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Steve Early

Operations - Sales - Sales Enablement - Certified Salesforce.com Admin

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Steve Early
Driving License
Seabrook (03874) United States (New Hampshire)
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Professional Status
Employed
Available
About Me
To schedule a brief call with me you can copy the URL below into your web browser to check available time slots:

https://my.timetrade.com/book/6P3X1

Mobile: 978-314-0227
Resume created on DoYouBuzz
Experiences
  • Responsible for the roll-out of Salesforce Sales Cloud to multiple companies owned by Novanta onto a single, multi-tenant Salesforce org.
  • Manage the process of gathering business requirements, responding to requirements, and then designing and implementing Salesforce elements to meet each business's needs.
  • Assist with integration of Oracle R12 database with Salesforce to improve access to sales information.
  • Assist with the integration of Pardot marketing automation with Salesforce to enhance business units' marketing efforts.
  • Salesforce CRM Support and liaison between all user groups and the development team for improvements to the Avid CRM environment.
  • Development of business requirements and user acceptance testing, project management, and support of a worldwide Salesforce environment of almost 1,000 users.
  • Work closely with Sales Operations to ensure accurate reporting on the sales metrics that drive management of the business - both realtime and historical perspectives.
  • Oversight of sales and operations; developing the pipeline, managing strategic account relations, and ensuring transactions are profitable and moving through the pipeline, closing correctly, and closing in a timely manner.
Detailed Description
  • Key Accomplishments:
    • Increased incoming portfolio by 50% in the first 6 months
    • Increased the entire pipeline by over 30% in the same time period
    • Transformed the business from a money loser to being profitable
  • Consulting work for MedVentive (healthcare industry)
  • Consulting work for Private Sales Coach (service)
Detailed Description
  • Key Accomplishments at MedVentive:
    • Managed projects to improve marketing database (Salesforce)
    • Analyzed hundreds of leads from trade shows prior to them being imported into Salesforce CRM system to eliminate duplication
    • Managed improvement of Salesforce dashboards and reports for use by the field and senior management to improve pipeline management
  • While working for Private Sales Coach
    • Worked with management team to create audio-visual "vignettes" to attract potential prospects for a very new offering
    • Various business development projects (telemarketing, sales calls, trade shows, email campaigns, and other similar tasks.
  • Successfully targeted and closed sales to C-Level executives in banks, credit unions, hospitals and a few commercial accounts for information security services such as network penetration testing, system audits, and forensic investigations. .
Detailed Description
  • Key Accomplishments:
    • Lead efforts to break into new accounts through extensive cold calling and networking
    • Increased sales in existing accounts by introducing new services
    • Directed improvement of sales presentations and produced other collateral (white papers, press releases)
    • Researched potential sources for new business and doubled new prospects in prospect database
  • Consulted with sales and marketing on numerous projects to drive market share for identity and access management products in healthcare.
Detailed Description
  • Key Accomplishments
    • Managed RFP/RFI responses achieving ±40% win rate including one opportunity that landed the firm’s largest contract
    • Researched and categorized thousands of accounts to focus sales efforts to drive market share.
    • Wrote multiple press releases focused on successful client use of products and services.
    • Earned President’s Recognition Award for superior performance.
  • Collaborated with CEO and upper management in planning and targeting product launch. Analyzed the healthcare provider market and built an Access database of 6,000 potential target accounts. Mapped out new territories for sales management to restructure efforts to be more account-focused. Researched and analyzed web traffic and opportunity pipeline. Identified areas of concern and recommended solutions.

    Developed and improved existing salesforce.com reports and dashboards. Acted as the primary salesforce.com administrator and provided support to sales teams and users. Wrote white papers on technical subjects, created slide presentations and wrote press releases. Supported field representatives through ad-hoc analysis, and by providing data on the competition.
  • Sold and delivered marketing workshops to VP and C-level executives in Fortune 1000 companies or larger. Led “Science of Selling” marketing initiatives throughout the US, UK, Germany and Switzerland. Products I consulted on included services, technology products (hardware, networks, software), and covered multiple industries (high tech, publishing, graphic arts, and more).
Detailed Description
  • Key Sales Accomplishments:
    • Grew corporate relationship with GE from $36K to annual bookings of $150K in consulting services.
    • Cultivated an excellent relationship with Compaq Computer Corporation, beginning with local services at $80K. and expanding contract to national locations with bookings of $250K annually.
    • Increased new services revenue $4M within 24 months by co-leading development of 2 new products.
    • Generated +$400K in new sales through new contracts with accounts such as Agfa-Geveart, Reed Elsevier, Iron Mountain, Telcordia Communications, Cable & Wireless, SITA, and RSA Security
    • Aided partners in closing key accounts with McGraw Hill Companies, NetG, and Thomson Learning leading to $200K in revenue.
    • Achieved an average $300K-$400K in annual sales during entire tenure.
    World leader in the integration of skills, content and process for improved sales effectiveness.
  • Key Accomplishments for Clients:
    • Increased critical product pipeline 300% in 6 months in a 20% industry downturn
    • Used one widely implemented tool to decrease European product demonstrations by 50%, while increasing the demo close ratio from 1:10 to 4:10.
    • Instrumental in achieving a 3.5% productivity increase in first 9 months resulting in $63,000 in incremental revenue per sales representative, and increased Strategic Account revenues by $2.6m
    • Developed useful selling content for sales teams in very short periods of time which followed a common format.
  • Negotiated and closed high yielding contracts with top tier industry leaders. Collaborated with company President and other partners to develop new offerings and upgrade existing workshop materials. Worked with upper management of client business to exceed their continuous improvement objectives. Initiated a web-based qualification tool to generate online leads resulting in 8 new projects within 12 months. Authored proposals detailing customer issues, potential solutions and the ROI for moving forward.
  • Sales Support Manager, Publishing and Broadcast Industries
  • Field Marketing Representative - Office Products
  • Regional Marketing Manager for Office Products, Northeast Region
  • Manager, Boston Executive Briefing Center
  • Worldwide Marketing Manager Document Management Solutions
  • Corporate Staff - Strategic Planning Office
  • Corporate Staff - New Product Introductions
  • Worldwide Sales Training - New Product Introductions and Competitive Training
Detailed Description
  • • Consistently met or exceeded goals
    • As a member of the Professional Services organization, developed a 20,000 sf Executive Briefing Center from the ground up - on time and on budget which was used to close millions in new business.
    • Managed staff of 24 technology, application and industry experts that helped close hundreds of millions of dollars worth of business (via consulting, presenting, and demonstrating solutions) in the above Executive Briefing Center
    • Developed and executed programs with sales teams to support their selling efforts (collateral, demonstrations, strategies, and more)
  • Sales Representative - West Coast (Santa Barbara, CA)
    Sales Trainer - Company HQ (Wilmington, MA)
    Marketing Manager - Daily and Weekly Newspaper Division
Resume created on DoYouBuzz