Heath Watson Email & Phone Number

Columbus, Oh, Us

3E Company3E is a leading provider of data analytics and services in the global regulatory compliance and supply chain sustainability markets.- Commercial leader responsible for driving new logo growth while renewing and expanding the existing client base ACV through cross-sell and upsell. Consistently delivered 20%+ annual revenue growth. - Led and managed North American sales organization to achieve & exceed sales pipeline build of 3x sales quota and improved average deal velocity by 25%.- Developed and leveraged leading KPI's to help manage commercial strategy and to coach the respective sales teams including Pipeline Distribution Ratios, TAM Penetration Rates, Lead Conversion, and NRR.- Cross functional collaboration with Executive Leadership, Finance and Sales Operations to develop and implement an annual commission plan with a total variable compensation budget exceeding $3.5M.- Assisted in the implementation and training of the Value Connection Mindset (VCM) sales methodology for the global sales team.

- Led the North American sales initiatives for all market segments; Enterprise, Mid-Market and Inside Sales (SME). Direct responsibility for over 30 sales reps and managers with a total annual book of business exceeding $100M ACV. - Exceeded new logo growth objectives by consistently increasing net new business by 19%+. - Developed and leveraged account management playbook strategies to maintain 95% customer retention rates and improve NRR Net Renewal Rates to 118%.- Directly involved with the short and long term strategic business planning initiatives.- Helped position the business for accelerated growth and acquisition by a Private Equity firm for $1B. Assisted in the due diligence process in the sale of the business and participated in the immersion meetings with the new ownership group and Board of Directors.

- Responsible for leading multiple SaaS sales teams and sales managers to achieve double-digit revenue growth and established profit targets in the United States and Canada.- Directly supported due diligence process in acquiring the Regulatory Content as a Service (CaaS) business from SAP. Selected to lead the newly formed, dedicated 8-person sales team for 3E’s SAP ERC/ERD solution set. Responsibilities included integrating acquired client base, resource allocation, sales territory realignment, and training program development.

- Managed a team of National Account Representatives to acquire new clients as well as upsell and cross-sell existing accounts. Supported strategic SaaS sales planning initiatives.- Led the implementation effort for training the global commercial organization on the Challenger Sales methodology and supported the ongoing associated coaching activities with the sales team.

- Responsible for prospecting and closing new logo business with the North America region for a global regulatory compliance SaaS application.- Collaborated with Solution Engineers to qualify opportunities, demonstrate capabilities, and present proposed solutions utilizing Solution Selling and Challenger Sales methodologies.- Met and exceeded $1M+ annual quota on a consistent basis.- Trained in the Solution Selling sales methodology and effectively leveraged the core concepts in daily prospecting and sales activities.

Territory based sales representative responsible for acquiring new logo business and expanding existing account base with company's SaaS regulatory compliance suite.

Columbus, Ohio Area

Targeted key accounts and prospected within the C-Suite selling facility management solutions and outsourced services. Managed complex sales process that involved solution selling methodology, coordinating account team resources, and presenting performance based contracts.

Developed and implemented business plan for new market entry into Asia-Pacific region. Interviewed, trained and managed sales representative firms and direct distributors in Japan, Korea, Taiwan, Singapore, and Hong Kong. Position required extensive international travel and global account management strategies.

Responsible for business development across a 13 state territory. Direct sales activities were targeted across multiple vertical markets including semiconductor fabrication, pharmaceutical, chemicals, government, and general manufacturing. Also identified and managed indirect sales channels that included both distributors and several sales rep firms.

Master Of Business Administration (Mba), With Distinction

Bachelor Of Science (Bs), Aerospace, Aeronautical And Astronautical Engineering