Patrick Loring's Location
Boston, Massachusetts, United States, United States
Patrick Loring's Contact Details
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About Patrick Loring
Senior Revenue Executive ~ Performance-driven hands-on executive possessing a breadth of start-up experience spanning Enterprise and Commercial GTM strategy, including both direct and partner sales operations, from $0 through $100M. Adept in leading business processes and complex negotiations, while building and managing high performance sales teams, driving brand identity, overcoming challenges and making high stakes decisions. • SaaS and Public Cloud• Product Market Validation• Partner Management• Business Development• New Market Penetration• Strategic Account Management• Mentorship & Coaching• Strategic Business Planning• Customer Success Services
Patrick Loring Work Experience Details
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Senior Vice President Of SalesKionBoston, Ma, Us -
Senior Vice President Of SalesKion Nov 2023 - PresentColumbia, Maryland, Us -
Sales CoachHarvard Business School Sep 2021 - PresentBoston, Ma, UsCoaching HBS Entrepreneurial MBA students on the fundamentals of professional sales -
Enterprise Software Sales Leader And Revenue AdvisorSabbatical Feb 2023 - Nov 2023Taking a break after a parental loss to be present and enjoy some dedicated time with my family. Working part time as a GTM advisor for some exciting fast growing start-ups while also mentoring my network.
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Chief Revenue Officer (Cro)Fairwinds Mar 2021 - Feb 2023Boston, Massachusetts, UsLead all GTM strategy for new Kubernetes Governance SaaS platform, established KPI’s, sales playbooks, proof of value process to validate Product Market Fit, tested and refined value prop to align business to Ideal Customer Profile and buyer Personas, partnered with Product Leadership to highlight key feature set for defensible moat, recruited and scaled GTM team for growth phase.Achievements:• Transitioned Fairwinds from Services to SaaS with 1100% landed customer growth• Achieved a 1400% increase in SaaS Revenue to >$1.5M in 18 months• Scaled outbound SDR program doubling held meeting monthly average across territory• Authored, staffed and launched Customer Success Program with Effective Renewal Rate of 166% in 2022 -
Director Global Business Development, Cloud Security ProgramsCloudhealth By Vmware Feb 2019 - Feb 2021Boston, Ma, UsLeading all GTM Strategy, from business integration and global roll out for new public cloud, SaaS Cloud Security Posture Management (CSPM) solution.Achievements:• Validated product market fit, value prop and product readiness. • Personally pioneered first 10 customer contracts• Established foundation for predictable and repeatable sales process • Transitioned to Global Sales Lead and “Field Marshall” - overlay to 40+ sellers• >500% YoY Growth Rate VMware, a global leader in cloud infrastructure and digital workspace technology, accelerates digital transformation by enabling unprecedented freedom and flexibility in how our customers build and evolve IT environments. With VMware solutions, organizations are improving business agility by modernizing data centers and integrating public clouds, driving innovation with modern apps, creating exceptional experiences by empowering the digital workspace, and safeguarding customer trust by transforming security. VMware is a member of the Dell Technologies family of businesses. -
Vice President, Americas Field SalesCloudhealth Technologies, Inc. (Acquired By Vmware) Jan 2018 - Jan 2019Promoted to lead all North American Field Sales for Enterprise and Commercial markets.Achievements• Region consistently represented 70% of total company bookings (growth from $38M to $58M)• Hired, enabled and mentored staff (with majority promoted from within) for rapid growth • Re-designed territories to maximize coverage and scale, netting 52% growth• Company sold to VMware Inc. for more than $530+million.
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Sales DirectorCloudhealth Technologies, Inc. (Acquired By Vmware) Sep 2015 - Dec 2017Hired as first Sales Director to lead North American inside sales team.Achievements• Established mentorship & best practice “product expert” enablement program.• Responsibilities quickly expanded to include Customer Success, and Partner Development.• Coached, mentored and promoted more than 50% of sales staff from within.• Region consistently represented 70% of total bookings (growth from $5M to $38M)CloudHealth provides executive stakeholder visibility across your entire cloud ecosystem to effectively optimize resources and define governance policies for ongoing management. CloudHealth allows you to scale your cloud without scaling your IT workforce. CloudHealth was officially acquired by VMware in October of 2018.
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Senior Principal ConsultantPlinc - Sales Strategy And Mentorship For Start-Ups And Technology Innovators Jan 2015 - Aug 2016Business plan & sales strategy development for innovators looking to break into the North American territory, customer profiling, product market fit, direct sales, channel sales, OEM sales, strategic alliances, staffing decisions.
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Vice President Of Sales, North AmericaIpswitch, Inc. - Network Management Division Jan 2010 - Dec 2014Burlington, Ma, UsDirect and oversee all operational aspects of NORAM territory and high performance metrics-based sales team, to include the design, implementation and management of sales forecasting, planning and budgeting processes. Charged with driving sales operations and revenue growth in North America through establishing annual and monthly sales objectives. Manage full P&L responsibility for payroll and non-pay expenses. • Hire, train, mentor, and motivate the staff with a lead-by-example approach to achieving excellence while driving the planning and development of all sales staffing, training and enablement efforts.• Assign targets and associated compensation plans, while managing to a lower than industry average cost of sales.• Provide strategic direction and oversight in the definition and management of detailed high velocity – low friction sales processes and key performance metrics to track success. • Selected to be a member of an executive committee who formulated product and corporate strategy, including execution of marketing, sales and product positioning strategies.Select Accomplishmentso Led efforts that produced dramatic results in top line revenue growth by 35% in three years.o Standardized the entire sales process from lead qualification through the closing of business, regardless of channel, resulting in a 48% YoY territory growth. o Created and launched a Federal Sales program; vertically generated over 3x in revenue in 3 years and approximately 22% of North American revenues.Achieved 101% of H1 quota (2014)Achieved 100% of quota (2013)Achieved 101% of Renewal quota and 12% YoY growth (2012)Achieved 100% of quota; 20% YoYgrowth (2011)Achieved 101% of quota (2010)Achieved 114% of quota (2009) -
Director ~ Sales, Strategic Accounts & Business DevelopmentIpswitch, Inc. - Network Management Division Aug 1999 - Dec 2009Burlington, Ma, UsDIRECTOR ~ SALES & STRATEGIC ACCOUNTS (1/2008-12/2009)Managed and led all sales and account management efforts, to include the daily activities and administration of inside-sales and sales engineering teams. Personally pursued Strategic Accounts and business building opportunities.• Successfully drove initiatives that grew top line revenue from by 20% in two years.• Achieved 114% of quota in 2009• Identified an opportunity and implemented approach for growth in renewals; improved rates by 32% points; increased top line revenue 20%.• Improved team results by 14% YoY since 2008.• Launched a business development tele-prospecting function increasing lead conversion rates by 15%.DIRECTOR ~ BUSINESS DEVELOPMENT (5/2004 -12/2007)Managed and drove initiatives focused on securing new business, and increasing revenue and market awareness through creation of strategic partnerships and business plans targeting potential industries in partnership with the product management team. • Sourced, negotiated, and signed new multi-year OEM contracts with Fluke Networks, ACD Systems, Rackspace, and Coast Software totaling over $700K in projected, recurring annual revenues. • Successfully re-negotiated and managed multi-year, $1.7M custom development and product licensing contract with Northrop Grumman for US Army Tactical Internet Management System (TIMS) program.• Negotiated business terms, and signed purchase contracts with two strategic OEM suppliers for Ipswitch product lines.• Landed and developed a $1M USAF Theatre Deployable Communication (TDC) Program; also landed and developed the US Navy ISNS Program and US Marine Corps COC Program.BUSINESS DEVELOPMENT MANAGER (11/2000-4/2004)OEM SALES MANAGER (8/1999-10/2000)
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Regional Sales Manager - MidwestEmpirical Software Inc. May 1998 - Jun 1999VC backed database management company. Closed doors unceremoniously after C round failed to raise necessary capital. -
National Accounts Manager / Sales Team LeaderTally Systems (Formerly Baranof Software) Feb 1994 - Apr 1998Hired in as seventh employee into start up company called Baranof Software (email monitoring solutions). Grew to a staff of 30 in three years. Designated as key employee to the acquisition by the acquiring company - Tally Systems which was later acquired by Novell.
Patrick Loring Skills
Strategic Partnerships
Enterprise Software
Sales Operations
Business Development
Solution Selling
Sales Management
Sales
Channel Partners
Salesforce.com
Saas
Cloud Computing
Go To Market Strategy
Leadership
Product Marketing
Start Ups
Contract Negotiation
Channel Sales
New Business Development
Sales Enablement
Strategic Planning
Account Management
Business Strategy
Cross Functional Team Leadership
Resellers
P&l Management
Miller Heiman Sales Training
Turnaround Strategy
Oems
Market Penetration
Revenue And Profit Growth
Software Sales Management
Organizational Leadership
State And Local Government Sales
Federal Government Contracts
Operations Management
Revenue Enhancement
Territory Startup And Turnaround
Business Process Improvement
Business Analysis
Infrastructure Optimization
Team Restructuring
Performance Enhancement
Cost Control
Organizational Development
Continuous Improvement
Key Account Management
Staff Development
Mergers And Acquisitions
Key Performance Indicators
Software Solution Sales
Patrick Loring Education Details
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Unh Peter T. Paul College Of Business And EconomicsGeneral
Frequently Asked Questions about Patrick Loring
What company does Patrick Loring work for?
Patrick Loring works for Kion
What is Patrick Loring's role at the current company?
Patrick Loring's current role is Senior Vice President of Sales.
What is Patrick Loring's email address?
Patrick Loring's email address is pa****@****ech.com
What is Patrick Loring's direct phone number?
Patrick Loring's direct phone number is +161798*****
What schools did Patrick Loring attend?
Patrick Loring attended Unh Peter T. Paul College Of Business And Economics.
What are some of Patrick Loring's interests?
Patrick Loring has interest in Science And Technology, Social Services.
What skills is Patrick Loring known for?
Patrick Loring has skills like Strategic Partnerships, Enterprise Software, Sales Operations, Business Development, Solution Selling, Sales Management, Sales, Channel Partners, Salesforce.com, Saas, Cloud Computing, Go To Market Strategy.
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