expectations every year, attaining 135% of quota in my final year.
Skills
- Contract Negotiation
- Sales Leadership
- Forecasting
- Results-Driven
- Complex Problem-Solving
- Decision-Making
- Team Leadership
- Relationship Building
- Business Development
- Strategy
- Time Management
- Strategic Prospecting
- Active listening
- Value Negotiation
Salesskills
- Value Negotiation
- Solution Selling
- Customer Relationship Management platform integrated to applications that run our business
- MEDDPICC
- MEDDIC
Accreditations
- Leadership and Development Program
- Force Management Negotiations
- Dale Carnegie High Impact Presentations
- 2014 CA Technologies
Timeline
Vice President Americas Sales
ScienceLogic
08.2021 - Current
Senior Director MSP Sales
ScienceLogic
02.2019 - 08.2021
Partner Account Manager
CA Technologies
02.2016 - 02.2019
Solution Account Manager, Global Agile Operations
CA Technologies
04.2015 - 02.2016
Managed Comcast and GE for the Service Assurance Business Unit
CA Technologies
01.2013 - 04.2015
Director, Service Assurance
CA Technologies
01.2012 - 01.2013
SR Solution Strategist
CA Technologies
01.2007 - 01.2012
Regional Presales Manager
Concord Communications/CA Technologies
01.2005 - 01.2007
Principal Sales Engineer
Concord Communications
01.2001 - 01.2005
Sales Representative/Sales Engineer
Network Performance Services
01.1997 - 01.2001
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