Scott Fellini Email & Phone Number

Glen Rock, NJ, US

New Jersey, United States

• Hired to support the growth of a startup, quickly achieved attainment of $20M due to a strict focus on the customer experience, Overall responsibilities include Go To Market strategy, presales, post sales Customer.
• Aided by team building, analytics & metrics management increased ongoing revenue growth.
• Developing/mentoring both pre and post Sales resources along with Consulting Resources for the successful cloud adapting of enterprise mission critical applications in support of their digital transformation.
• Expanded revenue in accounts through improved governance and customer engagement process to achieve a “close ratio” of 3:1 from previous 5:1; demonstrating long term customer value and ease of adoption.
• Initiated change to best practices to Professional Services/Customer Success approach/operations to better address onboarding, increase customer adoption and retention of our solution.
• Increased the quantity of qualified leads generated by 30%, revising the Website along with marketing and internal/partner training materials to better communicate value to target customers.

• Hired to lead a team to develop and manage key relations with fortune 1,000 companies and key Integrators.
• Successfully engaged in renewing broken relations.
• Developed new relationships and revenue opportunities with targeted companies.
• Targeted goal to develop direct relationships with companies without the use of intermediaries.

Northeast

• Turned around failing region losing -$1,600 GP annually, minimizing further reductions in force and customer loss. With P&L responsibilities generated a positive $75,000,000 in revenue improving the Region to 2nd in.
• Lead/Mentored the Sales, Professional Services and Customer Success groups globally deploying digital transformation infrastructure based technology products and services: Consulting for Data Center, Networking.
• Turned around revenue attainment by focusing on best practices and analytics to re-position the customer engagement strategy and retrained the sales force to focus on a “solution selling approach” tracked by.
• Improved customer retention through improved customer success playbooks.
• Focused on improving the governance and overall operations introducing revised process and best practices focusing on expense management and revenue optimization generating a complete reversal of loss to gain of $25.5M.
• As a leader improved morale and developed confidence for collaboration of the account matrix management environment to partner with overlay Services team to generate qualified leads.

• Created a startup venture for product develop and product import/export (houseware, lawn care, outdoor decorations, tools) and business consulting.
• Oversaw all aspect of financial, legal, operations, and sales related activities.
• Developed and maintain International business relations and import/export related activities.
• Developed intangible designs to a tangible consumer product for market, via ecommerce site
• Initiated business consulting services to suppliers to launch the product and provided business expertise to support suppliers with their business model.
• Conducted several international trips to Asia, performing factory and product reviews for quality checks. Developed strong international relationships and partners network.

Miami, Florida, United States

• Recruited to support the development of a startup Data Center Services division with managed Hosting, Telephony, Networking and Professional Services. Having annual revenue of $180,000,000
• Focusing on the national enterprise sales team, coaching 20 member Direct & Inside Sales team, providing tools and resources as well as supporting activities for Systems Engineers and Marketing teams.
• Led the creation of management and sales tools to effectively make better business decisions utilizing Salesforce.com. Along with Customer Success best practices.
• Contributed to the development of product marketing message as well as managed/reported the financial results for the division weekly to the Global Vice President.
• Through sales enablement drove the best practices for solution sales methodology development, increasing the success of delivered offerings.
• Defined the sales engagement approach, solution sales training, sales tools, SOW development and customer success strategy ensuring retention using Salesforce.com.

Northeast

• Hired to develop a regional Enterprise Sales team responsible for selling oursoftware suite and services to large telecommunications companies includingVerizon.
• Products/Services included Transaction/Web Server, middleware andecommerce software, integration and collaborative software as well asconsulting and implementation services.
• My Team closed 1st, 3rd and 4th largest deals in the company during thisperiod 25M, 16M, 12M respectively.
• Maintained a number of C-level relationships of our largest customers.
• Developed exposure to software development requirements and approachesincluding Agile and Scrum

Atlanta, GA

• Promoted to organize a national sales organization after demonstrating myability to grow the Professional Services business and build solid customerrelationships. Using my leadership, sales and marketing ability to.
• Lead a team of 32 consisting of Directors, Sales Specialist, Sales Operationsand Field Marketing.Page 4 of 5
• Revised sales strategy and tactics to solutions based approach. Refinedeffectiveness of Sales Operations focusing on KPIs and metrics.
• Performed Sales training for the matrix organization, using Field Marketing toimprove effectiveness of sales materials
• I also performed Success Management responsibilities for our largestaccounts, maintaining C-level relationships. Negotiated one of the company’slargest contracts $40M.
• Services included Outsourcing, Business IT Reengineering, ProjectManagement, IT Infrastructure Consulting, Implementation Planning andSystems deployment.

• Hired to having national responsibilities for the Professional Services Divisionto include the management of 1,300 Integration Engineers, Consultants,Project Managers, Business Development Managers, Customer Success.
• Refined the management tools focusing on tracking field KPIs and metricsperformance.
• Refined the Customer Success management tools focusing on playbooks, best practices, tracking KPIs and metrics performance.
• Instituted improved best practices to optimize the performance of ourengagements.
• Redirected the Consultants to be more solutions focused, identifying areasof additional opportunities considering functionality and vertical orientations
• Developed National Practices to augment field resources