Carl Larson Resume v1 ENTERPRISE SOFTWARE AND SERVICES SALES LEADER
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Carl Larson is an accomplished enterprise software sales leader with extensive experience in building and scaling high-performance sales teams, focused on new business development and customer experience. He has held significant leadership roles at Redbrick Sales Advisors and Oracle Corporation and is also an instructor at Loyola University. Larson is dedicated to transforming sales processes and enhancing customer loyalty through innovative strategies and insightful data analytics.
Carl Larson Resume v1 ENTERPRISE SOFTWARE AND SERVICES SALES LEADER
- 1. Carl Larson 2046 North Dayton Street Chicago, Illinois 60614 (312) 925-4232 larson.carl23@gmail.com https://www.linkedin.com/in/carlwlarson https://twitter.com/carlwlarson Enterprise Software Sales Leader | Marketing | Customer Experience | Go-to-Market Planning & Strategy New Business Development | Market Share Expansion | Sales Growth | Sales Process & KPI Improvement & Execution Presidents Club | Consistently Exceeds Quota | Value-Based Software Expert | Consultative Solution Sales Acumen #1 Sales Group & #1 Area VP | Sales Coach, Player & Mentor | Entrepreneurial C-Level Sales Executive PROFESSIONAL EXPERIENCE Redbrick Sales Advisors (RSA), Chicago,IL 2017-Present Enterprise Sales Leader | Sales Team Builder | Consultative Sales Execution | Sales Planning, Strategy & Process RSA helps firms quickly and effectively create and scale world-class, high-performance sales teams to increase sales- revenue-profit growth and market share while strengthening customer and brand loyalty. Results-oriented, hands-on sales and sales leader subject matter expert with deep-rooted skill: 1) Building and scaling high- performance direct and indirect sales organizations from scratch, 2) Transforming existing sales and marketing strategy, sales teams, and sales processes to significantly increase sales success, sales revenue, sales and business profit margins, sales market share, and individual and team sales success,3) Creating, improving, and optimizing a best in class customer experience that significantly grows repeat sales and customer loyalty while transforming customers into raving fans, 4) Building highly effective sales cultures that transform sales teams and organizations into consistently successful and continuously improving sales champions, 5) Designing, implementing, managing, and monitoring highly effective and successful sales metrics allowing organizations greater control with significantly enhanced and accurate insight into their sales qualification, sales process and sales performance at every phase of the sales cycle, 6) Identifying new markets and opportunities for increased success and sales of existing products, 7) Identifying new markets and opportunities for introducing new company, value-add products and services to increase overall sales while diversifying sales offerings. Architected and built an entrepreneurial sales organization from scratch including sales vision, go-to-market business plan and strategies, sales processes,procedures, and programs. Designed, implemented, and managed the go-to-market sales and marketing blueprint and action plan to radically grow sales and market share. Designed, implemented, and managed significantly improved sales vision and strategy, sales workflow and processes,sales campaigns, sales planning, training, and achievement programs that allowed clients to quickly and effectively exceed sales objectives. The Quinlan School ofBusiness, Loyola University, Chicago, IL 2016-Present Business School Instructor | Enterprise SaaS, PaaS, IaaS | Database | Big Data | Data Analytics | Cloud Computing MBA-educated enterprise sales leader with innate, professional experience: 1) Articulating how commercial organizations utilize business information technology to digitally transform, 2) Exhibiting a commitment to promoting academic excellence in all students and peers, 3) Exuding a positive, supportive, and motivating disposition with students, faculty, and staff, 4) Demonstrating outstanding written and verbal communication skills, 5) Assessing results and providing constructive, timely feedback. As a seasoned,enterprise technology sales leader, teach "the business" of business information systems and operations to passionately illustrate how businesses justify and utilize enterprise software and SaaS business applications, database,Big Data,data analytics, Cloud, and emerging technology investments to create competitive advantage, improve revenues, reduce costs,and manage risk. Create an interactive and engaging learning environment that confidently inspires students to collaboratively learn about today's high technology solutions and technology industry trends in a real-world classroom setting. Provide knowledge and hands-on instruction for students to learn to develop business applications using the Microsoft Office 365 Suite including Excel and Access. Oracle Corporation, Chicago, IL 1996-2016 Oracle is a global leader in enterprise Cloud technology and world-class on-premise and SaaS software. Group Vice President, North American Big Data Sales Specialist Team, 2015-2016
- 2. Group Vice President, North American Sales, 2005-2015 Area Vice President, North American Sales, 2003-2005 Regional Manager, North American Sales, 1998-2003 Territory Manager, North American Data, Analytics, and Application Platform Sales, 1996-1998 Driven software, SaaS, and consulting services sales leader who: 1) Hired, built, and scaled multiple, highly successful, ground floor direct and indirect sales organizations, 2) Rebuilt underperforming sales teams and transformed the go-to- market sales strategy and processes to significantly increase market penetration, win rates, and revenue growth, 3) Implemented a structured customer engagement vision and plan that improved C-level client access and business value, grew enterprise opportunity revenues, and strengthened each customer experience, 4) Fostered a high-performance, customer-centric sales culture to rapidly grow sales, market share, and referenceable customer relationships, 5) Developed and implemented sales metrics and supporting sales performance dashboards to improve CRM-driven sales processes, sales forecasts, sales execution, and consistent sales results, 6) Documented and used innovative sales playbooks and supporting sales execution plans to open both new customers and grow existing customer footprints. Developed ground-breaking sales vision and strategy to drive transformational change including improved operational and sales process execution, an optimized sales organization blueprint, and value-add customer engagement. Delivered a consistent, proven trackrecordfor achieving personal, team,and company sales and revenue growth targets to profitably build businesses. Built, motivated, and scaled high performing sales organizations to increase sales revenues and improve customer satisfaction by creating a results-oriented culture of trust, teamwork, and innovation. Designed and implemented new, effective sales techniques, messaging, processes, programs, and metrics. Led efforts to increase the quality and performance of overall sales team recruitment, professional development, retention, quota, compensation, and performance metrics. Drove, built, and influenced C-level relationships and complex sales negotiations, crafted sales positioning and presentation strategies, developed pricing models, assisted with client proposals and pilots, and helped drive the sales pipeline for high-profile, new and existing accounts. Acted as a trusted adviser to C-level clients, peers,and strategic partners regarding value-add sales engagement, change management, business transformation, and process improvement. Managed and monitored timely reporting of the sales process to produce accurate weekly/quarterly sales forecasts. Captured and transferred innovative sales best practice skills that set the highest professional standard for driving quality in all areas of elite direct and indirect sales performance. Understood and defined the target customer profiles, customer buying process,and customer personas by assessing market conditions and trends in buyer and competitor behaviors. Identified new opportunities to grow additional revenue streams and architected new product and service offerings based on market trends and customer requirements. INDUSTRY SALES EXPERIENCE ENTERPRISE SALES LEADERSHIP FUNCTIONAL SALES KNOWLEDGE Architecture|Engineering|Construction Hands-on Sales Management Experience Sales & IT Professional Services Banking Enterprise Sales Management Acumen Field Marketing & Market Strategy Capital Markets Sales Forecasting & Reporting Economics & Finance Consumer Packaged Goods Sales Process Frameworks & Methodologies Organizational Change Management Discrete Manufacturing Account Management & Planning GTM Management, Strategy & Planning Distribution Specialty|Geo|Named Account Segmentation Data Center|Digital Transformation Healthcare Sales Quota & KPI Management Finance|Sales|Legal Support Operations Higher Education Sales Hiring & Talent Management Software as a Service|SaaS Industrial Manufacturing Complex Sales Negotiation Skills Cloud|Virtualization|IaaS|PaaS Insurance Field, Technical, Inside & Indirect Sales Oracle,IBM & Microsoft Databases Oil & Gas Sales Prospecting & Pipeline Development Data Analytics|Tableau|Python|MySQL Professional Services New Logo Sales Acquisition Big Data|IoT|Business Intelligence Process Manufacturing Sales Coaching & Performance Management CRM|Oracle|Salesforce Retail Strategic Business Development Supply Chain Management|SCM Supply Chain & Logistics Enterprise, Large & SMB Account Sales Enterprise Resource Planning|ERP Telecommunications Customer Support & Success Management Human Capital Management|HCM Utilities & Energy Strong Written|Verbal|Organizational Skills Enterprise Data Security & Data Integration
- 3. EDUCATION Kellogg School ofManagement, Northwestern University, Evanston, IL MBA, Marketing, Management Strategy and Policy, Organizational Behavior. University ofIllinois, Urbana-Champaign, Urbana, IL BA, Economics, Dean's List. The Institute ofEuropean Studies, Vienna, AT International Business and German Language Studies. Carnegie Mellon University, Pittsburgh, PA Executive Leadership Development. The University ofChicago, Chicago, IL Data Analytics and Machine Learning for Business Professionals Certification. The University ofVirginia, Darden School of Business, Charlottesville,VA Digital Transformation Certification. PROFESSIONAL AFFILIATIONS AND PHILANTHROPIC COMMUNITY SERVICE OCA Ventures Edge Advisor for early-stage venture capital-backed start-up companies. St. James Lutheran Church and School Board of Elders. Executive Leadership Alliance International, https://www.executiveleadershipalliance.com/carl-larson. Advisory Board Member, Ampersand Markets. Board Member, Aculocity, LLC. The Ruth C. Schoenbeck Scholarship Foundation Executive Board Member. Kellogg Graduate School of Management Leadership Immersion Facilitator and Coach. Northwestern University Network Mentorship Program Coach. China Shenzhen Nanshan Entrepreneurs Star Build312 Competition Judge. One Million Degrees (previously known as The Illinois Education Foundation) Coach and Mentor. Chicago Chamber of Commerce Board Member, 2005-2014. The American Production and Inventory Control Society (APICS),CPIM Certification. REFERENCE MATERIALS AND RESOURCES LinkedIn: https://www.linkedin.com/in/carlwlarson Twitter: https://twitter.com/carlwlarson Sales Management Excellence Presentation: /CarlLarson4/trust-conquers-all-148598443 Sales Performance Excellence Presentation: /CarlLarson4/there-is-no-i-in-team-nor-in-delivering- sales-excellence-148491565 Sales Account Planning Excellence Presentation: /CarlLarson4/knowledge-is-your-sales-superpower Sales Key Performance Indicators Best Practices: /CarlLarson4/if-you-cant-measure-or-monitor-it- you-cant-manage-it-156678945