Steve Larsen
Draper,UT
Summary
Seasoned technology consultant who thinks at the enterprise level and co-creates client strategies using a systems view. Proven track record of exceeding sales objectives through consultative, C-level relationships of trust and delivering value-added solutions to complex challenges.
Overview
25
25
years of professional experience
Work History
Vice President of Sales
T.E.S.S
03.2023 - Current
- Led national sales team focused on large enterprise, commercial, and high-end residential opportunities focusing on healthcare, major pharmacies, and banking opportunities.
- Designed organizational infrastructure covering all operational, technological, and channel partnerships
- Developed GTM strategy, marketing assets, and revenue targets across North America
- Quickly ramped revenue streams, starting in healthcare, to exceed initial launch goal (116%)
- Seed money issues-$$$
Strategic Accounts Director
Whatfix
02.2022 - 03.2023
- Led a team of 6 Account Executives and 4 Business Development Representatives
- SaaS | Cloud Applications | digital adoption platform (DAP) sales leader
- Closed Palo Alto Networks, Zions Bank, and Kaiser Permanente within the first nine months
- Exceeded annual quota through Q3 at 176% ($1.8M ARR)
Enterprise Region Sales Director
Mediafly
02.2021 - 02.2022
- Led a team of 6 Account Executives and 6 Business Development Representatives
- SaaS | B2B sales and marketing enablement company selling technology solutions and services
- Closed Dell, the largest deal in company history, $397K ARR
- Built new pipeline from zero to 39 opportunities in 6 months, 3.5x quota in SQLs
- COVID Budget Cuts
Consultant
Allen Interactions
01.2020 - 02.2021
- Consultant-lead, C-level engagements specializing in improving business performance through cloud architecture optimization change management and design thinking methodologies
- Closed Abbvie-Canada, Training Department project, $500K ARR
- Achieved 147% quota with six closed opportunities
- COVID Budget Cuts
Enterprise Region Sales Director
Instructure
04.2019 - 01.2020
- Lead large enterprise Consultant engaging with C-level Execs focused cloud applications within the employee development and sales enablement space
- Built net new pipeline from zero to more than 20 opportunities in 6 months valuing $4.5M ARR
- Closed $775K in net new business from
Director, Enterprise Sales - Consultant
Enterprise Sales Leader
07.2014 - 04.2019
- Consulted for SMB-large enterprise organizations with the Healthcare, Finance, Security, & BI industries driving strategy and revenue growth averaging 175%-190%
- Acted as a Player/Coach Role in restructuring, building Enterprise Sales Teams and developing Sales Strategies, and growing new businesses in new verticals
- Tasked with setting up key Global Strategic, Marketing/Branding programs and many other operational procedures to increase revenue.
Enterprise Sales Executive
McKesson Automation
07.2012 - 07.2014
- Lead Consultant interfacing with C-levels on operational efficiencies, cloud applications, and cost containment in the healthcare space.
- Built Funnel to 2.5x goal of $4.17M within the first year with average deal size between $800K - $1.5M
- 2013 Rookie of the Year, 193% Quota ($2.7M)
- Business Unit Sold
Region Sales Director
Orametrix, Inc
03.2011 - 07.2012
- Lead Pacific Northwest sales and operations leading a core team of 2 Account Executives and 2 Clinical Consultants in a 9-state region
- International orthodontic medical device and capital equipment company specializing in the discovery, development, and commercialization of a state-of-the-art, proprietary 3D digital system in the cloud in the Pacific NW Region + Alberta, Canada
- Increased new customer contracts by 20% vs. 9% company average achieved by creating a novel subscription-based volume strategy, forecasting, measuring objectives, and executing the plan
District Sales Manager
Sanofi
08.1998 - 03.2011
- Coached 8-12 Sales Professionals across a portfolio of therapeutic categories (Cardiovascular, Oncology, Rheumatology, Diabetes, etc.) significantly increasing brand market share
- Owned P&L, revenue growth for the Midwest and West Regions, analyzing data trends to determine best methods to improve sales results.
- Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products.
- Tracked weekly sales to develop detailed reports for senior leadership, using Salesforce CRM
Education
Bachelor of Science - Speech Communication
University of Utah
Salt Lake City, UT09.1996
Skills
- Pipeline New Growth
- Strategy Development
- C-Level Consultations
- Coaching and Mentoring
- Future Cloud Architecture
- P&L Responsibility
- Channel Partnerships
- Contract Negotiation
- Complex Sales
- Healthcare Specialty
- SaaS, Medical Device, Capital Equipment
- Sales Enablement, HR Tech
Languages
Spanish
Full Professional
Timeline
Vice President of Sales
T.E.S.S
03.2023 - Current
Strategic Accounts Director
Whatfix
02.2022 - 03.2023
Enterprise Region Sales Director
Mediafly
02.2021 - 02.2022
Consultant
Allen Interactions
01.2020 - 02.2021
Enterprise Region Sales Director
Instructure
04.2019 - 01.2020
Director, Enterprise Sales - Consultant
Enterprise Sales Leader
07.2014 - 04.2019
Enterprise Sales Executive
McKesson Automation
07.2012 - 07.2014
Region Sales Director
Orametrix, Inc
03.2011 - 07.2012
District Sales Manager
Sanofi
08.1998 - 03.2011
Bachelor of Science - Speech Communication
University of Utah
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