Wayne Mathews Email & Phone Number

Minneapolis, Minnesota, United States

Austin, Texas, United States

• Launched SHI's new internal professional services offering to our public sector customer base. • Positioned a broad offering focusing upon Cloud Migration/Management, Microsoft Intune Deployments, Field Services, Datacenter Services, Network & Security Services, ServiceNow, and Network & Security Managed Services.• Team closed over $32 mil across 272 signed Statements of Work between January 2022 and June 2023. • Recruited, built, and managed a services sales team which has exceeded quotas by 23%• Created training collateral and provided regular services sales training for over two hundred public sector account executives and sales engineers.• Developed account plans and proposal presentations to land and expand in SHI's largest accounts.• Managed and coached to KPI's such as: number of customer meetings, CRM hygiene, pipeline build, and signed revenue targets.• Responsible for a weekly forecast which has been 92% accurate for Q1 and Q2 of 2023• Implemented marketing campaigns focused on driving professional services consumption.

Austin, Texas Metropolitan Area

• Grew the sales team from 7 to 22 reps and annual revenue from $14 to $31 million.• Created and launched SaaS Web Help Desk product which grew from $250K ARR to $4.5 mil over 5 years. Now have four sales reps and 2 SDR’s dedicated to selling the offering.• Developed and hired for a SDR (Sales Development Rep) program which netted over $4 million within the first year.• Helped lead Microsoft Dynamics CRM to NetSuite and built our sales section from the ground-up with our developer for robust data collection, sales rep accountability, marketing, and forecasting• Expanded our sales team into global markets adding offices in London, Sri Lanka, Malaysia, and Melbourne.• Co-developed products such as our value-add renewal program, 24/7 managed services, and Rapid Report Card, and ITOMplus which netted over $25 million in revenue over 3 years.• Launched EOS (Entrepreneurial Operating Systems) for our sales team which created accountability around goal setting/attainment and weekly sales metrics.• Produced annual company forecast and finished within 7% over/under each year.• Conducted weekly pipeline and forecast reviews, quarterly performance reviews, and our monthly company-wide town hall meeting.• Introduced bi-weekly technical and product demo training sessions for all sales staff.

Austin, Texas Metropolitan Area

• Promoted to Director of Global Sales within 2 years.• Generated opportunities through our install base and our partner, SolarWinds.• Hit 148% and 162% of quota during my two full years as an Account Executive• Provided product demos around Network & Application Monitoring platforms.• Reviewed client requirements for services engagements and developed the Scope of Work.• Brought in new logos including MLB, Valero, and State of Washington.

Austin, Texas Metropolitan Area

• SolarWinds 100% Club on the following years: 2009, 2011, 2012, 2013• Promoted to Channel Development Manager within 2 years and responsible for 1.5 million quarterly team quotas.• Lead weekly Salesforce pipeline reviews for managed sales representatives.• Conducted daily team forecast meetings with my director to ensure we are on target for weekly numbers.• Coordinate Salesforce pipeline mail campaigns specific to monthly goals and generate Salesforce reports daily to gage rep sales activity.• Managed partnerships with national resellers and coordinated daily with marketing/spiff- campaigns.• Provided on-site training for partners on sales and technical aspects of our tools.• Determine effective use of 50K per quarter marketing budget.• Created processes to measure revenue impact from partner marketing campaigns and met weekly with the marketing team to review the campaigns.

Austin, Texas Metropolitan Area

• Promoted to Channel Account Manger within 2 years and responsible for 650K quarterly quota.• Managed the customer facing technical demos of SolarWinds tools through Go-To-Meeting.• Supported the customer’s technical evaluation while moving the opportunity down funnel.• Coordinated with reseller partner to provide quotes to end user.• Identified regional resellers to develop strategic sales partnerships.• Developed and managed partner marketing campaigns geared toward specific customer segments.

Austin, Texas Metropolitan Area

• Responsible for 475K quarterly quota. Achieved 142% during 18 months in role.• Created technical demos to encourage customer software evaluation.• Positioned product solutions based upon customer network assessment.• Negotiated pricing with end users based on available budget and weekly sales goals.• Implemented Salesforce Management to build/maintain pipeline and accurately forecast to management.