Brian Johnson is a partner sales manager with over 15 years of experience managing territory sales and developing channel partnerships to promote software and capture technology solutions. He has a track record of consistently exceeding sales quotas and transforming underperforming territories. He is skilled in solutions sales, partner development, strategic growth, and negotiating large deals.
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.
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.
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.
Technically sophisticated and business-savvy sales management professional with unique experience leading technology professionals, managing state of the art business operations, collaborating with cross functional teams, strategizing in allocation IP assets, and being an innovator with organizational expansion projects that drive top line growth utilizing quantitative analysis techniques. Also adept at spearheading technological innovations including SaaS, IaaS, and delivering simultaneous mission critical projects on time and under budget.
The Sales Development Ecosystem - Sean Kester Salesloft at The Sales Developm...Tenbound
The Sales Development Ecosystem - Sean Kester Salesloft at The Sales Development Conference 2017 Sept 21st, 2017 in San Francisco. tenbound.com/conference
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.
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.
Technically sophisticated and business-savvy sales management professional with unique experience leading technology professionals, managing state of the art business operations, collaborating with cross functional teams, strategizing in allocation IP assets, and being an innovator with organizational expansion projects that drive top line growth utilizing quantitative analysis techniques. Also adept at spearheading technological innovations including SaaS, IaaS, and delivering simultaneous mission critical projects on time and under budget.
The Sales Development Ecosystem - Sean Kester Salesloft at The Sales Developm...Tenbound
The Sales Development Ecosystem - Sean Kester Salesloft at The Sales Development Conference 2017 Sept 21st, 2017 in San Francisco. tenbound.com/conference
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.
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.
Offering more than 11 years of experience providing senior-level sales and operations leadership in Healthcare Technology and Cost Management. Expertise includes Managed Health Care, Pharmacy Benefit Management, PPO, Claims Adjudication, Sales Management, Sales Forecasting and Planning, Project Management, Mediation, Software Development and HIPAA Compliance.
Expertise
Sales Management & Training
Operations Management
Managed Health Care
Strategic Sales Forecasting & Planning
P&L Management
Cross-functional Team Leadership
Software Development
Project Management
Cloud-Based Software Solutions
Channel Management
Key Account Management
Information Technology
Go-To-Market Plans
Startup Environments
SCRUM Framework
Contract Negotiations
Business Plan Development
Client Retention Strategies
Similar to Johnson, Brian 2017 Resume Final v2 (20)
1. BBRRIIAANN JJOOHHNNSSOONN Cumming, GA 30041 | 770-624-0436
BrianSJohnson4@outlook.com | linkedin.com/in/brian-s-johnson-4252973
PARTNER SALES MANAGER / TERRITORY ACCOUNT MANAGER
CHANNEL SALES | BUSINESS DEVELOPMENT | SOFTWARE EXPERTISE
– Uncompromising Integrity and Professionalism –
Competitive, top-producing account manager with progressive experience leading sales operations to promote and
sell software/capture technology solutions across regional market territories. Turnaround specialist able to transform
underperforming territories into record-breaking revenue markets. Award-winning channel sales expert able to
generate millions in sales by developing quality client relationships with resellers and end users.
CORE STRENGTHS
Solutions Sales Partner/Channel Expansion Territory Development Multi-Channel Sales System Integration
SharePoint SaaS ECM Strategic Sales Growth Business Development Team Building Contract Negotiation
PROFESSIONAL EXPERIENCE
KODAK ALARIS | ROCHESTER, NY (2013–2016) Spin-off of Eastman Kodak, producing capture software and document scanners.
TERRITORY ACCOUNT MANAGER
Achieved $7M annual revenue, driving Southeast region sales by promoting Kodak Alaris scanners, capture software,
and services to top resellers and end users. Turned around 4-state territory by rolling out innovative new products
with attached incentives. Strategized with resellers on initiatives and end user opportunities. Captured new sales by
demonstrating advantages and profitability of switching brands. Managed 4 direct reports along with travel/business
development budget.
Boosted sales 60% with top federal reseller and substantially increased annual sales
through commercial business proposals.
Transformed underperforming 4-state territory consisting of NC, SC, VA, and WV.
Consistently hit or exceeded $7M quota through 1-year turnaround in highly
competitive document imaging market.
Secured $720K deal, winning largest network scanner sale in 5 years. Negotiated 18
months, gathering requirements and organizing beta testing until company approved
300-network-scanner transaction. Earned recognition for organizing manufacturing,
logistics, and reseller.
Strategically won back Estes Express account, closing $330K sale that placed 75
scanners in company’s U.S. locations.
Received recognition for devising marketing plan to land first Info Input Solution (cloud-based capture) sale with
a multisite staffing agency in VA.
EASTMAN KODAK COMPANY, ROCHESTER, NY (2009-2013) Worldwide leader of software, document scanners, and printers.
TERRITORY SALES MANAGER (2012-2013) CHANNEL SALES MANAGER (2009-2011)
Hand-selected after Bowe, Bell and Howe merger to lead 4-state territory due to reputation as successful sales
account manager able to “get things done right.” Ensured seamless transition after company merger. Supported 40+
resellers and captured new end users by promoting Kodak Alaris scanners, capture software, and services. Managed
4 direct reports and travel/business development budget.
EASTMAN KODAK COMPANY, CONTINUED
“Brian's top strength is
his resilience; he
exemplifies “if there's a
will, there's a way.” Not
only is he creative and
timely…he asks for
others to contribute to
ensure a team approach
and comprehensive
plan.”
2. BBRRIIAANN JJOOHHNNSSOONN PPAAGGEE 22
Produced $6.5M sales in 2013 within GA, TN, NC, and SC territory, hitting 99% of quota despite company’s
Chapter 11 status.
Earned major recognition as key contact for $1.5M sale to BCBS of Kodak top products, converting one of
company’s two top sales in 2013.
Expanded end user network through Kodak events, trade shows, and email/snail mail marketing.
Maintained 10% sales quota in midst of bankruptcy by applying strategic sales plan to secure customers’
confidence.
BOWE BELL AND HOWELL, WHEELING, IL (2000-2009) International producer of mail sorters, scanners, and services.
REGIONAL SALES MANAGER
Turned around 12-state territory of innovative digital content management company by increasing exposure and
developing new business opportunities with top resellers/software companies to increase value-added reseller (VAR)
network. Competed with top capture software companies, winning sales by developing strong relationships and
holding regular events to increase business. Mentored new associates through individualized sales and product
training. Managed 2 direct reports and travel/business development budgets.
Grew quota $3M to $6M after 1-year turnaround of underperforming territory through
aggressive promotion and events, driving sales with trusted software companies.
Assumed management of key corporate accounts generating $1.5M+ annually and
oversaw order rollouts, reaching beyond normal territory-management duties.
Exceeded 100% of regional sales targets 7 straight years, growing authorized reseller
base 30%.
Increased regional growth 25% after successful “Focused on You” reseller campaign.
Awarded President’s Club 7 years straight by providing regular product showcases with
quick-response rollouts and marketing campaigns, outhustling competition.
EDUCATION/CONTINUING EDUCATION
Bachelor of Science, Finance/Human Resources – Liberty University, Lynchburg, VA
Lessons in Leadership – Stephen Covey Corporate Visions Power Messaging Team Building Selling Skills,
Diversity, International Business Practices Power Messaging, Conversations with Complex Sales SharePoint
TECHNOLOGY SNAPSHOT
Hardware – Kodak, Fujitsu, Canon, and Panasonic Document Scanners
Software – Document Capture, Mobile Capture, Cloud-based Capture, OCR, Salesforce, Microsoft Dynamics,
Oracle on Demand, Auto Classification Solutions, Concur, Office 365, SharePoint
Operating Systems – Windows 7, 8, 9, 10
COMMUNITY ENGAGEMENT
Raised $1.5M as VP of North Forsyth Football Boosters.
Donated to Bike for Haiti to provide schools, clean water, and medical treatment.
“Brian has a tremendous
gift to stay calm under
pressure, work multiple
angles of any deal to
keep it alive and drive
towards the close.
He is one of the most
dedicated people I have
ever worked with, and
the one who always had
the freshest ideas.”