Ben J. Abbey

Led a strategic business transformation to refocus matrix-managed teams on Professional Services sales and consultative selling, creating a customer-centric approach that delivered measurable improvements in deal quality and pipeline efficiency. Designed and implemented an enhanced sales process alongside strategic go-to-market assets, positioning the organization for scalable growth. Leveraged innovative tools, including generative AI and note-taking apps, to empower sales teams with smarter workflows and deeper account penetration strategies. Fostered cross-functional collaboration to secure major wins and maximize Share of Wallet through follow-on work. Established a results-driven culture with regular coaching, deep-dive inspections, and interdepartmental alignment between Sales and Delivery teams, enabling operational synergy and success in large-scale deal pursuits. Attended all regional forecasts to inspect alongside the regional leaders, providing feedback and calling out risks to timelines or process. Spent time with sales reps in the field and on calls to provide senior level presence and ensure success in sales pursuits. Spent time with sales reps in the field and on calls, and attended all regional forecasts to inspect, challenge, and remove blockers.

• Designed and implemented SADA’s Professional Services-first sales approach, achieving a 2x YoY increase in close rates.
• Introduced SADA’s first sales qualification methodology, driving MEDDPICC adoption and coaching leaders and sellers, reducing unqualified pipeline by 66%.
• Orchestrated a revitalization strategy to enhance people, processes, and collaboration with Delivery, Account Principal, and Project Management executives, improving execution and problem solving.
• Created a specialized team for high-potential accounts, resulting in 83% of targeted clients signing follow-on work and significantly increasing retention and revenue.
• Stabilized forecasting accuracy, consistently meeting forecasts in Q3 and Q4 2024.
• Championed a culture of recognition and reward, fostering cross-functional visibility and incentivizing excellence across the organization.
• Instilled a customer-centric, preparation-driven account penetration strategy that secured dozens of new accounts.
• Drove adoption of cutting-edge tools, including generative AI solutions, to optimize sales workflows, boost productivity, and enhance selling effectiveness. Broke into 10+ major accounts with this approach in partnership with Google.
• Attended all regional forecasts to inspect alongside regional leaders, providing actionable feedback and identifying risks to timelines or processes.
• Spent time with sales reps in the field and on calls, offering senior-level presence to build confidence and ensure success in critical sales pursuits.

Spearheaded the regional expansion of SADA’s professional services and resale operations in Canada, positioning the company as Canada’s #1 Google Cloud reseller by transaction volume. Exceeded professional services targets in 2023 by demonstrating value through the successful delivery of complex cloud projects. Collaborated with internal teams and Google stakeholders to align efforts with cloud initiatives, maximizing impact and driving exceptional outcomes. Strengthened SADA’s leadership in the Canadian market by engaging with the majority of Google Cloud’s largest accounts and fostering enduring partnerships. Established a results-driven, “all-in” culture that empowered the sales team to surpass performance targets and accelerate Google Cloud adoption across the region.

• Optimized commercial constructs and drove substantial growth in professional services and resale operations by leveraging resale margins for services and funding Phase 0 discovery projects when Phase 1 was signed within 30 days.
• Partnered with Google’s field sales and Cloud Consulting teams to align strategies, driving increased Google Cloud adoption across Canada and solidifying SADA’s leadership position.
• Achieved remarkable YoY growth in professional services revenue and resale volume, culminating in 2023 targets being exceeded and representing a 50x increase in revenue since 2019.
• Secured six- and seven-figure deals with 2 of Google’s top 3 Canadian accounts and achieved penetration into 9 of 10 top accounts overall.
• Empowered sales teams to surpass goals and drive Google Cloud consumption, reinforcing SADA’s value as a trusted and indispensable partner.

Pioneered SADA’s entry and rapid expansion across Canada as employee #2, representing the company on the ground while reporting into California. Built a robust partnership with Google, demonstrating the value of a reseller and executing on dozens of cloud commitments. Achieved swift market penetration by securing cross-sell and up-sell opportunities across Google Cloud’s ecosystem and establishing a foundation for sustainable growth and market leadership in Canada.

• Scaled operations from the ground up to a team of over 150 within two years.
• Secured eight cloud spend commitments within the first six months.
• Referred a dozen technical resources to SADA, many of whom now hold senior management positions.
• Closed SADA’s first professional services engagements in Canada, setting the stage for ongoing success in the region.