Scott Carlson
New York,NY
Summary
A results-driven sales (B2B) and construction leader with 5 years of experience in Enterprise SaaS covering business development, account management, revenue growth, client relations, product management, and design. A concrete ability to forecast at-risk accounts, foster client relationships, identify upsell & cross-sell opportunities, and drive the customer's vision. Comfortable with ambiguity and thrive in fast-paced environment.
Overview
10
10
years of professional experience
Work History
Account Executive
Trimble
New York, NY
03.2023 - Current
- Developed net new business growth across strategic accounts in the Mechanical, Electrical, and Plumbing (MEP) industry for a suite of products.
- Quarterback extended account team: Business Development, Sales Engineering, Sales Ops, Customer Success, Product, Legal, Marketing, and Finance.
- Conducted in-depth discovery workshops to map customer requirements to product capabilities and architect end-to-end solutions.
- Defined whitespace in accounts that close measurable capability gaps.
- Developed comprehensive business cases, ROI models, and competitive positioning to land and expand the current footprint.
- Identified and cultivated customer advocates to build internal support and referenceable success stories.
Account Manager/Product Manager
Struxhub
New York, NY
07.2022 - 03.2023
- Reported to Chief Executive Officer + Chief Product Officer.
- Followed up on inbound leads, cross-sold, upsold, and expanded accounts.
- Implemented SEO to generate more leads.
- Demonstrated and implemented software to customers.
- Drove roadmap strategy with stakeholders in Product, Engineering, and Sales to validate the implemented designs created the intended business value.
- Documented user stories, specifications, and product features into detailed work order to communicate across teams and build mandatory requirements.
- Reviewed data analytics, sales, customer concerns and new opportunities to drive business strategy.
Enterprise Customer Success Manager
Autodesk
New York, NY
09.2019 - 07.2022
- Grew a book of 32 accounts from $1.8M to $7M (Enterprise).
- Helped close late B2B stage deals and increased profitability and revenue by generating $5M+ in sales.
- Acted as a primary technology expert, providing impactful expertise about technology to the customer.
- Identified & discovered gaps in business workflows, creating business goals, and requirements for key stakeholders.
- Cross-collaborated with Sales, Sales Engineering, Sales Ops, Product, Legal, Marketing, and Channel Partners.
- Developed and implemented a comprehensive sales plan to increase revenue in assigned territory.
- Developed & monitored measurable product metrics (KPls) to create actionable insights to improve adopting cloud products.
- Led process improvement and problem-solving efforts to create standard procedures and escalation policy for customer support team.
- Managed technical relationships, collaborating with internal Solution Engineers to provide the right knowledge to the customer during sales engagements.
- Developed advocates within accounts to help build impact and success for Autodesk solutions.
Marketing Manager
Activate
Parsippany, NJ
02.2019 - 09.2019
- Boosted Pharmaceutical brand awareness and generated leads while managing internal and external marketing campaigns and programs.
- Created company brand messaging, collateral materials, customer events, promotional strategies and product commercialization.
- Managed workflow between staff, coordinating documents, planning and creative material distribution.
Project Manager
Northeast Remsco Construction
New York, NY
01.2018 - 02.2019
- Identified plans and resources required to meet project goals and objectives.
- Managed projects from procurement to commission.
- Developed and initiated projects, managed costs, and monitored performance.
- Achieved project deadlines by coordinating with contractors to manage performance.
Project Engineer/Scheduler/Supervisor
Kiewit
New York, NY
06.2014 - 01.2018
- Monitored installation of materials and equipment for compliance with drawings and specifications.
- Completed daily construction tasks while providing safe working conditions, staying on budget and meeting project deadlines.
- Determined and scheduled priorities as required to progress engineering work.
- Procured & managed cost estimates for various projects by evaluating contracts, blueprints, and historical data.
- Designed architectural models for VDC work.
Education
Bachelor of Science - Architectural Engineering
University of Cincinnati
Cincinnati, OH04.2014
Bachelor of Science - Construction Management & Business
University of Cincinnati
Cincinnati, OH04.2014
Skills
- Communication
- Solution Selling
- Account Strategy Planning
- Relationship Management
- Customer Engagement
- Business Strategy & Growth
- Competitive Analysis
- Contract Negotiation
- Product Management/Design
- Process Improvement
- Product Marketing
- Identifying Industry Trends
- Data Visualization Mgmt
Volunteer
- Build Change - Automated the process of redesigning homes affected from catastrophic events by utilizing CS, JSON, & XML to reduce time and budget to build.
- Merit America - Created a custom API call between SalesForce, Outmatch, & WePow. This consisted of screening API documentation, designing architecture to house data, and building out the API to reduce data entry and automate notifications.
Accomplishments
- Renovated a friend's basement from full demo for an AAR 4x initial investment.
- Created a fake restaurant website and generated 20k monthly views to learn SEO marketing.
- Created my first Fundraiser, netting $18k of profit.
Tools & Software
- Sales: SalesForce, Hubspot, Totango
- Data: Tableau, PowerBI, Google Studio
- Design: Figma, Figjam
- Product: Prodpad, Hotjar, Jira
- Construction: SysQue, ProjectSight, Trimble Connect, Connect2Fab, Viewpoint, Procore, Autodesk Cloud Solutions, MS Project, P6, Sage, eSub, Archibus
- Other: Autocad, Revit, Sketchup, MS Office, Google Suite
Timeline
Account Executive
Trimble
03.2023 - Current
Account Manager/Product Manager
Struxhub
07.2022 - 03.2023
Enterprise Customer Success Manager
Autodesk
09.2019 - 07.2022
Marketing Manager
Activate
02.2019 - 09.2019
Project Manager
Northeast Remsco Construction
01.2018 - 02.2019
Project Engineer/Scheduler/Supervisor
Kiewit
06.2014 - 01.2018
Bachelor of Science - Architectural Engineering
University of Cincinnati
Bachelor of Science - Construction Management & Business
University of Cincinnati
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