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Carl.larson resume.linked in.3.14.2019

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A customer-obsessed, B2B software, SaaS and professional services sales and marketing high technology subject matter expert with hands-on team leadership skills at small, medium and large organizations including entrepreneurial business ventures, Oracle and IBM. Utilized a disciplined approach to hire, motivate, develop and retain multiple, high-performance sales organizations that led to consistent sales results, double-digit revenue and market share growth for internal stakeholders by selling strategic digital transformation solutions to the customer’s executive suite. These proven outcomes were the result of competitive sales passion, strong verbal and written communications, customer-facing skills and integrity to lead the organizations with a consultative sales execution process that increased deal sizes 100% and reduced cycle times by 40%. This driven accountability generated results of over $3BB and 60-65% annual gross profit margins between 1996-2016.

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Carl.larson resume.linked in.3.14.2019

  1. 1. Carl Larson 2046 North Dayton Street Chicago, Illinois 60614 (312) 925-4232 larson.carl23@gmail.com https://www.linkedin.com/in/carlwlarson https://www.twitter.com/carllarson723 CAREER PROFILE A customer-obsessed, B2B software, SaaS and professional services sales and marketing high technology subject matter expert with hands-on teamleadership skills at small, medium and large organizations including entrepreneurial business ventures,Oracle and IBM. Utilized a disciplined approach to hire, motivate, develop and retain multiple, high-performance sales organizations that led to consistent sales results,double-digit revenue and market share growth for internal stakeholders by selling strategic digital transformation solutions to the customer’s executive suite. These proven outcomes were the result of competitive sales passion, strong verbal and written communications, customer-facing skills and integrity to lead the organizations with a consultative sales execution process that increased deal sizes 100% and reduced cycle times by 40%. This driven accountability generated results of over $3BB between 1996-2016. CAREER HIGHLIGHTS  Entrepreneurial Sales Leadership and Innovation – Grew revenue responsibilities from $6MM to $396MM by building and developing field, technical, inside, channel and consulting sales organizations responsible for selling strategic opportunities and delivering digital transformation solutions. Changed the consultative sales culture by establishing a value-add skills development process to improve customer closure rates from 15% to 45%. Developed and implemented a talent management process to recruit, hire, lead, motivate and coach over 25 managers and over 100 sales executives. Of these managers, eleven were promoted to vice president. Improved revenue results and operational excellence by developing, then executing a value-add sales vision and best practice process named the Six P’s: People, Planning, Process, Programs, Partnering and Performance that supported sales results, customer success and satisfaction, effective teamwork, marketing, product strategy and continuous improvement.  Revenue Growth and Driven Results – Grew revenues up to 37% annually on management software and SaaS revenue quotas that increased from $22MM to $396MM. Owned accountability for revenue-based organizations and worked closely with corporate sales leadership, marketing, channels, human resources,sales operations,finance and accounting departments to manage customer interactions and satisfaction, market awareness, talent management, sales plans and forecasts, financial scorecard KPIs and operational expenses utilizing business and financial acumen. Created standardized sales forecast KPIs for reporting accurate CRM forecasts that were consistently within 10% of the stated outlookand led North America in forecast accuracy. These KPIs increased strategic sales call activity by 33% that increased pipeline revenues by 50%. Managed client pricing and operational cost of goods sold to generate 60-65% annual gross profit margins. Recognized as the #1 Regional Manager, Area VP and Group VP from 2003- 2015 for integrity, accountability,innovation, customersuccess,operationalexcellence, talent management and a consistent,proven sales revenue track record.  Customer Solutions and Value Focus – Working with legal and contracts departments,managed, negotiated and closed numerous competitive, multi-million-dollar enterprise technology agreements by utilizing a repeatable account planning process to understand, then align the customer’s business requirements to supporting value propositions and ROI-based business cases to enhance each customer’s experience and their success. To support these agreements, utilized a value-based, interpersonal opportunity management methodology to promote ERP, CRM, HCM, database, analytics, Big Data, development tools, robotic process automation, application server, security and industry-specific information technology software and SaaS solutions for commercial, healthcare, public sector, higher education and non-profit organizations. PROFESSIONAL EXPERIENCE Redbrick Advisory Associates, Chicago, IL 2017-Present Hands-on, driven sales advisory practice that assists clients to incrementally drive sales, increase market share and safeguard cus tomer retention and satisfaction by recruiting, building and developing high-performance, motivated sales organizations. Expands markets by creating new business and repeat sales opportunities for high-growth organizations. Evaluates and executes strategies to exceed sales objectives by prospecting for new opportunities and retaining and growing repeat customer revenue streams. Improves sales business plans,strategic direction, go to market strategy,product strategy and awareness,customer value-creation and success,sales account planning and processes,recruiting, talent management, compensation planning and ethical sales best practices. Sales, Sales Leadership, Sales Revenue Growth, Sales Process,Account Planning and Strategy, Sales Talent Management  Led and collaborated with the CEO of an entrepreneurial additive manufacturing company to develop and document the company’s sales business plan and goals including recruitment, compensation and sales execution success.  Developed a go to market sales and marketing business plan for an entrepreneurial professional services company by working with the CEO to confidently assist the firm grow their Service Delivery Automation (SDA) and Robotic Process Automation (RPA) sales revenue and market presence.  Direct and collaborate with the CEO of an enterprise software start-up to develop strategic account and sales execution plans.  Developed and deliver a proprietary workshop entitled Sales and Marketing Process Excellence to assist entrepreneurs and CEO’s effectively plan and develop the business value of their solutions to support their strategies, customer success and growth.
  2. 2. Quinlan School of Business,Loyola University, Chicago, IL 2016-Present Adjunct Professor, Business Information Systems  Teach and articulate "the business" ofbusiness information systems and operations to passionately illustrate how businesses use application software, SaaS, data management, analytics and hardware technologies to create competitive advantage, improve revenues,reduce costs and manage risk.  Provide my knowledge and hands-on experience for students to develop business applications using the MS Office 365 Suite. Network Data Systems, Schaumburg, IL 2018 Sales Vice President  Led and managed corporate-wide revenue, direct and channel partner sales and sales process initiatives to grow the NDS Unified Communications as a Service (UCaaS) data and telecommunication solutions by delivering outstanding business value and customer service across all cloud, managed and professionalservice offerings. Oracle Corporation, Chicago, IL 1996-2016 With $40BB in sales and 400,000 customers in 145 countries, Oracle offers on-premise and SaaS-based software and service solutions. Group Vice President, North American Big Data Sales Specialist Team, 2015-2016  Built and inspired the new $30MM Big Data Practice for the Eastern United States and Canada for retail, CPG, financial services, manufacturing, distribution, telecommunications, healthcare, public sector,higher education and hospitality industries.  Competed against and supported businessintelligence clients who utilized Tableau, Qlik, IBM, SAP, SAS and Microsoft. Group Vice President, North American Sales, 2005-2015 Led Oracle’s $396M North American Central Group and directed over 200 field, technical, inside and channel sales personnelacross 18 states,six provinces,five areas and twelve regions for retail, CPG, financial services, manufacturing, distribution, telecommunications, hospitality and non-profit industries.  Grew revenues from $294MM to $350MM, or 19% by consistently growing the business every quarter in 2014.  Achieved 123% of the quota objective and grew revenue from $231MM to $317MM, or 37% in 2011.  Achieved 125% of the quota objective and grew revenue from $187MM to $230MM, or 23% in 2007.  Grew Engineered Systems software and hardware sales 200% and was the first organization to sell 100 units exceeding the combined sales of all NA organizations.  Increased revenue 15% from $132MM to $152MM by leading the North American Utilities Group as executive sponsor.  Selected to attend the inaugural Executive Leadership Development Experience associated with Carnegie Mellon University. Area Vice President, North American Sales,2003-2005 Led Oracle’s $140MM North American Central Area and directed over 100 field, technical, inside and channelsales personnelacross seven states,six provinces and five regions for retail, CPG, financial services, manufacturing, distribution, telecommunications , hospitality and non-profit industries.  Grew annual revenue from $122MM to $140MM, or 15% and transaction volumes 50% to achieve annual quota in 2005.  Named the lead executive sponsorfor the division to serve on Oracle’s Technology Leadership Council based upon divisional business acumen and confidence. Regional Manager, North American Sales, 1998-2003 Led Oracle’s $22MM North American Central Region and directed over 15 field, technical, inside and channel sales personnelfor retail, CPG, financial services,manufacturing, distribution, telecommunications, hospitality and non-profit industries.  Awarded Regional Managerof the Year in 2002 by growing the region from $22MM to $26MM, or 15%.  Grew revenue pipeline to 350% vs. $22MM quota by establishing and implementing key performance indicators. Territory Manager, North American Data and Application Platform Sales, 1996-1998 Managed Oracle’s $6.2MM Illinois commercial account sales territory and significantly overachieved revenue quota each year.  After 18 months of successfulperformance, was promoted to Oracle Regional Manager based upon 197% and 148% sales quota attainment in 1997 and 1998 respectively and was awarded Rookie of the Year honors.  Starting in 1997, consistently qualified for Oracle’s 100% Revenue Club Excellence. Anixter International, Mt. Prospect, IL 1995-1996 A leading provider of information communications and electrical products that connect voice, video, data and security systems. Regional Manager, Industrial Sector Sales  Expanded Anixter’s data communication offerings to connect a manufacturer’s plant floor with corporate information systems.  Developed $26.5MM in incremental revenue within the $139MM industrial and manufacturing sectors across Anixter's 15 state Central Region that grew the region’s sales revenues 20%.  Built channel partner relationships, strategic sales programs and revenue generation plans to support and motivate business development efforts and value-based sales initiatives to exceed revenue growth targets.
  3. 3. Aspen Consulting, Rolling Meadows, IL 1993-1995 An entrepreneurial start-up that provided information technology architecture, integration, implementation and training services. Director, New Business Development  Generated from $0 to $1,000,000 in 18 months by closing 30 new accounts and led new business development for the company. IBM Corporation, Oak Brook, IL 1989-1993 IBM is an $80BB information technology company providing integrated technology and service solutions to improve business processes and digitally transform enterprises. Account Sales and Marketing Representative, 1991-1993 Sales and Marketing Representative, 1989-1991  Achieved $6.5MM and 40% growth on a $4.6MM objective by leading sales activities and developing marketing programs to direct a field, technical and channel sales team that provided strategic sales and consultative service to clients by offering comprehensive information technology,consulting service and financing solutions.  Qualified for IBM 100% Club for consistent sales achievement, results orientation, integrity and branch management honors. INDUSTRY EXPERIENCE SALES LEADERSHIP FUNCTIONAL KNOWLEDGE Discrete Manufacturing Consultative, Strategic, B2B Sales Management Consulting Process Manufacturing Accountable Sales Leadership Marketing Additive Manufacturing Sales Forecasting and Reporting Economics Distribution Sales Process Methodologies International Business Transportation and Logistics Sales Territory and Account Planning Organizational Change Management Consumer Packaged Goods Sales Territory Segmentation Business Planning and Strategy Banking Sales Quota and KPI Management Business Transformation Financial Exchanges Sales Recruiting and Talent Management Written and Verbal Communications Insurance Sales Contract Negotiations Analytical Thinker and Problem Solver Telecommunications Field, Technical, Inside and Channel Sales Enterprise Resource Planning Healthcare Sales Pipeline and Demand Generation Customer Relationship Management Higher Education New Business Sales Development Database and Data Security Management Hospitality Sales Coaching and Mentoring Big Data and Business Analytics Associations Sales and Customer Service Call Centers Software as a Service Professional Services Small, Medium, Large Company Sales Cloud Computing EDUCATION Kellogg School of Management, Northwestern University, Evanston, IL 1992-1995  MBA, Marketing, Management Strategy and Policy, Organizational Behavior. University of Illinois, Urbana-Champaign, Urbana, IL 1984-1989  BA, Economics, Dean's List. The Institute of European Studies, Vienna, AT 1988  International Business and German Language Studies. PROFESSIONAL AFFLIATIONS AND PHILANTHROPIC COMMUNITY SERVICE  OCA Ventures Edge Advisorfor early stage venture capital-backed start-up companies.  St. James Lutheran Church and School Board of Elders.  Kellogg Graduate School of Management Leadership Immersion Facilitator and Coach.  Northwestern University Network Mentorship Program Coach.  China Shenzhen Nanshan Entrepreneurs Star Build312 Competition Judge.  One Million Degrees (previously known as The Illinois Education Foundation)Coach and Mentor.  Chicago Chamber of Commerce Board Member, 2005-2014.  The American Production and Inventory Control Society, CPIM Certification.Solutions

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