James Defty Email & Phone Number

Portland, Or, Us

Smarsh helps organizations derive value & insights and mitigate risk within their electronic Communications. With innovative capture, archiving, and monitoring solutions that extend across the industry’s widest breadth of channels, we help customers efficiently strengthen their compliance and e-discovery initiatives.

Mountain View, Ca, Us

I lead our GenAI GTM and Sales efforts for Enterprise customers in the PNW region. Responsible for enabling customer adoption solution development across our GenAI solution portfolio.

Mountain View, Ca, Us

Build executive relationships with enterprise customers and bring the C-level relationships to help us grow into new organizations. Influence long-term strategic direction and serve as a strategic business and technology partner. Lead complex sales-cycles, often presenting to C-level executives, to deliver value based solutions that align with customer priorities. Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers, Professional Services, Product Teams and partners to maximize business results in territory and open up opportunities with large enterprise customers.Understand enterprise customer's technology footprint, strategic growth plans and business drivers, technology strategy, and competitive landscape to drive business development and achieve strategic goals by leading customers through the entire business cycle.Attainment / Performance: 2020 = 128% of plan (started March, 30 2020) 2021 = 196% of plan 2022 = 193% of plan (President's Club)

Berkeley, California, Us

Enterprise IT sales advisory including prospecting and outreach approaches, account profiling and targeting, role and value based selling, direct and channel sales approaches, and solution based selling methodologies.

London, Gb

Boutique management and technology consulting firm, focused on the enterprise segment, providing services for the cloud, including cloud migrations, data center consolidation, cloud-native app development, DevOps, Big Data, analytics, program and change management, managed services, and operational integration. Responsibilities include direct sales efforts for acquisition of new clients / logos, revenue generation, and creating brand awareness in the SE Market. Additional responsibilities include AWS alliances activities to generate additional revenue opportunities through the AWS Partner Network and Professional Services organizations. - Led efforts to achieve AWS Advanced Partner status, AWS DevOps and Migration Competencies, as well as Service Delivery Programs for CloudFront, API Gateway, Lambda, Redshift, DynamoDB. - Landed large banking customer in first 6 months and has resulted in revenues of over $6M. - Landed large healthcare payer account in first 12 months- Created brand awareness and joint selling motions with the AWS Sales, Partner and Pro Services organizations to identify new opportunities. - Worked with Marketing team to establish messaging and create new content - Served as an internal evangelist for cloud technologies and services

Seattle, Wa, Us

Sold to Mid-Market and Fortune 2000 companies based in the Southeast United States, who want to leverage cloud-based technologies provided through the Amazon Web Services platform. AWS offers a broad range of infrastructure services that can be leveraged for various solutions such as, High Performance Computing, Data Warehousing, Enterprise and Web Application Hosting, Media Solutions, and Disaster Recovery to name a few.- Responsible for developing a Greenfield territory in the Named segment ($300M - $2B in revenue), including the acquisition of net new customers and growth of existing customers. - Delivered the first Immersion Day for a client in 2014, which has since become a standard practice across AWS for educating new customers about the platform. - Achieved 213% quota attainment in 2015 - Grew large enterprise account annual run rate from $350K to over $10M, and negotiated two enterprise agreements worth over $6.5M. - Established executive sponsorship and support for cloud migration program to accelerate the closure of twelve data center facilities. - Conducted numerous Executive Briefings for AWS cloud initiatives, and enabled key stakeholders to develop their strategy for key cloud initiatives and migration activities. - Helped customers to recognize the benefits of AWS Training & Certification and Professional Services to accelerate customer adoption and consumption of the platform.

Seattle, Wa, Us

Responsible for working with clients in the SMB Segment and focused on acquiring new customers as well as growing existing accounts in a large geographic territory (multiple states). - Promoted from Sales Development Rep to Technical Sales Rep within 18 months- Achieved 117% quota attainment in 2013 and added seven XL accounts ($100K+ in monthly spend) - Created innovative way of presenting AWS 101 information to accelerate customer adoption- Demonstrated ability to work with internal teams and partners to enable customer success - Provided informal mentoring to new hires and sharing of tribal knowledge

London, Gb

Responsible for driving revenue growth and selling our services and solutions to Technology firms, such as Microsoft, Intel, Teradata, and Isilon Systems as well as developing and managing long term relationships with our clients.

I worked wtih both existing and potential customers to provide business intelligence solutions for their enterprise resource planning systems.

I provided sales support for 7 Account Executives including the creation of their quotes, order processing, and customer service and support.