Chris Fowler
El Dorado Hills,CA
Summary
Position within a highly charged, explosive software organization where my leadership experience, competitive drive and professional network can lead to revenue growth.
Overview
23
23
years of professional experience
Work History
Area Vice President, West
Qualtrics
03.2021 - Current
- Run Western Region US Enterprise sales for this Provo-based Experience Management company with a focus on High-Tech, Retail & Insurance
- Manage 9 AE’s, 1 Sales Manager across Enterprise West closing FY ’22 at 15.5M, 110% of plan including strategic wins at Google, Nike, Starbucks, Expedia & Farmers representing 50% yoy growth
- Hosted regional network and virtual events on quarterly basis to develop client relationships and build pipeline
- Operate MEDDIC Selling methodology and drive forecast accuracy in Clari across sales organization
- Built regional account mapping to optimize coverage and team performance
Regional Vice President, West
Xactly Corp.
10.2019 - 03.2021
- Run Western Region US sales and LATAM for this San Jose-based Sales Performance Management company
- Manage 7 AE’s, 2 ECAM’s across Mid-Enterprise West and LATAM regions, closing FY ’20 at 117% of plan with strategic wins at Cox, Baker Hughes, Zebra and Avianca Airlines representing 40% yoy growth
- Developed strong network across partner ecosystem within key ISV’s and SI’s to drive pipeline and meet/exceed revenue objectives
- Drive Vista Value Selling methodology across Xactly Enterprise field organization.
- Strengthened internal/external team collaboration to drive business to closure
Vice President, North America
MPP Global, Inc.
03.2018 - 10.2019
- Responsible for running North American field operations for this NYC-based media monetization company
- Resident recurring revenue veteran, training 2 AE’s to support Retail, Online Media & Entertainment verticals and educate field
- Implemented GTM strategy to drive immediate pipeline, build partner ecosystem and evangelize NORAM presence
- Leveraged professional network to forecast 2X annual plan in first 45 days and meet FY’19 revenue objectives
- Develop partner relationships with OVP partners to drive end-to-end OTT projects across the TV & Sport markets.
Vice President of Sales, West
Vindicia, Inc.
03.2014 - 03.2018
- Responsible for running field operations in the West for this B2C subscription management provider
- Staffed and trained 2 Field AE’s and 1 SDR to augment team of 6 and drive revenue growth achieving 150% of plan in first 18 months in the role
- 2014(127%), 2015(170%), 2016(122%) Regional VP of the Year
- Hosted strategic networking events to drive net new opportunities, build partner ecosystem and evangelize OTT market segment
- Developed Sales Plan, including compensation structure and new customer acquisition strategy
- Responsible for driving strategic wins at Intuit, LifeLock, PeopleConnect, DirecTV, Zillow, Ancestry, D&B, Legalzoom, Lionsgate, ICE, eHarmony, Ipsy and United Online
Vice President of Sales, West
GoTransverse, LLC.
11.2011 - 03.2014
- Responsible for establishing a West Coast presence for this Austin, TX SaaS activity-based billing provider
- Top revenue producer across sales organization while staffing and training 2 Field AE’s and 1 Inside Rep to support SF Bay Area and PacNW territories
- Responsible for closing such strategic wins as Avanquest, IAS, Edgecast, ThreatMetrix, Aspen Heights and Symform under a recurring revenue share model
- Developed Sales Plan, including compensation structure and new customer acquisition strategy.
Director of Sales, West
Aria Systems, Inc.
04.2008 - 11.2011
- Responsible for opening a Bay Area office and establishing a West Coast presence for this Media, PA-based SaaS Billing & CLM company
- Top revenue producer across sales organization while staffing and training 2 AE’s and 1 SE for the SaaS/Media/Telco verticals
- Responsible for closing such strategic wins as Xerox, Intuit, Seagate, Filemaker, Experian, Rightscale and Roku under a recurring revenue share model
- Mentor and evangelist of newly implemented CCS sales methodology.
Senior Director, Western Region Sales
Cast Iron Systems, Inc.
08.2006 - 04.2008
- Responsible for executing a high-velocity Mid-Enterprise field sales model with an appliance-based approach to data integration
- Achieved “Sales Director of the Quarter” Honors and equity award three consecutive quarters: Q4 ’06, Q1 ’07 and Q2 ’07 and 113% of plan
- Increased Cast Iron’s installed base by 102% ending FY2007 and drove $7.5MM in Total Contract Value
- Developed SaaS partner ecosystem to expand footprint and accelerate project-based sales execution model
- Hired, trained and mentored 4 new Account Executives and groomed 1 existing AE into the top unit/revenue producer for the organization.
Vice President, Mid-Enterprise Sales
Ketera Technologies, Inc.
12.2005 - 08.2006
- Responsible for building a high-velocity Mid-Enterprise sales organization for Ketera’s Hosted Spend Management solutions
- Created and developed sales process, lead management tools, key performance indicators, territory mapping and forecasting methodologies in the first 15 days
- Hired, trained and mentored 5 Account Executives and 1 Sales Engineer inside 30 days under extreme time-to-market conditions
- Customized Netsuite Order Management, created Mid-Enterprise product pricing/SKU’s and proposal templates
- Team generated an Opportunity/day in first 90 days
- Achieved 150% new customer acquisition from Q1 to Q2 2006.
Senior Manager, SMB Sales (National/East/West)
Netsuite, Inc.
07.2001 - 12.2005
- Managed 2002, 2003 and 2004 top revenue-producing team across rapidly growing sales organization
- 1M to $40M in exponential revenue growth
- Responsible for producing/managing Rookie of the Year, Top SMB Rep of the Year, Worldwide Rep of the Year and SE of the Year 2003/2004
- Consistently met/exceeded aggressive sales quotas in dynamically changing environment (101%, 103% and 121% FY’02, 03 and 04)
- First Sales Manager and key player in the development of Netsuite’s sales infrastructure and Opportunity Management
- Hired, trained and retained Netsuite’s most successful sales team under explosive growth and a dynamically changing environment.
Education
Bachelor of Science - Industrial Technology
California Polytechnic State University-San Luis Obispo
San Luis Obispo, CASkills
- 20-year track record of consistently exceeding sales goals and objectives in sales leadership
- Recognized as a top performer and leader within multiple organizations in Enterprise, Mid-Market and SMB SaaS
- Developed, mentored and retained high-performing sales talent
- Key player in generating exponential revenue growth within early stage start-up to mature selling environments
- Champion of driving sales process, methodology & execution with rigor
Hobbies and Interests
- Coach Baseball
- Golf
- DIY Projects
Timeline
Area Vice President, West
Qualtrics
03.2021 - Current
Regional Vice President, West
Xactly Corp.
10.2019 - 03.2021
Vice President, North America
MPP Global, Inc.
03.2018 - 10.2019
Vice President of Sales, West
Vindicia, Inc.
03.2014 - 03.2018
Vice President of Sales, West
GoTransverse, LLC.
11.2011 - 03.2014
Director of Sales, West
Aria Systems, Inc.
04.2008 - 11.2011
Senior Director, Western Region Sales
Cast Iron Systems, Inc.
08.2006 - 04.2008
Vice President, Mid-Enterprise Sales
Ketera Technologies, Inc.
12.2005 - 08.2006
Senior Manager, SMB Sales (National/East/West)
Netsuite, Inc.
07.2001 - 12.2005
Bachelor of Science - Industrial Technology
California Polytechnic State University-San Luis Obispo