Jim Upton Email & Phone Number

Redding, CT, US

Slough, Berkshire, GB

• Primarily responsible for the technical sales process for three products that support accounting practice management.
• Designed and implemented technical sales tools such as Discovery Questionnaires, demo scripts, process flows to speed up the sales process and improve sales
• Sped up the technical sales process from taking 9 hours of demos over the course of several months to taking one 1.5-hour demo, reducing the sales effort by 83% and the sales timeline by over 90%
• Contributed to sales revenue increase of 62% over the prior year and 22% over plan

New York, NY, US

• Drove charge volume utilizing SaaS ePayment and virtual card tools through technical presales support of as many as 77 salespeople.
• Generated $40 million in first nine months, $395 million in year two, $600 million in year three, starting from a base of $0.
• Led the Discovery process and selected the optimal product for the client from a roster of 7 solution provider partners, providing live demos online or in person as warranted.
• Educated clients on the value of virtual cards and ePayments such as process efficiency, cash flow, increased rewards and improved payment security.
• Trained sales resources on the different ePayment tools to increase their ability to sell independently.
• Conceived, built and implemented critical tools to standardize the selling process and enable value quantification.

• Developed the relationship with AT&T and generated sales opportunities within their customer base. Built a $5MM funnel in three months through relevant and timely communication directly with my extensive network of.
• Targeted retailers for customer engagement apps and manufacturers for Internet of Things (IoT) solutions.
• Used prior experience to help this young startup operationalize in a consistent and professional manner.

Dallas, TX, US

• Created high level technical and services architectures for customer mobile applications.
• Served as a senior presales technical resource on a Solution Consulting and Design team to gather requirements, develop solution options, proposals and Statements of Work for mobility projects. Managed over 300.
• Drove alliances with AT&T account teams to uncover qualified opportunities.
• Maximized the total contract value of each opportunity by cross-selling other AT&T products such as software products or support as part of app dev proposal increasing average contract value by 14%.
• Specialized in Native, Hybrid and HTML5 mobile solutions.
• Recognized subject matter expert in the areas of Retail and Customer Engagement.