Tom Schneider
Carmel,IN
Summary
Enterprise Cloud / SaaS Software Sales Professional successfully leading digital transformation sales cycles for clients while catalyzing revenue growth & operating efficiencies.
Aggressive hunter & relationship builder to C-Suite, Executive & Director stakeholders while employing quantitative value gain & ROI methodologies.
Extensive discrete & process market sector knowledge across the US, spanning Fortune 100 through Mid-Market clients, while interfacing with Operational, Financial & IT competencies. Travel flexibility for North America & beyond.
Overview
34
34
years of professional experience
Work History
Senior Account Executive
Infor
05.2024 - Current
- Specialized in net-new ERP sales for mid-market distribution across North America.
- Directed cross-functional sales team collaboration while advancing value-driven, complex sales cycles
- Generated and progressed $2MM in pipeline activity across retail, chemical, food & beverage and industrial container distribution sectors.
- Actively engaged ELTs from Director to CFO while meeting & exceeding strategic client initiatives with market leading solutioning.
- Average ACV $200-400K (TCV $1MM-$2MM)
Major Accounts Executive - A&D / Automotive
Blue Yonder
02.2023 - 04.2024
- New account penetration yielded two VOC (Vendor of Choice) selections in year-one of Automotive, Aerospace & Defense sectors for global leader of supply chain planning & execution solutions
- AI/ML enabled Cloud SaaS solutioning enabling enterprise digital transformation across Fortune 1000 client targets employing Challenger sales methodologies
- Average ACV $250K - $950K (TCV $1MM - $3.5MM)
Senior Cloud Applications Sales Manager
Oracle
12.2019 - 12.2022
- Executed sequential growth of Oracle's native Cloud-based digital thread Edge solutions including Supply Chain, PLM, IoT & AI to Energy & Utility, Telecom, Healthcare & Industrial markets
- Achieved $1.47 MM of $1.8MM quota in capex-challenged sectors leveraging PoC and value team collaboration
- Average Cloud/SaaS ACV of $150-200K (TCV $600K - $2.5MM) while posting quarterly deal closures for 3 years employing Challenger selling
Director of Sales
AVATA Consulting (Kalypso / Rockwell Automation)
12.2018 - 11.2019
- Oracle Premier Consulting & Integration Partner for Cloud ERP & Supply Chain digital transformation & license expansion for Oracle clients
- Achieved revenue target of $1.2 MM while strategically supporting primary client Ball Corp with license expansion, Oracle digital transformation professional services & capex strategy
Sales Director
LLamasoft Software (Coupa Supply Chain)
01.2016 - 01.2018
- Achieved ARR SaaS quota of $1.3 MM in year-2 through deal closures of Sensata, Ardagh Glass, Moly-Cop and $700K ARR Ingersoll Rand
- Grew revenue year-over-year in new territory for software leader in Supply Chain Global Network Design, Modeling, Simulation & Analytics of Fortune 1000 clientele
Senior Account Manager - A&D / GovCon
Deltek Software
01.2014 - 01.2016
- License expansion coverage of Washington DC & East Coast AeroDef clients & contractors for Costpoint's suite of government-focused ERP & Project Management enterprise software
Senior Business Development Executive
Blue Pillar
01.2012 - 01.2013
- Energy software start-up specializing in SaaS-based remote ignition of backup energy generators
- Helped protect Public Sector hospitals & government infrastructure in the event of unpredicted power loss due to force majeure or major man-made events
Director of Sales - F&B Distribution
Symetrix Solutions (i2 Technologies Partner)
01.2008 - 01.2012
- Cloud / SaaS Supply Chain software provider for mid-market CPG manufacturing & distribution
- Demand planning & forecasting of national private-label food & beverage retailers and CPG manufacturers
- Reseller for i2 Technologies SCM (JDA Software), Planscape production planning software & BoardwalkTech Collaboration platform
- Cloud / SaaS Supply Chain software provider for mid-market CPG manufacturing & distribution
Midwest Sales Director
Gem City Engineering & Robotics
01.2003 - 01.2008
- Achieved Midwest revenue target of $4MM for global engineered equipment & robotics integrator, project management services, contract manufacturer and engineering design services provider
- Fortune 1000 discreet manufacturing clients in Medical Device (Ethicon / J&J, Cook Group, Boston Scientific), Automotive, Hi-tech, GAD & General Industrial markets
- Extensive 5-year professional training in Sandler Executive Sales Institute
- Average sale of equipment & software $300K - $1.2MM
Global Accounts Manager
Powerway Automotive Software
01.2001 - 01.2003
- Achieved revenue targets for global Tiers 1 & 2 Automotive suppliers (Delco, Tenneco, Metaldyne, Michelin, etc) while offering QC/QA & ISO validation software and SaaS-based Quality & Manufacturing Readiness (PPAP) process for automotive supply chain
Senior Account Manager
i2 Midwest (i2 Technologies / JDA)
01.1998 - 01.2001
- Mid-Market focus with globally leading i2 Technologies' SCM software for discrete manufacturing clients across CPG, Steel, Automotive and Diversified Industrial sectors
Director of Sales
Watts Industries
01.1991 - 01.1998
- Co-directed US sales efforts through extensive network of manufacturing reps & industrial distributors while successfully achieving revenue target of $15MM as a sales management, product & market specialist
- Engineered flow control automation equipment serving Fortune 500 Life Sciences/Pharma, Energy & Utility, Chemical Processing, CPG, Automotive and Aerospace sectors
Education
Bachelor of Science -
Northern Illinois University
DeKalb, ILSkills
- Enterprise (ERP) & Supply Chain Software
- Digital Transformation Sales Specialist
- Cloud SaaS
- ROI / ROA / NPV Value Selling
- Executive Stakeholders Engagement
- Discrete & Process client sectors
- $100K - $1MM ACV solutioning
- Supply Chain Planning, Modeling & Execution
- AI, ML, IoT & RPA
- Challenger & Sandler Executive Selling Techniques
- Public Speaking & Presenting
Timeline
Senior Account Executive
Infor
05.2024 - Current
Major Accounts Executive - A&D / Automotive
Blue Yonder
02.2023 - 04.2024
Senior Cloud Applications Sales Manager
Oracle
12.2019 - 12.2022
Director of Sales
AVATA Consulting (Kalypso / Rockwell Automation)
12.2018 - 11.2019
Sales Director
LLamasoft Software (Coupa Supply Chain)
01.2016 - 01.2018
Senior Account Manager - A&D / GovCon
Deltek Software
01.2014 - 01.2016
Senior Business Development Executive
Blue Pillar
01.2012 - 01.2013
Director of Sales - F&B Distribution
Symetrix Solutions (i2 Technologies Partner)
01.2008 - 01.2012
Midwest Sales Director
Gem City Engineering & Robotics
01.2003 - 01.2008
Global Accounts Manager
Powerway Automotive Software
01.2001 - 01.2003
Senior Account Manager
i2 Midwest (i2 Technologies / JDA)
01.1998 - 01.2001
Director of Sales
Watts Industries
01.1991 - 01.1998
Bachelor of Science -
Northern Illinois University
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