Scott K. Wales
Hopkins,Minnesota
Summary
Proven leader in territory development and client relationship management, I excelled at Agile Frameworks, driving ARR growth from $1.5M to $6.5M. Leveraging targeted marketing strategies and effective contract negotiation, I consistently surpassed sales targets, achieving top sales positions and securing key accounts, including a $1.2M deal with an OEM customer for Avantstar, Inc.
Overview
24
24
years of professional experience
Work History
SR SALES EXECUTIVE
Agile Frameworks
01.2018 - 01.2025
- Was #1 sales executive as company grew ARR from $1.5M to $6.5m in ARR, and 28 to 150 customers, closing over 100 new customers
- Increased deal size 40% from 2023 to 2024
ACCOUNT EXECUTIVE
Qumu
01.2016 - 01.2018
- Spearheaded sales of a top-tier video solution, generating new business through direct and partner channels
- Managed, secured, and distributed video content for enterprise clients, consistently surpassing sales targets
- Through collaboration with partners on sales initiative and marketing activities, achieved first year quota attainment over 100%
- Utilized networking skills to build list of prospects for new business in MN territory, growing revenues to $1M in first year
SOFTWARE BUSINESS DEVELOPMENT REPRESENTATIVE
Kroll Ontrack
Eden Prairie, USA
01.2008 - 01.2016
- Developed new business and expanded existing accounts by targeting corporate decision-makers for Exchange and SharePoint search and recovery software
- Managed sales data analysis, forecasting, and team training
- Collaborated with clients and product managers to integrate new features into software releases
- Led Western Territory Team (2011-2013), managing and motivating a team of 4 before the company transitioned to a no-territory model
- Achieved top sales in 2015, exceeding sales quotas 3 out of 4 years through relationship building and ROI-focused up-sell strategies
- Increased annual sales from $450K to $2.1M by introducing new products and services
ACCOUNT MANAGER
Avantstar, Inc.
Chanhassen, USA
01.2001 - 01.2008
- Planned and implemented sales strategy for North American sales territory, developing targeted phone and e-mail campaigns to recruit new customers and cultivate positive long-term client relationships to retain and expand accounts
- Key Accomplishments:
- Exceeded sales quota 6 out 7 years
- Realized annualized revenue growth exceeding 40% during company startup for initial product line by marketing successfully to Fortune 500 companies
- Signed 3 of the first 4 OEM customers generating $1.2M in incremental revenue for the next generation product developed specifically for the E-Discovery market
Education
Bachelor of Arts - International Relations, Economics
University of Wisconsin
Madison, WISkills
- Targeted Marketing Strategies
- Effective Contract Negotiation
- Client relationship management
- Territory development
- Territory management
Websites
Professional Development
Certified in Strategic Selling, Miller Heiman, 2014
Timeline
SR SALES EXECUTIVE
Agile Frameworks
01.2018 - 01.2025
ACCOUNT EXECUTIVE
Qumu
01.2016 - 01.2018
SOFTWARE BUSINESS DEVELOPMENT REPRESENTATIVE
Kroll Ontrack
01.2008 - 01.2016
ACCOUNT MANAGER
Avantstar, Inc.
01.2001 - 01.2008
Bachelor of Arts - International Relations, Economics
University of Wisconsin
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