Graham Gutter

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).

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).

BA - James Madison University