Graham Gutter
STRATEGIC ACCOUNT EXECUTIVE
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About
Energetic, accomplished and results-driven sales leader with decisive strategic planning skills to consistently meet and exceed annual Sales objectives. Holistic approach to 'Value Selling' to the C-Suite across multiple executive lines of business. Proficient in penetrating new markets, identifying new opportunities, disqualification techniques, accelerating pipeline growth (3-4x), and driving net-new revenue.
Routinely secure accounts with Fortune 1,000 companies; comfortable presenting financial value to C-level executives throughout complex, extended sales cycles. Excellent verbal and written communication skills to align with prospect's 'end-state' objectives including business plans tied to Net Present Value (NPV).
Experience
Enterprise Account Executive (Digital Experience (DX), Agentic & GenAI) - Adobe - Greater New York City Area
(2016-12)
- Generated over $22M in Total Contract Value through strategic sales initiatives across every industry.
- Built and nurtured relationships with C-suite executives, aligning Adobe Experience Cloud solutions with enterprise goals.
- Led comprehensive account planning and value realization strategies, driving significant revenue growth with install and net new customers.
- Specializing in GenAI, Web Content Management, and Analytics for both B2B and B2C markets.
- Acted as a transformational advisor, evangelizing Adobe Content Supply Chain solutions to improve operational efficiency and speed-to-market.
- Skills: Consulting, Solution Selling, New Business Development, Business Strategy, Value Engineering, C-Level Presentations
Strategic Account Executive (Translation solutions) - Smartling - New York City Metropolitan Area
(2015-12 - 2016-12)
- Managed strategic accounts for global enterprises, enhancing collaboration between marketing teams and translation agencies.
- Drove adoption of Smartling's cloud platform, streamlining the translation supply chain for digital assets.
- Boosted client satisfaction scores by 30% through tailored solutions and proactive support.
Enterprise Account Executive (Procure-to-Pay & Expense Management solutions) - Coupa Software - New York City Metropolitan Area
(2012-11 - 2015-11)
- Targeted CFOs and financial leaders with Coupa's Spend Optimization platform, enhancing financial value.
- Designed and delivered training programs for the Enterprise Sales team focused on market strategy and core curriculum.
- Presented ROI-driven business cases to executive stakeholders, resulting in a 25% increase in enterprise client acquisition.
Enterprise Account Executive (Treasury/Cash Management solutions) - Kyriba Corporation - New York City Metropolitan Area
(2011-03 - 2012-11)
- Led enterprise Sales for Treasury & Cash management Technology solutions, focusing on CFOs and financial teams.
- Penetrated vertical markets and built a robust pipeline through strategic presentations.
- Partnered with Value Engineers and Solutions Consultants to close deals and improve client productivity.
Regional Sales Manager (Global Tax & Accounting solutions) - Thomson Reuters - New York City Metropolitan Area
(2005-09 - 2010-12)
- Managed full sales cycle with multinational clients, driving adoption of governance and compliance software.
- Maintained a strong book of business, achieving cross-sell success with Global Tax and Accounting Technology solutions (FAS109, FAS123, Transfer Pricing).
Education
BA - James Madison University
