Terrell Deams

• Promoted to EVP of Partner Relations to lead global revenue and channel strategy at Arch, a Third-Party IT maintenance and support services firm.
• Grew Channel Business from $20M to $35M through aggressive partner expansion and net new Global Partner Acquisition.
• Partnered with executive leadership both internally and externally to develop and execute an integrated GTM model driving profitable growth across global markets.
• Led Sales and Marketing to deliver alignment between sales planning, analytics, and execution.
• Analyzed market trends and customer data to identify new opportunities to create value, and optimize pricing strategies and generate revenue.
• Implemented KPI framework and data-driven dashboards to improve forecast accuracy and confidence.
• Spearheaded brand refresh and launched a modernized website to enhance customer and partner engagement.

• Grew partner-led business within new and existing partners from $2M to $20M ARR.
• Enhanced company profitability by implementing strategic business plans and optimizing operational processes.
• Implemented performance tracking and incentive frameworks to align partner priorities with company objectives.
• Established partner business plans, quarterly business reviews (QBRs), and win room sessions to drive internal and external decision-making and alignment around strategic opportunities and sales activities.
• Collaborated with senior management to develop strategic initiatives and long-term goals.
• Negotiated high-value contracts that maximized profitability while mitigating risks for the organization.
• Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry players.
• Identified opportunities to improve business process flows and productivity.

• Developed GTM strategy for POS Equipment Maintenance; collaborated with Sales, Engineering, and Customer Success to translate product analytics into actionable sales motions.
• Collaborated with Global Partner Organization and Sales Ops to drive forecast accuracy and territory coverage planning.
• Defined pricing, value prop, and positioning to support feature updates and enterprise solution launches.

• Responsible for aggressively seeking Health Insurance Provider sales opportunities, and developing / implementing a sales growth strategy for Connecture’s core product InsureAdvantage

(Targeted Growth: $3M).

• Coordinated marketing efforts with Business Development team to optimize lead generation efforts towards key accounts and new markets.
• Managed the resources of Sales Engineers (2 SE’s) to ensure adequate bandwidth for specific opportunities.
• Orchestrated efforts between Client Services, Product Development, and the Technology team to maintain customer production support levels.
• Oversaw .NET Client Services Team (5) for account management and product support for 6 clients.
• Provided organizational assistance in developing market, competitor, and industry trends research to support corporate sales goals and product development.

Accomplishments:

• 2012: Achieved 125% of Annual Base Quota $3.25M

• Pursued, presented and gained agreement with Health Insurance Carriers to partner with the Benefitfocus Platform. Product Suite Included: Sales Automation, Online Enrollment, Data Exchange, eBilling, and additional ancillary solutions in the healthcare and benefits marketplace.
• Analyzed market trends and governmental influences to build effective business cases and ROI models.
• Cultivated, built and managed relationships with C-Level and VP-Level prospects and clients within the healthcare and benefits marketplace.
• Negotiated pricing and contractual agreements in order to finalize multi-million dollar sales opportunities.

Accomplishments:

• 2011: Achieved 125% of Quota (Recorded $42K in total committed monthly recurring revenue / 4-year term)

• Responsible for selling Ceridian’s flagship HR/Payroll product, as well as Human Capital Management, Recruiting, Background Screening, etc., while utilizing the VITO method of selling.
• Consistently analyze business opportunities within assigned territory, while ensuring that all Ceridian products and services have been thoroughly presented through a professionally executed sales cycle.
• Strategically position Ceridian’s Ancillary Products in an effort to further penetrate current clients and leverage revenue generation potential at the Enterprise Level.
• Served as Interim-District Vice President for 4 Sales Representatives: Responsible for New Hire Training & Development, Activity Management, Motivational Strategies, and implementing Competency Gauging Models to ensure continued progression towards our Monthly and Annual Goals.

Accomplishments:

• 2007: Achieved 200%+ of Quota: $620K (Sales Quota: $300K)
• Fiscal Year 2006, Received “Top Producer of the Year 2006 Award” for the Southeastern Region.

• Responsible for the selling of Pre-Employment Background Investigation & Drug Testing programs to Fortune 500 Organizations in Mid-West & Southeastern United States.
• Established cross-referencing / selling relationships throughout ChoicePoint to further penetrate current clients and leverage revenue generation potential at the enterprise level.
• Developed Vertical Market specific Agreements, Contracts and ROI Analytical Metrics to capitalize on lucrative sales opportunities. Coordinated Legal Department meetings to ensure contract language met the requirements of all parties involved.
• Conducted quarterly customer evaluations to ensure our understanding of the customers ever changing needs. (Evaluations involved the Client Satisfaction Representative and Operations Manager from the Employment Service Centers in which the account is worked)

Accomplishment:

• Created a Customer Panel and executed a Strategic Business Plan to accelerate the growth of the WorkPlace Solutions Book of Business from $2.7M to $6.5M ARR.