Transcript
Loren Johnson
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[email protected] | www.linkedin.com/in/LorenJ | Atlanta, Georgia
PROFESSIONAL SUMMARY
Accomplished technology sales professional with over 15 years' experience working with channel partners and directly with large global customers within the high tech Software-as-a-Service (SaaS) platform space. Exceeded sales goals and landed multi-million dollars sales even with unproven products. Managed sales of key strategic accounts through direct and indirect engagement models with executive decision makers. Known for building relationships to grow revenue.
HIGHLIGHTS OF QUALIFICATIONS
Strategic Sales Landed commercial agreements valuing up to $16 million by successfully working with channel partners customers, marketing, network operations, procurement, and legal departments to sell complex solutions. Secured an estimated $9 million commercial agreement over a three year period after successfully completing a yearlong pilot working across business and technology teams. Skilled negotiator for proposals and contracts; overcame credit contract barrier resulting in the wire-transfer of $2.4 million prior to delivery of services Experienced in partnering with board level executives within high-tech including start-ups and international and domestic business executives Applies consultative selling techniques in challenging matrix decision based firms Moved company to a preferred vendor status with Nortel’s Business Engagemen t Model resulting in ability to bid on all pre-paid billing opportunities Expanded ICSMS (text messaging) footprint utilizing IDT sales channel representing approximately 20 countries Capitalized on strategic consultative sales tactics to drive market growth through Ericsson Channel resulting in significant growth of pre-paid billing software Telecommunications-Wireless, Fixed ,IP based etc. Cloud-based Services SaaS (Software-as-a-Service) Salesforce.com ACT Target Account Selling Intercarrier Text Messaging Real Time Billing Solutions Fraud Detection Solutions Contextual Marketing – Right Offer, Right Time, Right Customer
Channel Sales
Technologies
CRM Software
Solution Sales
EXPERIENCE
Sales Director, Americas: w/Expertise in Direct and Channel Sales, New Product Introductions 2008 to 2013 GLOBYS, Seattle, WA Director of Sales, North and Latin America, for Globys, a data analytics company specializing in contextual marketing, reporting and analytics for tier 1 and tier 2 communication service providers. Account responsibilities included Sprint, Bell Canada, Telus, Telefonica and America Movil. Developed pipeline recruited and trained regional sales agents/channels to win multi-year contracts. Negotiated multi-year contract with Telcel Mexico procurement with revenue potential valued at $9M Won $1M self-service Bill Analyst contract with Frontier Communications. Responsible for sales process from initial call to closure Achieved 150% improvement in migration rates (prepaid to postpaid) with Telcel by implementing an innovative behavioral segmentation approach. Pioneered effort to articulate and demonstrate an unproven contextual marketing solution into communication service providers
Loren Johnson
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Channel Sales, Major Accounts : w/Expertise in Account Management and Growth Strategies 2005 to 2008 VERISIGN, Reston, VA Developed account strategies for supporting sales channels (such as Nortel) with VeriSign prepay billing solution, including joint presentations, training, marketing, and sales tools. Managed RFP responses, sales quotes, and pipeline. Developed new sales channels for VeriSign's ICSMS (text messaging) solution. Closed Almazaya and Kalimat opportunities in Middle East generating over $4M in prepay billing sales Partnered with IDT channel to close MTN group out of South Africa, representing approximately 20 countries, and exceeding sales quota by average of over 150%. Successfully overcame sales contract credit barrier by persuading Middle Eastern Sheik to pre-pay $2.4M in cash prior to delivery of service Achieved Presidents Club Award for exceeding sales goals, and Distinguished Performer results Director Channel Sales: w/Expertise in International Sales, Wireless 2003 to 2005 LIGHTBRIDGE, Broomfield, CO Lightbridge, a leading e-commerce, analytics and decisioning company that businesses trust for customer transactions. They add value to fraud screening, credit qualification and payment authorizations. Managed and grew prepay billing solution through Channel Sales with major focus on supporting international communication service providers. Managed complexity of channel agreements and successfully closed $16M prepay opportunity with BSNL through Nortel in India Interfaced with Nortel's highest internal and customer contacts, and moved Lightbridge through Supplier Business Engagement Model (SBEM) to “Preferred” status Received Outstanding Achievement Award channel sales with Nortel to BSNL, India’s largest CSP (Communication Service Provider) National Sales Manager: w/Expertise in Business Development, Account Management 2000 to 2002 CORSAIR, Palo Alto, CA Managed national sales effort to promote Prepay billing product and PhonePrint, a fraud prevention solution. Sustained company revenue through end-of-life period for PhonePrint and captured $1M in new contract sales and $4M in contract renegotiations Achieved 194% of sales objectives in a challenging environment of increased mid-year sales targets Capitalized on strategic consultative sales tactics to drive market growth through Ericsson Channel Sales Executive: w/Expertise in New Product Introductions 1997 to 1999 SUBSCRIBER COMPUTING, Irvine, CA Account manager for BellSouth Mobility and BellSouth International accounts. Marketed FraudWatch Pro - new innovative way to monitor fraud, through individual customer analysis. Ensured relationships with clients by providing support, information, and guidance towards lowering fraud exposure Established pilot of the FraudWatch Pro product going up against an industry leader and won Secured a $2.2M commercial agreement for the new fraud monitoring product Executive Director – Sport and Health Club: w/Expertise in Sports Management and Leadership 1987 to 1995 KINGSTON PLANTATION, Myrtle Beach, SC Kingston Plantation is a 145 acre ocean front resort with a wide variety of accommodations including an Embassy Suite Hotel, condominiums and villas. Created programs to achieve over $1.2 million in annual club revenues Staffed 10 departments with over 55 employees Member of Executive Committee including Resort Manager on Duty program
EDUCATION
Business Administration coursework Illinois State University, Normal, IL