Wayne Cluff's Location
Greater Philadelphia, United States, United States
Wayne Cluff's Contact Details
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About Wayne Cluff
Wayne Cluff is a Senior Enterprise Account Executive at inriver. He possess expertise in saas, cloud computing, enterprise software, solution selling, business intelligence and 26 more skills. Colleagues describe him as "I managed Wayne at NetSuite from 2015-2016. Wayne was an Enterprise Sales Exec. Managing a client relationship, sales cycle and incubating complex sales strategies with customers was Wayne's sweet spot. Wayne is a consummate professional and doesn't need day to day micromanagement. He prioritizes his activities for maximum results. One of the top guys I have had the privilege to manage in my career! I would be honored to work with him again.", "Wayne quickly became an integral part of our client facing sales and delivery teams. Besides growing our topline, he helped us better manage our clients needs as they pertained to software functionality and the product development lifecycle. Wayne showed at all times the natural ability to build interpersonal relations with others including clients, vendors and development teams.", and "Wayne created value for ESI by transitioning our sales and marketing operations to state that can sustain hyper-growth. He led us to win new marquee accounts and multi-year contracts. He leads by example and has made a lasting indelible impression on our executive team, clients, partners and employees. Look no further if your team is in search of an experienced leader, particularly if your need is a self-starter that will increase top line performance."
Wayne Cluff Work Experience Details
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Senior Enterprise Account DirectorInriver Aug 2023 - PresentMalmö, SeInriver powers the entire product journey at every touchpoint. The composable Inriver PIM solution, with built-in AI, digital shelf analytics and integration capabilities, connects to any digital ecosystem with the flexibility to help B2B and B2C enterprises meet growing demands on product data through the entire product cycle. Inriver helps over 1,600 brands, manufacturers, and retailers turn product information into strategic assets, maximizing profitability at every touchpoint. I am responsible for Strategic NA Accounts portfolio performance and overall business relationships and strategic direction. Point of contact for executive leadership and key stakeholders. Drive PIM industry vision with clients and identify client growth and retention opportunities.Overachieved Quota, developed and executed a strategic sales plan for introducing AI-driven product solutions to key accounts, resulting in a 22% increase in ARR and strengthening stickiness and client relationships. -
Senior Enterprise Account ExecutiveQuantum Metric Oct 2021 - Jul 2023Colorado Springs, Co, UsQuantum's SaaS platform is the digital experience analytics category leader helping brands monitor, diagnose, and optimize the entire customer digital journey at scale. Increase Conversion/Revenue, Improve Digital Experience, Improve Operational Efficiency, and Build more Customer-Centric Cultures. I helped business leaders build better digital products through a customer-centric and quantified approach to the digital experience. I was responsible for winning new strategic accounts while enhancing the value of Quantum for my Tier 1 customer portfolio. My accounts and clients spanned Retail, Travel and Leisure, Distribution, Healthcare and Manufacturing. -
Senior Enterprise Account ExecutiveStibo Systems Dec 2016 - Oct 2021Højbjerg, DkI led the acquisition and management of select Enterprise/ Strategic Accounts. My clients included multiple Fortune 100 accounts, including the largest global CPG, Retail, Distribution and Financial Services brands including P&G, Pepsico, Ross Stores, Wegmans, AHOLD-Delhaize, Sysco Foods, TIAA and Mars. Helping enterprises master their business processes and the data assets that are fundamental to managing through the Digital Transformation, enabling them to meet and exceed their customers’ needs with every interaction across channels, brands, lines of business, geographies and data domains. Our partnering approach enables our customers to • Improve responsiveness, adherence to corporate processes and consistency of responses• Deepen customer relationships• Drive revenues• Reduce costs• Compete more effectively• Meet and exceed strategic as well as tactical goalsStibo Systems provides global organizations with the leading Cloud multi-domain master datamanagement (MDM) solution, which makes it easier for our clients to manage enterprise intelligence on a global scale, improve sales, and quickly adjust to changes in business requirements. The STEP technology is a flexible, uniform MDM solution from Stibo Systems, that provides a single trusted source of information for the entire enterprise.Specialties includeMDM, PIM, Master Data Management, Product Information Management, Product Lifecycle Management, Customer Data Management, Content Management, Enterprise Publishing, Merchandising, Multichannel, Information Supply Chain, Supplier Integration, Data Quality, Data Governance, Business Process Enablement and Orchestration, Catalog Publishing, Data Synchronization, PCM, DAM -
Global Enterprise Account Executive | North AmericaNetsuite (Oracle) Nov 2011 - Dec 2016Austin, Tx, Us1st AE hired to NetSuite's Global Enterprise Account Team (employee ~1,300) , and the last to transition out (Oracle acquisition - ~employee 7,000). As the #1, #2 or #3 top performer every year during my tenure, I landed a number highest profile, "first ever" big logo wins, in nearly every vertical industry that Global Enterprise pursued. Growing this SaaS ERP leader up market was an amazing journey.¨ Landed first and subsequently largest Retail logos (TJX, Williams-Sonoma) (core ERP and Omni-Channel Commerce Solutions; International Expansion)¨ Closed company largest Media (NBC), Financial Services (PVH), Life Sciences/CPG (J&J) and Professional Services (SAIC) Logos¨ World-Wide Total Revenue Leader (2013), $7.9mm (multiple deals), top TCV ($11mm)¨ Over achieved quota 2012-2014, achieving Club and Club Evil; #1, #2 or #3 every year¨ During upper management transitions (2014-2015), served as “Player-Coach” for new reps in East and Central while carrying prorated individual quota -
Vice President Strategic AlliancesEnterprise Solutions, Inc. Jun 2009 - Sep 2011Falls Church, Va, Us►►► CEO was a former customer back in the day- honored to return the favor and help him ramp his business. Boosted "street cred" re: Government Contracting and Sharepoint. ◄◄◄• Sold $3.5mm+, multi-year consulting contract to one of the largest global supply chain organizations (GSA)• Managed win of 8(a) Stars II Government Wide Acquisition Contract, resulting in a five (5) year extension of company’s authorization to sell services in 5 NAICS categories; contract projected value $5million+/year• Sold FAA eFast contract vehicle which put ESI on the short list of preferred agency IT providers for 2011-2016; Contract projected value $1.5mm/$2mm/$3.5mm/$4.5mm/$6mm respectively• Rebranded company (website/collateral) which reduced sales cycle and drove major wins for two new offerings (Interactive Media, Training) -
Managing ConsultantErainmakers, Llc (Software/It Services Sales Advisory Firm) Jul 2008 - Jun 2009►►►This is my company- hey, sometimes you have to consult while waiting to get to the next great thing! ◄◄◄ Delivers energy, insight, expertise and acumen essential to executives achieving results in revenue growth and improved company positioning. Successfully leads re-branding and marketing programs and manages select sales, RFP and proposal responses and new market initiatives.For established government contractor of IT services: rebranded company; managed response for multi-year government wide acquisition contract RFPs (FAA (won), 8(a) Stars II (won) and the National Institute of Health (pending)); recruited and managed talent to support new contracts.For early-stage online interactive media company serving the sports industry: performed market analysis, led efforts to launch beachhead service offerings, and led corporate branding and marketing initiatives. Resulting offering includes internet media and broadcasting solutions.For go-to-market provider of communication solutions for the managed healthcare industry: repositioned company message and company sales presentations resulting in an increase in high impact sales; organized sales efforts and directly supported new account and channel sales.
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President | Sales, Marketing And Business DevelopmentVoiceverified, Inc. Nov 2004 - Jul 2008►►► A whole new way to authenicate "consumer not present" transactions. Broke into financial services, telcos, etc.- any business with substantional call center operations.◄◄◄• Solved primary sales obstacle though invention of delivery of voice biometrics via SaaS service (USPTO # 7,340,042) thus eliminating Fortune 100 objections to biometrics as a new category for consumer security• Managed relationship with industry analysts; resulted in company’s favorable placement in Gartner’s Magic Quadrant; Company became THE thought leader; allowed this Start-Up to compete against global brands• Led sales to Boards and CXOs of top five (5) Banks, top three (3) Wireless Telecoms and top ten (10) Health Insurers• Sold first Financial Services account, creating a beachhead for sales to call centers for banks, credit card issuers, brokerages and insurance companies; resulting press became critical to subsequent sales• Sold first in US online voice authentication account which became the largest recurring revenue account• Led sale of company stock to Angels, Super-Angels and VCs, resulting in $12,000,000+ in financing• Nearly sold solution to MAJOR strategic account- instead, the prospect acquired the company!
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Vp | Software Account Development ExecutiveIntercede Dec 2003 - Nov 2004►►►Got this startup off the ground- still a shareholder, and I love web-based point solutions to fire-burner problems.◄◄◄• Developed 4 distribution and/or cross marketing partnerships, including 4 Divisions of the Marsh & McLennan Companies- tranlated into key early stage sales. • Managed Usery Center partnership via relationship with the former Secretary of Labor, Bill Usery- all the validation required for best practices for conflict resolution between employers and employees
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Vice President | Strategic Account ExectiveInfomc (Leading Provider Of Managed Health Care Software- Payor Solutions) May 2002 - Dec 2003West Conshohocken, Pa, Us►►► Company was at inflect point and CEO needed some change agents to push through. Picked up "street cred" with managed health care solutions (payor solutions) ◄◄◄ Reporting to the CEO of established Managed Behavioral Health Care Platform Provider, contributions included:• Aligned service delivery functions with the sales process; resulted in improved customer satisfaction, contract performance and a 50% increase in sales to existing accounts• Led product management function through three (3) major and nine (9) incremental releases; each release added client driven functionality, improved quality and attainment of contract payment milestones • Managed largest account (Ceridian) through the first sale ($2mm) and implementation of company's web-based platform• Created and managed joint venture CalSys and sold ($1.5mm) of JV solution to Sacramento County DHS; resulted in reference point that drove new sales for California compliant solutions -
Evp | Strategic AccountsBalrae Associates, Inc. (Largest Var Of Lawson Software [Erp] And Hyperion [Bi]) Nov 1997 - Feb 2001►►►Co-Founders and I were a match made in heaven- complete alignment to build a company that would be highly valued in the nexus of a perfect storm. As a team, we knocked the ball out of the park! Discovered a knack for packaging and positing ERP products in company net-new verticals.◄◄◄• Created new vertical market initiatives for Health Care, Energy and Professional Services resulting in $10million in new account sales; resulted in exclusive leads from Lawson in assigned territories• Numerous $500k+ competitive license wins against SAP, Oracle and PeopleSoft; $500k+ service wins against Big 4 firms• Personally closed 50%+ of ALL sales, supporting companies 1000% growth during three (3) year tenure; grew revenues from $1.5mm to $15mm+ • Closed company’s largest sale ($2.5mm+) in advance of sale of company, resulting in exceptional 2x multiple on exit; contributed to every aspect sale of company, including recruitment of one of two suitors to make offer
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Managing Director- National Erp PracticeGe Capital Consulting Aug 1993 - Nov 1997Boston, Ma, Us►►► What a wild ride, cannot thank the CEO of Comstor (acquired by GE) for giving me the opportunity to prove that I was ready for big league sales and business development. Picked up P&L, M&A, and consulting operations experience, and our ISV's loved association with our brand.◄◄◄ • Launched division to capitalize on GE brand to capture ERP and BI solution sales throughout national footprint; Led division to numerous 1st place sales achievement awards by ISVs• Managed division growth ($0-$9mm) and P&L (highest % EBITDA contributor); other KPI growth stats: 2 to 100 accounts, 2 to 65 employees• Acquired and merged companies resulting in new marque accounts, revenue, ISV relationships, geographies and talent• Developed Business Intelligence and Financial Systems Reporting practice as internal service (40 subsidiaries, $1.5mm/year intra-company), subsequently launched service offering to customer base -
Director, Accounting Software SolutionsSwart, Lalande & Associates, P.C. (Regional Accounting And Consulting Firm) Aug 1989 - Jan 1991►►►Managing Partner liked my idea to launch a software practice and sell through firms client base. Fantastic progression for me. I returned the favor, firm has done my tax returns ever since!◄◄◄• Launched SBT Accounting Software practice and sold the solution to 10 accounts while providing up and new account sales for firm’s core accounting services• Managed sub-contractors for custom application development and hardware solutions (on time, on budget)
Wayne Cluff Skills
Saas
Cloud Computing
Enterprise Software
Solution Selling
Business Intelligence
Business Development
Professional Services
Product Management
Start Ups
Management
Sales Process
Software As A Service
Erp
Leadership
Business Process Improvement
Sales
Go To Market Strategy
Marketing
E Commerce
Customer Relationship Management
Customer Acquisition
Process Improvement
Market Analysis
Strategy
Crm
Enterprise Resource Planning
Demand Generation
Entrepreneurship
Lead Generation
Salesforce.com
Security
Wayne Cluff Education Details
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Virginia Commonwealth University (Vcu)Accounting And Information Systems
Frequently Asked Questions about Wayne Cluff
What company does Wayne Cluff work for?
Wayne Cluff works for Inriver
What is Wayne Cluff's role at the current company?
Wayne Cluff's current role is Senior Enterprise Account Executive.
What is Wayne Cluff's email address?
Wayne Cluff's email address is wa****@****ems.com
What is Wayne Cluff's direct phone number?
Wayne Cluff's direct phone number is +121588*****
What schools did Wayne Cluff attend?
Wayne Cluff attended Virginia Commonwealth University (Vcu).
What skills is Wayne Cluff known for?
Wayne Cluff has skills like Saas, Cloud Computing, Enterprise Software, Solution Selling, Business Intelligence, Business Development, Professional Services, Product Management, Start Ups, Management, Sales Process, Software As A Service.
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