SCOTT KOHLER
Dallas,TX
Summary
- Result driven Business Development/ Account Management Executive with a track record of fostering relationships and driving revenue through strategic and consultative selling techniques.
- 20 years of Business Development and Client Relationship Management experience within the Services Provider Industries
- 10 years record selling IT related Services (Engineering, Cloud, Data etc)
- 7 years' experience building and managing teams for operation and sales departments.
- Effective interpersonal skills, self-directed and competitive with a passion for building key partnerships to support business initiatives.
Overview
21
21
years of professional experience
Work History
Director, Business Development
EPAM Systems, Inc
Dallas, TX
11.2021 - Current
- Dual responsibilities, in charge of all IT Business Development initiatives for the state of Texas BU and M&E Nationwide
- Top Net New Logo producer (10 MSAs to date acquired during my tenure)
- Managed end-to-end process for securing new logo deals, including prospecting, presentation, negotiation, and closing
- Led presales team in managing the creation and coordination process for proposal submissions
- Forged valuable alliances with key partners including AWS, Azure, GCP, Databricks and other industry leaders
Vice President
European American Chamber Of Commerce Texas
Dallas, TX
01.2018 - 12.2023
- Spearheaded the development of initiatives aimed at enhancing member involvement and fostering collaboration with other boards
- Assisted with the organization and coordination of multiple events and activities
- Directed efforts to modernize board procedures and improve overall organizational efficiency
Vice President of Business Development
Endava
Dallas, TX
06.2019 - 10.2021
- IT Business Development to grow the state of Texas as well as the Mobility team (Logistics and Supply Chain)
- Achieved 96% quota in FY 2019 ($2.88M)
- Achieved 82% quota in FY 2020 ($4.10M)
- Focused on adding new logos, in charge of the full cycle for my Order Book (Identification, prospecting, presentation, deal negotiation and closing)
- Collaborated with Account Group to identify new opportunities and create more value with existing accounts
Senior Business Development Executive
Bottle Rocket (a WPP Company)
Dallas, TX
07.2018 - 06.2019
- Managed entire IT sales cycle including lead generation, cold calling, consultation, and closing adhering to company policies and procedures
- Oversaw sales presentations, requirement coordination, contract development and negotiation in order to secure new business deals while ensuring seamless integration of contract requirements with daily operations
- Responsible for overseeing and managing the success of the Partner Program
Vice President, Business Development
Kualitatem Inc
Sunnyvale, CA
01.2017 - 07.2018
- Responsible for Kualitatems’ expansion into the US market, strategic vision, execution and growth (P&L) for the following:
o Software testing and security assessment services
o Software product (SaaS) – Kualitee - Exceeded quota for software product by 150% in 2017 (1,500+ new monthly paid users)
- Achieved 106% of quota in 2017 for software testing and security services
- Directly managed, mentored and lead team of 2 business development managers
- Lead and supervised new marketing and lead generation processes
Founder/Managing Partner
LPK Capital
Dallas, TX
02.2014 - 01.2017
- Launched my own Financial software development solution catering to retail traders and forex brokers
- Proficiently designed, developed, and distributed over 100 personalized software applications (MT4/MT5) targeting retail traders and forex brokers
- Established and supervised a team consisting of three accomplished MQL4/5 experts from different countries
- Led initiatives in design, management, HR and business development/account management
Business Development Executive
GlobalStep
Dallas, TX
12.2012 - 01.2015
- Sales / business development / account management within North America and Asia. Acquired 4 major clients generating $1.1M of new revenue in 2014
- Assisted with setting, negotiating and closing deal with Intel resulting in GlobalStep becoming an official Testing Partner
- Helped develop and define new line of service (staffing and customer support) and assisted creation of business presentations to support efforts
- Cultivated and maintained strong industry relationships and customer partnerships to capitalize on opportunities and maximize business success
Director, Account Management
GlobalStep
Dallas, TX
01.2012 - 12.2012
- Responsible for managing $15M+ client portfolio (including all key accounts) and promoting new business development initiatives
- Efforts generated 27% global growth in 2012, maintaining 100% client retention
- Consistently exceeded sales goals through up-selling and cross-selling within existing client base
- Aggressively directed and positioned the company within the mobile game and application space
- Supervised account billing, creation and maintenance of production schedules, creation of internal projection documents, supervision of operation managers, coordination with vendors
Director of Business Development - Gaming
Testronic Laboratories Inc
Burbank, CA
03.2008 - 01.2012
- Business development efforts resulted in an increase in top-line revenue of 82% over a four-year period
- Prospecting, negotiation and deal closing with numerous worldwide game developers/publishers (Asia, North America and Europe)
- In charge for over 70% of games global sales revenue for the company
- Negotiated and closed deals with major game publishers/developers, which generated over $2.5M+ in new revenue yearly
- Headed North American Game QA Division, with services including functionality QA, Compliance QA, Localization QA, Translation and Compatibility (200+ staffs)
- Established Los Angeles game testing division; recruited and oversaw team of 15 QA testers, with unit generating $450,000 in an 18-month period
- Built Los Angeles game testing lab, established a matrix of diversified PC configurations, streamlined internal documentation, implemented new testing policies, with operation coming in 18% under budget
- Managed and supervised heads of each line of services, which encompassed four nations - Japan, United Kingdom, Poland, and Belgium
- Key client account management
Account Manager
Testronic Laboratories Inc
Burbank, CA
03.2004 - 03.2008
- Responsible for managing all key client accounts for the home entertainment division
- Acting as account manager with studio executives, scheduling and coordinating emulations/compressions with authoring houses and clients, supervising account billing, creating and maintaining production schedules, creating internal projection documents, supervising operation managers and testing personnel, coordinating with vendors (regarding specs and schedules), reviewing reports, and handling a wide variety of special projects
Education
Strategic Management -
Harvard Extension School
Cambridge, MA2014
Business Communication -
Harvard Extension School
Cambridge, MA2014
Bachelor of Arts -
Lumière University Lyon 2
LyonSkills
- Business growth and retention
- Consultative sales techniques
- Contract negotiations
- Sales strategies
- Client presentations
- Analytical problem solver
- Excellent communicator
- Lead generation
Languages
Bilingual, I speak English and French natively.
Timeline
Director, Business Development
EPAM Systems, Inc
11.2021 - Current
Vice President of Business Development
Endava
06.2019 - 10.2021
Senior Business Development Executive
Bottle Rocket (a WPP Company)
07.2018 - 06.2019
Vice President
European American Chamber Of Commerce Texas
01.2018 - 12.2023
Vice President, Business Development
Kualitatem Inc
01.2017 - 07.2018
Founder/Managing Partner
LPK Capital
02.2014 - 01.2017
Business Development Executive
GlobalStep
12.2012 - 01.2015
Director, Account Management
GlobalStep
01.2012 - 12.2012
Director of Business Development - Gaming
Testronic Laboratories Inc
03.2008 - 01.2012
Account Manager
Testronic Laboratories Inc
03.2004 - 03.2008
Strategic Management -
Harvard Extension School
Business Communication -
Harvard Extension School
Bachelor of Arts -
Lumière University Lyon 2
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