Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
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James Ward

Summary

A technology sales leader with 21 years of experience in sales management, client-facing, channel, and global sales operations roles. Effective at building winning sales cultures, new business development, and team building. Known for delivering above plan results via effective coaching and operational excellence.

Overview

15
15
years of professional experience

Work History

Regional Sales Director

Dynatrace
07.2022 - Current
    • Top Sales Region (1/38) for North America in 2022 achieving 138% of fiscal plan.
    • Developed and executed territory and account plans for consistent growth in revenue and profitability.
    • Led a high-performing sales team, providing coaching and mentoring to achieve ambitious targets.
    • Collaborated with cross functional stake holders in channel, marketing, legal, finance, sales operations and enablement to tailor key requirements and needs of the field team.

Sales Director

BeyondTrust
03.2020 - 06.2022
    • BeyondTrust WW Sales Region of the Year, 2021
    • Managed sales team to increase revenue 45% YoY
    • Collaborated with internal marketing, sales development, channel, finance, legal, product and operations teams to remove barriers to success
    • Forecasted sales weekly, monthly, quarterly and set successful policies to achieve sales objectives and related metrics.
    • Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.

Director, Commercial Sales

NetApp
10.2019 - 03.2020
  • Developed strategic initiatives based upon company objectives aimed at accelerating growth.
  • Hired and directed teams to achieve weekly and quarterly sales goals.
  • Motivated team members through daily coaching sessions and deal review meetings

Sales Director, Regional Accounts

BlueCat Networks
04.2016 - 10.2019
  • Recruited, hired, trained, and coached a team of 16 inside sales representatives in two offices (Toronto/Dallas) to address the Americas midmarket
  • Grew revenue 20% YoY FY2017
  • Grew revenue 200% 1H FY18 vs 1H 2017
  • Developed go-to-market strategy, overhauled sales process, and designed new internal cadence coupled with enhanced outbound communication.

Senior Manager, Sales

Citrix
04.2015 - 04.2016
  • The Senior Manager of Sales is responsible for the performance of 11 sales professionals and 1 sales manager covering three distinct sales markets in Canada
  • Maintained culture of accountability via weekly cadence and “SMART” methodology with direct reports
  • Provided daily deal coaching on complex opportunities
  • Cultivated a multitude of executive relationships with customers throughout Canada

Field Sales Manager

Citrix
09.2014 - 04.2015
  • Drove 68% product growth and 33% services growth YoY in 2014
  • Identified customer based initiatives for Citrix virtualization, networking, mobility and cloud solutions through all levels of customer engagement (C level, Director, LOB's, Admin)
  • Prospects for new business via direct customer engagement, working with Citrix channel partners to increase product knowledge and efficiencies.

Senior Manager, WW Sales Enablement

Citrix
04.2013 - 09.2014
  • Reporting to the Senior Director of WW Sales Strategy, the role encompassed three key imperatives: developing a WW sales enablement platform, planning and executing WW Sales Summit events to overview key selling imperatives, strategic messaging and competitive intelligence, architecting an annual sales training curriculum for WW sellers focused on key product messaging, solution overviews and customer conversations

Channel Manager, Canada

Citrix
09.2009 - 04.2013
  • Reporting to the Area Vice President for Canada, the National Channel Manager is tasked with creating and executing against mutually agreed upon business plans with strategic solution advisors.
  • Coordinated sales activities with partners and resellers to identify and close new business.

Education

Bachelor of Arts - Political Science

Western University
London, ON

Skills

    • Leadership
    • Deal Strategy
    • Solution Selling
    • Territory Planning
    • Enablement
    • Forecasting
      • Problem Solving
      • Presentations and Public Speaking
      • Closing Techniques
      • Salesforcecom
      • Strategic Alliances
      • Sales Pipeline Management

Accomplishments

  • Dynatrace Sales Region of the Year, North America, 2022
  • BeyondTrust Presidents Club, 2021
  • BlueCat Presidents Club, 2017
  • Citrix Services Dept. MVP Award, 2013
  • Q2 Americas Channel Manager of the Quarter, 2012
  • Citrix 100% Club, 2010
  • Lenovo Presidents Club, 2006 & 2009
  • Huntsman Leadership Institute, Facilitator, 2009 – Present

Timeline

Regional Sales Director

Dynatrace
07.2022 - Current

Sales Director

BeyondTrust
03.2020 - 06.2022

Director, Commercial Sales

NetApp
10.2019 - 03.2020

Sales Director, Regional Accounts

BlueCat Networks
04.2016 - 10.2019

Senior Manager, Sales

Citrix
04.2015 - 04.2016

Field Sales Manager

Citrix
09.2014 - 04.2015

Senior Manager, WW Sales Enablement

Citrix
04.2013 - 09.2014

Channel Manager, Canada

Citrix
09.2009 - 04.2013

Bachelor of Arts - Political Science

Western University

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James Ward