Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
ENTERPRISE SAAS AND PROFESSIONAL SERVICES TECHNOLOGY SALES LEADERCarl Larson
Sales and marketing subject matter expert with hands-on B2B sales leadership experience at small, medium and large organizations. Consistently successful and notably grows sales revenue, gross profit margins and market share to exceed objectives. Recognized as a champion at building, re-building and transforming best in class sales organization performance, operational process excellence and customer outcomes. Develops new business customers, grows existing customer revenues and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation and closing sales.
Carl Larson Resume v1 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
ENTERPRISE SAAS AND PROFESSIONAL SERVICES TECHNOLOGY SALES LEADERCarl Larson
Sales and marketing subject matter expert with hands-on B2B sales leadership experience at small, medium and large organizations. Consistently successful and notably grows sales revenue, gross profit margins and market share to exceed objectives. Recognized as a champion at building, re-building and transforming best in class sales organization performance, operational process excellence and customer outcomes. Develops new business customers, grows existing customer revenues and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation and closing sales.
Focused on the intersection of luxury consumer goods, transformation & digital technology. Proven track record of consistent profitable growth through innovation, unique value propositions and cost leveraging resulting in over $4.5 billion in revenue growth. Marriage of Art & Science of Retail, bringing together skills of a classically trained merchant, digital entrepreneur & full P&L general manager. Recognized as a builder of global brands, categories, teams, online communities, partnerships and corporate culture.
For an updated version of this presentation: https://www.slideshare.net/clearaction/embracing-marketing-operations-what-is-it-and-why-bother-127189818
Originally presented by Gary Katz
BrightTALK Marketing Operations Channel
September 26, 2008
See https://ClearAction.com
ENTERPRISE SAAS AND PROFESSIONAL SERVICES TECHNOLOGY SALES LEADERCarl Larson
Sales and marketing subject matter expert with hands-on B2B sales leadership experience at small, medium and large organizations. Consistently successful and notably grows sales revenue, gross profit margins and market share to exceed objectives. Recognized as a champion at building, re-building and transforming best in class sales organization performance, operational process excellence and customer outcomes. Develops new business customers, grows existing customer revenues and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation and closing sales.
Carl Larson Resume v1 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
ENTERPRISE SAAS AND PROFESSIONAL SERVICES TECHNOLOGY SALES LEADERCarl Larson
Sales and marketing subject matter expert with hands-on B2B sales leadership experience at small, medium and large organizations. Consistently successful and notably grows sales revenue, gross profit margins and market share to exceed objectives. Recognized as a champion at building, re-building and transforming best in class sales organization performance, operational process excellence and customer outcomes. Develops new business customers, grows existing customer revenues and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation and closing sales.
Focused on the intersection of luxury consumer goods, transformation & digital technology. Proven track record of consistent profitable growth through innovation, unique value propositions and cost leveraging resulting in over $4.5 billion in revenue growth. Marriage of Art & Science of Retail, bringing together skills of a classically trained merchant, digital entrepreneur & full P&L general manager. Recognized as a builder of global brands, categories, teams, online communities, partnerships and corporate culture.
For an updated version of this presentation: https://www.slideshare.net/clearaction/embracing-marketing-operations-what-is-it-and-why-bother-127189818
Originally presented by Gary Katz
BrightTALK Marketing Operations Channel
September 26, 2008
See https://ClearAction.com
What should your marketing team look like?Pete Jakob
These are my slides from my session at the B2B Summit 2016. The presentation outlines some recent research from B2B Marketing exploring the views of leaders on the challenges around building marketing organisations fit for the digital age and the implications for the skills and capabilities that we need to develop. On the back of this B2B Marketing has now launched a service offering (the B2B Marketing Blueprint) which helps leaders benchmark their capabilities around skills, processes and measurements and to help them put in place a prioritised plan of action.
The demands on a marketing organization
are rapidly changing.
The digital marketing era of today is complex and dynamic. There are
many channels that require investment and continuous attention. With
frictionless communication, trends happen faster and are shorter lived.
Without continuous attention, your digital presence decays rapidly.
Browsing through corporate websites, it is clear few companies have
adapted to effectively manage their digital marketing operations. Branding
and messaging are inconsistent, mobile device support is non-existent,
and aborted initiatives, such as corporate blogs and social pages, linger
as embarrassing reminders of poor follow-through. The problem is that
most organizations still see digital marketing as a series of projects: a web
redesign, setting up a blog, publishing a whitepaper. They can mobilize
resources to complete these projects, but cannot sustain the level of
effort necessary to keep a program going. And without that effort, these
marketing assets become liabilities.
If you want success in digital marketing, your
organization needs to operate like a publisher
by identifying high value audiences and
operationalizing processes to serve them.
This means delivering the right content in the right format and getting
irrelevant/outdated content out of the way. Known as marketing
operations, there is a field whose purpose is to keep content initiatives
performing after launch. Marketing operations encompasses a wide
array of skills and activities that stand in between the development of a
content asset and its consumption by an audience. This includes postproduction
for target channels, tagging for targeting, search engine
optimization, localization, instrumentation for analytics and performance
measurement.
Our previous whitepaper, Three First Steps for Operationalizing your
Content Marketing Strategy, introduced the concept of marketing
operations and recommended some preparatory steps to building a team.
This whitepaper will outline the details of how a marketing operations
group works.
Exploring the 5 Tenets of Modern Marketing TeamsDemandGen
Modern marketers have a long way to go to reach the self-defined status of the “ideal
modern marketer.” Marketers give themselves a score of just 65 out of 100 when
measuring themselves against five primary competencies of marketing. Marketers want
to do better in the following areas, and must if they are to become truly modern
marketers
EXECUTIVE LEADER: SALES AND BUSINESS DEVELOPMENT
Drives revenue and increases sales as enthusiastic company advocate.
Identifies and mentors talent, leading by example and inspiring sales teams.
Captures vertical and horizontal revenue opportunities based on market trends and competitive landscape.
Consults with customers to understand needs and create successful solutions that generate revenue.
Strategically identifies and champions customer-converting tools, contact strategies, and brand messaging.
Collaborates effectively across functions and advises executive leadership.
10 Key Trends That Are Defining the Marketing Organization of The FutureGumGum
We partnered with Brand Innovators to understand what the marketing organization of the future looks like. We asked more than 200 marketers from Fortune 500 brands what they have to say about the focus of their marketing organizations and what they predict the marketing organization of the future will look like. These slides present the top 10 key trends learned from this study.
To learn more about our research, you can download the full report here: http://www.gumgum.com/learn/guides/building-the-marketing-organization-of-the-future/
I am a Senior Executive with over 15 years in executive-level sales leadership roles and a track record of delivering significant profitable and sustainable growth. Known as both an excellent strategist and tactician, I am particularly strong in translating the company mission into actionable strategies that drive multimillion-dollar sales, build client loyalty, and grow market and wallet share.
Highlights of my background include:
* Consistent track record of expert negotiations. As an articulate, persuasive communicator and engaging presenter, I have negotiated multimillion-dollar contracts with clients, customers, channel partners, and resellers.
* National and regional territory development and management. I have repeatedly secured key Fortune 1000 client accounts, increased product distribution, and expanded the company footprint in territories of 12 to 50 states.
* Superior sales force development and leadership skills. My ability to recruit, develop, mentor, and coach top talent has resulted in high performance, motivated teams of geographically dispersed sales professionals who meet and exceed expectations in all areas
Forrrester Report: Marketing Maturity in the Age of the CustomerJakub Malobecki
Technology gives customers new decision-making and
purchasing power. Potential buyers can access information
about products, services, pricing, and brand reputation from
anywhere, anytime. This makes customer understanding a
strategic imperative, and only those companies that obsess
over knowing their customers intimately will thrive in this
new digitally powered age
For an updated version of this presentation: https://www.slideshare.net/clearaction/applying-marketing-operations-best-practice-framework-127189811
How to accelerate your roadmap to marketing operations excellence to optimize return on marketing investment.
See https://ClearAction.com
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-mobilizing-marketing-for-a-web-20-world-127189840
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
What should your marketing team look like?Pete Jakob
These are my slides from my session at the B2B Summit 2016. The presentation outlines some recent research from B2B Marketing exploring the views of leaders on the challenges around building marketing organisations fit for the digital age and the implications for the skills and capabilities that we need to develop. On the back of this B2B Marketing has now launched a service offering (the B2B Marketing Blueprint) which helps leaders benchmark their capabilities around skills, processes and measurements and to help them put in place a prioritised plan of action.
The demands on a marketing organization
are rapidly changing.
The digital marketing era of today is complex and dynamic. There are
many channels that require investment and continuous attention. With
frictionless communication, trends happen faster and are shorter lived.
Without continuous attention, your digital presence decays rapidly.
Browsing through corporate websites, it is clear few companies have
adapted to effectively manage their digital marketing operations. Branding
and messaging are inconsistent, mobile device support is non-existent,
and aborted initiatives, such as corporate blogs and social pages, linger
as embarrassing reminders of poor follow-through. The problem is that
most organizations still see digital marketing as a series of projects: a web
redesign, setting up a blog, publishing a whitepaper. They can mobilize
resources to complete these projects, but cannot sustain the level of
effort necessary to keep a program going. And without that effort, these
marketing assets become liabilities.
If you want success in digital marketing, your
organization needs to operate like a publisher
by identifying high value audiences and
operationalizing processes to serve them.
This means delivering the right content in the right format and getting
irrelevant/outdated content out of the way. Known as marketing
operations, there is a field whose purpose is to keep content initiatives
performing after launch. Marketing operations encompasses a wide
array of skills and activities that stand in between the development of a
content asset and its consumption by an audience. This includes postproduction
for target channels, tagging for targeting, search engine
optimization, localization, instrumentation for analytics and performance
measurement.
Our previous whitepaper, Three First Steps for Operationalizing your
Content Marketing Strategy, introduced the concept of marketing
operations and recommended some preparatory steps to building a team.
This whitepaper will outline the details of how a marketing operations
group works.
Exploring the 5 Tenets of Modern Marketing TeamsDemandGen
Modern marketers have a long way to go to reach the self-defined status of the “ideal
modern marketer.” Marketers give themselves a score of just 65 out of 100 when
measuring themselves against five primary competencies of marketing. Marketers want
to do better in the following areas, and must if they are to become truly modern
marketers
EXECUTIVE LEADER: SALES AND BUSINESS DEVELOPMENT
Drives revenue and increases sales as enthusiastic company advocate.
Identifies and mentors talent, leading by example and inspiring sales teams.
Captures vertical and horizontal revenue opportunities based on market trends and competitive landscape.
Consults with customers to understand needs and create successful solutions that generate revenue.
Strategically identifies and champions customer-converting tools, contact strategies, and brand messaging.
Collaborates effectively across functions and advises executive leadership.
10 Key Trends That Are Defining the Marketing Organization of The FutureGumGum
We partnered with Brand Innovators to understand what the marketing organization of the future looks like. We asked more than 200 marketers from Fortune 500 brands what they have to say about the focus of their marketing organizations and what they predict the marketing organization of the future will look like. These slides present the top 10 key trends learned from this study.
To learn more about our research, you can download the full report here: http://www.gumgum.com/learn/guides/building-the-marketing-organization-of-the-future/
I am a Senior Executive with over 15 years in executive-level sales leadership roles and a track record of delivering significant profitable and sustainable growth. Known as both an excellent strategist and tactician, I am particularly strong in translating the company mission into actionable strategies that drive multimillion-dollar sales, build client loyalty, and grow market and wallet share.
Highlights of my background include:
* Consistent track record of expert negotiations. As an articulate, persuasive communicator and engaging presenter, I have negotiated multimillion-dollar contracts with clients, customers, channel partners, and resellers.
* National and regional territory development and management. I have repeatedly secured key Fortune 1000 client accounts, increased product distribution, and expanded the company footprint in territories of 12 to 50 states.
* Superior sales force development and leadership skills. My ability to recruit, develop, mentor, and coach top talent has resulted in high performance, motivated teams of geographically dispersed sales professionals who meet and exceed expectations in all areas
Forrrester Report: Marketing Maturity in the Age of the CustomerJakub Malobecki
Technology gives customers new decision-making and
purchasing power. Potential buyers can access information
about products, services, pricing, and brand reputation from
anywhere, anytime. This makes customer understanding a
strategic imperative, and only those companies that obsess
over knowing their customers intimately will thrive in this
new digitally powered age
For an updated version of this presentation: https://www.slideshare.net/clearaction/applying-marketing-operations-best-practice-framework-127189811
How to accelerate your roadmap to marketing operations excellence to optimize return on marketing investment.
See https://ClearAction.com
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-mobilizing-marketing-for-a-web-20-world-127189840
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
Roger is responsible for P&L, sales, leads, marketing, business development, pipeline, operations, commission design, planning, and budgets for client organizations. He establishes and maintains successful relationships with partners/customers building custom digital solutions including Social, AI & RPA solutions, B2X Digital Platforms, Cybersecurity, Machine Learning, and Blockchain applications, Renewable Solar Energy, Adtech, Health-tech, Supply Chain & Logistics, MSO's, Direct To Consumer App, Telco and Pay TV operators and OTT platforms in Media & Entertainment domains.
Roger advises on sales & marketing pipeline management activities to ensure profitable revenue targets are met and manages the level of risk vs. desired goals to accelerate revenue. He plans, designs, and executes sales and marketing, speeding up strategies, and adds positive revenue results from all targeted revenue streams.
►Proficiently produces new opportunities that deliver improved marketing and enlarge SaaS revenue across all client disciplines.
►Increases performance of all RevOps functions within the organization, including Sales, Marketing, and Customer Success.
►Serves as a Head of Sales & Marketing with ownership of the “marketing technology stack” including marketing automation, sales-force automation/ CRM, digital channels, the web and social, business intelligence, and data management.
►Accountable for all sales goals.
►Motivate and coach a team of 68 people consisting of sales leaders, AEs, AMs, ISRs, SDRs, operations, and marketing.
►Define and manage GTM strategy to acquire new customers while retaining and expanding across existing customers.
►Hire fantastic new talent around the world to meet the demands of customers.
Skills: Sales Strategy · Build Strong Relationships · Team Building · FinTech · Complex Sales · Go-to-Market Strategy · Sales & Marketing · Sales Planning · Sales Pipeline Management · Team Management · Strategy · Problem Solving · Executive Management · International Sales · Startups · Business Analysis · Mergers & Acquisitions (M&A) · Online Advertising · Salesforce.com · Digital Media · Sales Operations · SaaS · Start-ups · Sales Management · B2B Marketing · Business-to-Business (B2B) · Sales Process · Solution Selling · Artificial Intelligence (AI) · Software as a Service (SaaS) · Management
Skills: Go-to-Market Strategy · Startups · Analytical Skills · Mergers & Acquisitions (M&A) · Business Development
Skills: Enterprise Software · Software as a Service (SaaS)
Extensive experience with strategic market research, product, market development in industrial, technical, social media and medical markets guiding on and off-shore teams to meet sophisticated, complex and highly interdependent development timelines. Innovative approaches for growing market share with minimal resources for business and consumer companies using retail, dealer, franchise, independent representative, direct sales, client’s distributed sales team and distributor based channels. Adept in sales team turnarounds.
14 years of leadership experience disperse across Digital Media Marketing, Sales, Marketing, Business Development, partner management and product management.
Seek digital media and marketing mid, senior management position in Canada
Data driven marketing professional with technology, financial services and insurance experience at IBM, MetLife and Citigroup. Superior collaboration and relationship management skills developed via a range of B2B and B2C roles on global and US teams.
Carl Larson Resume v2 ENTERPRISE SOFTWARE AND SERVICES SALES LEADER
1. Carl Larson
2046 North Dayton Street
Chicago, IL 60614
(312) 925-4232
larson.carl23@gmail.com
https://www.linkedin.com/in/carlwlarson
https://twitter.com/carlwlarson
Enterprise B2B Sales Leader | Marketing | Customer Experience | Sales & IT Management Consulting
New Logo Sales Development | Market Share Expansion | Revenue Growth | Sales Plans & Performance KPIs
President’s Club | Consistently Exceeds Quota | Business Value Positioning Expert | Consultative Sales Acumen
#1 Sales Group & Area VP | Sales Coach, Mentor & Teacher | Experienced C-Level Sales Executive
PROFESSIONAL SUMMARY
Builds, scales, and drives new and existing high-performance software sales organizations to exceed new and repeat
sales revenue targets.
Manages, leads by example, and mentors outside, inside, technical, customer success, and channel sales teams by
building world-class sales competencies and best practices.
Drives day-to-day sales team operations and tactics as well as engages directly with customer executives, especially
in large, strategic engagements.
Clearly and concisely communicates expectations to team members and holds shared accountability for the results to
consistently achieve personal and team revenue production targets.
Motivates and develops high performing sales organizations by creating a culture of trust, teamwork, empowerment,
and collaboration through quality communication, relationships, coaching, and mentoring strategies for retention.
Proactively diagnoses performance issues and identifies existing skill gaps and the necessary actions to close them.
Monitors and ensures timely input and reporting of sales data that produces accurate sales reporting and forecasts.
Develops successful sales coverage and selling strategies that are effectively aligned to exceed business objectives.
Builds cross-functional teamwork betweenoutside and inside sales, marketing, customer success,and salesoperation
functions to drive effective sales strategies, sales process and support, CRM execution, pipeline generation and
growth, higher conversion rates, and effective customer success programs.
PROFESSIONAL EXPERIENCE
Redbrick Sales Advisors (RSA), Chicago,IL 2017-Present
Enterprise Sales Leader | Sales Team Builder | Consultative Sales Execution | Sales Planning, Strategy & Operations
RSA helps firms quickly and effectively create world-class,high-performance sales teams to increase sales-revenue-profit
growth and market share while strengthening customer and brand loyalty.
Results oriented, hands-on sales and sales leader subject matter expert with deep-rooted skills to: 1) Deliver proven sales
results, 2) Grow new markets and market share, 3) Build brand new or re-build underperforming sales organizations, 4)
Transform existing sales organization results, 5) Develop world-class sales process, execution, and engagement.
Incubated and built a ground floor sales organization, business plan, and supporting sales processes that delivered the
company’s first successfulsales execution engine for the CEO of an entrepreneurial additive manufacturing firm.
Developed and executed the go-to-market sales and marketing plan and supporting demand generation campaign
for an entrepreneurial technology professional services company’s sales revenue, brand awareness, and client base
expansion to close the first RPA sale and grow corporate revenue over $100k.
Executed hands-on, customer-facing sales account plans with the CEO of an enterprise software start-up to: 1)
Improve market share,2) Grow new customer revenues,3) Improve solution messaging, 4) Define sales execution
plan, 5) Establish sales success metrics.
Developed the strategic sales plan and process to assist innovative entrepreneurs,business leaders,and CEO’s to:
1) Identify and target their total addressable market, 2) Position and communicate the products or services value-
proposition, 3) Define and execute sales metrics to improve customer sales motions, pipeline and forecast
qualification, and closed business results, 4) Develop and build new or re-build existing high-performance sales
organizations that produce results, 5) Create and implement best practice quota, compensation, and recruiting plans.
The Quinlan School ofBusiness, Loyola University, Chicago, IL 2016-Present
Business School Instructor | Enterprise SaaS, PaaS, IaaS | Database | Big Data | Data Analytics | Cloud Computing
MBA-educated B2B sales leader with innate, professional experience: 1) Articulating how commercial organization’s
utilize business information technology to digitally transform, 2) Exhibiting a commitment to promoting academic
excellence in all students and peers, 3) Exuding a positive, supportive, and motivating disposition with students, faculty,
and staff, 4) Demonstrating outstanding written and verbal communication skills, 5) Assessing results and providing
constructive, timely feedback.
2. As a seasoned,enterprise technology sales leader, teach "the business" of business information systems and
operations to passionately illustrate how businesses justify and utilize enterprise software and SaaS business
applications, database,Big Data, data analytics, Cloud, and emerging technology investments to create competitive
advantage, improve revenues, reduce costs, and manage risk.
Lead team discussions and create an interactive and engaging learning environment that inspires students to
collaboratively learn about today's high technology solutions in a real-world classroom setting.
Provide knowledge and hands-on instruction for students to learn to develop business applications using the
Microsoft Office 365 Suite including Excel and Access.
Oracle Corporation, Chicago, IL 1996-2016
Oracle is a global leader in enterprise Cloud technology and world-class on-premise and SaaS software.
Established a consistent, proven track record for exceeding sales goals to profitably build businesses.
Managed client pricing and operational COGS to generate 65% annual gross profit margins and $3BB+ in sales.
Developed and built a leadership culture: hired 100+ sales execs and 25+ sales managers; 11 were promoted to VP.
Built and scaled high-performance sales teams to increase sales revenues and improve satisfaction by utilizing a
consultative sales methodology to address customer business requirements.
Built and drove a go-to-market vision and plan which grew annual revenue responsibilities from $6M-$396M.
Launched a sales KPI dashboard to improve CRM forecasting that increased sales activities 33% and pipelines 50%.
Creative sales change agent who developed sales playbooks and implemented supporting sales processes to improve
closure rates 300% and reduce customer sales cycle times 40%.
Negotiated and closed many $1M+ contracts and justified the customer’s investment with ROI-based business cases.
Group Vice President, North American Big Data Sales Specialist Team, 2015-2016
Built and inspired the new $30MM Big Data sales practice for the Eastern United States and Canada for architecture,
construction, CPG, distribution, engineering, legal, financial services, healthcare,higher education, manufacturing,
professional services, oil & gas, real estate,retail, telecommunications, and utility industries.
Competed against and supported business intelligence clients who utilized Tableau, Qlik, IBM, SAP,SAS & 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
personnel across 18 states,six provinces, five areas,and twelve regions for architecture,construction, CPG, distribution,
engineering, financial services, legal, manufacturing, oil & gas, retail, telecommunications, and utility 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 from $132MM to $152MM, or 15% by leading the NA Utilities Group as the executive sponsor.
Attended the inaugural Executive Leadership Development program 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 channel sales
personnel across seven states, six provinces, and five regions for architecture, construction, CPG, distribution, engineering,
financial services, healthcare, legal, manufacturing, oil & gas, retail, telecommunications, and utility industries.
Grew revenue from $122MM to $140MM, or 15%, and transaction volumes 50% to achieve annual quota in 2005.
Named executive team sponsor on Oracle’s Technology Leadership Council based upon business acumen.
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
personnel for architecture, construction, CPG, distribution, energy, engineering, financial services, legal, manufacturing,
retail, telecommunications, and utility industries.
Awarded Regional Manager of 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, Analytics, and Application Platform Sales, 1996-1998
Managed Oracle’s $6.2MM Illinois commercial account sales territory and significantly overachieved 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.
3. INDUSTRY SALES EXPERIENCE ENTERPRISE SALES LEADERSHIP FUNCTIONAL SALES KNOWLEDGE
Architecture|Engineering|Construction Consultative Sales Management Experience Sales & IT Professional Services
Banking Enterprise Sales Management Acumen Marketing & Market Strategy
Consumer Packaged Goods Sales Forecasting & Reporting Economics & Finance
Discrete Manufacturing Sales Process Frameworks & Methodologies Organizational Change Management
Distribution Account Management & Planning Business Management|Strategy|Planning
Financial Exchanges Specialty|Geo|Named Account Segmentation Data Center|Digital Transformation
Healthcare Sales Quota & KPI Management Finance|Sales|Legal Support Operations
Higher Education Sales Hiring & Talent Management Software as a Service|SaaS
Industrial Manufacturing Complex Sales Negotiation Skills Cloud|Virtualization|IaaS|PaaS
Insurance Field, Technical, Inside & Channel Sales Oracle,IBM & Microsoft Databases
Oil & Gas Sales Prospecting & Pipeline Development Data Analytics|Tableau|Python|MySQL
Professional Services New Logo Sales Acquisition Big Data|IoT|Business Intelligence
Process Manufacturing Sales Coaching & Performance Management CRM|Oracle|Salesforce
Retail Strategic Business Development Supply Chain Management|SCM
Supply Chain & Logistics Enterprise, Large & SMB Account Sales Enterprise Resource Planning|ERP
Telecommunications Customer Support & Success Management Human Capital Management|HCM
Utilities & Energy Strong Written|Verbal|Organizational Skills Enterprise Data Security|Data Integration
EDUCATION
Kellogg School ofManagement, Northwestern University, Evanston, IL
MBA, Marketing, Management Strategy and Policy, Organizational Behavior.
University ofIllinois, Urbana-Champaign, Urbana, IL
BA, Economics, Dean's List.
The Institute ofEuropean Studies, Vienna, AT
International Business and German Language Studies.
Carnegie Mellon University, Pittsburgh, PA
Executive Leadership Development.
The University ofChicago, Chicago, IL
Data Analytics and Machine Learning for Business Professionals Certification.
The University ofVirginia, Darden School of Business, Charlottesville,VA
Digital Transformation Certification.
PROFESSIONAL AFFILIATIONS AND PHILANTHROPIC COMMUNITY SERVICE
OCA Ventures Edge Advisor for early-stage venture capital-backed start-up companies.
St. James Lutheran Church and School Board of Elders.
Executive Leadership Alliance International, https://www.executiveleadershipalliance.com/carl-larson.
Advisory Board Member, Ampersand Markets.
Board Member, Aculocity, LLC.
The Ruth C. Schoenbeck Scholarship Foundation Executive Board Member.
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 (APICS),CPIM Certification.
REFERENCE MATERIALS AND RESOURCES
LinkedIn: https://www.linkedin.com/in/carlwlarson
Twitter: https://twitter.com/carlwlarson
Sales Management Excellence Presentation: https://www.slideshare.net/CarlLarson4/trust-conquers-all-148598443
Sales Performance Excellence Presentation: https://www.slideshare.net/CarlLarson4/there-is-no-i-in-team-nor-in-
delivering-sales-excellence-148491565
Sales Account Planning Excellence Presentation: https://www.slideshare.net/CarlLarson4/knowledge-is-your-
sales-superpower
Sales Key Performance Indicators Best Practices: https://www.slideshare.net/CarlLarson4/if-you-cant-measure-or-
monitor-it-you-cant-manage-it-156678945