Mark Caruso Email & Phone Number

Massachusetts, United States

Accomplishments: Devised and implemented new procedures, approaches, and programs that led to consistently overachieving the revenue goals by an average of 8-10% per year. Retrained the sales representatives in presenting our solution as revenue-generating with an effective ROI tool that increased closing rates by 30%. Identified ancillary industries to target and brought in experts familiar with the space, winning logo accounts and leveraging new business to win downstream accounts and become a major player in the space. Implemented a strategy with our best references that provided either written or video testimony early in the sales process which resulted in cutting the sales cycle by 1-2 months.  Uncovered new channels to repackage assets for and created lighter versions of solutions with a pricing strategy that won smaller and harder-to-close organizations for record revenue gains. Leveraged new partners selling complementary products or services in the same spaces that contributed an additional $10 million in revenue. Revised compensation and ongoing training programs to increase the staff’s motivation and performance which resulted in each rep exceeding their goals on a consistent basis. Implemented a new onboarding program that led to new employees being placed in the field and producing in half the time previously.

Accomplishments: Exceeded 2016 revenue goal of $10.3 million by 21% resulting in $12.4 million dollars in revenue. Revised the methodologies for selling consulting services resulting in revenue of $5.1 million in 2016 , an increase of 16% over 2015 Developed and revamped all policies, processes and measurements within the departments to align with their pipeline management. Established Key Performance Indicators that demonstrates how effectively the company is achieving key business objectives. Created new compensation and training programs to increase the staff’s motivation and performance. Increased the effectiveness of all marketing outreach programs to increase the response average from 8% to 23%. Developed and established new on boarding program for new employees.

Waltham, Ma, Us

Senior Director, Business Development (2011 to 2014)Director, Inside Sales (2010 to 2011)Manager of Lead Development (2009 to 2010)Accomplishments: Exceeded company revenue goals by an average of 31% over the last 4 years I was there, generating $227 million against a goal of $170 million in revenue between 2010 and 2014. Revamped the internal RFP response process at the request of the CFO that increased the average win rate from 5% to over 58%, resulting in $46.3 million in revenue in 2014. Developed and implemented strategies and processes, Key Performance Indicators, policies, programs and directions to insure uniform procedures and measurements across regional offices. Hired, trained and managed local and offsite SMB Sales Representatives, Inside Sales Representatives, Lead Development Representatives and the RFP Response Group. Developed compensation and training programs to increase productivity and efficiencies. Created and executed territory and account strategy and the end-to-end business development process. Held positions with increasing leadership as a result of exceeding performance expectations related to employee engagement, quality, customer service and profitability.