Tim Maher
Beaverton,OR
Summary
Director / Manager - Sales / Key Accounts Growth Strategies / Product Launches / Solution Selling / B2B / VAR's / Marketing / International Promotions / Strategic Alliances & Sponsorships / GSA / Recruitment & Training / Operations Career accomplishments include a variety of sales roles and products while consistently showing the ability to grow revenues / market share. Demonstrated skill to strategically penetrate target market segments. Built / developed teams to optimize sales performance and capture significant new business opportunities in industries ranging from security software, capital equipment, industrial services, consumer goods, and health / fitness. Successful in diverse environments including; startups, turnarounds and established businesses. Special Skills: Initiated creative/successful business development and sales strategies. Built high-performance, top producing sales teams. Generated and effectively managed rapid growth. Developed significant add-on revenues from VAR channel development. Produced huge sales gains, landing major regional, national and international accounts.
Overview
28
28
years of professional experience
Work History
Director of Sales & WW Director of Customer Success/Renewals
Tripwire
Portland, OR
08.2013 - 07.2019
- Took over an underperforming renewals team at Tripwire in April, 2018, that was closing/renewing support contracts at an 79% rate.
- Instituted company-wide changes that has produced an increase that's currently an 84% retention rate.
- Determined "at risk" factors that are leading indicators of disgruntled customers that typically precipitate departure.
- Incorporated into the CRM a "high touch" team documentation process that permits reporting to uncover characteristics of "at risk" factors which allows intervention earlier in the cycle to help address customer issues and concerns.
- Every 1% increase in retention results in ~$700k added revenue.
- Established new international VAR channel for Paraform Software, playing a key role in 400% sales increase.
- Software startup was struggling to create a reliable revenue base.
- Took charge of under-developed VAR network, establishing contacts in Pacific Rim, Mexico, Brazil and Canada.
- Built / trained re-seller team, boosting channel sales three-fold.
- Devised new strategy, targeting new market niches to generate 40% of total corporate sales.
- Developed award-winning team for Black Mountain, generating 80+% of $25M company sales total.
- Sales Reps were located in four diverse distribution centers, preventing the synergy essential in a successful sales team.
- It required daily stats/forecast calls to ensure accountability, while also setting a regular schedule of semi-monthly meetings to review strategies, exchange ideas for performance enhancement and establish a true bond.
- Built a team that set records for highest percentage of goal over 100% for four consecutive years.
- Company was established in 1928 and operated as a mom and pop until sales strategies were implemented to catapult the company growth and become the largest independent bottled water company in the U.S.
- Attained position on Board of Directors at US ParaPlate as a sales management/sales training specialist with a goal of maximizing sales for a 40 million dollar a year manufacturing company.
- Worked with the inside sales team to accelerate sales processes and operational efficiency.
- Sales were increased by 25% in 6 months which resulted in the company being sold within one year to Circor and accomplish my goal as a board member.
- Tripwire provides a host based intrusion solution for security and compliance that allows large Mid-Enterprise and Enterprise commercial companies to protect critical assets against network infiltration.
- Highest revenue producing inside sales rep 2015.
- Promoted to East Sales Manager with (7) reports in 2016.
- Instituted KPI's that resulted in team records for highest revenue quarter by East sales team two out of four quarters in 2017 and $9.5M revenue.
- Promoted to North America Director of Sales at the beginning of 2018 supervising (7) reps.
- Additionally took over the Worldwide Customer Success Team for support renewals in April of 2018 that includes (7) reps and $70M in revenue responsibility.
- Leveraged sales background for outreach campaign that targeted "at risk" profiled customers which produced an increase of retention by 4% yoy.
- Chosen by parent company (Belden) to lead an initiative called ECLP (Early Career Leadership Program).
- This program profiles high performing students to employ for a (3) year immersion into several businesses with a goal of expediting career growth and performance.
- Currently managing (2) candidates as part of a business development team to augment both segments of the business.
NW Regional Sales Executive
07.2012 - 07.2013
- EInstruction offers educators and administrators a family of software, student response systems, interactive whiteboards, mobile interactive whiteboards, and powerful enterprise-based administrator tools to instantly capture, grade, report and analyze student performance data.
- Responsible to work through channel partners as part of building end user sales strategies within 5 state territory that has had limited penetration.
- Developed and implemented a territory account plan to focus on meeting both personal and company goals of expanding customer base.
- Added 4 new partners in 5 months to increase coverage in the region.
- Secured 3 new buying contracts to gain exposure and access to key curriculum technology decision makers that includes targeted marketing opportunities.
Client Development Manager
10.2010 - 07.2012
- Levementum is a leading open-source professional services firm focused on delivering world-class implementations of; CRM, BI, E-Commerce and systems integration solutions.
- Our approach is driven by business needs, creating strong business and IT partnerships, and clarifying the many complex technology challenges companies face.
- Responsible for selling SugarCRM software and consulting services in the Northeast region.
- Doubled sales in the territory in first year.
- Moved from Portland, Oregon to Waltham, MA to open new office for the company to further enhance sales growth by 50%.
- Office expansion allowed the addition of technical resources to more effectively support customers in the east and assist in pre-sales efforts.
- Developed pipeline that was triple the requisite for typical forecast and supported exponential sales growth.
Enterprise Account Manager
Symantec Corporation
01.2006 - 01.2010
- Hired to lead specialist sales team for a new product targeting application performance management.
- Company abandoned the specialist team after 8 months.
- Transitioned to an Enterprise Account Manager covering the South Central territory selling all Symantec solutions.
- Exceeded performance metrics and quota without a field counterpart.
- Established an extremely effective VAR sales channel to replace lack of field support.
- Subsequently attained 80% of team's sales totals with a field sales counterpart who was typically required to achieve 60%+ of the team total.
- Five time recipient of Enterprise Rep of the month in 2008.
- Moved to a newly created sales team in the Consulting Services division in 2009 that also covered the South Central region.
- Achieved 97% of goal for 42 million quota in a down market and 137% of individual KSO performance.
Sales Manager
24 Hour Fitness
01.2004 - 01.2006
- Enhanced promotional strategies / training to restore revenue growth of Portland-area club.
- Promoted to manage second club, leading team of 12 to turn around a poor performing location and increased new client acquisition by 150% in one year.
General Manager
Prostripe, Inc
01.2002 - 01.2004
- Turned around a small industrial services company.
- Devised a business plan resulting in two corporations.
- Secured initial sale of $400K, and directed team of 6 to double previous year's sales.
Director of National Sales
01.2001 - 01.2002
- Played a key role in reorganizing a capital equipment startup company's sales staff, customer service, and government sales.
- Generated sales increase of 20% to $2.5M.
International Director of Sales
Paraform Corporation
01.1999 - 01.2001
- Managed a sales team at a startup selling digital design software.
- Built solid revenue base to enable second year operations.
- Took over responsibility for managing channel partners globally.
- Investor group opted to pull funding.
Sales Manager
Black Mountain Spring Water
01.1992 - 01.1999
- Elevated sales management responsibilities every year to eventually take over all sales activities related to home delivery service.
- Increased customer base by 30,000 over 6 years.
- Built successful team of 28 sales representatives, while enhancing total revenue by 70% to $21M.
- Coordinated as many as 800 events per year along with radio and TV advertising campaigns to expose the sales team to sales opportunities with the highest closing percentage.
Executive Account Manager, Enterprise Account Manager
Creative Breakthroughs
Project Manager / Designer, Technical Recruiter
- Representative / Contractor with Overland Products.
- Knowledge/Experience with; Salesforce, Marketo, LinkedIn (Navigate & Elevate), SugarCRM, Miller Heiman, Basho, Sandler, Spin Selling, Karass, Differential Value Proposition (DVP), Veelo, Discover.Org, Data.com, & Kaizen (Continuous Improvement).
Education
Civil Engineering studies
San Jose State University
Skills
- Advertising, Producing
- Approach, Radio
- Business development, Reporting
- BI, Selling
- Business plan, Sales
- Closing, Sales management
- Com, Sales Manager
- Consulting, Sales training
- Continuous Improvement, Strategy
- Contracts, Supervising
- CRM, Symantec
- Address customer issues, Systems integration
- Client, TV
- Customer service
- Delivery
- Digital
- Design
- Documentation
- E-Commerce
- Focus
- Government
- Inside sales
- Inside
- Sales
- Leadership
- MA
- Director
- Managing
- Marketing
- Market
- Meetings
- Access
- Exchange
- Office
- 97
- Mom
- Enterprise
- Network
- Performance management
- Processes
- Salesforce proficiency
- Knowledge of sales retention
- Established track record of exceptional sales results
Timeline
Director of Sales & WW Director of Customer Success/Renewals
Tripwire
08.2013 - 07.2019
NW Regional Sales Executive
07.2012 - 07.2013
Client Development Manager
10.2010 - 07.2012
Enterprise Account Manager
Symantec Corporation
01.2006 - 01.2010
Sales Manager
24 Hour Fitness
01.2004 - 01.2006
General Manager
Prostripe, Inc
01.2002 - 01.2004
Director of National Sales
01.2001 - 01.2002
International Director of Sales
Paraform Corporation
01.1999 - 01.2001
Sales Manager
Black Mountain Spring Water
01.1992 - 01.1999
Executive Account Manager, Enterprise Account Manager
Creative Breakthroughs
Project Manager / Designer, Technical Recruiter
Civil Engineering studies
San Jose State University
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