Scott Born
SunGard Higher Education
Wayne,PA
31
years of professional experience
Veteran enterprise account executive capable of playing the long game to move large prospects with complex requirements from exploration to creating value proposition to closing multi-million dollar license and services engagements.
Work History
Director, Business Partnerships (1993 to 1995)
- Managed and grew relationships with Oracle, IBM, HP and Sun Microsystems.
- Developed strategies to communicate partner information and value proposition to sales organization.
- Expanded partnership network to include additional technology and service partners.
Account Executive
6 Years 10 Months- Managed .
- Skill 1
- Skill 2
Account Executive, MidAtlantic Region
4 MonthsAccount Executive, Blackboard Analytics, Southeast Region
2 Years 6 Months- Managed and executed sales strategy for academic and administrative analytics software and services.
- Top-producing Analytics Account Executive in 2014.
- Led company in sales of newly-acquired predictive analytics solution, signing three of first four contracts
- Proposal & pricing strategy created for these sales adopted for company-wide campaign.
- Collaborated with Blackboard Strategic Consulting team to develop proposal and close first sale of performance dashboard solution providing senior leaders with retention and enrollment metrics.
Enterprise Account Executive, Midwest Region
3 Years 6 Months- Led multi-stage sales campaigns resulting in sales of software and implementation services for SaaS-based procure-to-pay solution including supplier management and business intelligence solutions
- Closed deals at large universities & university systems valued at $750K-$3M+.
- Closed system-wide deals at nation’s largest research universities - Nebraska, Minnesota, Wisconsin.
- Achieved Tribute Club status in 2012 by exceeding 100% of quota.
Account Executive (1995 to 2010), MidAtlantic Region
16 Years 11 Months- Identified prospects, created sales campaigns, and closed software/services deals valued at $20K-$4M+
- Solutions included comprehensive ERP software for colleges and universities as well as CRM, business intelligence and portal applications.
- Achieved President's/Chairman’s Club status 11 of 14 years by exceeding 100% of quota
- Achieved 200+% of quota twice
- Consistently in top third of sales ladder.
- Won 75%+ of ERP opportunities within assigned sales region.
- Served as sales liaison to team developing Customer Relationship Management (CRM) solution
- Provided input regarding solution functionality, positioning and pricing.
Education
Master of Management
Bachelor of Arts, Economics
Skills
Verbal and written communication
Affiliations
- Lay leadership (Elder) of mission-focused church
Additional Information
Strong marketing background. Able to think strategically and develop strong value propositions
Timeline
Account Executive
Regent Education Inc.
07.2017 - 05.2024Read More
Account Executive, MidAtlantic Region
Hobsons
01.2017 - 05.2017Read More
Account Executive, Blackboard Analytics, Southeast Region
Blackboard Inc.
04.2014 - 10.2016Read More
Enterprise Account Executive, Midwest Region
SciQuest Inc.
04.2010 - 10.2013Read More
Account Executive (1995 to 2010), MidAtlantic Region
SunGard Higher Education
03.1993 - 02.2010Read More
Director, Business Partnerships (1993 to 1995)
SunGard Higher Education
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J.L. Kellogg Graduate School of Management
Master of Management
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Pomona College
Bachelor of Arts, Economics
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