James Needham Email & Phone Number

Windsor, Connecticut, Us

San Jose, Ca, Us

• Market and Sell Adobe Digital Marketing Solutions to a Named set of Strategic Accounts.• Develop effective and specific account plans to ensure revenue target delivery and balanced growth. • Act as a trusted advisor by forming positive relationships based on knowledge of customer requirements and dedication to value.• Orchestrate a team of Product Sales Specialists, Solutions Consultants and Products Experts to executive developed account plans and successfully achieve Sales Objectives.• Develop and deliver a comprehensive business plan to address customer's priorities and hurdles. • Utilize Strategic Value Assessments, benchmarking and Return on Investment data to support the customer’s decision process.

Dublin 2, Ie

• Build the Consumer Goods practice with target closed sales for Accenture Consumer Good Software and Services• Develop a go-to-market strategy for assigned strategic accounts• Build and direct a team of sales professionals to achieve the overall sales target for strategic accounts• Cultivate enterprise relationships focusing on C-Level, chief architects and senior business executives to ensure growth of software revenue in complex, multi- tower/ transformational opportunities• Established a Global Agreement with The Cola-Cola Company for Accenture CAS Software solutions to all Coca-Cola Bottlers worldwide• Expanded the Accenture CAS Solution offering with the Coca-Cola Company by closing a $2.5M co-development opportunity for a Direct Store Delivery application with Coca-Cola• Sold 10+M in Accenture CAS Software to Coca-Cola Refreshments, Coke’s largest bottler. CCR standardized on the Accenture CAS Platform for Retail Execution, DSD and Trade Promotion Management • Sold Accenture CAS Retail Execution to Coke One North American “CONA” further expanding the use of Accenture CAS to 95% of the North American Coca Cola Bottling system• Expanded the Sale of Accenture CAS Solutions internationally to include Coca-Cola Bottlers in New Zealand, Australia, Japan and Thailand• Sold $6.4M in Accenture CAS Trade Promotion Management and Trade Promotion Optimization software and services to ABInbev• Sold Minute Maid $8M+ in Accenture TPM software and services• Completed a $4.6 M SaaS sale of Accenture’s first “Image Recognition Technology” Digital Merchandising solution to Altria. Accenture’s first Digital Merchandising solution in North America• Successfully sold $7+M in Accenture CAS TPM and TPO software and Services to Kimberly Clark Latin America. Accenture’s first TPM and TPO deployment in Latin America covering 18 countries• Achieved 120% of 2010 Quota, 148% of 2011 Quota, 115% of 2012 Quota, 175 % of 2013 Quota, 184% of Quota 2014, 138% of Quota in 2016

South San Francisco, California, Us

• Led the sale of SaaS Performance and Talent Management Solutions to large enterprise organizations covering the GA ad FL market• Annually, established a territory plan and strategy for meeting yearly sales objectives• Weekly tracked and managed accurate sales pipeline forecasts• Coordinated insides sales team and develop territory marketing campaigns and targeted account plans to generated qualified leads• Regularly met with C-Level Executives to align business benefits of SuccessFactors Solutions to their business objectives• Developed and executed sales strategies to win Net new customers for SuccessFactors• Employee 100, in a pure Sales Hunter role• Helped grow the southeast territory over 600% and SuccessFactors into a publicly traded company• Generated over $5 million in contract revenue• Focused on establishing new accounts with employees above 2500• Closed 15 new accounts during my tenure at SuccessFactors

Dublin, Ca, Us

• Marketed and sold Enterprise Incentive Compensation Software to organizations with revenues above $1 Billion focusing on new account generation in the Financial Services and Telco industries• Identified and qualified prospects• Developed new client relationships and leveraged existing and past client relationships to build and manage a sustained pipeline of opportunities• Developed proposals, responded to RFP's and conducted sales presentations for prospective customers• Maintained a pipeline of qualified prospects sufficient to meet quarterly/annual quota requirements• Maintained revenue and build new revenue within established account base• Navigated through complex negotiations at the executive level • Qualified for Callidus’ 2004 Presidents club • Closed significant transactions with AIG Auto Insurance, Bellsouth, and Rollins, Inc.

Pleasanton, Ca, Us

• Led the Sale of PeopleSoft CRM applications to net new accounts above $500 million in revenue covering the Southeast Territory• Built Sales and Account Strategy for new Accounts in the Southeast Territory• Identified and qualified prospects• Collaborated with PeopleSoft ERP representatives to position the entire PeopleSoft Platform in Account• Developed proposals, responded to RFP's and conducted sales presentations for prospective customers• Successfully achieved annual quota in the first 6 months by selling a $1.2 million CRM software deal to GS4 Secure Solutions• Qualified for PeopleSoft’s Achievers Club 2003

Austin, Texas, Us

• Managed the sales of Siebel’s CRM Software solutions to a set of named account in the Southeast with revenue’s above $1 Billion in annual revenue• Built sales and account strategy for assigned named accounts• Created and executed marketing campaigns to generate new leads and build sales pipeline• Worked with Alliance Partners to identify opportunities and to close transactions• Called on VP and C-level executives to position Siebel Solutions.• Developed proposals, responded to RFP's and conducted sales presentations for prospective customers• Achieved 145% of quota in 2000 by selling over $5 Million in software licenses• Awarded Presidents Club in 1999 and 2000• Closed an enterprise CRM opportunity with the American Cancer Society resulting in $4.7 Million is software, $30+ Million in consulting services and $1.3 million in training revenue• New customer sales include: UPS, Siemens Energy & Automation, Pepsi Bottling Group, The American Cancer Society, Vulcan Materials, Premier Inc, Southwire, Intergraph Corporation, and Static Controls Components

Nl

• Installed base Account Executive for Baan Company selling ERP and Supply Chain Software to the existing the customer base• Developed, built, and maintained executive-level client relationships• Sourced, negotiated and closed new opportunities within the existing client base• Actively monitored and improved client satisfaction of existing client base, and ensure client reference-ability • Assisted Sales Leadership to develop and implement the annual business plan and strategy for the existing Southeast territory client base • Sold $2.8 Million in licenses and Achieved 112% of quota in 1998• Notable sales were to Sonoco Corporation, Litton Marine Systems, and Kohler Engines• First Customer Install Base Account Executive for the Baan Company

Austin, Texas, Us

• Responsible for establishing new business opportunities in the Southeast focusing on the healthcare industry• Created and executed marketing campaigns to generate new leads and build Sales Pipeline in the newly defined Healthcare vertical• Identified and qualified prospects• Engaged Customer Account Leads for larger Applications and ERP sales.• Successfully uncovered new business opportunities at HealthSouth and Cigna Healthcare by working directly with healthcare providers and Insurers• Worked with Assigned Client Account Lead closed $4.6 Million in first year sales

• Responsible for selling software development, database and reporting tools. (Delphi Client Server, C++, Interbase and Report Smith)• Worked with inside sales identify prospective customer and build a pipeline of Sales opportunity to meet assigned quota of $1.1 Million in Software Sales• Developed proposals, responded to RFP's and conducted sales presentations for prospective customers• Attainted 110% Quota Attainment first year in sales• Awarded Presidents Club first year in sales

• Demonstrated Borland software solutions to potential customers, created presentations and answered detail technical questions related to the Delphi Object Oriented Client Server development tools• Launched a new object oriented, client server development tool call Delphi

• Created software demonstration and marketing presentation materials used in the sale of client server development tools and 3270 and 5250 screen scraping development tools• Responsible for the planning and coordination of trade show and marketing events for Knowledgeware solutions• Traveled extensively presenting Knowledgeware software solutions at Marketing Events

• Provided Software demonstrations of GTE Retail point of sale and Network and file transfer Communications software• Created presentation and proposal for GTE Software solutions

• Planned, scheduled and managed the implementation of Coin Financial Systems in the West Coast Territory• Managed and trained a team of 5 implementation technicians• Coordinated building and shipping of computer systems for new systems implementations• Communicated with dealerships on the implementation and preparation for new systems implementations