Scott Hudson
Springboro,OH
Summary
Experienced sales executive/person focused on business growth through new business development and strategic account management. Improves sales processes to increase conversion rates and strengthen pipeline visibility. Skilled at building client/partner relationships that support recurring revenue and recognized for delivering significant revenue growth through strategic partnerships.
Overview
39
39
years of professional experience
Work History
SVP of Sales
Aura
Dayton, OH
09.2019 - 09.2026
- Helped grow struggling employee benefit channel, leading to strategic partnership with MetLife as exclusive distribution partner.
- Increased ARR from less than $10M to over $60M.
- Built new home and auto channels now generating nearly $15M in ARR.
- Built strong client and distribution partner relationships that improved satisfaction and retention.
- Worked with marketing to align campaigns with sales goals and initiatives.
- Reviewed market trends to identify new business opportunities and customer needs.
- Supported budgeting and forecasting processes for sales activities.
- Set up processes for recruiting, training, motivating, evaluating, and retaining top sales talent.
SVP of Sales
Ceannate
Dayton, OH
08.2018 - 05.2019
- Assessed government legislation and determined employer student-debt funding would not be adopted as an employee benefit, then quickly pivoted efforts to Aura.
SVP of Sales
Equifax
Atlanta, Georgia
11.2016 - 08.2018
- Promoted in 2016 to support GTM strategy launch for new Equifax business serving large employers with identity theft protection and financial wellbeing solutions.
- Completed build-vs-buy analysis to remove GTM barriers and recommended acquisition of ID Watchdog, later acquired by Equifax in August 2017 for $65M.
- Supported sales and channel integration for ID Watchdog through onboarding, training, sales process design, incentive planning, CRM conversion, and territory alignment.
- Started employee and client disaster recovery planning soon after acquisition when Equifax announced major data breach exposing 143M consumers’ personal information.
- Focused recovery plan on retaining key talent, clients, and partners while closing active pipeline deals.
- Kept all sales team members and nearly all marquee clients.
- Maintained relationships with top four channel partners representing 65% of sales.
- Exceeded 2018 fiscal revenue goal despite breach.
VP of Sales Workforce Analytics
Equifax
Charleston, South Carolina
02.2013 - 11.2016
- Transformed sales for eThority, a 2011 underperforming Equifax acquisition and grew SAAS revenue from $2M to $60M in less that 4 years.
- Collaborated with key functional areas to implement new GTM, moving from broad based workforce analytics to CBA's (Compact Business Applications) to solve client specific business/HR challenges.
- Our first CBA was to help Employers deal with the complexity of the Affordable Care Act and determining Employee eligibility.
- Hired and trained a Sales Team of 7 to target Employers/Partners and ultimately sold 800+ Employers representing 33M employees.
SVP of Sales and Marketing
HR Chally
Dayton, OH
11.2006 - 02.2013
- Helped reposition Chally for sale, then shifted focus to business survival during 2007–2008 recession, keeping company viable; President Ken Carroll recognized heroic sales efforts during and after recession.
- Replaced sales talent and introduced new sales process and methodology.
- Sold and delivered Chally solutions across 20 countries to multinational clients, including Cardinal Health, Abbott, SunGard, AkzoNobel, Manpower/Right Management, and Hitachi.
- Led international client workshops in UK, Canada, and Sweden.
- Drove 60% of sales through channel strategy with APG, Achieve Global, American Management Association, SPI, Richardson, Pretium Partners, and Right Management.
- Increased sales 50% to highest revenue level in company history; Chally was later acquired by Growth Play.
Sales Leader and Sales Person
Reynolds and Reynolds
Dayton, OH
01.1988 - 10.2006
- Supported sales across local, regional, and national markets, plus marketing, product management, account management, customer support, sales leadership, and GM duties with P&L responsibility.
- Negotiated and completed multi-million-dollar contracts with John Deere, Philip Morris, R.R. Donnelley, ServiceMaster, and First Chicago NBD.
- Earned 13 consecutive 300 Club honors and 6 President’s Club honors recognizing top 20% of performers each year.
- Managed integrated document solutions as GM and solution executive, carrying P&L responsibility for profitable $160M document management business unit within Reynolds; directed sales, product marketing, customer support, and sales operations across 10 regional sales directors and 150+ field and inside sales representatives, plus 4 product and marketing managers at locations throughout U.S. and Canada.
- Led channel management and sales promotions/operations for IDS from 2001 to 2003, overseeing customer and sales communication, product promotion, customer service, and sales operations; guided development of company’s first customer e-commerce site, which processed 70% of all orders received, earned ecom-ohio’s Pioneer Award, and received profile in Portals Magazine as top 56 winner and company annual report feature.
- Served as chief channel officer for PrintPlayer.com from 2000 to 2001, new Reynolds unit created to sell printing via internet and capture dot-com opportunity with IPO potential; led sales and channel management, secured $10M in VC funding, and closed 20+ strategic partner contracts with IBM, American Express, Mastercard, and Discover Card.
- Directed national account sales for document management in Charlotte, NC from 1996 to 2000.
- Managed strategic account sales for major printing accounts in Richmond, VA from 1994 to 1996.
- Worked as sales executive for printing accounts in Norfolk and Richmond, VA from 1988 to 1994.
Education
Bachelor of Science - Business Administration
University of North Carolina At Charlotte
Charlotte, NC06-1987
Skills
- Sales strategy and growth
- New business development
- Pipeline management
- Sales presentations and deal closing
- Customer and partner management
- Relationship building
- Growth strategies
- Problem solving
Accomplishments
- Equifax Sales Leader of the year
- Selected for Reynolds and Reynolds Hi Potential Leadership Program
- Achieved Reynolds and Reynolds Sales achievement club every year eligible
Timeline
SVP of Sales
Aura
09.2019 - 09.2026
SVP of Sales
Ceannate
08.2018 - 05.2019
SVP of Sales
Equifax
11.2016 - 08.2018
VP of Sales Workforce Analytics
Equifax
02.2013 - 11.2016
SVP of Sales and Marketing
HR Chally
11.2006 - 02.2013
Sales Leader and Sales Person
Reynolds and Reynolds
01.1988 - 10.2006
Bachelor of Science - Business Administration
University of North Carolina At Charlotte