Ryan Borland Email and Phone Number

Leading a global team of Account Executives and Account Managers to support continued growth and scale.

As the Vice President of Customer Success & Account Management at Elemica, I successfully lead a team of global client success and account managers. My primary objective is to assess and reconstruct the Customer Success (CS) team, transitioning it from a support-oriented focus to a growth-driven, revenue-centric approach. Through strategic reallocation of accounts and the implementation of core CS processes supported by Salesforce, coupled with a strategic shift in the candidate profile, we rapidly transformed into a vital contributor to both our clients and internal business stakeholders. This transformation had a significant impact on our bottom and top-line initiatives, establishing our team as an integral part of Elemica's success story. As we continue to expand we have added in an account management layer to the team to drive more revenue and serve our clients properly.

As the initial sales hire following the acquisition by Eurazeo (PE firm), my primary objective was to devise a new Go-to-Market (GTM) strategy, oversee our Enterprise Accounts, and lead a team of Business Development Representatives (BDRs) in generating top-of-the-funnel opportunities. This involved providing a clear strategic direction for the organization by focusing on our core solution set and implementing best practices and sales playbooks. I designed a robust process centered around budget and pain identification, timeline, and executive sponsorship, while also integrating a new Cross-sell function to leverage acquired company solutions for maximum opportunities. Driving team productivity and effectiveness was achieved through setting clear job expectations. Additionally, I collaborated closely with the Marketing team to design and implement vertical and product-specific campaigns. Overall, I formulated high-impact business development strategies which helped accelerate our growth.

As a leader in the Environmental, Health, and Safety software domain, I leveraged my robust leadership skills and sales expertise to secure deals while mentoring new sales representatives for optimal productivity. Joining as the initial sales hire post-acquisition by Battery Ventures, I played a pivotal role in the company's growth journey, culminating in a successful acquisition by Cority, owned by Thoma Bravo (PE Firm). Key themes that allowed for my success included, focusing on Fortune 1000 accounts, changing the commercial opportunity focus to value, spearheading new GTM initiatives, and supporting the seamless acquisition and integration of two SaaS software companies, Remedy Software and Actio Software.

Terrago, a strategic SAAS provider of GIS solutions, experienced significant growth under my tenure, culminating in its acquisition by Boulder Capital (VC). My role was instrumental in this journey, as I led the charge away from government and into the commercial markets, with a focus on the Oil and Gas & utility verticals. Additionally, I championed the transition in the company's go-to-market (GTM) strategy away from GeoPDF, the flagship product, towards a mobile ecosystem catering to utilities, which remains a major growth engine for the business today. Applying a fierce sales acumen, along with a high-energy work ethic and strong analytical capabilities, ensured that I consistently overachieved.

SEMS a leader in the Utility Asset Management SAAS Space, I was responsible for selling software to municipalities with a population greater than 25K. This involved performing demonstrations tailored to various levels of approval, including boards and city managers. I was tasked with growing and maintaining customer accounts, implementing marketing strategies, and nurturing new representatives. Additionally, I provided speaking engagements and training sessions to associations and clients. My duties extended to qualifying prospects through web presentations and conducting on-site visits once the sales cycle advanced to a certain stage. During these visits, I conducted needs analyses to determine the most suitable SEMS products and services for automating water resource management and compliance reporting. Moreover, I coordinated integration between existing GIS, SCADA, Accounting, Billing, and LIMS software systems.

Responsible for providing and selling marketing tools for local businesses in a given territory.

Responsible for auditing, budgeting, and maintaining daily operations at both corporate and regionallocations. · Managed 305 off-site locations to assess problems and resolve issues, conducting yearly audits and data analysis. · Reduced company spending by $100K · Successfully developed independent work habit