Tyler Norkus

• Achieved annual goal of $1.7M+ of new annual business, a company record
• Directed Machine Learning, Advanced Analytics, and Data Science services sales to Mid-Market and Enterprise Accounts
• Only sales person to renew and upsell existing customers, and developed new business opportunities for 14-year old private analytics consultancy
• Sold to Industrial, Retail, Energy/Utilities, CPG, Financial Services, and Healthcare customers.
• New customers include AbbVie, Chevron, Civetta Pharmaceuticals, Enviva, and the United States Pharmacopeial Convention, and many others

• CRO, first sales dep hire, developed GTM for SaaS platform and data science AI/ML development services
• Created multi-million dollar pipeline in first quarter
• Full cycle management from prospecting to closing and ongoing relationship management
• Major new vertical accounts wins in healthcare and health insurance (UnitedHealth), consulting (McKinsey), technology (Ondas), and insurance (Zurich) verticals
• Define, refine, and deliver on customer value propositions to create differentiation for services and platform offerings
• Implemented CRM and automation tools
• Company experiencing fundraising challenges due to high cost alpha stage of SaaS platform

• Lead global sales, customer success, and sales engineering for Telematics and IoT platform for fleet management
• $6M Annual Revenue, led new sales of over $5M in under 1 year, selling to ITSPs and Enterprise and MM customers
• Manage 4 Account Executives, 3 Customer Success Specialists, and 3 Technical Support Representatives on 3 continents
• Within first 4 months, brought in largest deal in company history. Drove record revenue growth by successfully implementing a large price increase
• Expanded sales 20%+ every quarter with coaching, direction, and hands-on work on major opportunities and partnership
• Setting up of sales productivity tools (CRM, email automation), developing and implementing communications strategy for prospecting customers, tripling inbound leads
• Strategic coordination between sales and technology/hardware partners, marketing, and product development teams by organizing collecting feedback on recent features, researching and scoring prospective product features, and working with product marketing on content such as case studies
• Supporting in-account growth and key issue resolution with over 500 companies in the reseller network of IoT GSIs
• Leadership on internal and external analytics strategy and reporting of KPIs for growth
• Company and my role was impacted by the crisis in Ukraine

• Led global sales and partnerships for innovative real-time edge IIoT and AI startup for predictive operational analytics such as energy efficiency for process industry clients in Oil & Gas, Utilities, and Food & Beverage

• Managed consultants, vendors, and marketing staff to achieve growth objectives of $1M in new proof of concepts selling to CIO, VP Operations, Innovation Department, and Energy Efficiency and SCADA SMEs

• Developed sales process, methodology, and reporting.

• Established new global partnerships with Corporate VCs, as well as Accenture, EY, Tech Mahindra, and systems integrators and consultancies.

• Secured over 60 meetings in first 3 months with target energy, utility, pharmaceutical, and manufacturing F500 companies.

• Represented the company at industry and venture capital shows including Israel Dealmakers, Future Midstream and ARC Forum.

• Created new marketing materials including presentation, proposals, strategic memos, conference materials, and workshop outlines.

• Only US employee for EU company leading North American sales and new partnerships for innovative Augmented Reality (AR/MR technology).

• Secured over 120 meetings in my first 3 months with new large accounts, secured over $400k revenue in proof of concepts selling to CIO, VP IT, VP Service, and Innovation Departments, as well as Training and Safety SMEs

• 18 enterprise proof of concepts signed for up to $3M+ more potential opportunities developed including ABB, AB InBev, Applied Materials, Avery Dennison, BNSF, Chevron, Dow Chemical, ExxonMobil, KUKA Systems, Mars, Stolle Machinery, and Honda.

• Developed 7 major global partnerships and the first in North and South America, including Siemens Teamcenter PLM, Etteplan, Mirari, BITES, S.A. Partners, Inprint and CAD-IT leading to new sales including partner sales and onboarding, joint selling, and materials development.

• Represented company at major events including Augmented World Expo (AWE), Enterprise Wearable Technology Summit (EWTS), Consumer Electronics Show (CES), and Field Service USA.

• Highest metrics out of 10 salespeople in terms of activities and closes.

• Landed first pilots on continent, broke into F500 accounts in verticals such as automotive, aerospace, medical devices, and heavy equipment among others.

• Launched new enterprise database, data federation, and IIoT technology products.• Built web presence including website, sign up forms, Google Analytics, Google AdWords, and social media marketing.• Led online content marketing such as technical blogging on Medium, Hackernoon, and DZone (Database Zone). • Created and implemented social media advertising including on Facebook, LinkedIn, and Twitter. Also Google AdWords. • Managed a team of 6 employees including marketing, digital, technical writing, and sales engineering. • Reporting of KPIs and goals on a quarterly, monthly, and weekly basis.• Led meetings with new potential customers to start POCs for new installations.

• New logo account sales for F500 and F1000 including CPG, Pharma, Financial Service and Insurance, eCommerce, Utilities, Consumer Electronics and Tech/Software verticals.• Strategic project direction through qualification, solution design, development, evaluation, deployment, and expansion stages.• Cross-functional leadership with engineering, customer success, and marketing teams.• Negotiated new integrations and reseller partnerships such as Accenture, HGS, and WNS in APAC and the U.S.• New logo deals including marketing leadership at Angie's List, Adyen, LEGO, Standard Chartered Bank, ExxonMobil, and The General Insurance.

• Developed strategic relationships with avg 30 new customers each month through prospecting and research
• Exceeded targeted sales goals through continuous pursuit of new sales opportunities and expert closing of customer deals
• Sold SaaS platform for professional services time, cost, and project management for distributed teams

• New logo hunter for Midwest and Eastern territories for healthcare training technology company
• Highest sales of 3 representatives, including to HCA and VA system facilities

• Staff Assistant in U.S. Congress to Representative Alan Grayson of Florida (2008-2009)
• Campaign Manager, Deputy Campaign Manager, and Finance Director for U.S. Senate, House, and Mayoral campaigns (2010-2012)
• Worked in Florida, Illinois, Wisconsin, and Kentucky