Tom Kern Email and Phone Number

Lead business discussions with C-Suite prospects and collaborate with Enterprise Sales to identify and create winning sales strategies and new opportunities for Artificial Intelligence document analysis software. • Thorough understanding of SaaS competitive marketplace for contract analysis. • Engineered and executed enterprise integrations for prospects and transitioned POV/POC’s to deployment.• Engage in meaningful business and technical conversations, sharing industry insights with key stakeholders from all levels and business units within large enterprise organizations.• Responsible for deal qualification, solution design, and coordinated efforts with service deployment teams.• Establish technical credibility and build confidence in recommended solutions leveraging your product expertise, custom product demonstrations, technical Q&A, and product roadmaps.

Partner with the Enterprise field sales team to discover and understand customer business challenges, complex processes, and architectural landscapes in order to build world-class integrated solutions leveraging DocuSign’s platform and suite of products. Through engaging stories and custom-built demonstrations, illustrate the value and benefits of modernizing a prospect’s System of Agreement via the DocuSign offering. All activity performed remote due to COVID-19.• Collaborate with the Enterprise field sales team to cultivate and secure net-new business within an assigned territory and targeted accounts (focus on Telecommunications & Energy vertical).• Uncover, comprehend, and document complex business challenges, processes, and enterprise architecture.• Articulate selected recommendations and the business value they provide to diverse audiences• Work collaboratively with sales partners and other internal teams to provide a world class buying experience.• Understand the Contract Lifecycle Management marketspace.

Collaborate with Enterprise Sales and Account Management to identify and create winning sales strategies and new opportunities. Communicate value proposition to varying technical and non-technical clients, including executive ”C” level management, VP, and Director levels, and end-users. Propose and/or design technical solutions to meet prospect’s business, technical, and/or financial goals. Expert knowledge of Upland Enterprise Sales Module products (Altify, Kapost, RO Innovation, and Qvidian) to develop and present unique solutions, and maintain knowledge of emerging trends in technology and online advertisingCertified Salesforce Administrator (April, 2020)

Under minimal supervision, responsible for the ongoing satisfaction, growth and partnership of named Strategic Customers within the assigned client base. Partner and advocate for named accounts to ensure the highest levels of on-going retention and satisfaction, as well as identifying opportunities for increased utilization and adoption. Developed and maintain strong relationships, with both internal partners and clients. Currently managing diverse customer with 4 geographic locations and over $275K in MRR; recently renewed contract into 2021. Recently selected to manage the largest enterprise transition customer with over 23K units.

Manage and grow a team of 6 Solutions Engineers in remote locations to collectively partner with sales to increase sales by 2X, present solutions with consultative focus, develop requirements documents, presentations, proposals, and ROI models, and coordinate with a team of support specialists, consultants, or project managers to execute sales objectives or to ensure that all pre-sales customer requirements are documented and transitioned. Ensure all internal deliverables are completed on time and and team objectives for professional growth are documented and acheived.

Collaborate with Sales and Account Management to identify and create winning sales strategies and new product opportunities. Communicate Telogis value proposition to varying technical and non-technical clients, including executive ”C” level management, VP, and Director levels, and end-users. Propose and/or design technical solutions to meet prospect’s business, technical, and/or financial goals. Support and respond, in an effective and timely manner, on RFI / RFPs. Support and setup tradeshow demos. Partner with Sales to develop requirements documents, presentations, proposals, and ROI models, and coordinate with a team of support specialists, consultants, or project managers to execute sales objectives or to ensure that all pre-sales customer requirements are documented and transitioned. Expert knowledge of Telogis products to develop and present unique solutions, and maintain knowledge of emerging trends in technology and online advertising. Work closely with Product Managers and Engineering by providing feedback from information gathered during pre-sales projects.

Responsible for development and execution of strategic wireless programs and applications to targeted major account customers in NC, SC, and GA. Introduce and incorporate CDMA/EVDO wireless data solutions strategies in a highly competitive business wireless marketplace. Drive revenue with consultative selling to decision-makers through strategy, product demonstration and problem/cause/solution benefit analysis. Maintain active device for each wireless product supported; capable of demonstrating BlackBerry, PC-Cards, and Windows Mobile devices to customers and colleagues.

Plan, organize, develop, and execute strategic and tactical programs to target and develop major account customers in a 10-state region by introducing, incorporating and overlaying a GSM/GPRS/EDGE wireless data solutions strategy in a highly competitive marketplace. Drive revenue with consultative selling to decision-makers through strategy, product demonstration and benefits analysis. Maintain active device for each wireless product supported; capable of demonstrating BlackBerry, GoodLink or PC-Cards to customers and colleagues. Directly responsible for customer satisfaction, retention, and growth

Personally accountable for sales activities, initiatives, and support to Cingular Wireless in the Washington/Baltimore and Philadelphia region. Coordinate regional initiatives with senior level customer executives to achieve efficient and timely service deployments and network operations. Engage carrier engineering personnel to promote awareness and stimulate demand for Lucent-based TDMA solutions.• 2000 Actual Revenue: 117% of Objective; Achiever’s Club – 2000, 2001Matrix manage with Product Management, Marketing, Customer Service, and Technical Support departments to ensure total customer satisfaction. Manage personal capital and expense budget to support customer needs and personal efficiency.