Janet Sutton
North Vancouver
Summary
A highly engaged team player with a strong customer focus and the motivation to deliver exceptional sales and customer service results and metrics 15+ year proven track record of sales achievement and customer satisfaction. Recognized as a collaborative team player that brings high energy and enthusiasm to clients, peers and vendors/multi-channel relationships. Consistently achieves sales targets and pursues customers’ likelihood to recommend by utilizing consultative selling and relating ROI models to clients’ desired business outcomes. Strong expertise in complex solution sales including unified communications, network, software and hosted solutions. Proven ability to develop new business, build repeat business and establish long term client relationships at all levels in diverse industries. Driven and adaptable professional with talent for building relationships and fostering team collaboration. Possesses deep knowledge of market analysis and sales strategy development, coupled with strong communication and negotiation skills. Committed to driving revenue growth and expanding market presence through effective sales tactics and leadership.
Overview
25
25
years of professional experience
1
1
Certification
Work History
Regional Sales Manager, Strategic Accounts
Splunk
01.2018 - Current
- Responsible for developing territory, expanding existing customers and drove net new acquisition revenue in Splunk’s data management & security products
- Successfully grew territory in Los Angeles by executing prospecting strategy that resulted in achieving 150% of quote in first year
- Orchestrated complex deals by developing C level relationships
- President’s Club 2018, 2019, 2022, 2023
- Top Commercial Sales Awards, Big Deal Awards
Commercial Account Manager
Absolute Software
01.2016 - 01.2018
- Develop & acquire enterprise accounts
- Execute territory growth strategies to drive new revenue growth in Absolute’s IT security and Data Risk management SaaS solutions
- Developed territory plan and created funnel by up-selling and cross-selling applications suite and professional services to drive new revenue in new corporate accounts
- Exceeded 2017 annual target (167%) $1.5 million in annual contract value
- Recognized as the Top Commercial Representative for two consecutive quarters in 2017 and came in 2nd in the company for fiscal year 2017 and won President’s Club
Account Manager
Telus Communications
01.2014 - 01.2015
- Managed a $3.8 million portfolio of 50 clients and developed strong relationships achieving approximately 1 million of net new revenue growth in first 5 months in previously untapped territory
- Built $8 million annual funnel by executing strategic territory, account and call plans
- Led and drove the account strategy, collaborating with technical teams and created impactful communications solutions for clients
- Created territory plans, account plans, provided accurate and timely forecasts
- Engage the necessary resources from within the extended team and external stakeholder community to fully support the client needs
Sales Specialist, Unified Communications
Telus Communications
01.2011 - 01.2014
- Responsible for driving net new revenue of $5 million annually
- Developed and led the strategic solution direction for a diverse client base in collaboration with account managers
- Prime Solution Consultant for technologies focused on Unified Communications, hosted applications and security solutions
- Prospected, developed opportunities in the solutions portfolio that resulted in revenue growth in existing client base
- Successfully leveraged Premier Sales Organization/Target Account Planning skills ensuring successful sales methodology is applied to each account and sales opportunity
Acquisition Account Manager
MTS Allstream
01.2010 - 01.2011
- Successfully obtained net new mid-market accounts and met monthly sales targets
- Developed and executed strategic sales plans for top target accounts focusing on the unique business value for the potential client
- Cultivated and developed strong relationships with clients and internal stakeholders
- Demonstrated and presented various communication solutions to prospective clients resulting in net new revenue
Account Executive, Enterprise
Bell Canada
01.2008 - 01.2010
- Effectively developed untapped territory comprised of enterprise accounts
- Resulted in annual new revenue of estimated $2.9 million through enhanced innovative and strategic account planning
- Represented multiple suite of products
- Created, managed and executed account plans for enterprise customers
- Successfully built customer relationships and developed opportunities for VoIP, broadband and integrated communication services
- Analyzed and pursued new revenue opportunities for network, managed services, security & information communication solutions that addressed customer business challenges
- Cultivated strong relationships at the C level that resulted in increased sales
- Proposed, presented and closed sales utilizing a consultative sales approach
- Collaborated with technical specialists, engineering, marketing and vendor partners to ensure successful solution development and customer satisfaction
Applications Sales Specialist
Telus Communications
01.2000 - 01.2006
- Prime application consultant for enterprise customers involving integrated technological solutions
- Designed strategic account plans, delivered customer presentations to C-level executives
- Managed solution development effort amongst account managers, vendor partners & internal departments
- Negotiated sales contracts with customers, external vendors and internal departments, legal & finance
- Consistently exceeded sales targets and achieved net new revenue
- Member of Circle of Excellence
Education
Diploma of Marketing Management - Honours, Professional Sales
Diploma of Academic Studies -
Capilano University
Business Courses -
Skillsoft
Skills
- Complex Sales & Negotiation
- Training & Mentoring
- Strategic Planning
- Territory Growth
- Forecasting/Saleforcecom
- Business Development in SaaS solutions
- Customer Research
- Executive Presentations
- Account management
- Business development
- Relationship selling
Awards
- President’s Club, Splunk, 01/01/18
- Top Performer Award, President’s Club, Absolute Software, 01/01/17
- Recognized for participating in TELUS Improvement Days (Leadership Engagement), TELUS, 01/01/15
- 100 % Achievement Club, TELUS, 01/01/11
- L2R (Likelihood to Recommend) Ambassador for TELUS, TELUS, 01/01/13
Careerdevelopment
- Sales Training Courses - Premier Sales Organization (Sales Force Training, PSO – Solution Selling, PSO Foundational Selling, PSO – Advanced Strategic Selling, C-suite (2011-2015)
- Power Based Selling, Executive Storytelling, TAS (Target Account Selling) Financial Acumen training, Salesforce.com, Executive Course on Client Research
- Vendor Certifications & Training including Cisco, Avaya, Juniper, Aruba Unified Communications and Cloud Based/managed Services
Languages
English
Full Professional
Certification
- Sales Training - Force Management
Timeline
Regional Sales Manager, Strategic Accounts
Splunk
01.2018 - Current
Commercial Account Manager
Absolute Software
01.2016 - 01.2018
Account Manager
Telus Communications
01.2014 - 01.2015
Sales Specialist, Unified Communications
Telus Communications
01.2011 - 01.2014
Acquisition Account Manager
MTS Allstream
01.2010 - 01.2011
Account Executive, Enterprise
Bell Canada
01.2008 - 01.2010
Applications Sales Specialist
Telus Communications
01.2000 - 01.2006
Diploma of Marketing Management - Honours, Professional Sales
Diploma of Academic Studies -
Capilano University
Business Courses -
Skillsoft
- Sales Training - Force Management
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