SCOTT VALLEY
San Diego,CA
Summary
Highly accomplished Sales Leader with 17+ years of expertise in Technology sales, specializing in the acquisition and expansion of high-value enterprise accounts (Fortune 500/1000). Deeply experienced in selling complex AI/ML, Data Analytics, and Cloud Infrastructure solutions. Proven expert in navigating C-level and technical buyer relationships, leading successful multi-month Proof-of-Concepts (POCs), and leveraging rigorous sales methodologies like MEDDPIC to drive predictable, record-setting revenue growth. Cloud Digital Leader Certified.
Professional with experience in strategic account management, prepared for this role. Expertise in client relationship building, revenue growth, and strategic planning. Strong focus on team collaboration and achieving results, adaptable to changing needs. Known for negotiation skills, effective communication, and leadership qualities.
Overview
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Certification
Work History
Sr. Strategic Account Executive
Manta Software
- Led a pivotal multi-month Proof of Concept (POC) with a Fortune 50 company, setting the stage for a transformative partnership.
- Secured the largest Annual Recurring Revenue (ARR) contract in the history of the company, marking a record-setting achievement.
- Authored comprehensive Business Value Assessments that guided Data Governance Councils, securing strategic enterprise alignments.
Regional Sales Director
WorkBoard Inc.
- Spearheaded initiatives that significantly expanded WorkBoard’s footprint among major enterprise clients through strategic leadership.
- Cultivated enduring relationships with C-level executives, facilitating sustained revenue growth and strategic partnerships.
- Consistently secured new logos each quarter, leading to recognition as the top sales leader in the West by revenue for 2021.
Global Strategic Account Executive
Wrike
- Negotiated and secured 18 new Master Service Agreements with Fortune 1000 companies, consistently surpassing sales targets.
- Authored and presented a monthly Wrike training workshop to over 100 prospects, resulting in product proficiency adoption and an average ARR increase of $20,000 monthly.
Account Executive Analytic Portfolio Data Science
IBM
- Managed and expanded the IBM SaaS Analytic Portfolio across the Communications Market in the Western region.
- Outperformed all peers in the communications vertical by contributing the highest SaaS revenue in 2017.
Account Executive, National Accounts
Teradata
- Managed direct sales of the entire breadth of offerings: Traditional Data warehouse, Cloud, Big Data / Hadoop, Aster, and Consulting services.
- Consistently obtained over 100% of quota every quarter without exception within the Enterprise Manufacturing Team.
Regional Vice President of Sales / GTM Lead
Bytecode & Joon Solutions
06.2024
- Focused on digital transformation strategies using products like Vertex AI, Looker, and BigQuery to drive cost savings and create new revenue streams through data monetization.
- Collaborated with the CEO to develop and implement a "Go-To-Opportunity" (GTO) strategy, incorporating unique prospecting and MEDDPIC deal evaluation methodologies.
- Completed 40 hours of Google Cloud Platform (GCP) training and earned the Cloud Digital Leader Certification.
- Contract Employment Offer (effective June 20, 2024)
Education
Master of Business Administration (MBA) - Supply Chain and Advanced Logistics
Ashford University
San Diego, CABachelor of Arts - Sociology
University of California, Santa Cruz
Santa Cruz, CASkills
- Enterprise Sales & Strategy: Strategic Planning Business Development Enterprise Contracts & Negotiation Account Expansion Field Sales MEDDPIC GTO Strategy C-Level Engagement Public Speaking
- AI/ML & Infrastructure: Vertex AI BigQuery Looker Cloud Digital Leader (GCP) Analytics, Machine Learning (ML), Natural Language Processing (NLP) Big Data / Hadoop SaaS Analytics Portfolios
- Tools & Platforms: Salesforce HubSpot Gong Gemini ChatGPT Microsoft Teams Zoom Enterprise Databases
- C-level engagement
- Upselling strategies
- Competitive analysis
- Sales presentations
- Sales strategy development
- Territory management
- Key performance indicators
- Sales negotiations
- Teamwork and collaboration
- Problem-solving
- Problem-solving abilities
- Team collaboration
Accomplishments
- Supervised team of 15 staff members.
- Achieved 18 net new master service agreements with fortune 1000 customers
- Documented and resolved shipping errors which led to 2 days less leadtime for product delivery.
Certification
- Certified Cloud Digital Leader, Google - March 2025
SELECTED ENTERPRISE ACHIEVEMENTS (AI/ML & INFRASTRUCTURE)
- Pioneering Revenue & Predictability: Consistently ranked as a top performer, evidenced by obtaining over 100% of target every quarter without exception (Teradata) and achieving recognition as the Top Sales Leader in the West by Revenue for 2021 (WorkBoard).
- Strategic Infrastructure Acquisition: Orchestrated and closed a $13 million 5-year Enterprise License Agreement focused on Analytics Infrastructure Migration for a major utility company.
- POC Conversion Leadership: Directly led a pivotal multi-month Proof of Concept (POC) with a Fortune 50 company, successfully translating the technical win into the largest Annual Recurring Revenue (ARR) contract in company history (Manta).
- Deep AI/ML Infrastructure Experience: Driven sales of modern AI/ML solutions like Vertex AI, Looker, and BigQuery (GCP). Holds the Cloud Digital Leader Certification, demonstrating expertise in scaling compute and data platforms.
- Process-Driven Pipeline Mastery: Leveraged 8 years of experience coaching and utilizing the rigorous MEDDPIC methodology to drive predictable results. Collaborated with the CEO to develop and implement a "Go-To-Opportunity" (GTO) strategy.
- Scalable Expansion Success: Demonstrated superior land-and-expand capability by securing initial entry points and driving subsequent massive growth, including closing the largest deal in Manta’s history and consistently securing 18 new Master Service Agreements with Fortune 1000 companies.
Timeline
Regional Vice President of Sales / GTM Lead
Bytecode & Joon Solutions
06.2024
Sr. Strategic Account Executive
Manta Software
Regional Sales Director
WorkBoard Inc.
Global Strategic Account Executive
Wrike
Account Executive Analytic Portfolio Data Science
IBM
Account Executive, National Accounts
Teradata
Bachelor of Arts - Sociology
University of California, Santa Cruz
Master of Business Administration (MBA) - Supply Chain and Advanced Logistics
Ashford University