Resume
Dave J Brown
Work Experience
WORKDAY
+104% in Renewal and Expansion targets for four consecutive years.
Principal Customer Success Manager
Executive relationship leader for Workday’s largest strategic accounts for Business Planning.
• Provides guidance to customers on comprehensive Business Planning solutions, particularly for large and complex deployments that demand innovative approaches.
• Takes the lead in technical and functional interactions with Product Management, Executive Leadership, Customer Enablement, Operations, Legal, and Sales teams.
• Establishes key performance indicators (KPIs) and analytics to assess customer success, supportability, and return on investment (ROI).
• Cultivates trusted relationships with clients, conducts customer journeys, facilitates business reviews, and manages post go-live engagements in partnership with external Partners and internal stakeholders.
Strategic Customer Success Manager
Transacting over $5.8M on 71 orders to retain and grow Adaptive Planning assets from initial subscription base value ($4.5M)
- Partner with customer executive sponsors to drive adoption and expansion of the Workday solution, guiding them in the implementation of new features and product adoption
- Increase value through understanding additional services and product needs to support customer’s business strategy.
- Serve as escalation point for Workday and services partner project teams during customer deployment.
- Drive customer self-sufficiency by ensuring customer understands how to engage with Workday across support, product management, technology, services, and sales.
- Leverage customer relationship as needed for prospect references.
- Advise Workday sales on subscription and services pursuits.
- Interview, recommend & mentor candidates/new hires for strategic account CSM roles
Oracle
+$55M in Cloud Recurring Revenue Generated in 6 years
HCM ACCOUNT EXECUTIVE
Transacted over $4M annual recurring revenues (ARR) in three different sales territories; progressing from small business to mid-market to strategic accounts while consistently performing in team's top 5%. Notable achievements include:
- Recognized as #2 Sales Rep in all of North America Q4FY19
- Recognized as #1 East Coast HCM Midmarket Sales Rep in FY17
- Recognized as #2 SMB HCM Sales Rep in FY14
- Maintained top Social Selling Index score across all of Oracle in FY17
- Closed 154% of Q4 FY16 – Won new deals with INC Research, Watson Electric, Institute of Defense Analyses & MVM
- Closed 108% of Q3 FY16 – Won contracts with AICPA, Chemonics, & Gate Gourmet
- Closed 17 New Oracle HCM Cloud Logos in FY14 including Fanatics, MorseLife, Lakeview Health Systems
- Retained 40 of 42 Oracle HCM Installs FY14
Customer Success Manager
- Exceeded individual revenue growth targets by +300%
- Grew eight of nine accounts ($1.5M ARR) generating $11M in expansion revenue
- Recognized as a top performer for critical role in securing $35M expansion at F500 High Tech Client - partnered with PLM/ERP/CX sales teams to remove key roadblock for marquee multipillar deal
TEAM LEADER - Customer Success
- Led team of 11 CSMs and drove team engagement to maintain +90% retention in a high-turnover environment
- Managed a portfolio of 339 SaaS customers in North America comprising a $45M in annual book of business with total contracts exceeding $140M
- Conducted career path discussions and developing individualized plans for training, mentorship, Hub Success
- Increased team engagement and job satisfaction by compensation acceleration (SPIF program), and routine recognition leading to four promotions within Oracle
SUBJECT MATTER EXPERT - Customer Success
- Supported +$240M in annual SaaS revenue as a Subject Matter Expert (SME) and Team Lead in support of Oracle’s Customer Success program
- Enabled success of a matrixed team of 45 Customer Success Managers (CSM) through professional development, escalation assistance, account strategizing and coaching
- Designed and executed training series that taught 45 CSM to navigate complex functionality within Oracle Cloud
- Organized project teams to develop and execute content delivery for CSM Accreditation Program, LaunchPad Project, and Implementation Success
- Cultivated and reinforced mutually beneficial relationships with Support, Development, Product Management, and Solution Engineering partners
PeopleFluent
Enterprise Client Executive | Southeast NA & Latin America
Turning PeopleFluent Fans into Fanatics
Consultative approach to advise and build relationships.
Routinely conducted strategic business reviews to understand business objectives and to ensure clients realized the full value of licensed solutions.
Responsible for maintaining recurring revenue and cultivating new sales opportunities into existing accounts while managing the contract renewal process for +$3.5 million in annual recurring revenue.
☆ Managed $3M ARR Territory
☆ Closed 100% of Q4 2014 Renewal Budget
☆ Closed 100% of Q1 2015 Renewal Budget
☆ Closed 107% of Q2 2015 Renewal Budget☆ Closed 404% of Q3 2015 Renewal Budget
☆ Referred +$4M ARR Pipeline to Sales
☆ Assist in Implementation & Go-Live of 7 Assets including: RMS, TM-Performance Management, TM-Compensation, Colossus (Data Integration Platform), & TM - Recruiting
PGi
Enterprise Account Executive
New account acquisition for +$500M businesses in New England area selling PGi's proprietary SaaS portfolio & reselling SaaS, On-Premise and Hosted enterprise collaborations portofolio from partners including: Adobe, Cisco, Brainshark, On24, & Microsoft
☆ Increased yearly billed revenue in territory from $47,000 [FY 2011] to over $530,000 [last 12 months]
☆ Closed 19 new logos including: Swarovski, Affinion Group, Soundbite Communications and several Vermont/Massachusetts State Agencies
☆ Ranked 2nd of New England Account Executives for 2012
☆ Retained 100% of customer base
☆ Mentored 3 associates, of which, 2 became nationally recognized for top performance
EMC
Enterprise Sales Associate
Demand Generation for under-penetrated +$1B accounts in the Midwest, representing EMC's entire portfolio with special focus on BRS, NAS, SAN, Unified Storage, & Virtualization technology.
Sales Associate Training Program
☆ Maintained a +94% average on Written and Verbal Exams for Sales Skills and Technical Knowledge of IT Fundamentals
☆ EMC's Enterprise Sales Associate Program is a unique yearlong opportunity for the next generation of Sales Leaders at EMC. The program offers intense EMC product and sales training, combined with sales mentoring from EMC sales professionals.
Account Development Representative
☆ Appointment Setting Top Performer on several occasions
☆ Uncovered over $1.9 million of incremental revenue opportunities, exceeding yearly quota of $1.0 million; most of the opportunities were in high priority divisional under-penetrated accountsEducation
Emory and Henry College
Environmental Science, BS
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Activities: MOCA, C Phi C, Bonnor Scholars, EHC Greens, Presidents Climate Working GroupLet's Chat!
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