Shawn Johnson
Atlanta,GA.
Summary
Goal-driven Enterprise Account Executive with a solid background in account management, and end-to-end sales. Extensive experience in large enterprise CX and EX cloud sales. Focused in Software, SAAS, IAAS, PAAS, LMS, Infrastructure, Apps, and Cloud Computing in CRM, ERP, HCM, and HRIS spaces. Proven record in landing and expanding high-value business accounts. Highly motivated to increase revenue through proactive lead generation and cross-selling opportunities. Expertise in nurturing client relationships and negotiating sales contracts. Customer-oriented with more than 12 years of managing lucrative accounts.
Overview
22
22
years of professional experience
Work History
Enterprise Account Executive
Freshworks
10.2022 - 04.2023
- Responsible for growing a book of business for Freshworks SAAS enterprise clients looking to achieve an exceptional customer experience for their clients (B2B) as well as an exceptional employee experience for their internal employees (B2E) by pitching Freshworks cloud native tech solutions for CX, EX, ITSM (IT service management) and sales and marketing teams
- Managed executive relationships with partners by optimizing partner performance through business reviews, identify additional business opportunities to expand revenue, deploy a sales approach that accelerates CX revenue growth
- Identified new opportunities in the CX industry creating an end-to-end sales lifecycle for sales CX deals, direct and through the field
- Reported weekly cadence to all key stakeholders to facilitate an understanding of customer and market conditions that delivers consistent monthly targets.
CX Application Sales Manager
Oracle
08.2021 - 08.2022
- Responsible for selling Oracle’s CX Cloud products and services which consisted of Oracle’s CRM, Oracle’s Sales and Service cloud, Content Data Management, Subscription Management and Oracle’s CPQ SAAS, IAAS, PAAS into the High-Tech Manufacturing market with revenues of $2Billion + in revenue
- Created business opportunities across enterprises by understanding my clients and prospects business objectives and uncovering their business strategies as well as learning their pain points and buying behaviors while translating these insights to Oracle’s solutions by taking a value-based solution selling approach
- Worked collaboratively in a team-based environment in a quarterback role alongside our BDR’s, Solution Architects, Sales Engineers to execute prospect’s business goals upon our agreed strategies
- Developed strategies to penetrate accounts across the entire enterprise so that I can represent the Oracle value proposition as well as specific CX-Based value and capability messaging
- Managed a highly complex and consultive sales cycle and sales process in collaboration with our external strategic partners
- Worked as a trusted advisor on our core offerings while building influence with users, executives, and other buyer personas
- Achieved 114% to Plan FY 2022
Regional HCM Enterprise Account Executive
UKG / Ascentis
10.2018 - 07.2021
- Advised Enterprise size organizations with 3000 + full time employees on Ascentis’s cutting edge HRIS-HCM workforce management SAAS technology to proactively manage their Human Resources, Recruiting, Time and Attendance, LMS, Learning and Development, Payroll, Benefit Administration and Talent Management needs
- Responsible for developing a go to market strategy in the GA and SC markets to promote Ascentis HRIS-HCM, Learning and Development enterprise level software to help organizations improve their profitability and efficiency by using it’s Human Capital Management technology
- Worked alongside the sales engineers to develop demonstrations tailored specifically to the prospect business needs based on a deep dive discovery meeting
- Responsible for strategically building eco-system relationships with various external partners and IT firms in GA and SC based on a national channel sales strategy
- Partnered with Product Management and other key stakeholders to provide product feedback to ensure that key features and functions are added to the product software roadmap
- Collaborated with the broader account team (Business Development, Sales Engineer, Professional Services, Marketing, Account Management, Implementations) to ensure a smooth transition from prospect to client.
Regional Sales Consultant
TriNet
12.2016 - 09.2018
- Presented TriNet’s Technology PEO employee benefits which included Healthcare, 401k, workers comp, time and attendance, and payroll benefits as well as Trinet’s SAAS to C-level executives in the mid-market space in the life science, professional services, financial services, nonprofit, fintech and technology verticals
- Partnered with Healthcare Brokers, Banks, CPA Firms, Venture Capital, Private Equity firms and channel sales to increase revenues and profits for the organization
- Maintained a successful day to day cadence that created velocity and deal flow of 5x the pipeline
- Actively worked with channel operations and TriNet’s alliance partners to execute a strategic sales methodology for our corporate Regus, Spaces and WeWork partnerships
- Actively created an ecosystem of industry insiders within the PEO space to network and share best practices that result in referrals and ultimately creates deal flow
- Analyzed the prospect needs and educate them on which services on our I.T platform are appropriate for their organization
- Created risk assessments, RFP’s, cost analysis, and proposals for the prospect in a timely matter in relation to the prospect’s human resources, employee benefits, employer group benefit plans, 401k, and risk needs
- Became a recognized role model for collaboration, leadership, and overall business results
- Achieved 115% of Quota FY 2017
SR. Account Executive
ADP
11.2010 - 03.2016
- Responsible for selling ADP’s Human Resource technology new logos to organizations with up to 1000 employees within the Charlotte market
- Managed a complete sales cycle and sold ADP’s suite of solutions of over 40+ products and services
- Engaged C-Level executives, using a consultative selling approach that positioned ADP as a long-time trusted advisor relationship
- Created a compelling vision and clearly communicated ADP transformative solutions with a goal of generating significant success and business value from a customer’s investment in ADP’s platform
- Developed and managed a territory plan and a personalized account plan for each customer, which aligned with their business goals
- Forecasted sales pipeline accurately and timely and progressed opportunities to deliver success cloud YOY revenue growth
- Exceeded sales revenue goal FY2012 by 1.05%, FY 2014 by 1.15%, FY 2015 by 1.10%.
Sr. Sales Consultant
Sage Software
10.2003 - 11.2010
- Consistently exceeded sales quota: 115% in FY 2005, 118% in FY 2006, 122 in FY 2007, 130% in FY 2008, 112% in FY 2009, and 122% in FY 2010
- President’s club recipient 5 out of the 7 years employed
- Generated interest in Sage business software solutions through various prospecting methods, including: Davox, Sage CRM, Atlas, and cold calling daily
- Presented demos to prospects via WebEx
- Ensured that businesses were GAAP compliant by government standards
- Increased sales revenue year over year by selling accounting, payroll tax, customer relationship management software solutions and other products and services as well as maintenance contracts to new and existing clients
- Partnered with the accounting community to market Sage Accountant Network (SAN) product line to the end user
- Partnered with product and strategic marketing to better provide go to marketing strategies for Sage SAAS products to prospects through positioning, pricing, and direct marketing initiatives
- Exceeded yearly quota of 1 million + USD per fiscal year.
Senior Account Executive
Dell Inc
05.2001 - 05.2003
- Achieved 154% of $2mm sales revenue quota and finished at $3.08mm in FY 2002
- Worked with Dell channel sales team, and project managers to drive Dell’s enterprise business solutions into end user accounts within Dell’s Corporate Account Segment
- Actively worked with sales engineers to ensure solutions were satisfactory to customer’s standards and achieved customer’s goals
- Cultivated territory by attending Trade Shows, providing on site demos with prospects
- Worked with enterprise third party partners and client’s technical personnel to build relationships and ensure Dell’s sales engineer team understood the customer’s on-going enterprise needs
- Assisted partners in closing sales opportunities
- Received Dell Rising Star Award in 2002 for outstanding performance.
Education
Master of Project Management -
Keller Graduate School of Management
Bachelor of Science - Biology
Tennessee State University
Skills
- Account Management
- Lead Qualification
- New Account Growth
- Sales Forecasting
- Strategy Alignment
- Workload Prioritization
- Problem Solving
- Competitive Landscape
- Sales Processes
- Consultative Selling
- Analytical Skills
- Creative Solutions
Timeline
Enterprise Account Executive
Freshworks
10.2022 - 04.2023
CX Application Sales Manager
Oracle
08.2021 - 08.2022
Regional HCM Enterprise Account Executive
UKG / Ascentis
10.2018 - 07.2021
Regional Sales Consultant
TriNet
12.2016 - 09.2018
SR. Account Executive
ADP
11.2010 - 03.2016
Sr. Sales Consultant
Sage Software
10.2003 - 11.2010
Senior Account Executive
Dell Inc
05.2001 - 05.2003
Master of Project Management -
Keller Graduate School of Management
Bachelor of Science - Biology
Tennessee State University
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