John Osman is an executive Business Developer, Sales and Marketing Leader, and Top Performer whose background is an idea...
John P. Osman
GROUND-UP BUSINESS DEVELOPMENT, SALES, AND MARKETING EXECUTION, DRIVING SALES TEAM PERFORMANCE
(404) 432-0223 •
[email protected] • www.linkedin.com/in/johnosman
Executive Business Developer, Sales and Marketing Leader, and Top Performer whose background is an ideal mix of technology, start-ups, elite performance and management experience. Drives brand awareness and channel partner strategies, development, and execution to generate bookings, enhancing the balance sheet regardless of economic climate. Change agent for transforming complex budget limitations into streamlined operations and profitable growth through single-handedly winning key national accounts across information security, network security, storage technology, IT, ERP, POS, CRM and e-commerce industries. Trusted leader who forges true relationships and alliances by delivering as promised and demonstrating integrity, thereby ensuring long-term commitment and results. Select accomplishments:
Partnership Development: Built nearly 200 new OEM partnerships for Avalara, leading to 100%+ bookings increases and annual recurring revenue growth of $130K/year (2008) to $15M+/year (2015).
Revenue Driver: Nearly tripled revenues from $600K/year to over $1.6M/year by singlehandedly delivering up to 30% year-over-year sales increases, launching and refining the first channel partner | strategic alliance-based sales and marketing model at Independent Systems and Programming, Inc.
Award-Winning: Perennial President’s Club Finalist (National Account Manager) for launching Internap’s first Channel Partner Program; Top 10 Sales Performer and ranked #2 nationally, exceeding quota by 150%.
“Logo Account” Winner: Closed key accounts such as Equifax, Autotrader.com, Checkfree Corporation, Employease/ADP, among many others, despite rumors of Internap’s grave “dot.com” demise, long-term viability concerns and overall market-driven financial issues during “dot com fallout of 2000/2001.”
Accelerating Brand Awareness to Increase Revenue and Profit
New Business and New Market Development Brand Awareness Channel Partner Development and Execution Sales Training and Management KPI Analysis IT and Security Infrastructure and Deployment Cloud and Data Center Management
CRM Pipeline Management and Growth Security and Storage Technology Business Intelligence E-commerce ERP | Accounting Software Systems Point-of-Sale (POS) Software Salesforce.com expertise
Driving Profitable Growth through Channel Partners and Strategic Alliances Avalara, Seattle, WA
2008 – Present Rapidly growing $100M+, 800+ employee company is providing innovative, cloud-based/SaaS-based transactional tax automation solutions.
VP BUSINESS DEVELOPMENT, May 2008 – Present
Brought over during Independent Systems and Programming, Inc. (ISPI) acquisition and hand-selected by CEO of Avalara to lead Avalara’s post-acquisition integration and new business development. Transitioned everything previously ISPI, seamlessly turned over and incorporated all products, partners, customers, and revenues into meaningful growth opportunities for Avalara’s cloud-based suite of transactional tax compliance services. Expanded Avalara’s new Channel Partners and Strategic Alliances for e-commerce, ERP, Accounting, and POS software platforms, maintaining partners and creating a competitive edge while overcoming the lack of awareness regarding transactional tax compliance complexities, sustaining company’s astounding revenue growth. Appointed by CEO to Avalara’s Leadership Team in 2013.
Revenue Generator: Increased annual recurring revenues from $130K/year in 2008 to more than $15M/year through 2015. Initiated nearly 200 partnerships/sales channels (DSPs), including converting and maintaining all of Independent Systems’ existing channel and strategic partners into Avalara’s partner portfolio, driving organic bookings growth during a dire period when Avalara required additional private equity investments.
Overcame Limitations: Established new channel partner and strategic alliance programs as a foundation for maintaining Avalara’s astounding rate of new revenue growth by accelerating the program and integrations developed for cloud-based services, overcoming the lack of supportive strategic marketing launching initiatives.
Innovative Business Development: Spearheaded business development projects and promotion, making Avalara a “household name” with franchisors/franchisees. Attended franchise-centric tradeshows and assimilated 1,200+ new
John P. Osman
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franchisee contacts in nine months within salesforce.com CRM, delivering the company’s foundation for franchisor and franchisee account penetration along with realizing bookings growth during 2016 and beyond.
Established a Franchise 500 Master Database with excellent aggregate data of inquiries within each franchisor’s franchisee network.
Profitable Brand Awareness: Developed grassroots marketing and sales approach for conquering the Franchise 500, driving brand awareness and corresponding opportunities for franchisors/franchisees to benefit from outsourcing to Avalara’s cloud-based transactional tax compliance services – budgeted to bring $1M in new revenue in 2016 – and on target for exceeding forecasted bookings for 2016.
Account Growth and Management: Proactively created new demand within the portfolio of existing partners (DSPs) for transactional tax compliance services by reviving existing partner (DSP) accounts, versus relying on marketing support, enabling the sales team to revive and deliver essential increases in annual bookings for 2016.
Independent Systems and Programming, Inc., Atlanta, GA
2003 – 2008 Developer and marketer of transactional tax compliance software and database software solutions acquired by Avalara in 2008.
VP SALES, MARKETING | BUSINESS DEVELOPMENT, September 2006 – April 2008
CEO promotion to spearhead day-to-day business operations in a COO/co-owner/Business Development/Sales and Marketing role for growth achievements while also providing operating, sales, and marketing leadership. Overcame ongoing growth-related challenges, focused on improving pre-sales process efficiencies, driving brand awareness and interest across all channel/strategic partners, while scaling company operationally and propelling bookings and annual recurring revenue. Managed two direct and eight indirect reports.
Revenue Driver: Launched and refined channel-based marketing and sales model for the first time in company’s history, enabling 30% year over year growth in annual recurring revenue.
Turning Obstacles into Sales: Hired additional programming, support, research, and sales staff to catapult and support future company growth after surpassing $1.6M in recurring sales while conquering several of the company’s initial budget-restricted limitations.
Pipeline Development: Hired, trained, and managed new salespeople, ensuring new hires “hit the ground running,” despite managing personal all-time high workload and delegated an extremely active opportunity pipeline spanning the entire US, delivering all-time high annual bookings for the company before the acquisition by Avalara.
Innovative Efficiency: Enhanced and expedited process of responding to prospective customers (thereby freeing more time to win new business) by having Adobe DEV team to create new, self-filling, and auto-calculating sales proposals to be attached to ERP/accounting platform-specific information.
Enabling New Business: Invested in Salesforce.com CRM deployment with heavy integration into third-generation website, enabling an auto-reply process for sales proposal attachment and automatic task logging for follow-up, freeing up more time to generate new business.
DIRECTOR SALES, MARKETING | BUSINESS DEVELOPMENT, September 2003 – August 2006 Recruited to join and grow Independent Systems during company’s infancy while it still lacked integrated offerings of onpremise software/databases for strong combined technology sales experience. Selected to create and drive new business as a “one-man army,” despite company’s limited ability to develop and support ERP/accounting systems’ integrations. Implemented comprehensive sales/marketing strategy, enhanced customer support, and overhauled company website, improving pay-per-click advertising. Managed company’s data center infrastructure and network security build-outs. Implemented game-changing channel partner strategy for near/mid-term bookings growth and brand enhancement. Managed five indirect reports.
Profitable Strategic Alliances: Spearheaded channel partner/strategic alliance strategies, recruiting third-party developers to partner with ISPI and develop, customize, and support ERP/accounting software integrations, negotiating revenue share payment terms as opposed to out-of-pocket development costs, allowing company flexibility while lacking funds during the company’s rapid growth stages.
Partner Management Gains: Approached and forged strong channel partnerships with ERP/accounting software publishers, driving company awareness within selected ERP/accounting user bases.
Gained trust and access to each channel partner’s user conferences, partner conferences, webinars, and most importantly, open access to each ERP/accounting software publishers’ executive and sales teams, driving and expanding Independent Systems’ brand awareness without significant costs to the business.
Revenue Generating Initiatives: Created nearly $1M in annual recurring sales revenue through partnership agreements (e.g., INFOR, SYSPRO, Microsoft) and new account acquisitions (e.g., PGA of America, Datatel, Monaco Coach, Generac, Unilever), delivering remarkable, unprecedented growth for the company.
John P. Osman
Critical Infrastructure Upgrades: Overcame cost challenges to strengthen company’s IT, servers and network security infrastructure through major upgrades and expansion. Enhanced all data center infrastructure across servers, network security, battery backups, and redundant, load-balanced IP network connectivity to ensure customer delight.
Minimized upgrade costs by leveraging prior experience at Internap Network Services, using old bank vault facilities to deploy new hardware, along with enhanced power infrastructure and network security systems within the new data center, increasing uptime levels to increase customers’ satisfaction and retention.
Marketing Strategy Implementations: Propelled company’s visibility in concert with automating inbound lead generation via salesforce.com CRM deployment and streamlining procedures for end users/customers: Overhauled the previous low-tech, outdated, archaic website into a robust business generator, while enhancing company’s branding.
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Enabled customers to select their ERP/accounting platform, facilitating information and proposal sharing and customer buying decision, making the decision-making and purchasing process far easier and far more enjoyable for prospective customers.
M&A Negotiation Acumen: Managed initial strategic partnership with Avalara to license intellectual properties, which turned into a close relationship with Avalara’s CEO/founders, facilitated acquisition negotiations, followed by the actual buyout by Avalara in 2008, enabling a favorable exit strategy and retirement for founder/owner.
Internap Network Services (NASD: INAP), Atlanta, GA
1999 – 2003 Provider of scalable data center infrastructure services via colocation, managed data center services, BGP-optimized multihomed IP backbone connectivity, managed network security systems and managed content delivery (CDN) services.
NATIONAL ACCOUNT MANAGER | BUSINESS DEVELOPMENT, July 1999 – August 2003
Recruited to win new business within noteworthy “logo” accounts (Fortune 500 and dot.com), selling colocation and BGPoptimized, multihomed IP backbone connectivity services. Cross-selling managed network security systems and CDN to new and existing customers within new, “Class A” data centers while expanding Internap’s network of Channel Partners in the Southeast. Addressed and overcame financial ruin concerns, while closing multiple profitable premier client contracts, moving the business and bookings in the right direction, sustaining company’s aggressive growth goals.
Turned Around Negative Perception: Successfully overcame prospects’ and customers’ initial objections about the company as it faced financial “dot com” uncertainties and questions about company’s long-term viability.
Premier Account Closer: Managed lengthy and complex sales cycles and negotiated/closed $2M+ in annual billing across nearly 50 self-sourced customers. Won agreements with premier “logo” accounts, including Mizuno USA, S1 Corporation, KnowX.com (acquired by ChoicePoint), Checkfree Corporation (acquired by Fiserv), despite industry and customer rumors of company’s serious financial troubles.
President’s Club: Led southeast region and nominated for President’s Club (#2 in the US) in 2003.
Exceeded Quota: Attained 100% of quota in 2000 and 110% in 2001, followed by exceeding quota by 150% in 2001 and was on target for exceeding quota once again before departure in 2003.
Beat Competition: Landed business with premier “logo” accounts, succeeding against much larger, well-established telecommunications provider competitors (e.g., WorldCom/MCI/Verizon, Sprint, Cable & Wireless, GTE, AT&T, and Global Crossing), enhancing the company’s brand recognition and overall industry reputation.
Top Performer: Year-after-year Finalist for President’s Club in addition to being ranked among Top 10 Sales Performer in 2002 and 2003, delivering bookings which sustained company’s year over year growth goals.
Education BA, Telecommunications, (Minor in Economics), Indiana University, Bloomington, IN Certificate of Business, Kelley School of Business
