Drew Arnold Email & Phone Number

Temporarily left workforce to focus on health and rehab following surgery. Maintained workforce readiness by completing the following courses:● IBM Artificial Intelligence Fundamentals Skill Credential - Structured, unstructured, and semi-structured data, ML & perceptrons, NLP models interpreting language, CNN & GAN models analyzing and creating images, AI making predictions using deep-learning neural networks, prompt optimization● IBM Data Fundamentals Skill Credential - Data types, big data, analytic techniques, analytic processes, data visualization, data science methodologies, data wrangling● Salesforce Trailblazer Training: AgentForce Agents, Prompt Builder, Einstein Trust Layer, and Data Cloud● MEDDPICC Masterclass & Value Pyramid Framework certifications

Salt Lake City, Utah, Us

Velosimo is a start-up providing an iPaaS platform for local and state government agencies. Think "Salesforce Mulesoft for local and state governments."As CRO, I stood up our direct sales channel and strategy and spearheaded the formation of critical business development processes, functions, and frameworks.● Conducted in-depth analysis of existing sales structures to identify opportunities for workflow streamlining, resource optimization, and cost reduction. ● Drove data-driven strategic planning through implementation of system to enable definition of target markets, channels by location, and financial parameters/budgets. Created ideal customer profiles to inform decision-making. ● Heightened brand awareness and grew audience reach by launching magazine advertising initiative, writing whitepaper, and initiating drip sales campaign. Select Achievements● Enabled evidence-based forecasting and improved reporting after establishing new sales strategy and motion with defined stages and phase gates.● Transformed company’s business development operations and pricing strategies through roll out of tiered pricing structure with price increase, formation of RFP response processes, and creation of proposal assets.● Boosted sales efforts by developing robust data enrichment strategy and assets surrounding customer ROI. ● Decreased purchase decision timelines after forging new distributor relationships; negotiated contract for external vendor to execute cold-calling, freeing sales team to focus efforts on account acquisition and retention.

San Jose, Ca, Us

I was hired to prepare this company for its next stage of market evolution and growth by developing an enterprise account acquisition strategy.

Miami, Us

Co-founded ePermitHub, a startup providing SaaS regulatory solutions to Architect, Engineer, and Contractor (AEC) professionals and government agencies. ● Owned origination and management of critical functions, including fundraising, pricing, sales, marketing, ROI tools, and G2M strategies.● Led and developed three technical sales personnel, modeling culture of role ownership, operational excellence, and customer-centricity. ● Spearheaded market expansion strategy, customer retention, and satisfaction programs, including loyalty initiatives and feedback loops/mechanisms. ● Designed and executed demand-side sales model based on customer journey.● Enabled seamless customer experiences, sales effectiveness, and internal efficiency by developing SOPs, repeatable practices, and KPIs. ● Stabilized revenue and budgeting by setting up in-advance payment and credit-based refund structures. ● Steered implementation of HubSpot platform for CRM, pipeline management, and forecasting functions.Select Achievements● Catapulted ARR from $0 to $11.4M with 64% gross margin and 5,523% CAGR within 48 months of product launch with a team of three engineers and one implementation consultant.● Propelled customer base from 0 to 26 multi-year enterprise contracts 36 months after product launch.● Devised and executed corporate G2M strategy from start-up to completion, including TAM analysis, market entry & competitor strategy, product value proposition design, and contracting assets & processes. ● Maximized customer ROI after leading development of industry-disrupting pricing model with tiers based on project and review process complexity. ● Elevated average ARR Total Contract Value (TVC) to $135K, achieving highest average TCV across direct competition, complete with advanced payment terms and average service terms of three years. ● Negotiated and closed five early-adopter customer contracts totaling $469K that funded 100% of product development & launch.

San Ramon, Ca, Us

Rehired to direct business development strategy and operations throughout sales life cycle, including software licenses, subscriptions, maintenance, and professional services related to Microsoft Azure-based regulatory solutions.● Managed sales pipeline of $20M in annual revenue; directed and motivated three members of Regional Executive Account Executive team to secure new SaaS contracts.● Interfaced with C-suite equivalents, such as City or County Managers, within state and local government agencies to identify pain points, determine long-term goals, and deliver tailored solutions with maximum value. Select Achievements● Achieved $3M in net new software sales in 18 months and doubled year-over-year revenue to $6M within 12 months. Closed $2.3M in average annual contract sales. ● Negotiated multiple government software contracts worth up to $12M for enterprise mobility solutions and business process automation software. ● Empowered acquisition of larger contracts after leading creation of ROI calculator and whitepaper template resolving misalignment between initial project costs and long-term operational efficiency gains. Calculator used department-wide to map ROI against Total Cost of Ownership (TCO) spanning life of more than seven enterprise contracts. Trained sales team on usage and ROI determination.● Nominated to President’s Club for quota performance in 2012 and 2013.

New York, Ny, Us

In this role, I drove sales of Infor ERP products and Human Capital Management solutions in the public sector, including account planning, client acquisition and prospecting, quality customer service and retention, and market intelligence on vertical-specific user groups. Additionally, I tracked competition, performed analysis, and submitted data-driven reports.Select Achievements• Built the software licensing pipeline from the ground up from $0 to $3.8M, overachieving on the $1.1M target quota.• Conceptualized and integrated the Field Sales New Hire Mentor Program impacting 9 new hires that improved on-boarding time into the field by 18%.

San Ramon, Ca, Us

Led full life cycle sales management, including license sales, maintenance, services, and sales planning, utilizing consultative sales techniques to translate client requirements into concise, revenue-generating proposals.• Sold custom business process automation and mobility solutions for government contracts up to $5M.• Achieved President's Club 3 times for outperforming target quotas (2006, 2007, 2008)• Opened up a $3M state contract pipeline by cultivating state and DIR partnerships.

Espoo, Southern Finland, Fi

NOKIA Intellisync Division (Nokia acquired Intellisync): Key provider of mobile data & messaging solutions to large enterprises, network operators, software & device manufacturers• Enterprise Account Executive, Southwest Region (2003 – 10/2004)• Inside Sales Manager, North American Region & Enterprise Sales Director, Southwest Region (2002 – 2003)• Inside Sales Manager, North American Region (2000 - 2002)• Sold complex mobile infrastructure technologies & supported Maintenance Repair Operations of Fortune 100 clients’ most critical information management, transaction, and data processing systems. • Managed complex projects and high-profile client accounts, including ExxonMobile, GM and Citibank.Collaborated regularly with CFO/COO; analyzed markets, forecasted sales, and supported corporate strategies.• Enhanced enterprise inside sales team productivity and sales revenue by developing innovative Web-meeting system.

Montreal, Quebec, Ca

AIESEC, INC: Leading provider of international business/technical talent to corporate/government/private firms via global exchange programs• Vice President (1997 – 2000)• Regional Director / Houston (1996 – 1997) • Established/managed key business strategies, partnerships, and contracts to support global clients’ short-term and international staffing/recruiting needs.• Developed satellite office personnel/processes to recruit, train, relocate, and orient qualified graduates. Served as internal business operations liaison for Asia-Pacific regional offices.• Managed Beijing-based business development & Illinois-based MasterCard International account managers.• Directed market segmentation analysis and strategic positioning efforts for all corporate client services.

Us

• Analyzed, designed and developed information systems written in Notes databases for internal Texaco customers• Develop an online continuing education course registration and scheduling system for Texaco's International Exploration division• Developed a business continuity database for Texaco's Information and Technology department that tracked project developments and status