SAM POWELL
San Diego
Summary
Results-driven Sales Executive with a proven track record in both New Logo Acquisition and Account Management within the Industrial and Engineering software sectors. Expert at navigating complex sales cycles and driving digital transformation through CAD design solutions and cloud-based engineering management platforms. Skilled in establishing a "Single Source of Truth" for engineering teams and positioning "Digital Twin" technology to optimize the design-to-manufacture lifecycle.
Overview
9
9
years of professional experience
Work History
Account Executive (New Logo Acquisition)
ALTIUM
06.2023 - Current
- New Market Penetration: Spearhead new business development within a defined territory, identifying and securing "greenfield" accounts by aligning Altium’s cloud-native platform with industrial engineering priorities.
- Outbound Pipeline Generation: Execute a high-activity prospecting strategy, leveraging ZoomInfo and LinkedIn Sales Navigator to build a 3x-to-quota pipeline from the ground up.
- Full-Cycle Sales Execution: Own the end-to-end hunter sales cycle—from initial cold contact and discovery through to technical demonstrations, commercial negotiations, and final close.
- Structured Technical Discovery: Conduct deep-dive discovery sessions to identify competitive displacement opportunities and manufacturing bottlenecks, positioning Altium as a superior replacement for legacy systems.
- Predictive Revenue Forecasting: Maintain rigorous CRM hygiene to provide leadership with high-accuracy forecasts on new-logo acquisition timelines and monthly/quarterly revenue milestones.
- Strategic Market Insights: Deliver real-time feedback to Marketing and Product teams regarding competitive landscapes and buyer friction points to optimize go-to-market messaging.
Client Executive
DASSAULT SYSTÈMES
04.2022 - 06.2023
- Digital Transformation Strategy: Defined and executed high-level client strategies through the Customer Value Roadmap (CVR), positioning the 3DEXPERIENCE platform to deliver tangible ROI for large-scale industrial manufacturing accounts.
- Executive Stakeholder Management: Built and maintained "Trusted Advisor" relationships with C-suite executives, navigating the political and organizational dynamics of capital-intensive industries.
- Value-Based Engagement: Led complex, multi-stakeholder sales cycles by aligning Brand Portfolio offerings (CATIA, ENOVIA, SIMULIA) to strategic enterprise priorities, focusing on Digital Twin and Digital Thread initiatives.
- Multi-Quarter Pipeline Management: Managed a robust pipeline with high-precision forecasting across 5 rolling quarters, ensuring consistent achievement of fiscal year commitments and regional growth targets.
- Complex Negotiations: Orchestrated commercial negotiations in coordination with Finance and Legal for high-value contracts, ensuring full compliance while maximizing deal value.
Account Manager (Expansion)
ALTIUM
03.2017 - 04.2022
- Net Retention & ARR Growth: Orchestrated account expansion strategies across a dedicated portfolio, consistently driving increased Annual Recurring Revenue (ARR) through strategic upselling and cross-selling.
- User Adoption & Seat Expansion: Identified and captured white-space opportunities within client engineering teams, successfully increasing user count by demonstrating the value of Altium’s collaborative platform.
- Consultative Account Planning: Applied a consultative sales approach to map customer workflows, aiding clients in establishing a "Single Source of Truth" for engineering data to streamline design systems.
- Multi-Channel Engagement: Executed a disciplined "8-touch" communication framework—leveraging case studies and marketing campaigns—to maintain high engagement with C-level executives.
- Top-Tier Performance: Consistently ranked among the top 10–20% of the sales organization for activity-driven results and revenue generation.
- Strategic Relationship Management: Cultivated long-term partnerships through consistent field visits and networking, ensuring Altium remained the primary vendor of choice.
Education
Bachelor of Arts - Communication Studies
University of North Carolina Wilmington
12.2007
Skills
- Sales Strategy: New Logo Acquisition, Strategic Account Expansion, Consultative Discovery, Value-Based Selling, Digital Twin & Single Source of Truth Positioning
- Sales Methodology: Opportunity Qualification (MEDDIC/BANT), Competitive Displacement, Executive-Level Stakeholder Mapping, and Value Engineering
Timeline
Account Executive (New Logo Acquisition)
ALTIUM
06.2023 - Current
Client Executive
DASSAULT SYSTÈMES
04.2022 - 06.2023
Account Manager (Expansion)
ALTIUM
03.2017 - 04.2022
Bachelor of Arts - Communication Studies
University of North Carolina Wilmington