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My passion for years as a sales leader has been turning product sales people into business men and women. Teaching them how to understand their prospects and customers, how to align to their goals and objectives and how to sell the value of their solution in a customer centric fashion. I help companies with Value Pyramids, Sales Messaging, Value Based Demos and Business Case strategy and ROI calculation.These principles have allow me to achieve the largest sale in history for PTC, Ariba and Mintigo. As Global Director of BMCs Business Value Consulting Team, many sellers have been transformed into thinking about and aligning to the business.Let me help you unlock the value of your solution to your customers, find that alignment to their business strategy and direction and attach your solution to solving a business problem vs. selling product features. Watch your average deal size grow, sales cycles shrink and discounting drop as your sales organization transforms to that next level executing with excellence. Let’s transform your team and grow the business!
Rwt Consulting Llc
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PrincipalRwt Consulting Llc Jan 2019 - PresentFountain Hills, ArizonaRWT Consulting was founded in January 2019 by Richard W. Thomas. After 30 years of successful enterprise selling, achieving the largest deals in company history for PTC, Ariba, and Mintigo; building and running the 25 person Global Business Value Consulting team at BMC Software, and being VP of Sales at four start up companies, it was time to turn my proven knowledge, tools and methodologies into a passion fulfilling business. My passion? Helping Sellers transform from selling product features and capabilities to solving customers business problems.
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Area Director Sales WestWorkiva Nov 2017 - Oct 2018Scottsdale, ArizonaWorkiva (NYSE:WK) delivers Wdesk, the leading cloud platform for reporting, compliance, and data management. Over 3,000 organizations use our award-winning solutions to modernize work across the enterprise.
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Western Area Sales DirectorOverops Apr 2017 - Sep 2017Fountain Hills, Arizona -
Senior Vice President Of SalesMintigo Apr 2015 - Apr 2017Scottsdale, AzBuilding a team of incredible sales talent whose methods, process and execution will win the race to market domination. -
Sales DirectorMintigo Oct 2014 - Apr 2015Scottsdale ArizonaMintigo's predictive analytics platform discovers your ideal customer profile, targets prospects ready to buy, and engages them through the right channel. Mintigo works with marketers at companies like DocuSign, Solarwinds, and Neustar to prioritize leads, identify cross-selling opportunities in their customer base, and target new markets for expansion. Simply put, Mintigo makes your companies Sales and Marketing resources more productive by focusing on your best prospects.
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PrincipleRwt Consulting Mar 2010 - Oct 2014Scottsdale, AzTeach, Mentor and Coach job seekers through a innovative game changing process for finding their next career position. Providing methods, tools and process combined with encouragement and faith to launch successful careers.
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Senior Enterprise Account ExecutiveClearslide Apr 2014 - Aug 2014Scottsdale, Arizona -
Senior Sales DirectorForce Management Oct 2012 - Dec 2013Scottsdale ArizonaSales Director Western Region • Achieved 303% of $1.5 M quota in 4th calendar quarter• Achieved 101% of quota for the year• Opened five new accounts while developing a pipeline which exceeded $6 Million• Established Weekly sales team calls to build and develop sales team• Built Force Management ROI model to help sales team close business• Built new and compelling metric slides which were adopted corporate wide• Established VITO/Linkedin prospecting processes shared amongst sales team -
Global Director Business Value ConsultingBmc Software Jun 2011 - Apr 2012Scottsdale, Az, Headquarters Houston, TxGlobal responsibility for a team of 25 Business Value Consultants focused on developing strategic business case justifications for BMC technology sales; development and driving adoption of post sale Benefit Realization efforts; support of other BMC internal organizations to meet their Business Value needs. -
Director Business Value Sales Team North AmericaBmc Software Apr 2009 - Jun 2011Scottsdale, Az, Headquarters Houston, TxBuilt North American Team of 4 Business Value Consultants who averaged $5 million in influenced revenue. Two Team members achieved career advancement, one as a Regional Sales Manager and one as a VP of Sales of a new company.Developed ROI model standards and Business Value Selling process and methodologyDeveloped and taught Sales to create a Value Pyramid “Business View” of the customer linking BMC technology to customers strategic business objectives or problems.
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Regional Sales Manager SouthwestBladelogic Jun 2007 - Apr 2009Scottsdale, Az, Headquarters Lexington, MaArea Outstanding Achievement Award - Q30975% of team qualified for Presidents ClubGrew cumulative 3 quarter revenue 398% since hire dateRecruited/developed team of “A” players in first six months- Developed two management ready candidates on Southwest TeamDeployed process and tools to achieve region success:- Set Mission, Goals & Values establishing a true team environmentRSM (Sales Rep) Assessment/development plan (adopted ww)- Developed/deployed Key Sales Success metric tracking- Restructured Corp presentation to region standard- Restructured Sales Process to region standard- Developed/deployed Process Audit/ROI Model- Developed/deployed process based POC plan- Restructured demo to increase effectiveness
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Vice President SalesModviz Jul 2005 - Jun 2007Scottsdale, Az, Headquarters Oakland, CaClosed two major Oil & Gas firms as StreamPlay development partnersGathered/prioritized 150 product requirements, wrote software spec.Sold StreamPlay to 7 Major Oil & Gas companies (pre-alpha)Closed first two VGP sales in targeted Oil & Gas Industry- Shell Oil and ConocoPhillips -
Vice President Sales North AmericaEnigma Jun 2001 - Apr 2005Scottsdale, Az, Headquarters Burlington, MaArchitected successful turn around of North American Sales Organization via implementation of sales accountability program, effective recruiting and guiding Enigma into an new market:- Established Quarterly Reviews, Goals and Sales Activity Tracking*- Deployed minimum standards for activity*- Implemented effective “VITO” prospecting system*- Upgraded six out of seven reps and added eighth- Opened new market (DOD) achieving 25% of North American revenue in just 1.5 years winning new customers in the USMC, US Army and the National Guard. DOD market expected to be 50% of revenue in 2005 and represents Enigma’s largest potential market.Achieved 100% YTD quota attainment, all North American reps Q104 (never done before)Exceeded 2003 North American revenue ($5.5 million) by 82% achieving 2004 revenue of $10.0 million. -
Sales Director Western Market Place GroupAriba Jan 2000 - Apr 2001Scottsdale, Headquarters Mountainview CaManaged North America Western Region Marketplace Sales TeamLargest Exchange sale at Ariba – Worldwide Retail Exchange (WWRE), $100 Million total (IBM, i2 & Ariba) Ariba revenus $16.75 Million 10/30/00RubberNetwork - $4.3MM, Petrocosm - $6MM, Dell Computer - $6MMTotal Ariba revenue $33.05 Million -
Vice President Raytheon Account GroupPtc Jul 1992 - Mar 2000Scottsdale, Az, Headquarters Waltham, MaLargest sale in the history of the Company, $17.5 Million 9/30/98.Pioneered National Account Teams at PTC.250% of $8 million quota.
Dick Thomas Skills
Dick Thomas Education Details
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Frequently Asked Questions about Dick Thomas
What company does Dick Thomas work for?
Dick Thomas works for Rwt Consulting Llc
What is Dick Thomas's role at the current company?
Dick Thomas's current role is Principal RWT Consulting.
What is Dick Thomas's email address?
Dick Thomas's email address is dt****@****igo.com
What is Dick Thomas's direct phone number?
Dick Thomas's direct phone number is +160268*****
What schools did Dick Thomas attend?
Dick Thomas attended Arizona State University.
What are some of Dick Thomas's interests?
Dick Thomas has interest in Guitar, Reading, Hockey, Leading Men's Bible Study, Scuba Diving (Dive Master Certified).
What skills is Dick Thomas known for?
Dick Thomas has skills like Sales Process, Strategy, Sales Enablement, Enterprise Software, Leadership, Sales Operations, Salesforce.com, Management, Sales, Saas, Cloud Computing, Strategic Partnerships.
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