Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
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Scott Riley

Littleton,CO

Summary

I've built a strong sales track record, highlighted by experiences at Autodesk and Arrow Electronics Distribution. As an Enterprise Account Executive at Autodesk, I've driven substantial revenue growth, exceeding targets consistently by overseeing the sales process and fostering channel partnerships. In prior roles, including Partner Manager at Autodesk, I've been instrumental in driving growth, coaching sales teams, and earning accolades like the Autodesk Partner Manager of the Year in 2019, reflecting dedication and success in sales and account management.

Overview

11
11
years of professional experience

Work History

Enterprise Account Executive

Autodesk
06.2022 - Current
  • Establish key relationships with C-Suite driving strategic alignment
  • Manage accounts through entire sales process; Outside field sales position, physically at customer location for business
  • Development, prospecting, and specifications through contract negotiations, signing, and post-sales support
  • Sell complex enterprise solutions and creatively seek alternative solutions where necessary
  • Partner collaboratively with channel partners to understand their business, creatively adopt programs to increase new revenue and expand business relationships
  • Deliver above 100% results in direct led enterprise sales environment, while forecasting within +/- 5% variance
  • Coordinate efforts of extended team including VARs, Technical Specialists, and others, focusing on actions which will create the largest impact.
  • Established strong relationships with key enterprise customers, driving customer experience and 90% retention.

Partner Manager

Autodesk
04.2018 - 06.2022
  • Coach & develop VAR sales reps to successfully sell Autodesk SaaS solutions through outcome based selling motions (Participate in sales calls with ADSK & partner sales reps)
  • Co-develop sales strategy and execution with partners driving 30%+ New growth Autodesk software Y/Y
  • Team lead with direct report responsibilities
  • Business philosophy: Engage/Align/Enable through Connections/Business Planning/Sales Execution
  • Facilitate forecast calls with +/- 5% variance
  • Develop quarterly business execution plans in sales activities, marketing events and weekly review of key performance indicators
  • Influence VAR ownership to develop manager coaching skills for individual contributor development (Boss to Coach).
  • Collaborated with a diverse team of professionals to develop innovative solutions for complex legal issues.
  • Negotiated contracts with partners to give equitable terms to all parties.
  • Successfully implemented "8 Dimensions of Success" driving 33% growth with strategic partners.

Senior Account Manager II

Arrow Electronics Distribution
03.2013 - 04.2018
  • Provide both strategic and tactical account coverage for over 200 unique accounts
  • Introduce partners to emerging suppliers while leading problem-solving initiatives
  • Achieved 127% to plan FY18 Q1, 148% to plan in FY18 Q2
  • Conducted bi-weekly & monthly email & call campaigns driving new partner enablement for leasing and financing.

Education

Bachelor’s Degree – Speech Communication (Emphasis in Media Studies) -

Colorado State University
Fort Collins, CO
05.2008

Skills

  • Extensive experience of SalesForce (Dashboards, Reporting, Task management), Eforce, Qlikview, Excel, Power BI
  • People Development- Coach others to become more effective through strengths, expectations, accountability and communication
  • Lead Change- Embrace innovation and set goals/tactics that align with vision
  • Successful completion of Sales Gravy “Adaptive Partnering”
  • Contract negotiations, IT financing, influence without authority, team motivation
  • Stakeholder Management
  • Pipeline Management
  • Customer Portfolio Management
  • Influencing skills

Accomplishments

  • Recipient of the Autodesk “Courage Champion Award” 2021
  • Autodesk Partner Manager of the Year 2019
  • Recipient of the Autodesk “Customer Star” Channel Impact Award
  • Arrow Travel Ambassador Level 2
  • Arrow Top 5 talent Program

Timeline

Enterprise Account Executive

Autodesk
06.2022 - Current

Partner Manager

Autodesk
04.2018 - 06.2022

Senior Account Manager II

Arrow Electronics Distribution
03.2013 - 04.2018

Bachelor’s Degree – Speech Communication (Emphasis in Media Studies) -

Colorado State University

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Scott Riley