Senior Sales Executive - Tax Workflow Mid-Market - THOMSON REUTERS
(2024-01)
- Led Mid-Market Tax Workflow team to achieve #1 Quota attainment across all 9 US regions, demonstrating exceptional leadership in fostering a collaborative, high-performance sales culture and strategic execution in a highly competitive market
- Achieved 140% average quota attainment over 6 months in a challenging client environment, consistently outperforming targets through consultative selling, strategic account management, and solution-based approaches tailored to mid-market accounting firms
- Mentored and developed Account Sales Executives (ASEs) and Sales Executives (SEs) through hands-on coaching and leading by example, elevating team capabilities, driving best practices, and accelerating professional growth across the organization
- Spearheaded consultative sales strategies for tax and accounting workflow solutions, conducting thorough needs analyses to identify client pain points and delivering tailored technology solutions that optimize operational efficiency and compliance workflows
- Orchestrated complex sales cycles with mid-market tax professionals, CFOs, and finance leaders, leveraging deep product knowledge of Thomson Reuters tax workflow platforms including Checkpoint Edge and UltraTax to drive digital transformation initiatives
- Collaborated cross-functionally with Solutions Consultants, Sales Development Representatives, implementation teams, and customer success managers to ensure seamless client onboarding, retention, and long-term value realization
- Executed territory planning and pipeline management using Salesforce CRM, maintaining accurate forecasting with 3-4x pipeline coverage, tracking key performance metrics, and optimizing sales activities to maximize revenue opportunities and market penetration
- Championed solution demonstrations and value-based presentations that showcased ROI justification and competitive advantages of Thomson Reuters tax workflow technology, resulting in accelerated deal velocity, shortened sales cycles, and enhanced win rates
- Built strategic relationships with key decision-makers in mid-market accounting firms and corporate tax departments, positioning Thomson Reuters as a trusted advisor and preferred technology partner for tax compliance and workflow automation
- Drove team collaboration and knowledge sharing initiatives that fostered a cohesive working environment, enabling collective success and establishing best-in-class sales methodologies that contributed to regional dominance and sustained quota achievement
- Hired, coached and led a team of 3 Account Executives, resulting in successful market penetration into new US State and International territories, surpassing set targets
Director of Business Development - PRODIGY SOLUTIONS, INC. - Mt. Laurel, NJ
(2015-01 - 2024-12)
- Hired, coached and led a team of 3 Account Executives, resulting in successful market penetration into new US State and International territories, surpassing set targets
- Played a key role in both direct sales of business solutions and supporting sales executives in business development initiatives, contributing to overall revenue growth
- Coordinated all sales pipeline activities, including conducting demos and customer meetings with Account Executives, ensuring effective client engagement and conversion
- Achieved exceptional sales performance, surpassing individual and group sales targets set by the company by 30%, including surpassing quotas of $1.5M in 2021, $1.75M in 2022, and $2.2M in 2023
- Orchestrated the first business development initiative, resulting in securing 12 new clients and generating $2M in annual revenue from recurring and additional software development contracts
- Initiated market entry strategies that achieved 30% above target sales with unique development and service solutions, particularly in integrated custom-designed solutions for Sheriff Offices, Police Departments, and other law enforcement agencies
- Delivered workshops, client engagement sessions, and seminars to provide education and discovery opportunities for prospective clients, leading to increased client understanding and conversion rates
- Championed and led process optimization strategies, resulting in enhanced revenue, improved margins, and increased market share, showcasing strategic leadership and business acumen
- Successfully slashed operational costs, leading to improved business development efficiency and overall cost-effectiveness in sales operations
- Consistently achieved and surpassed sales targets, demonstrating strong performance and goal attainment abilities
- Mentored, coached, and managed a team of 4 Sales Account Executives, overseeing a substantial $5M budget and driving team success through effective leadership and collaboration
- Recognized for exceeding customer satisfaction by introducing innovative solutions and maintaining a customer-centric approach in sales strategies and service delivery
- Introduced a tech-driven sales strategy that boosted customer engagement by 20%, leveraging technology to enhance sales processes and customer interactions, leading to increased revenue and market share
- Boosted sales operations efficiency by implementing a new CRM system, streamlining workflows, and improving data management for informed decision-making, resulting in improved sales performance and business outcomes
- Surpassed sales goals by 15% through strategic leadership, effective team management, and proactive sales initiatives, contributing to revenue growth and business success
Vice President of Sales - SAPPHIRE SOFTWARE SERVICES, INC. - Eagan, MN
(2015-01 - 2021-12)
- Orchestrated the first business development initiative, resulting in securing 12 new clients and generating $2M in annual revenue from recurring and additional software development contracts
- Initiated market entry strategies that achieved 30% above target sales with unique development and service solutions, particularly in integrated custom-designed solutions for Sheriff Offices, Police Departments, and other law enforcement agencies
- Delivered workshops, client engagement sessions, and seminars to provide education and discovery opportunities for prospective clients, leading to increased client understanding and conversion rates
- Championed and led process optimization strategies, resulting in enhanced revenue, improved margins, and increased market share, showcasing strategic leadership and business acumen
- Successfully slashed operational costs, leading to improved business development efficiency and overall cost-effectiveness in sales operations
- Consistently achieved and surpassed sales targets, demonstrating strong performance and goal attainment abilities
- Mentored, coached, and managed a team of 4 Sales Account Executives, overseeing a substantial $5M budget and driving team success through effective leadership and collaboration
- Recognized for exceeding customer satisfaction by introducing innovative solutions and maintaining a customer-centric approach in sales strategies and service delivery
- Introduced a tech-driven sales strategy that boosted customer engagement by 20%, leveraging technology to enhance sales processes and customer interactions, leading to increased revenue and market share
- Boosted sales operations efficiency by implementing a new CRM system, streamlining workflows, and improving data management for informed decision-making, resulting in improved sales performance and business outcomes
- Surpassed sales goals by 15% through strategic leadership, effective team management, and proactive sales initiatives, contributing to revenue growth and business success
Owner - Darrin James, LLC
(2006-01 - 2016-12)
- Started company from scratch and grew business to 10 employees
Regional Sales Manager - LATTICE INC. - Pennsauken, NJ
(2009-01 - 2015-12)
- Established and led the company's inaugural business development initiative, successfully penetrating the highly competitive Midwest market with a fully integrated equipment and service solution for State Prisons and County Jails
- Onboarded, coached, and directed a team of five Sales Agents and Account Executives, providing mentorship and guidance to drive successful sales strategies and business growth
- Played a pivotal role as a senior management executive, engaging directly in sales activities and supporting sales agents in their business development endeavors
- Successfully generated high-profile appointments with Sheriff/Jail Administrator personnel, effectively pitching and selling Inmate Phone and other Ancillary Technology solutions
- Secured 35 new accounts totaling 4500 beds within three years, consistently outperforming competitors and capturing market share
- Captured an outstanding average monthly revenue per bed of $100, surpassing the industry average of $60 and generating an annual revenue flow of $5.4M
- Developed tailored RFPs highlighting superior service and cost-effectiveness, resulting in enhanced client acquisition and contributing to the team's success in exceeding corporate sales targets by 40%
- Mentored and nurtured a high-performing sales team, fostering a culture of success, collaboration, and continuous growth, which significantly contributed to the team's ability to surpass sales targets and achieve exceptional revenue results
Inmate Account Executive - FSH COMMUNICATIONS - Chicago, IL
(1998-01 - 2009-12)
