THOMAS CANNON
Maynard,MA
Summary
Sales Leader with 15+ years of customer facing sales experience. Performance-driven with stellar record of accomplishment in connecting with customers and driving remarkable sales. Proactive, well-organized sales leader successful at meeting and exceeding targets with strategic approaches. Skilled lead generator, product demonstrator and problem-solver.
Overview
18
18
years of professional experience
Work History
Strategic Account Manager
Bitsight
Boston, MA
01.2023 - 02.2024
- Developed and implemented strategic account plans for key clients.
- 106% quota achievement in 2023
- Identified new business opportunities to increase revenue.
- Conducted regular meetings with customers to ensure satisfaction levels were met.
- Collaborated with cross-functional teams to develop innovative solutions for customers.
Corporate Account Manager
Citrix
Burlington, MA
04.2020 - 01.2023
- Field position within the Northeast Enterprise team holding key accounts including Bain & Company, EMCOR Group, Boston Medical Center, Harvard Pilgrim, Samsonite International
- 114% quota achievement in 2020
- Successfully closed 2 net new logo's totaling $525k in revenue in 2021
- Experience navigating a complex sales cycle from start to finish
- Analyzed customer needs and interests and recommended specific company products and services to best meet unique customer needs.
Commercial Sales Representative
Markforged Inc.
Watertown, Massachusetts
01.2018 - 04.2020
- Number 1 sales rep in North America in 2019 with 117% of goal YTD
- 2018/ 2019 Presidents Club Winner
- Number 2 sales rep company wide for overall revenue generated in 2018- 118% of goal YTD
- Part of the first team to successfully penetrate the European Market focusing on Central and Eastern Europe
- Built and Maintained relationships with numerous Value Added Resellers across 14 countries
- Responsible for building, maintaining and growing a pipeline focusing heavily on new business
- Managed prospective leads and existing accounts through SalesForce to accurately forecast revenue
Enterprise Account Executive
Panaya Inc.
Westborough, MA
03.2017 - 10.2017
- Responsible for Panaya’s enterprise account ($200M-$5B) business in the Mid-Atlantic region leveraging direct and indirect channels.
- 138% quota achievement year to date while generating $1.2M in pipeline.
- Successfully closed 2 net new logo's totaling $392k in revenue for Q2 working directly with CTO's and IT Directors.
- Responsible for the success of the territory’s strategic customers, including net new sales, customer onboarding, project success, retention, up-sell, cross-sell, and renewal.
- Ensure customer is gaining maximum value from Panaya and fully leveraging their SaaS subscription on an ongoing basis.
- Identify and develop new opportunities within the customer’s business and ensure growth and footprint across multiple SAP or Oracle ERP systems.
Account Executive-Mid Market Cloud Storage
Oracle
Burlington, MA
03.2015 - 03.2017
- Working Closely with Mid-Market general territory accounts ($100M-$750M in revenue) in the NYC area
- 130% quota achievement in 2016
- Responsible for all our current Storage solutions: SAN and NAS solutions (ZFS), All Flash Storage, Zero Data Loss Recovery Appliance (ZDLRA) and our Cloud Products
- Work with organizations leveraging Oracle's innovative Cloud, SAN and NAS technologies to simplify data center complexity, reduce Opex and increase ROI.
- Manage and close Oracle sales opportunities through forecasting, account resource allocation, account strategy, and planning
- Managing disk storage sales for multiple national named accounts and general territory accounts in Georgia.
- Ranked in top 15% of sales reps for net new logo wins and quota achievement.
- Handle calls and/or web based presentations to manage product positioning, and strategies.
- Increase pipeline through demand generation and targeted campaigns to the Oracle install base and/or net new accounts.
- Manage full life cycle of the sales process from prospecting to closure.
Sales Representative
Liberty Mutual Insurance Company
Lexington, MA
07.2010 - 03.2015
- Selling auto, home, life and other insurance products to individuals and Affinity groups within the Greater Boston Area.
- Consulting and advising prospects and policyholders on matters of insurance protection and coverage
- 9-time Pacesetter Award winner, grew new business at least 25% each year Ranked 25 out of 150 sales reps in the State of MA for total new business brought in 2013
- Opened numerous affinity benefit programs (Including the City of Woburn with 800 employees) by establishing relationships with HR managers to create benefit programs for all employees
- Managed a portfolio of 950 accounts totaling $1.1 million in total sales.
Business Development Manager
Dining In.com
Brighton, MA
06.2008 - 01.2010
- Responsibilities included prospecting, opening, maintaining and growing corporate client base in the downtown Boston area as well as the Denver, Dallas, Philadelphia and Chicago market.
- Opened and established relationships with several major corporate accounts and restaurant partners such as Arnold Worldwide Advertising, Bain & Company, Applebee's and Chili's.
- Successfully opened and signed a record of 29 new clients in one month.
- Performed inside and outside cold calls averaging 40-50 cold calls per day and 15-20 face to face meetings per week.
- Prepared and implemented marketing strategies which lead to successful sales programs and increased product awareness.
Sales Representative
WB Mason Company
Worcester, MA
02.2006 - 05.2008
- Performed inside and outside cold calls within my territory averaging 35-40 outside cold calls per day
- Responsible for opening, managing and growing accounts in Massachusetts within several different territories
- Ranked 49 out of 500 Sales Representatives for margin of business brought in over budget.
- Top 10% for end of fiscal year new account generation in 2007
- Call on various types of decision makers including Secretaries, Office Managers and Heads of Purchasing.
Assumption College
Worcester, MA
-
- Bachelor Degree in Marketing
- 3.2 GPA
- Men's Soccer Team
Skills
- Proven sales track record
- Strategic account development
- Customer-oriented
- Complex project negotiations
- Consultative and relationship selling
- Sales territory growth
Timeline
Strategic Account Manager
Bitsight
01.2023 - 02.2024
Corporate Account Manager
Citrix
04.2020 - 01.2023
Commercial Sales Representative
Markforged Inc.
01.2018 - 04.2020
Enterprise Account Executive
Panaya Inc.
03.2017 - 10.2017
Account Executive-Mid Market Cloud Storage
Oracle
03.2015 - 03.2017
Sales Representative
Liberty Mutual Insurance Company
07.2010 - 03.2015
Business Development Manager
Dining In.com
06.2008 - 01.2010
Sales Representative
WB Mason Company
02.2006 - 05.2008
Assumption College
-
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