Tom Wulf
Linkedin: Http://linkedin.com/in/tom-wulf/
Summary
As a leader I excel at aligning revenue and operational functions, building high performance teams, creating the right culture and leveraging data to drive transformational growth and customer centricity.
Multi-faceted career in sales, sales leadership, executive leadership, and channel partners. Currently a results-oriented Senior Vice President of Sales and Strategic Partnerships, I create and execute GTM strategies for sales, marketing and customer success. Astute professional offering talents in identification and execution of new revenue opportunities. Known for having a polished and approachable personality, delivering long term lasting relationships with customers, partners and employees.
Overview
21
21
years of professional experience
Work History
Vice President of Sales and Strategic Partnerships
Trucker Path
Phoenix, AZ
08.2021 - Current
- Responsible for developing and implementing the strategic growth plan for Trucker Path Fleet Sales including P&L management.
- Led sales strategy for the Trucking Industries #1 Driver App, with over 1 million drivers subscribed.
- Introduced new and successful monetization strategies to exploit the Driver App product.
- Created the Enterprise Fleet Navigation offering conceptually, and led marketing & execution. It has quickly become the companies #2 revenue producer and include logos
- Forged a strong relationship with the Executive Leadership of Travelers & Northland Insurance to develop them into resellers of our SaaS offering as well as allowing Trucker Path to further monetize our SaaS offering with insurance sales.
- Lead sales and customer service teams in U.S., Philippines and Columbia. 80 total personnel.
- Restructured Trucker Path ELD program - 38% revenue increase with 23% cost reduction in first 12 months.
- Formalized programs and recruited new partners for monetized integration including Geotab, Samsara, Motive, etc.
- Worked hand in hand with CMO to create marketplace and overall marketing strategy.
Vice President - Channel Partnership
PCS Software
10.2020 - Current
- Designed strategy, implemented program and manage Channel Partnership program for PCS's AI powered logistics platform.
- Develop Channel and Partner strategies that result in in long-term partnerships
- 50 Plus Partners recruited, signed and onboarded including Project 44, Here Technologies, Uber Freight and Geotab
- Created Re-Seller agreement to expedite process and increase revenue share
- Responsible for Partner Tier measurement program based on MRR quota attainment across the partner channel
- Identify platform enhancing API's and collaborate with Tech Development team to create use case's for enhancement of PCS SaaS solution
- Collaborate with field sales teams to provide partners that add value for current & prospective customers
- Work cross-functionally to develop Channel Marketing programs including the Partner Portal and Partner Training
- Recruit and manage cross functioning team to build PCS's winning pre-integrated API ecosystem
Vice President of Channel Business Sales
Datamatics
Chicago, IL
11.2019 - 10.2020
- Enhancing business efficiency for data-driven businesses through Intelligent Automation Solutions:
- Lead U.S. Sales Team in Digital Transformation solutions including Data Management, Robotic Process Automation, Artificial Intelligence, Cloud, Mobility, ECM and Advanced Analytics
- Identify National and Global Enterprise account targets, penetrate and build relationships, discover and influence, create value and ROI presentation.
- Have signed and developed 4 top-tier Channel Partners in 6 months.
- Have developed 3 net new strategic partnerships in first 4 months that will minimum increase U.S. revenue 20%.
Regional Sales Director
Konica Minolta Business Solutions
Chicago, IL
04.2017 - 10.2019
- Leading the Central and South Region U.S. territories for Sales and Channel by providing digital transformation solutions around management and analytics. Solutions include Microsoft Sharepoint, Hyland On-Base, Square 9, Nintex, Kofax and Ephesoft technologies to 100+Enterprise clients managing $20M+ annual budget
- Identify and recruited 7 Value Added Re-Sellers to build Regional Business sales.
- Spearheaded a total regional rebuild in the Central Region by hiring , coaching and training a brand new sales team, Recruiting 3 Re-Seller Partners and driving a new sales strategy which resulted in increasing the regional pipeline by 7 times within 2 years
- Revamped the South Region by rebuilding the sales , identifying and recruiting key Sales professionals and adding 3 Key Re-Seller Partners which resulted in increased business by $3M in 3 months
- Overseeing the transformation from On-Premise to SaaS annual recurring revenue model resulting in a predictable revenue generation model for the company's growth
Regional Sales Director
Tab Products
Chicago, IL
10.2003 - 03.2017
- Managed TAB's sales pipeline for the Midwest Region territory focusing equally on Business Development and Account Management, to develop net new business and manage existing accounts which culminated with closing the largest single deal in company history at $3.1 MM in 2015
- Managed 25 Channel Strategic Partners throughout the Region.
- Built key strategic partnerships with one of the largest business tech companies in the Midwest which generated $1.5M+ additional revenue
- Managed 10+ major national accounts and solidified strong client relationships resulting in expansion throughout their Global Enterprise, increasing revenue by cross-selling other TAB offerings in other client location
- Led the new Midwest Business Process Outsourcing Center providing information management services such as digital imaging, patient chart abstracting and date conversion which yielded 123% quota in year 1 and 142% in year 2.
Education
Bachelor of Arts - Communications
University of Illinois At Champaign/Urbana
Bachelor of Arts - Communications
The University of Illinois
Urbana- Champaign, IL. Skills
- Growth Strategies
- Executive Management
- Expansion Strategies
- Customer Success
- Demand Generation
- Data Analytics
- Channel Partnerships
- Negotiation and Persuasion
Software Skills
Salesforce, G-Suite (Mail,Drive,Docs, Slides, Sheets, Calendar),and Microsoft Office Suite (Microsoft Word, Microsoft Excel, Microsoft Powerpoint, Microsoft Outlook)
Timeline
Vice President of Sales and Strategic Partnerships
Trucker Path
08.2021 - Current
Vice President - Channel Partnership
PCS Software
10.2020 - Current
Vice President of Channel Business Sales
Datamatics
11.2019 - 10.2020
Regional Sales Director
Konica Minolta Business Solutions
04.2017 - 10.2019
Regional Sales Director
Tab Products
10.2003 - 03.2017
Bachelor of Arts - Communications
University of Illinois At Champaign/Urbana
Bachelor of Arts - Communications
The University of Illinois
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