Greg Whalen Email & Phone Number

California, United States

Sales Manager responsible for managing and growing existing account footprint and acquiring new business logos and driving ARR growth through the OEM partner ecosystem.

San Francisco, California, United States

Provide subject matter expertise and sales execution, defining KPIs, forecasting, and development of sales opportunities to execute on revenue acquisition. Leveraged direct selling strategies and a partner network of resellers, distributors and independent consultants. Formalize opportunity staging process to allow sales executives to accurately forecast and identify realistic and obtainable opportunities. ● Revitalized sales forecasting and KPIs at Advanced Rx in collaboration with senior vice president for 130 field sales representatives and 4 sales managers. Responsible for prospecting new customer discovery and sales execution with independent field sales consultants. ● Collaborated with executive leaders at IT Avalon to craft and implement sales forecasting dashboards and opportunity workflows in HubSpot, improving tracking, visibility, efficiency, and pipeline opportunity identification. ● Increased new opportunities pipeline by 126% and existing customer ARR growth by 45% in 12 months by partnering with internal decision-makers to establish KPI matrix strengthening new opportunities and post-sales metrics.

San Francisco, California, United States

Directed 7-9 sales representatives, 2-3 business development associates, and 1 front-line manager with 7 customer success managers in maximizing sales opportunities for PaaS. Acquired and retained customers through effective communications, relationship building, and problem-solving. Served as instrumental leader in transition to targeting enterprise customers with 10,000 or more employees, expanding $15M annual accruing revenue (ARR) portfolio. Established methods for sales representatives to score opportunities more effectively. Implemented outcome-based metrics for business development efforts. Revamped sales tools and presentations with marketing. Responsible for building and maintaining reseller and distribution partnerships as expansion focus area. ● Initiated customer success status checks to grow retention. Launched rules and policies for formalizing customer contact to assess account health and wellness while facilitating weekly Scrum calls to identify barriers and resolve escalations. ● Led teams in exceeding expectations and goals with quarterly goal average of 118%, closing 3 net-new $1M+ ARRs, expanding standard renewal terms from 1 to 3 years, and improving quarterly retention from 91% to 97.5%. ● Transformed sales function to penetrate enterprise clients in healthcare, insurance, and financial segments, leading to $3.5M deal with HSBC. Actively engaged to professionalize sales interactions and foster culture focused on sales acumen and discipline, achieving enhanced sales forecasting and accuracy.

San Francisco, California, United States

Recruited by former Actuate CEO to join startup, tasked with rebranding organization with new image, mission, vision, core values, and goals. Defined service, solution, and target audience. Crafted marketing materials, created web presence, and moved to new refined platform to enable additional features and functionality.• Expanded sales team from 2 to 7 with emphasis on solutions consulting, roles and responsibilities definition, territory assignment, and organizational hierarchy. • Directed rebranding efforts that enabled company to secure multimillion-dollar renewals with largest customers with increases in ARR.

San Mateo, California, United States

Sales leader with strong business acumen, tasked with managing entire product portfolio to achieve enterprise B2B sales and growth. Supervised 4 front-line managers with 36 account executives while guiding sales development representatives and solution consulting teams. Managed and integrated newly acquired sales teams and converting revenue recognition to comply with OpenText accounting rules.• • Demonstrated hands-on leadership style, guiding deals and customer interactions to ensure forward-thinking and goal-focused structures and targets were in place. • Consecutive yearly target revenue, secured multiple 7 figure agreements while transitioning licensing models to recognized revenue

San Mateo, California, United States

Progressed from territory sales manager and promoted to leadership roles due to track record of continuously exceeding goals with forward-thinking approach, strategic planning, and identification of new opportunities or areas for improvement. Applied unique perspective of understanding business needs and implementing technology to resolve operational issues. Managed 3 directors with 15-20 account executives and large enterprise account managers in solution selling. • Ideated methodology of customized campaigns and outreach for large organizations to expand opportunities, securing deal with Cisco and building into 5 different opportunities with other business units.