Stephen Passiak: DIRECTOR, BUSINESS DEVELOPMENT OPERATIONS in Nashville, TN

? Managed CXO Connection Program, focusing on forming executive connections with strategic accounts, generating $7M in closed revenue in 11 net new accounts in 2019 ? Worked closely with executive team to secure two separate private equity deals ? Oversaw Business Intelligence function, distributing a monthly newsletter and maintaining a customer heat map to facilitate new relationships ? Improved accuracy of Salesforce forecast 53% through newly created reports and dashboards ? Led team overseeing the integration and utilization of Salesforce, DiscoverOrg, LinkedIn Sales Navigator, and other internal systems

? Created and deployed sales go-to-market strategy. Redefined territories, developed a lead management system, and profiled key prospects ? Targeted and improved on key sales metrics. This includes: lowering sales cycle times 45%, and improving win rate 40%, leading to an increase in sales of 72% over 6 months ? Built a Business Development team of 6 from the ground up, including training, KPIs, and process definitions

? Sold SaaS based Electronic Data Interchange (EDI) solutions and services into retail and logistics sectors ? Achieved sales quota 7 of 8 halves, averaging 144% quota attainment ? Managed and led resources in territory, including Business partners, technical resources, and inside sales.

played sales scenarios with IBM sales executives