Master of Business Administration (M.B.A.) @
University of Maryland - Robert H. Smith School of Business
VP of Sales @ 9Lenses is a venture backed enterprise SaaS platform for gathering Organizational Intelligence (human insights). The software helps leaders at Fortune 500 and consulting firms make faster and more focused decisions to their complex challenges by rapidly gathering and structuring stakeholder insights. From October 2013 to Present (2 years 3 months) VP Sales &
VP of Sales @ 9Lenses is a venture backed enterprise SaaS platform for gathering Organizational Intelligence (human insights). The software helps leaders at Fortune 500 and consulting firms make faster and more focused decisions to their complex challenges by rapidly gathering and structuring stakeholder insights. From October 2013 to Present (2 years 3 months) VP Sales & Marketing @ First sales hire after company was spun out from parent company under new ownership and leadership.
-Built pipeline from $0-$18M.
-Acquired 15 new customers in less than 4 years when previous team acquired 5 new customers in preceding 6 years.
-Closed 9 sole source contracts from new clients, avoiding the costly and competitive government RFP process.
-Served as account manager for all customers that I closed -- 100% retention rate.
Redesigned sales process to educate prospective clients about their challenges, then design solutions to deliver value, and position products to justify premium prices.
-Developed sales tool that shortens the sales cycle by educating customers on their status quo, quantifying associated costs with the status quo, and showing ROI.
-Designed and maintained sales pipeline and forecasting reports that are used to manage the sales team, forecast financials, and update the Board of Directors. From October 2009 to October 2013 (4 years 1 month) Manager of Business Development @ Lead business development efforts, which include growing revenue from the sale of partner products into Everest’s base of customers.
My responsibilities include:
-Identifying products and services that have strong demand within the customer base
-Developing pro-form financial models to quantify opportunity and profitability
-Evaluating potential partners against defined criterion
-Negotiating the deal terms
-Creating sales materials and training sales
-Rolling out to customer base (emails, webinars, etc.)
-Manage on-going partner relationship
Some of the partnerships I've developed include Paypal, Intel, Foxfire Software, New Worlds Apps, and Payment Processing Inc. (PPI).
Other projects I worked on include
-Evaluated 6 acquisition opportunities to date
-Develop financial models for CEO & CFO From June 2008 to November 2009 (1 year 6 months) Venture Capital Intern @ -Met with the CEO of startup companies in various industries in order to identify new investment opportunities.
-Supported the firm's general partners in the due diligence and deal evaluation processes.
-Developed investment thesis for the mobile and gaming industries.
-Worked with the CEO of a portfolio company to identify and source acquisition opportunities in the e-commerce platform market. From February 2007 to October 2007 (9 months) Consultant @ Media and technology consultant in Accenture's Media and Entertainment Group. Designed and developed information technology solutions for broadcast and media clients. From May 2001 to June 2006 (5 years 2 months)
Bachelor’s Degree, Integrated Science & Technology / Computer Science @ James Madison UniversityMaster of Business Administration (M.B.A.), Finance, Growing Early Stage Companies @ University of Maryland - Robert H. Smith School of Business Tom Hessen is skilled in: Venture Capital, Marketing Strategy, Partnerships, Business Modeling, Market Analysis, Leadership, Value Propositions, Modeling, Start-ups, Product Management, SaaS, Entrepreneurship, Business Strategy, Business Development, Strategic Planning
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