Peter Smith has over 25 years of experience in sales leadership roles within the technology industry, holding positions at companies such as Sybase, HP, and Progress Software where he consistently exceeded sales quotas and grew revenue. He possesses a proven track record of developing channel partnerships, opening new markets, and closing large deals within industries including banking, healthcare, and government. Smith holds an MBA from Suffolk University and a bachelor's degree in mechanical engineering.
Measured Marketing Lab November 2015 lecture at Boston University - College of Communications on the future of marketing and the rise of Marketing Operations as a role..
Business Strategy can be termed as various strategic plans designed and improvised in order to achieve business growth.Read this summarized business strategy report to get more information about Primark group
Die C-Level Linienfunktion CMO (Cief Marketing Officer) wir immer wichtiger. Hier ist ein White Paper zu den Anforderungen denen sich CMOs aktuell stellen müssen.
Vielen Dank für das White Paper an Sheryl Pattekwith, David M. Cooperstein und Alexandra Hayes von Heidrick & Struggles.
Measured Marketing Lab November 2015 lecture at Boston University - College of Communications on the future of marketing and the rise of Marketing Operations as a role..
Business Strategy can be termed as various strategic plans designed and improvised in order to achieve business growth.Read this summarized business strategy report to get more information about Primark group
Die C-Level Linienfunktion CMO (Cief Marketing Officer) wir immer wichtiger. Hier ist ein White Paper zu den Anforderungen denen sich CMOs aktuell stellen müssen.
Vielen Dank für das White Paper an Sheryl Pattekwith, David M. Cooperstein und Alexandra Hayes von Heidrick & Struggles.
Carl Larson Resume v2 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.
Strategic, no-BS, engaged, articulate, and dynamic Chief Revenue Officer that drives and leads sales and marketing, managing and building highly effective teams to acquire new business. Strong foundation and experience working in small dynamic companies and start-ups.
Experienced building pre-IPO, SaaS, and Cloud technology teams, confident serial business developer skilled in leadership and team dynamics -with over 15 years experience in growth, startup, and early-stage Software & SaaS, spread across multiple technology disciplines including mobile, wireless, cloud-based software tools, broadband, visual workflows, emerging technologies AI and ML, video, IT, analytics, and software serving multiple verticals in transportation, enterprise, logistics, renewable energy, financial services, media & entertainment and more.
With my years of experience aligning sales, marketing, product, and technology, I focus on revenue acquisition, integrating and optimizing product development, sales, marketing, and CRM teams to create the best possible experience leveraging my team-based work dynamic that utilizes a “been there done that DNA” systems-oriented approach to facilitate operational improvement with efficient and effective solutions driving revenue.
It is enjoyable working with CEOs, founders, and teams navigating the complex challenges of Go-To-Market strategies, account mapping including sales and marketing playbooks that drive new revenue, and bringing together solutions that effectively address all areas of the organization.
Qualifications
• Extensive experience in SaaS sales.
• Demonstrated success in building and leading metrics-driven sales organizations.
• Proficiency in managing remote teams and navigating remote work environments.
• Strong communication and time management skills.
• Proven track record in recruiting and developing sales talent.
• Comfortable in high-complexity and rapidly changing environments.
• Experience with both direct and channel sales organizations.
In summary, my tenure as a sales leader has been marked by a relentless pursuit of excellence, a commitment to team growth, and a strategic approach to driving revenue. With a comprehensive understanding of the intricacies of sales leadership and a proven ability to navigate complex landscapes, I am poised to deliver exceptional results and contribute to the success of any organization.
Expertise:
SAAS, ICT, Cloud Computing, CAD/CAM Software, Lean Manufacturing and Operations, Modern Methods of Construction, Green and Environmental Building Technologies, Web-Based CRM and ERP Systems, E-Commerce, International Business Development, Market Research, Marketing, Project Management, Software Development, Electronics and Telecom Engineering, IP-Based Systems, and Multimedia.
Skills:
Proven track record of leadership in rapidly-growing organizations including Start-up and IPO successes.
Combined expertise in Strategic Planning, Marketing and Sales, and sophisticated Technology Skills.
In-depth experience in establishing and fostering strategic partnerships with C-level clients, vendors and business partners worldwide, ensuring successful implementation of technology-based solutions.
Organized, take-charge professional with exceptional follow-through skills and detail-orientation, with an ability to plan and oversee projects from conception to successful conclusion.
Proven leadership qualities in managing diversified teams and leading by example, expertise in bottom-up goal-setting and performance assessment and improvement mechanisms.
Exceptional problem-solving, negotiation, time management, and presentation skills.
1. PE T E R SM I T H , MBA
135 Chestnut Street │ Andover, MA 01810 │ (978) 289-2625 │ smth755@yahoo.com
Dynamic Leader who offers a background in Multimillion-Dollar Sales, Channel Development, New Business
Development, TerritoryDevelopment, StrategicAnalysis / Planning, Consulting, and Trends Tracking; contributes
talent in Team Building and Training; and exhibits an ability to see the “big picture” in global evolving markets.
Top Performer who boasts above-average career results, and who can make decisions to reflect positively on
operations in alignment with a company’s vision, value, and goals to attain a significant competitive advantage.
Visionary Professional withcommendableaccomplishmentsacrossglobal channelsalesinitiatives,andwhocanrise
above challenges to increase revenue, double territory channel sales volume, and drive winning outcomes.
Excellent Communicator who builds and sustains synergistic relationships with globally based C-level executives,
sales teams, and internationalclients; who excels in both autonomous and collaborative work environments; and
who leads staff by example and with integrity while continually and effectively identifying sales opportunities.
P R O F E S S I O N A L S Y N O P S I S
SYSTRAN SOFTWARE, INC. 2013 – PRESENT
Capitalize on the opportunity to lead profit-generating Financial and Legalsolutions for the Americas, including
developing a specific product offering for key markets, as well as selling air-gapped secure multilingual solutions.
Successfully closed 10 F100 accounts.
Built a large-scale client base and product portfolio.
Effectively closed agreements with Deloitte, E&Y, KPMG , and PWC.
Closed 75% (10+) of Gartner’s top eDiscovery firms
Closed financial and eDiscovery firms (e.g. BNY Mellon, Goldman Sachs, S&P Capital IQ, JP Morgan Asset
Management, Morgan Stanley, Liberty Mutual, Xerox Legal Services, and Liberty Mutual).
Signed corporate partner agreements with kCura. Creating industry leading Big Data eDiscovery solution
Director of Business Development TECHLOGIX, INC. 2012 – 2013
Strategically steered forward-thinking sales and marketing for this global IT solutions company across five
delivery centers worldwide, including developing and deploying a solution-selling methodology where none
existed, as well as deepening extensive experience in Big Data, BPM, BAM, SOA BI, and Enterprise Architecture.
Contributed talents in assisting clients in achieving enterprisetransformationbyharmonizing people, process, and
technology and leveraged practice-specific delivery methodologies using globally distributed development teams.
Signed a corporate partner agreement with Oracle Corporation.
Signed a corporate partnership with Software AG. Focused on the finical Services Vertical
Closed a $650,000 contract for IT services with a national Wind Farm Corporation.
Boston Business Manager WHITEGLOVE HEALTH, INC. 2011 – 2012
Utilized broad scope of industry knowledge toward opening the Boston market selling to the largest New
England-based corporations, including strategically revolutionizing the way primary care, chronic care, and
wellness were delivered to a company’s employees and dependents selling Bid Data and BI Technology
Achieved FY 2011 revenue by 120% and attained MBO goals.
Grew revenue by using a unique cold calling and field marketing approach.
Successfully opened the market by closing on one of the company’s largest deals.
Director of Data Governance & Channel Sales KALIDO, INC. 2008 – 2011
Directed sales of adaptive data store for Big Data,and business intelligence, with data warehousing, With a core
focus on banking, insurance, pharmaceutical, and healthcare industries Direct sales of data governance and
compliance solutions to meet or exceed operational objectives.
Lead sales in Compliance and Data governance sales in US
Established a sustainable channel ecosystem of VARS, and integrators including Deloitte, PWC and Infosys.
Generated 110% of quota for FY 2009 with zero pipeline at start -u
Developed a go-to market Microsoft strategy and channel sales plans during first 90 days.
Signed contracts with global systemintegrators (HP, Infosys, MindTree, WIPRO, SAIC Deloitte, Microsoft).
2. Peter Smith, MBA │ Page Two │ (978) 289-2625
International Sales Manager CORTICON TECHNOLOGIES (PROGRESS SOFTWARE) 2006 – 2008
Maximized bottom-line performance by aggressively opening new accounts, including high-profile ABN AMRO
– Netherlands,BarclayPLC –UK,AEGON –Netherlands,andU.S.BankandELM Resources – U.S., as wellasmanaging
sales and channel development with Adobe Software, TIBCO, BEA, IBM, Global 360, and Lombardi Software.
Achieved 163% of quota attainment for FY 2006.
Closed the largest transaction in the company’s history.
Closed Multinational deals with ABNN AMRO, Barclays U.S Bank and Aegon N.V.
Northeast Regional Sales Manager SYBASE, INC. (SAP) 2003 – 2006
Applied strong leadership talents turning around a failing Northeast USA District
Successfully carried $33mm in net new license quota.
Drove business growth by recruiting, training, mentoring, and managing results-generating sales teams, along
with facilitating sales of Sybase solutions into 25 named accounts (e.g. National Grid, New York State, Fidelity
Investments and PepsiCo).
Closed the region’s largest professional services deal of $2.7 million.
Increased revenue in named Northeast Region-based accounts by 175%.
Closed a $12 million deal with fidelity to build the Net -Benefits platform upon
Doubled territory channel sales volume to achieve 104% of quota in 90 days.
Managed a major new $2.1-million software account and $500,000 in professional services.
Director of Channel Sales IPHRASE TECHNOLOGIES, INC. (IBM) 2002 – 2003
Played a vital role in developing results-focused channel strategies emphasizing regional and federal system
integrators, including creating a national channel sales program with BEA, Interwoven, and Northrop Grumman.
Recruited 8A System Integrators to capture lucrative federal business.
Recruited and trained 4 SIS and 2 FSIs in one quarter to achieve 3 deals worth $780,000.
Recruited by CEO and Vice President of Sales to create the start -up company’s Channel Sales function.
A D D I T I O N A L P R O F E S S I O N A L E X P E R I E N C E
HEWLETT-PACKARD COMPANY 1989 – 2002
Senior Sales Specialist – HP Middleware Division (2001 – 2002)
Sales Specialist – e-commerce Solutions Organization (1999 – 2001)
Channels Manager – Open Enterprise Software Organization (1997 – 1999)
Software Sales │ Federal Sales │ Technical Sales Representative (1989 – 1997)
Rapidly advanced professionally with numerous roles at industry-leading HP, including contributing talents in
directing sales lifecycles through channels within a Northeast U.S. Region, building lucrative partnerships with
high-profile IT companies, coordinating development of start-up sales forces in the U.S. and Canada, creating a
start-up resale channel with $25+ million in revenue, and leveraging relations to grow competitive business.
Achieved #1 companywide ranking in quota performance in World Wide.-based sales.
Personally closed profitable accounts with SAIC,NYSE, Citicorp, Lucent, and Bear Stearns.
Achieved 238% of quota YTD via consistent and aggressive sales methods and partnerships.
Selected to lead and train HP’s Enterprise sales force and managers. On HP’s eService’s message
Competitively positioned HP’s value proposition within key enterprise systems management space.
Generated the highest percentage of sell-through channel partners in N.A. for HP OpenView products.
Closed a $10-million UNIX workstation deal with the FAA and achieved Top 1% sales force recognition.
E D U C A T I O N
Master of Business Administration (Emphasis in Finance) SUFFOLK UNIVERSITY
Bachelor of Science in Mechanical Engineering UNIVERSITY OF LOWELL