IT Solution Sales/Sales Management Success
Wade H. Chestnut IV
Raleigh,NC
Overview
22
22
Work History
Sr. Regional Strategic Account Executive - SLED/Enterprise
Vector Security
Raleigh, NC
02.2023 - Current
- Drive strategic growth in NC, SC, VA, enhancing market presence and client relations
- Develop data-driven strategies, exceeding sales targets and creating new opportunities
- Collaborate cross-functionally to deliver smart building and city solutions
- Lead technology initiatives, implementing advanced managed services and cloud solutions
- Analyse market dynamics to enhance competitive positioning in managed technology services, delivering more opportunities in six months than the two previous years, resulting in substantial growth in commercial customer acquisition
- Orchestrate cross-functional partnerships for integrated smart city solutions, strengthening cloud-managed and on-premise security offerings through identification and development of four new technology partners
- Drive transformative strategies for public sector clients, spearheading adoption of cutting-edge SaaS solutions while revolutionizing regional operations
- Secured top sales performance in Southeast region for three consecutive quarters while expanding solution portfolio and market reach, culminating in achieving 30% above expectation results
Business Development Manager
Brady Integrated Security
Raleigh, NC
01.2016 - 01.2023
- Orchestrated complex technology ecosystems combining surveillance, life safety, and network infrastructure, delivering comprehensive security, network design, and management solutions
- Led expansion from 15 to 65+ agencies, securing deals up to $1.3M with $415K annual revenue
- Spearheaded adoption of integrated building management systems, revolutionizing campus security and operational efficiency across multiple campuses, municipalities and states
- Cultivated lasting partnerships with government agencies and educational institutions, earning recognition as New Employee of the Year among 500+ staff
- Scaled client portfolio from 15 to 65+ agencies, negotiating major security contracts worth $1.3M and generating $415K annual recurring revenue
- Pioneered integrated smart building solutions at Brady, merging surveillance, access control, and network systems for enhanced municipal security operations
- Implemented data-driven security strategies across educational institutions, optimizing campus safety protocols and operational efficiency
Government Sales Manager
CNIC, Inc.
Charlotte, NC
06.2013 - 01.2016
- Created State and Local Government sales division
- Solution Selling Fixed Wireless PTP (engineering & licensing), Mesh, Wi-Fi, Fiber, Ethernet, Access Control, Mass Notification, Video Surveillance, Network Infrastructure design, VOIP and managed technology services
- Pioneered solution selling for diverse technologies including Fixed Wireless PTP, Mesh, Wi-Fi, and Fiber
- Developed comprehensive network infrastructure designs for government clients
- Implemented strategic marketing and business development processes
- Analyzed market trends to identify growth opportunities in state and local government sectors
- Built and led technical sales/ account management team for government clients and opportunities
- Fostered strong relationships with city, county, and state municipalities across the South East
- Transformed company's market position, introducing managed technology services and expanding product portfolio to include access control and mass notification systems
- Led creation of State/Local Government sales division, implementing comprehensive technology solutions and expanding client base to 40+ municipalities, driving $1.1M revenue increase in 2014
Technical and Networking Sales/Solutions
DoubleRadius, Inc.
Charlotte, NC
03.2010 - 06.2013
- Responsible for sales to State and Local Government, Multi-Family and Enterprise clients
- Solution Selling Fixed Wireless PTP (engineering & licensing), PTMP, Mesh, Wi-Fi, Communication Towers design and erection, Video Surveillance, Network Infrastructure, VOIP and managed technology
- Implemented vertical strategies that took DoubleRadius, Inc's
- Products and services to market
- Drove 110% sales growth ($2.2M) for technical services division in 2012
- Consistently exceeded quota up to 400%, showcasing exceptional performance in solution selling
- Cultivated strong partnerships with 40+ local government IT departments, enhancing DoubleRadius's market presence and fostering long-term client relationships
- Analyzed business processes, presented tech solutions that cut costs, boosted productivity, increased revenue, demonstrating strategic problem-solving skills
- Implemented vertical strategies to effectively market DoubleRadius's products and services, highlighting adaptability and market insight
- Specialized in solution selling for fixed wireless PTP, PTMP, mesh networks, Wi-Fi, and communication towers, driving technological advancement in diverse sectors
Regional Advertising Executive
CollegeRentals.com
Charlotte, NC
12.2008 - 03.2010
- Responsible for selling online advertising solutions to the multi-family sector, focusing on Student friendly Apartment communities and management companies
- Developing my territory and exceeding expectations, through cold calls, leads and networking opportunities
- Assisting in hiring, training, and development of sales team
- Consistently top salesperson since I began
- Largest account sold in 2009
- Developed and cultivated relationships with many top property management companies throughout the country
- Expanding CollegeRentals.com both the Western Region of the country and the Carolinas
- Drove sales growth through strategic advertising solutions for student housing sector
- Cultivated key client relationships, expanding company reach in Western US and Carolinas
- Analyzed market trends to tailor advertising packages for multi-family properties
- Consistently achieved top sales performance, securing largest account in 2009
- Fostered partnerships with leading property management firms nationwide
- Facilitated knowledge sharing within sales team to enhance collective performance
- Championed online advertising solutions, demonstrating product value to student-friendly communities
- Exceeded expectations through proactive client engagement and market expansion
- Pioneered territory expansion strategies in student housing sector, driving sales growth through tailored online advertising solutions and proactive client engagement
National Sales Director
House.com
Charlotte, NC
03.2005 - 12.2008
- Responsible for managing sales and operations of a 43-member company
- Focused on hiring, development, and management of a sixteen-person sales team with two sales leaders, who sell Internet lead contracts and online advertising solutions to Real Estate and Mortgage Brokers
- Ensuring quota expectations are met, and company policy is adhered to by all personnel
- Spearheaded mentor program as Sales Trainer, resulting in substantial increase in new hire sales performance
- Consistently exceeded quota by over 25%, ranking in top tier
- Largest account sold in 2006
- Consistently exceed 125% of quota expectations and rank in the top tier of the sales force
- Led 16-person sales team, boosting performance from 75% to 150% of quota
- Implemented strategic sales initiatives, driving significant revenue growth and client satisfaction
- Analyzed sales processes as Quality Assurance Manager, implementing improvements that enhanced team efficiency and adherence to company guidelines
- Pioneered sales strategies as Associate Sales Manager, fostering team motivation and coordinating client-focused sales approaches for optimal outcomes
- Cultivated strong client relationships, securing the largest account in 2006
- Mentored team members, promoting collaborative environment and knowledge sharing
- Led 16-person sales team, elevating performance from 75% to 150% of quota
- Implemented strategic initiatives, driving substantial revenue growth and client satisfaction
- Promoted to oversee daily operations of House.com focusing on sales development and operations execution
- Implementing initiatives to improve net margin and customer retention
Client Development Manager/ I-Services
Interactive Media Solutions
Charlotte, NC
06.2000 - 08.2004
- Responsible for sales and marketing of our web and database development services utilizing Oracle and Microsoft platforms, consulting services and dedicated hosting in the southeast
- Concentrating on .com and fortune 1000 companies
- Designed and implemented strategies that took IMS's products to market
- Sold accounts that averaged $25,000 per contract
- Highest grossing account manager in Charlotte NC
- Drove sales of web and database services, targeting Fortune 1000 companies
- Consistently closed high-value contracts, averaging $25,000 per deal
- Spearheaded market entry strategies for IMS products
- Achieved top sales performance in Charlotte NC, demonstrating exceptional client acquisition skills
- Pioneered sales approaches for Oracle and Microsoft platforms, consulting services, and dedicated hosting
- Focused on expanding market share in the southeast
- Crafted and executed strategic plans to penetrate .com and enterprise markets
- Consistently surpassed sales targets, driving company growth
- Analyzed market trends to tailor web and database development offerings
- Leveraged insights to secure lucrative contracts with major corporations
- Drove sales of web and database services, consistently closing high-value contracts
- Spearheaded market entry strategies, achieving top sales performance in Charlotte
Corporate Account Manager
USiWay.net
Charlotte, NC
12.1998 - 11.2000
- Led corporate account portfolio growth through strategic client partnerships, developed new business relationships, and implemented retention programs
- Taking our ISP, web development and Co-location services to the North and South Carolina region
- Serving regional ISPs, enterprise and municipal verticals
- Analyzed market trends to identify growth opportunities, managed client portfolios, and delivered customized solutions to meet business objectives resulting in top sales honors every month of my tenure
- Fostered strong relationships with key stakeholders, coordinated cross-functional teams, and established long-term client partnerships, keeping me well above expectations (averaged 25% above expectations)
- Pioneered account management strategies, streamlined client communication processes, and developed innovative solutions for complex challenges, utilizing ISDN, dedicated lease lines, frame relay, custom software solutions and AS400's introduction to IP networks
Regional Channel Sales Manager
Bellsouth.net
Charlotte, NC
11.1997 - 12.1998
- Responsible for managing twenty-five Network Integrators and selling dedicated Internet access to companies
- Cultivated robust relationships with Network Integrators, providing comprehensive training on Internet applications and Bell South.net products to bolster sales effectiveness
- Conducted in-depth business process efficiency analyses, recommending tailored technology solutions that optimized costs and boosted productivity for diverse companies
- Analyzed Business process efficiency within companies and presented technology solutions that cut costs and increased productivity
- Spearheaded channel program in the Carolinas, fostering partnerships with 25 Network Integrators
- Drove dedicated Internet access sales, enhancing client base and revenue streams
- Pioneered and managed the channel program across two states, implementing novel strategies to expand market reach and drive substantial growth in dedicated access sales
- Facilitated seamless information flow for Network Integrators, ensuring they had the resources and knowledge to effectively market and sell dedicated access to their clientele
Education
Bachelor of Arts - Political Science Concentration International Politics Minor Economics
University of North Carolina At Chapel Hill
Chapel Hill, NC 08.1989 - 12.1994
Summary
Competent Director of Strategic Accounts with 22 years of sales and marketing leadership experience. Develops and implements IT Solution contracts that support strategic objectives. Demonstrated financial acumen and analytical skills to facilitate complex sales strategies and maintain executive relationships.
Skills
- Competitive analysis
- Territory management
- Customer satisfaction
- Brand positioning
- Team Management
- Consultative Solution Sales
- Strategic Partnership & Customer Relationship Management
- Extensive SLED & Enterprise IT Solution Sales
Timeline
Sr. Regional Strategic Account Executive - SLED/Enterprise
Vector Security
02.2023 - Current
Business Development Manager
Brady Integrated Security
01.2016 - 01.2023
Government Sales Manager
CNIC, Inc.
06.2013 - 01.2016
Technical and Networking Sales/Solutions
DoubleRadius, Inc.
03.2010 - 06.2013
Regional Advertising Executive
CollegeRentals.com
12.2008 - 03.2010
National Sales Director
House.com
03.2005 - 12.2008
Client Development Manager/ I-Services
Interactive Media Solutions
06.2000 - 08.2004
Corporate Account Manager
USiWay.net
12.1998 - 11.2000
Regional Channel Sales Manager
Bellsouth.net
11.1997 - 12.1998
Bachelor of Arts - Political Science Concentration International Politics Minor Economics
University of North Carolina At Chapel Hill
08.1989 - 12.1994
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