Scott Hanks Email and Phone Number

Who we are: We are a small internal incubation team here at Google that partners with the fastest growing companies and startups across North America. Our growth specialists are well versed in all industries, including: Retail, CPG, Health, EComm, App, and Finance.What we do: Our team specializes in providing highly tailored service and collaboration to businesses of all sizes focused on fast, sustainable growth. We select a limited number of companies to partner with and provide day to day strategic business development support. Why we exist: The number one goal for the program is to build long term, sustainable growth for our partners. Through thousands of use cases, we’ve found that if we can provide specific partners with hands-on strategic support during a time of rapid growth, we can expedite learnings and uncover tremendous value in the marketplace. This ultimately leads to increasing investment with Google and our channels becoming a strong piece in the overall business strategy for years to come.

• Responsible for selling the entire suite of NetSuite products: ERP, CRM, e-commerce, EPM, and HCM to small and medium-sized accounts. • Manages accounts throughout the entire sales process and collaborates with business development, consulting, and support teams to uncover customer needs.• Utilize outbound techniques to identify and qualify new opportunities. • Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application.• Participates in developing, presenting, and selling a value proposition—Conducted presentations with C-levels to negotiate and close deals. • Liaises with customer contacts to manage customer relationships, identify new opportunities, and maximize sales.• Guided conversations with C-level executives to understand unique business challenges and potential solutions.

• Qualify and produce quality leads for Account Executives to build their pipelines.• Interact with C-Level executives to analyze prospects’ business needs, understand processes, identify projects, and determine requirements and potential solutions.• Acquire and maintain a working knowledge of the complete capabilities of NetSuite's solution from multiple perspectives—support, professional services, client management, and sales.• Selected as the MVP of Sales & Marketing by Sam Levy (SVP, NetSuite GBU Sales) for Q3-FY2021. BDR of the Month (January, Q3 FY21). • Cumulative Performance Numbers:o Top 5% of NOAM BDR Sales organization (Group of 500+) for Q2 FY21, Q3 FY21, Q4 FY21, and Q1 FY22. o 116% Quota Attainment→ Quarter over Quarter.o $1,400,000 → Total Opportunities Influenced.o $250,000 → Total ARR Influenced.

• Consistent impact on the business development sales teams through strategic prospecting efforts and extensive account research; $10m+ of pipeline generated. • Acquired high-level client contacts by leveraging third-party databases and social networking sites to assist the Sales Development Team. • Completed data quality initiatives in alignment with the business development organization.• Participated in intensive sales training programs learning the skills needed for a successful sales career.• Gained experience and in-depth understanding of the entire suite of Salesforce Business Applications, utilizing the software daily.• Developed a comprehensive understanding of Salesforce business development processes.• Cumulative Performance Numbers:o Ranked #1 in all key metrics tracked out of 50+ Individuals in the NOAM Business Development Associate Program. o $13.1m → Stage 2 Pipeline Generation Influenced. o $2.7m → Total Expected Revenue Influenced.

• Acquired expertise, knowledge, and an in-depth understanding of Colliers' services.• Through the mentorship of veteran brokers, I developed a keen understanding of a deal's lifecycle and the skills needed for a successful career in sales, such as prospecting potential clients and providing a consultative approach to selling.• Completed Colliers University training courses which involved courses in commercial real estate, business, and personal development with a keen emphasis on becoming an effective sales professional.• Gained experience using industry-specific CRM platforms, such as Argus and Costar leading to an understanding of the benefits of SaaS platforms.

• Project management internship experience working on NetSuite, SalesForce, and Workday implementation teams. • Owned and updated weekly Project Leadership Team (PLT) Scorecard to advise senior management on the Data Management Office (DMO) status.• Maintained the Ongoing DMO Project Plan using Microsoft Project software to track and update status.• Built out and maintain DMO websites and SharePoint sites.• Kept minutes for any DMO follow-ups from the daily stand-up meetings to discuss risks and action items.• Assisted the Director and Senior Director in maintaining and updating DMO Strategy documents.• Participated in the creation of Clarivate Analytics record retention policy.• Formulated advanced reports using a combination of Excel and Google Sheets.