Summary
Overview
Work History
Education
Skills
Timeline
Generic
STEVEN P. LEWIS

STEVEN P. LEWIS

SUPERIOR

Summary

Results driven sales professional with deep technical acumen. Drives company vision through excellent service and significant ROI performance. Effectively promotes products and increases revenue by connecting with customers and recommending target offerings. Well-versed in building value-based discussions around energy needs and opportunities to increase cloud sales.

Overview

20
20
years of professional experience

Work History

Enterprise Sales Representative

Google Cloud
04.2020 - Current
  • Serve as the primary business contact for Rocky Mountain territory: Digital Natives, Industrial, Retail accounts
  • Leverage value based methodology qualification for complex enterprise level opportunities
  • 100% greenfield territory with no Google Cloud spend to 17 net new spenders
  • 100% self-created pipeline from industry tailored messaging via email, industry events, and LinkedIn
  • 100% account penetration due to data conversations targeted for the line of business
  • Workloads generated, AI/Ml, Predictive Analytics, Data Warehouse, Kubernetes, Looker, Google Earth Engine (Geospatial), Workspace
  • Achieved first geospatial workload with early preview of Google Earth Engine
  • Created Oracle Database sales campaign for Cloud SQL replacement
  • Participated in 20% sustainability project for SAF researching GREET and LCA model
  • Successfully developed a methodology including NDA, CMA, landing zone, pilot, and pay go with line of business personas


Enterprise Account Executive

Oracle
11.2018 - 04.2020
  • Serve as primary business contact for designated accounts – AECOM, Ball Corporation, Ball Aerospace, British Petroleum, Southwest Gas, and Tetra Tech
  • Leverage challenger sales methodology qualification for complex enterprise level opportunities
  • Work closely with client services and product teams to insure customer success in order to drive expansion opportunities
  • Refine sales messaging, prospecting, qualifying whiteboarding and closing techniques
  • Maintain knowledge of AI, Big Data, Database, ERP, IoT, IaaS, and PaaS
  • Accurately maintain client information, opportunity notes and forecast in CRM
  • Obtained 110% of goal in first 6 months
  • Reduced British Petroleum’s legacy maintenance bill by 12%, which lead to $1.85M transaction for DBaaS transformation
  • Key PaaS win at Tetra Tech, Progressive Mobile Application for Enterprise (10,000) users
  • Project was stalled for 3.5 years before taking over account
  • Strategic Chatbot & Digital Assistant for service desk and mobile travel & expense
  • Closed transactions with both Ball Corporation and Diageo; neither had purchased in 6 years
  • DBaaS - Create Executive Alignment with C-Level at all accounts
  • Developed 2.5x sales pipeline in first 4 months, accelerated to 4x after 1st year

Senior Account Executive

CA Technologies – API Management
04.2018 - 11.2018
  • Serve as primary business contact for designated accounts – British Petroleum, Ball Corporation, Century Link, Disney Corporation
  • Identify key decision-makers and build strong relationships at all levels within accounts
  • Leverage MEDDPICC sales methodology qualification for complex enterprise level opportunities
  • Work closely with client services and product teams to ensure customer success in order to drive expansion opportunities
  • Refine sales messaging, prospecting, qualifying whiteboarding and closing techniques
  • Maintains knowledge of CA APIM, microservices, customer drivers and industry trends
  • Accurately maintain client information, opportunity notes and forecast in SFDC
  • Automated Blackfoot’s purchase process with 3-way match via API builder
  • Closed transactions at CenturyLink, Disney, and Blackfoot in first half of 2018
  • Create 3x pipeline development through customer engagements, marketing campaigns and market sector knowledge/intelligence

Enterprise Account Executive

Determine (Now Corcentric)
11.2016 - 04.2018
  • Lead complex sales cycles to differentiate Determine Source to Pay cloud based solutions
  • Leverage trusted advisor sales methodology to drive sale of solutions for Procure to Pay, Spend Analysis, Strategic Sourcing, Contract Management, and Supplier Lifecycle Management.
  • Developed and manage relationships with prospects and customers to ensure referenceability
  • Develop new sales opportunities via outbound prospecting efforts
  • Forecast accurately and maintain all sales cycle activities within CRM system in accordance with defined sales process and methodology
  • Present Determine’s application value propositions to C-level executives via Web conference tools and face-to-face meeting
  • Developed 3.5x pipeline
  • Initiate and lead strategic marketing campaign to penetrate prospective clients
  • Reduced Robert Half’s 3rd party e-signature bill by 65%
  • Drove certification of HIPPA for Colorado Access, which ensured personal data could be safely stored in cloud
  • Key Wins: Bioscrip, Colorado Access, Robert Half, Vision Service Provider

Senior Account Executive

IBM
11.2012 - 07.2016
  • Leverage value based sales methodology to drive sale of solutions for Spend Analysis, Strategic Sourcing, Contract Management and Supplier Lifecycle Management.
  • Develop and execute sales campaigns targeting accounts in key vertical markets including High Tech, Health Care, Telecommunications
  • Represent enterprise software group for national events in order to develop software visibility, product penetration and growth.
  • Proven solutions-based consultative sales skills at C-level with F500 companies
  • Responsible for selling new software sales to procurement departments in energy, and healthcare
  • Manage and grow pipeline every quarter through prospecting, networking and referral business.
  • Part of sales team that won 65% of sales in which we competed, beat sales targets and achieved 100%+ growth
    year over
  • Achieved over 100% of 1.2M quota on yearly basis
  • Key Wins: AMD, Banner Health, Citizen Telecommunication, EnSign Group, ESRI, Frontier Communications, Molina Health, and Starbucks.
  • Reduced Ensign’s Group Professional Services (T&M) bill by 25% via workshops

ACCOUNT MANAGER

Interwoven (Now HP)
01.2004 - 01.2010
  • Ownership and quota for renewals, expansion (upsell), additional user licenses and products
  • Attend and participate in customer quarterly business reviews in order to measure success criteria against customers’ objectives
  • Implement key account customer relationship strategy, resulting in 25% increase in customer licenses
  • Facilitate customer issues with product management for roadmap consideration
  • Recognized for 110% YoY product growth across account base

Education

MBA - Economics

Lewis University
Romeoville, IL

BBA - Computer Information Systems

Western Michigan University
Kalamazoo, MI

Global & Oil Gas Management Certificate

Thunderbird School of Global Management
Glendale, AZ

Database Technologies Certificate

DePaul University
Chicago, IL

Skills

  • Oil & Gas Value Chain
  • Cloud Technology
  • AI/ML
  • Data
  • Value Selling
  • Sustainability
  • Economics
  • Business Development

Timeline

Enterprise Sales Representative

Google Cloud
04.2020 - Current

Enterprise Account Executive

Oracle
11.2018 - 04.2020

Senior Account Executive

CA Technologies – API Management
04.2018 - 11.2018

Enterprise Account Executive

Determine (Now Corcentric)
11.2016 - 04.2018

Senior Account Executive

IBM
11.2012 - 07.2016

ACCOUNT MANAGER

Interwoven (Now HP)
01.2004 - 01.2010

MBA - Economics

Lewis University

BBA - Computer Information Systems

Western Michigan University

Global & Oil Gas Management Certificate

Thunderbird School of Global Management

Database Technologies Certificate

DePaul University

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STEVEN P. LEWIS