John Young is a successful B2B high-tech sales professional, who focuses on the customer's needs in a consultative m...
JOHN YOUNG Cedar Park, TX 78613 E-mail:
[email protected] Cell: (512) 296-4209
B2B SALES PROFESSIONAL As a successful B2B high-tech sales professional, I focus on the customer's needs in a consultative manner and earn their respect and confidence as a trusted advisor. Most of the time I work with C-Level executives as well as VPs and other key business users, but I have found that a company's internal power structure is not just the one's with the big title, but the one's with the most influence. I have a great deal of experience working with start-ups and thoroughly enjoy the challenge of bringing on the early adopters. In one start-up, I brought on the first two customers, both of which were Fortune 10 companies. I have achieved success in both short and long term sales cycles in both the enterprise and SMB markets. My philosophy is "if you believe you can do it, you can do it." What often looks like luck is not luck, but a result of simply doing the right things. A positive attitude, hard and smart work, and tenacity have always served me well in my career. Professional selling is a team effort where everyone involved shares in the successes and learns from the failures. Above all, honesty and integrity is a must to gain customer confidence and win the business. Video resume link: http://vimeo.com/4537143
SALES CAREER & ACCOMPLISHMENTS OVERQUOTA, Austin, TX (www.overquotanow.com) Principal | B2B Sales
2012 to Present
OverQuota is an outsourced marketing and sales company. We provide a full-marketing service (Marketing-as-a-Service) that includes list build, messaging, branding, content development, videos, microsites, and running of marketing campaigns via marketing automation. OverQuota provides the skill sets of 4-5 marketers for less than the cost of a single marketing. Outsourced sales is an additional option where needed. EBQUICKSTART, Austin, TX Senior Sales Executive | Software | Services
2010 to 2012
Outsourced sales representing small to medium size companies in the high tech market. Sold four major project management deals in the first 10 months. Sold $525,000 of marketing services over an 11 month period, increasing year over year sales by over 30%. POLYDYNE SOFTWARE, Austin, TX Senior Sales Executive | B2B Software High-Tech OEMs Contract Manufacturers
2007 to 2009
Sold product costing solution to the high tech industry. Sold product costing solutions to high-tech OEM companies. Developed a sales pipeline of impressive OEMs including Avaya, Sun Microsystems, 3COM, Western Digital, TiVO, RIM, Extreme Networks, Juniper Networks, and others. Negotiated a $185,000 deal with Large OEM with Vice President of Operations and Director of Partner Relationships and Materials. Won a $360,000 deal with Large OEM despite several obstacles including a new SAP upgrade project and a new direction from Avocent’s newly appointed CEO. Competed head-to-head with Oracle during this three-month sales cycle.
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Navigated a deal through a nine-month period, and landed a $375,000 contract with large OEM. Influenced more than 20 committee members to adopt the company’s solution. We beat the competition which was Oracle. PROS REVENUE MANAGEMENT, Houston and Austin, TX Director Sales | Enterprise | Profit Revenue Optimization
2005 to 2007
Sold Profit and Revenue Optimization across several markets, with a specialization in the chemicals industry. Joined this technology company to sell profit and revenue optimization solutions to global 500 companies. Initially sold to multiple industry segments and ultimately focused on tapping into the global chemicals market, and providing sales expertise to the management team. Sold an analytics solution to Large Auto Parts chain, and steered deal through a 10-month period. Negotiated $375,000 contract with the Vice President of Marketing and Director of Distribution and Promotions. Developed strategies to secure the deal despite the fact PROS had no presence in the retail market, and three competitors had an excellent retail focus. Leveraged relationship with a top 5 chemical concern to secure a $300,000 deal. Negotiated deal with several decision makers including a CFO and Vice President of Operations. Developed a highly successful seminar series that featured a chemical industry expert who had been a VP at Lyondell. Created the first industry specific marketing presentations which were a catalyst in penetrating the chemicals industry.
START-UP EXPERIENCE HIGHLIGHTS:
2001 to 2005
FORWARDVUE TECHNOLOGIES, Austin, TX (Austin Ventures incubator) Director Sales | Enterprise | Profit Revenue Optimization Sold Enterprise Financial Risk Management solution to the chemical industry. Brought on the company’s first two customers. The first deal was actually a mutually beneficial partnership where we brought the technology to bear and they provided input into the product functionality. We captured a $100,000 deal whereas they could have charged us. Successfully interacted with another top 5 chemical concern to win a $250,000 deal. BANKSERV, Austin, TX Regional VP Eastern Region | Internet Payments Solution: Internet payments and processing Obtained over $200,000 in annual subscription revenue by negotiating a deal with executives employed by an online bank in less than four months. Negotiated an annual subscription revenue deal with a large Internet bank for a web-based payment solution. Convinced decision makers to align with the company instead of largest competitor which had a mature product and solid customer base.
ADDITIONAL SALES EXPERIENCE PERVASIVE SOFTWARE, Austin, TX 1996 to 2001 Director of Channel Marketing Director of E-Commerce Sales Regional Sales Manager of the Western Region Solutions: Embedded database with is integrated into ISV’s solutions. Web development solution.
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Delivered sales accomplishments through three leadership roles, and created effective sales, marketing, and new business development strategies to accelerate sales for embedded relational and transactional databases for wireless devices, client server applications, and Internet applications. Instrumental in growing channel annual sales from $6.2 million to $8 million in 2000. Redirected focus of the sales team to target new Independent Software Vendors (ISVs) and channel partners; efforts boosted OEM revenue by over 150% in one year. Preserved an $850,000 account by influencing decision makers to not align with Microsoft. Developed specific programs to meet the customer’s technology needs. Built an external sales team by hiring three professionals to launch a new Internet-based product development solution. Persuaded executive management team to market the product as a complete e-commerce solution resulting in $300,000 pipeline in sales in two months. This was accomplished with the largest accounting VAR in the U.S. Created a new sales direction, in product marketing role, for the next generation of database solutions. Promoted the new SQL database and web development platform by orchestrating and hosting theatrical events held at several Hard Rock Cafés across the country. Innovative marketing strategies triggered $250,000 in revenue for next generation products. LOTUS DEVELOPMENT, Houston and Austin, TX 1991 to 1995 Channel Sales Manager / Senior Sales Executive Director Inside Sales | Desktop Software | Enterprise Software Solutions: Lotus Notes and desktop applications Established and managed a new channel sales team. Guided nine-person team that pushed channel business to $8 million and consistently delivered over 15% annual growth rate. Landed more than $750,000 by influencing decision makers to purchase Lotus Notes (a new application); negotiated deals with three Fortune 500 oil and gas companies via ISV partner solutions built on the Lotus platform. Consistently in the top 10% of the sales force and received corporate awards for outstanding business development and sales achievement.
Unisys, Houston, TX StorageTek, Houston, TX Xerox, Houston, TX
EDUCATION & PROFESSIONAL TRAINING BBA, Marketing University of Houston, Houston, TX Management Development I and II Strategic Selling (Miller-Heiman)SPIN Selling (New) Solution Selling Consultative Selling TQM (Malcolm Baldridge) Sandler Sales Institute
