Brian Mcmillan Email & Phone Number

Meridian, Id, Us

Durham, North Carolina, United States

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Los Angeles County

*Took over struggling Central territory first day of Q2 2019, coordinated with SDR and Engineer for strategy and planning, focused on “getting wins” and building momentum, requalified, and closed most qualified deals; accomplished adding 300k in revenue billings by end of year. Done by using spreadsheets and CRM tools to filter and focus on neglected opportunities and "closed lost" business, followed by using introductions to champions and decision makers to get the opportunities back in the pipeline to close. Accelerated deals.*Added 650K of revenue growth in 2020. Recognized for top revenue growth achiever on my team of 15 salespeople by leading strategic territory planning and weekly collaborative mutual action plans with SDR and manager; focused and targeted above-the-line accounts with strategic outreach; leading to new qualified opportunities and wins.*Q1 2021 beat out multiple reps with a promotion to West Coast territory with larger Global 2000 accounts and channel partners. Done by performance and proven revenue growth from struggling Central territory.*Built strategic partnerships with technology reseller partners and MSPs in a channel ecosystem by leading product demos, building relationships at trade shows and events, getting important introductions from key players, and executing on account mapping and product training, resulting in a 40% increase in new partner revenue in West Coast territory from the year prior.*Excelled in communication by clearly articulating my value as a team leader in my annual reviews and had a clear track record of hitting revenue targets in the West region, resulting in promotion to Senior title. Won this over 15 other sales reps.*Led complex deals with stakeholders by, discovering true pain points in well-planned discovery calls, defining clear next steps, and asking for the sale. This led to a 100k plus big win from a National brand that was recognized and celebrated on an All Hands call.

Boise, Idaho Area

*Identified cross-selling opportunities by conducting effective discovery calls with prospects. As a result closed the most business credit lines on my team in 2016 and 2018.*Achieved a high level of customer satisfaction and KPM scores by active listening and understanding of business needs. Recognized with STARaward in 2016, 2017, 2018. (94% average, 85% was satisfactory)*Excelled in revenue per call by closing transactional and strategic deals by being a champion of solution-based selling strategies. Consistently surpassed revenue per call targets in 12 out of 15 quarters.

Boise, Id

*Grew assigned territory revenue by 35% in my first year. The previous growth rate was 12%. Did this by targeting my top 10 key accounts and upselling premium services during contract renewals while consistently demonstrating product value.*Achieved top performer status win rate of 65% annually (average deal size 50k) with intensive discovery and qualifying on calls. The outcome was few "silent" opportunities.*Outperformed call goals and booked meetings by 2X with key influencers, C-suite executives, and key channel partners through strong relationship-building, understanding pain points, and cross-functional collaboration.