Dale Cephers Email & Phone Number

Colorado, United States

A leading Provider in Cloud Software solutions to Public Safety agencies

Western Region

Design and deploy a Market Development Plan (State Playbook) that provides businessdevelopment strategies, objectives, goals, resources, & timing required to drive demand in newand existing markets.• Build and expand strategic business relationships with key stakeholders, including riskmanagement associations, public safety organizations, accreditation & training bodies andgovernment leaders with to build awareness, create ‘revenue enablement’s’, and enhancecustomer retention within the market. Maintain support through the life of state program.• Develop and negotiate contract terms and close deals with key stakeholders to drive new marketsand to achieve revenue targets.• Organize and present detailed business reviews both internally with leadership and externallywith customers and partners• Gather and disseminate current and predictive market intelligence, presenting to all internalcustomers and leaders to maximize and capture additional market share.• Drive architecture of prospect pipeline in Salesforce, daily. Including updates and corrections.• Steward the Lexipol Brand into sales meetings, industry branding and trade journals.• Drive commitment and quality into all BD processes, procedures and charter.

Greater Denver Area

ShotSpotter (SST) is expanding SaaS and cloud computing solutions in the public safety market providing gunfire detection software services, location, alerting & analysis. As a Consultative Sales Executive specializing in the sale of SST’s cloud-based SaaS offering, provides direct sales, sales management, and new business development in IT, Public Safety, Public Sector, and State and Local governments. Advocates for effective and actionable leadership platforms against gun violence through the sale, implementation, and integration of core ShotSpotter Flex (SaaS) gunshot location, alert, and analysis services. Focus has been on building a presence in the State and Local markets to include critical infrastructure protection and neighborhood gun violence abatement.• Responsible for maintaining and developing SaaS business in a 10-state region, traveling 75% of the time• Develops new business and relationships in an under-developed territory, implements new Marketing campaigns and analysis to prioritize key decision makers within local law enforcement agencies and government• Developed relationships with multiple mayors, council men/women, City Managers, Union officials, police foundations, ranking police officers, and Chiefs of multiple police departments• Implemented best practices, policies, and procedures to enhance successful implementation of SST• Drives all stages of sale cycles to develop a healthy pipeline• Delivers consultative sales presentation to key stake holders and negotiates contracts • Work with state and local government officials to bring awareness to gun violence problems• Collaborate with marketing team to generate innovative business development campaigns• Serve as a valued client resource in the area of program development to obtain grants and funding• Orchestrate procurement processes to provide accurate forecasts• Participate in regional and national trade shows

Rocky Mountain Region N-Cal

• Responsible for the management of an IBM Service office P&L in excess of $155M in Maintenance Technical Services and Software Service revenue• Implement marketplace strategies in all channels by leveraging knowledge of industry mix and geographic business trends for service office. Revenue growth increased by 20% year to year• Responsible for retaining and generating revenue in assigned territories and critical accounts• Primary leadership role navigating international sales activity and complex deliverables • Leverage relationships with IBM Business Partners’ organizations to educate, manage, and drive new opportunities• Perform initial Sales and Marketing assessments of target markets and identify market requirements. Develop business targets, strategic plans, and negotiate contracts for national accounts• Define and implement a strategy to attain business objectives by building a strong pipeline of business for each channel• Enhance customer loyalty and retention by acting as the customer advocate for Technical Support offerings and services through all channels• Establish and develop executive relationships with major customers and business partners• Develop marketing strategies and programs to educate Service Delivery Managers and Business Partners to increase maintenance sales • Participate in quarterly business reviews with management and collaborated on strategy and focusIBM Corporation 1998-2015 and 1984 - 1990Global Services Sales Executive, Denver, CO

Polaroid Corporation, Denver, Scientific Marketing Representative 1994-1998o Developed marketing programs to increase film sales through various Industry channels by 20% within the first yearo Created a workshops to promote new products and gain an understand for client requirementso Developed Trade show strategy within key industries such as law enforcement, scientific,CBI,FBI and the art industry