James Birney Email & Phone Number

Chicago, Il, Us

Chicago, Il, Us

Santa Monica, Ca, Us

Regional Sales Manager: assist Learning, HR and executives with the development of learning, content and talent management strategies to develop and retain a more engaged, motivated, productive and accountable workforce. Design, present, and close technology sales of learning, performance and recruiting solutions enabling organizations to centralize talent administration, automate learning and performance operational workflows and utilize real-time data analytics for better workforce decision-making.

Phoenix, Arizona, Us

• Hired to build national inside sales team of five – created sales job descriptions, allocated territories and developed strategic and tactical sales plans• Created and implemented quarterly sales territory planning, Salesforce dashboards and performed monthly/quarterly sales team performance evaluations • Developed new sales operations processes: automated proposal development, values-based presentations, calling, questioning & webinar scripts, opportunity planning worksheets • Consultative sales mentoring - Miller Heiman, Customer Centric and Challenger – for sales messaging, diagnostic questioning, ROI presentations and value-based negotiations.• Forecasted staff and team sales performance on monthly, quarterly and annual basis• Developed annual sales budget, targets and managed price approval process

Founded and funded a 501c3 focused on supporting incarcerated parents and their children. Communicated with inmates via letters, calls and weekly activity/newsletters. Provided transportation and support to children to enable them to visit their parents.

• Responsible for delivering $20M sales target for a financial services trade processing and risk management technology and professional services provider. • Built a high performance, consultative sales team of 9 - introduced strong sales team discipline/coaching • Designed and implemented strategies to increase market share, grow average ticket size, increase share of wallet. Honed sales messaging, market focus and consultative presentations. • Closed largest ($7 MM) license agreement in firm history. Negotiated and closed all major new & renewal license agreements. Managed pricing, incentive compensation and agreement drafting. • Part of Management Buy-out team which took the company private. Sold to strategic investor in 5 years.