Steve P. Email & Phone Number

Boston, Ma, Us

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Fractional Sales ConsultantMultiple ClientsAdvised and collaborated hands-on with Large SaaS organizations to construct, oversee, and mentor sales development teams.Implemented strategies tailored to address the unique challenges faced by companies in establishing or refining Sales Development Representative (SDR) teams, including limited internal expertise, operational complexity, and the risk of costly errors.Identified key pain points hindering growth, such as poor performance, inadequate lead generation, inefficient use of resources, and team dissatisfaction, and provided targeted solutions to mitigate these challenges.Key Achievements and Responsibilities:Spearheaded Sales Development Consulting & Fractional Management Services:Assessment: Conducted in-depth evaluations to identify areas of improvement and devised actionable recommendations.Design: Developed customized strategies and delivery models to optimize team capacity, pipeline generation, and compensation structures.Hiring: Provided guidance and support throughout the recruitment process, ensuring the selection of top-tier talent aligned with organizational objectives.Training: Designed and implemented tailored training programs, including Playbooks, onboarding procedures, and ongoing coaching sessions to enhance team performance.Management: Established robust management practices to sustainably drive SDR effectiveness and team cohesion.Provided Sales Technology Consulting services, streamlining processes, optimizing system functionality, and integrating automation solutions to align technology with strategic sales objectives.Notable Contributions:Enabled clients to overcome common obstacles in sales development, resulting in improved lead quality, increased productivity, and enhanced buyer experiences.Successfully guided numerous SaaS organizations through the establishment of their Outbound Sales and SDR teams, fostering a competitive advantage in the marketplace.

New York, Ny, Us

Conductor is a search and content intelligence platform that helps marketers create and optimize content to improve visibility online.

San Francisco, Ca, Us

InsideView helps B2B companies drive rapid growth with the only platform that empowers business leaders to quickly and confidently make go-to-market decisions.

Newton, Massachusetts, Us

Better B2B contact data and tools empowering companies to grow—smarter.We help companies efficiently reach the right people for the growth opportunity at hand, across all business functions.

Vancouver, Washington, Us

DiscoverOrg is the most complete sales, marketing, and research platform for technology companies selling into the top corporations in North America. Team Profile: Quota Carrying Field Sales Directors selling to global technology organizations. Hybrid New Business and Account Management, with average deal size of $100 – 300K • FY18 – 138% of goal on a quota of $3.3m• FY17 – President’s Club Winner • Booked $3.17m on a goal of $1.9 in 2017• FY16 – President’s Club Attendee • Booked $2.85m on a goal of $1.4m in 2016• FY13 – FY15 – Aggregate of 135% of bookings goal • Retained over 93% of renewals in direct competitive situations• Work full sales-cycle for net new business and to enrich existing client/subsidiary organizations• Created go-to-market for RainKing/DiscoverOrg product focusing on Marketing-focused intelligence• Tasked with retaining and enriching long and short-term clients• Manage and delegate workflow to 5 dedicated Customer Success Representatives who support account base• Accounts include: SAP, Oracle, Capgemini, Infosys, Accenture, \ Kaspersky Lab, NetScout, Iron Mountain, Veracode, Rapid7, LogMeIn, Fuze, Intel, Marketo

Trusteer is the world's leading provider of secure browsing services. We keep criminals away from the browser and prevent the theft of any personally identifiable information. Team Profile: Team of 3 Quota Carrying and 2 Business Development Representatives selling to Middle Market companies in IL, IN, MI, OH, PA.• 1H 2012 – YTD 116% of booking goal on $675k Quota • Aggressively prospect, identify, cultivate and close sales opportunities• Actively participated in all new business sales activities including cold calling, conference attendance/exhibition, PR, networking, and lead follow-up• Complete Sales Cycle Process for all opportunities • Company Representative at various industry trade-shows and conventions• Drove new business through collaboration with Marketing and Operations Teams • Worked with channel and alliance partners from lead to close• Managed team of 2 Business Development Representatives

Cambridge, Ma, Us

Forrester is an American market research company that provides advice on existing and potential impact of technology, to its clients and the public.Account Manager – IT Strategic Accounts - 1/2009-8/2011Team Profile: Team of 12 Experienced Account Managers selling to Enterprise organizations in North America.• Responsible for executing in all aspects of a sales cycle including generation of opportunities, territory and pipeline strategies, managing sales support teams to generate revenue growth and close new business • 2009 – YTD 104% of bookings goal• 2010 - Overachieved sales objectives– 111% of bookings goal • Possess a creative mindset to recognize and secure business opportunity where none previously existed• One of 3 Account Managers to achieve goal in both 2009 & 2010• Closed largest non-government IT client group consulting engagement - $450,000• Accounts Include: Shire Pharmaceuticals, Bristol-Myers-Squibb, TD Ameritrade, Bank of Tokyo, Hersheys Company, Bright Horizons Family Solutions, Ricoh AmericasAccount Manager – IT Strategic Accounts – 1/2008-12/2008Team profile: Team of 5 working with first-year Forrester End User clients• Overachieved sales objectives Q3 – 104%; Q4 – 117%; YTD 2008 – 116% of bookings goal. • Only Team Account Manager to achieve goal in 2008• Sales Team MVP • Accounts Included: City of New York Department of IT, Hachette Book Group, Unilever, Arbella Insurance, Yankee CandleAccount Development Manager – IT Strategic Accounts – 4/2007-12/2007Team profile: Junior Sales representatives supporting quota carrying reps• Served in a hunting and supporting role to the sales force- presented qualified leads and competitive intelligence, giving insight to potential business opportunities• Supported several top tier accounts including: American Cancer Society, GSK, The Vanguard and AIG• Acted as a Strategic Account liaison to Forrester’s Marketing Team

Rochester, Ny, Us

Paychex, Inc. is a payroll and human resource service company which serves approximately 572,000 businesses in the US. The company provides services including Payroll Services, Time and Labor Management, HR Administration & Compliance, 401(k) Employee Benefits, Group Health Insurance, and Paychex HR Solutions.

Us

SurfControl Plc., was a British software company based in Cheshire, England. The company provided website filtering, e-mail filtering and desktop security software for both enterprise and home users.

Arlington, Virginia, Us

Combination of Active and Reserve Duty Components