Sherry Gayo
Phoenix,USA
Summary
Accomplished and Goal-driven Software Sales professional bringing 16+ years of experience in Direct and Channel Sales. Proven track record of strategic business growth selling SaaS and Cloud Native solutions.
Overview
17
17
years of professional experience
Work History
Sales Account Executive
Platform9
Remote, Phoenix
03.2023 - Current
- Account Executive for both Direct and Channel Sales
- Lead the entire existing customer base sales strategy for Platform9 with an Annual Revenue of $16M. This includes OEM partners, Resellers and Direct Customers, reporting to the CEO and dotted line to the CRO
- Implemented a new Sales Operations process working with Finance, Product Management, Engineering and Sales in 2 months to strengthen customer loyalty, predict churn and enhance product offerings
- Consistently worked with customers contacts ( C-levels and VPs) to ensure that client understands the value of Platform9 and this also allowed me to learn about competitors and helped position our value against them
- Grew Q1 and Q2 install base accounts generating new revenue of $595K which is a 39% increase in Q1 and 37% Q2 revenue compared to previous year. Highlights: Multi year renewals, Renegotiated old pricing with new with an average of 40% uplift
- Led Channel Strategy for partnerships with OEMs serving multiple TelCo companies
- Created different pricing models for Direct and Channel partners.
- Worked closely with our Sales Engineers and Solution Architects to ensure successful and timely upgrades, feature releases for Direct and OEM partners
- Worked closely with company executives to identify new business partnerships, securing upsell/cross sell opportunities.
- Monitored market trends, competitor activities, and customer needs to identify new business opportunities.
Regional Sales - West
Platform9
Remote
02.2022 - 02.2023
- Account Executive selling Container and Cloud native solutions to West and Global Accounts
- Built $4.5M pipeline in 11 months
- Contributed information and worked with our VP of Product Management to put together new product offerings and pricing structures
- Evaluated existing Sales processes within the team and recommended improvements where necessary.
- Participated in industry events (KubeCon, Edge, Gartner IT Infrastructure, Operations & Cloud Strategies Conference) to network with prospects and build brand awareness within target markets, brought 10 hot leads from each conference
- Developed and implemented regional sales strategies to increase customer base and revenue growth.
- Collaborated with cross-functional teams to develop product campaigns that were tailored to meet the needs of specific markets
- Maintained a clear understanding of current products offerings, pricing structures, discounts, promotions, warranties.
- Provided input on competitive take out based on previous experience (this allowed the company to be able to put together competitive pricing working with our VP of Product.)
- Tasked to meet key contacts for existing accounts like Snapfish, Neovest, HPE and Kingfisher due to churn risk and was able to quickly uncover key information that helped us position Platform9 and saved the accounts from churning. Worked with our CRO to help expand portfolio and contributed information to sell our products/solution
- Worked with Platform9 founders with a Design Partner as a prospect for 6 months which later closed. (Product is currently being developed to go to market in September 2023)
Named Account Executive
SUSE
Remote
12.2020 - 01.2022
- Account Executive covering AZ, CO and CA
- Closed 3 Deals with Net New Clients in 10 months – Total Net New Closed - ACV $855K , $1.4M TCV, Renewal - $1.3M
Field Account Executive
Insight
Tempe, AZ
05.2007 - 11.2020
- 2+ years as an Account Executive (March 2018 - December 2020) , 6+ years in IBM Software Sales Specialist Role (October 2011 – March 2018) and 4+years in Operations (July 2007 – October 2011)
- Negotiated contracts with vendors and clients for the purchase of products or services.
- Closed complex Enterprise ELAs and IBM Software deals
- Broke into a new account for Insight (Roche Pharmaceutical) and sold a prototype Hololens deal in 2020
- First IBM Software Business Development Manager for Insight. Grew a $2M account to $8.6M in 2 years
- Key contributor to Insight's over all Sales strategy for IBM Software. Started at $64M Revenue in 2011 to $132M in 2017
- Acquired over 12 New IBM Clients in 3 years resulting to over $20M of Net New Revenue
- Sold and closed multi million dollar deals to companies like Hilton, American Express, Best Western, AJG and Honeywell.
- Worked with IBM jointly to close the biggest Reseller deal for IBM Software in North America with a revenue of $21M ($7M new software)
- Implemented IBM's Software Value Incentive program for Insight generating $800K in pure profit in the first year
- Implemented Managed Service Provider business for IBM at Insight
- Attended industry events such as conferences or trade shows in order to gain insights into current trends or developments in the marketplace.
- Developed strong partnerships with other departments in order to ensure seamless coordination between teams working on projects together.
- Managed client expectations by providing realistic timelines for project completion or delivery dates of goods, services ordered from vendors, suppliers.
- Top 5% employee in the company, participated in special projects and focus groups and helped beta tested operational processes for Insight
Education
Bachelor of Science, Major in Hospitality Management -
University of St. La Salle, Philippines
03.2003
Skills
- Open Source, Cloud Native Solution Selling
- Enterprise Sales
- Pricing and Sales Strategy
- Direct and Channel Sales
- Revenue Generation
- Forecasting and Pipeline Management
- Contract Negotiations
- Customer Relationship Management (CRM)
Accomplishments
- 2024 FinOps Certified Practioner (Crash Course)
- 2018 IBM Top National Strategic Business Partner (Key Contributor), 2018
- 2017 MVP – BDM award, 2017
- 2016 Avnet Top 10 IBM Partners Representative, 2016
- 2015 Business Development Manager of the year, 2015
- 2014 Insight Summit Club winner (President’s club), 2014
- 2013 Top 5th Percentile Outstanding Employee, 2013
- 2010 Excellence Award, 2010
- 2007 – 2009 Value Award Nominee, 2007-2009
- IBM software Sales certifications
- SUSE and Rancher Sales Certifications
Affiliations
- Provide Executive strategy to our CEO in the areas of Finance, Sales and Operations ( on-going )
- Worked with Sales and Product team to come up with a competitive price in the market and
- Worked with the Customer Success team and Sales and successfully grew existing customer base. Identified our product and operational gaps and implemented a solution to ensure success of product and sales
- Led the Sales efforts for one of our customers adopting Kubevirt as a replacement for VMware. POC is going well and at the last stage.
- Worked with our CRO to put together a Sales Strategy for Channel Sales. Leading a pilot co-sell strategy for Vmware displacement offering Managed Kubernetes or Openstack
Timeline
Sales Account Executive
Platform9
03.2023 - Current
Regional Sales - West
Platform9
02.2022 - 02.2023
Named Account Executive
SUSE
12.2020 - 01.2022
Field Account Executive
Insight
05.2007 - 11.2020
Bachelor of Science, Major in Hospitality Management -
University of St. La Salle, Philippines
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