MARK BRADY

Phone: 512.619.2597 | Email: mcbrady@gmail.com | LinkedIn:

www.linkedin.com/in/markbrady
PROFILE SUMMARY

SALES & BUSINESS DEVELOPMENT EXECUTIVE

Versatile startup and business growth catalyst with a deep-rooted passion for problem
solving and 18+ years of experience delivering superior market expansion, revenue
generation and shareholder returns in the technology and software space. Equally skilled in
strategic planning, sales management, organizational development, project management
and performance optimization. Outstanding communicator with keen attention to detail and
a natural ability to forge collaborative relationships with internal and external stakeholders.
MBA (Cornell).
Strategic Planning | Leadership & Team Building | Change Management | Sales & Business
Development | Lead Generation | Pipeline Development | Channel Marketing | Event
Management | Executive Presentations | Strategic Partnerships | Contract Negotiation | Territory
Management | Vendor Relations | Process Improvement | KPI & SOP Development | Performance
Management | Customer Support | Data Analysis | Information Technology | Recruitment & Talent
Development | Budgeting & Forecasting | P&L Management | Board & Investor Relations | Public
Speaking

SELECT ACCOMPLISHMENTS

STRATEGIC PLANNING & IMPLEMENTATION

Sales had grown stagnant due to market saturation; 300+ new competitors in 5 years.
Analyzed sales and market data, identified growth opportunities, collaborated with key
stakeholders to formalize strategy and optimize resources, obtained board approval and retrained sales staff. Grew annual revenue by 75% over a 3-year period.

BUSINESS DEVELOPMENT & STRATEGIC ALLIANCES

Despite 20% industry growth, reseller performance had plateaued. Identified target partners,
leveraged network to cultivate relationships, scheduled discovery meetings, delivered sales
presentations, negotiated contracts and managed integration. Boosted channel sales
volume by 35%, average deal size by $13K; surpassed quota by 40%.

PROCESS & PERFORMANCE IMPROVEMENT

Multiple regime changes fragmented company morale. Solicited team feedback, mentored
sales representatives individually, emphasized mutual accountability, optimized sales
process and galvanized cross-functional support. Led regional sales team to highest
corporate growth (by 18%) and close (by 10%) rates; exceeded $1.9M quota.

LEADERSHIP & GROWTH MANAGEMENT

Legacy sales were declining; company needed to launch cloud-based product. Led sales
training, established incentive program to balance revenue streams, developed direct sales
model and modified compensation plan. Acquired 250K users ($20M revenue), with a
96% renewal rate, in 12 months; catalyst for $17.5M in VC funding.

CHANGE MANAGEMENT & TEAM DEVELOPMENT

Corporate restructuring process lacked transparency; staff was concerned about job security.
Scheduled team strategy session, reinforced shared goals, communicated expectations,
emphasized focus, created action plans and fostered an open door policy. Increased
quarterly revenue from $1.6M to $2.3M (44%) over a 6-month period.
PROFESSIONAL EXPERIENCE

Vice President, Sales (Central) | Vice President Sales (East)

Lifesize | Austin, TX | July 2014 - September 2015
$165M videoconferencing technology provider serving enterprise and government markets; 350 employees.

Oversaw transition from legacy technology to SaaS/cloud solutions. Responsible for

recruiting, developing and managing sales staff, collaborating with marketing to support
clients/partners, delivering presentations and overseeing contract negotiation. Managed
$600K-$1.7M annual marketing budget, with 6-17 direct reports.

Organized and facilitated SPIN sales training program; grew revenue by 44% over a
6-month period.
Negotiated 2 largest cloud-based deals to date; secured $250K (13%) in recurring
revenue towards plan.
Completed product transition in just 5 quarters (2-3 year estimate); catalyst for
$17.5M in VC funding.

MARK BRADY

PAGE 2 | Phone: 512.619.2597 | Email: mcbrady@gmail.com | LinkedIn:

www.linkedin.com/in/markbrady

Vice President, Sales (Central) | Vice President Sales (East) - continued

Lifesize | Austin, TX | July 2014 - September 2015

Revitalized staff commitment; retained all but 1 team member amidst 65% corporate
field sales attrition.
Optimized CRM dashboards and lead generation process; reduced pipeline review by
2 hours per week.
Boosted Northeast territory performance with existing resources; achieved 27.7%
growth in 3 quarters.
Implemented process and culture improvements; grew East territory revenue by
17.7% in 3 quarters.
Overcame labor shortage to resurrect Mid-Atlantic territory; met quarterly quota for
1st time in 2 years.
Collaborated with Operations to enhance Salesforce CRM; reduced pipeline calls by 4
hours per week.

VP, Business Development | Senior Director, Strategic Alliances | Director,

Sales & Channel Development
Scala | Austin, TX (HQ Exton, PA) | April 2011 - July 2014
Private content management and software solutions provider operating in the digital signage space; 120
employees.

Spearheaded market expansion for the Americas. Responsible for business development,
channel management, brokering key manufacturer partnerships and assisting with contract
negotiation; 4-11 direct reports.

Identified and developed reseller channels; scaled annual sales revenue by 75% over
a 3-year period.
Developed channel marketing/incentive programs for Latin America; boosted sales by
40% in 6 months.
Implemented channel marketing/incentive programs in U.S.; achieved YOY revenue
growth of 18%.
Expanded distribution pipeline from 500 resellers to 50K in 12 months; increased
annual sales by 24.2%.
Negotiated distribution partnership with HP; leveraged reseller channel to increase
net sales by 12%.
Retooled partnership program; decreased channel-related customer support time by
8 hours per week.
Optimized reseller support infrastructure for Latin America; grew YOY sales by 46% in
just 1 year.

Reorganized internal resources and sales processes; increased U.S. sales by 22.6% in
12 months.
Reassigned and mentored underperforming employee; became top performing sales
engineer.

Alliance Manager (Dell) | Professional Services Engineer | Lexmark | Austin, TX | June

2008 - April 2011
Senior Sales Engineer | IT Systems Operations Engineer II | Epicor | Austin, TX |
December 2002 - June 2008
IT Technical Consultant | AVW-Telav (Freeman Audiovisual) | Austin, TX | April 2000 December 2002
Application Tester | Globeset | Austin, TX | January 2000 - April 2000
Senior Desktop Support Technician | Dell | Round Rock, TX | April 1998 - December
1999
FORMAL EDUCATION

Master of Business Administration (MBA), Cornell University, Ithaca, NY.

Bachelor of Science, Management Information Systems, Park University, Parkville,
MO.

TRAINING & CERTIFICATIONS

Miller Heiman Sales, SPIN Selling, Solution Selling, Demonstrating to Win, Predictable
Revenue.
Microsoft Certified Systems Engineer (MCSE in NT 4.0 & Windows 2000); expired.
Cisco Certified Network Administrator (CCNA); expired.
Certified Novell Administrator (CNA); expired.

TECHNICAL PROFICIENCIES

Microsoft Word, Excel, PowerPoint, Outlook, Visio.

SalesForce.com CRM, NetSuite CRM, NetSuite Order Management, NetSuite
Financials, Oracle CRM, Oracle ERP, Oracle Financial Advisor.
SaaS & Cloud Solutions, Analytics & Big Data, Hardware & Software, Digital Signage
Industry, Unified Communications Industry, PC & Printer Industry, Point of Sale
Industry, Aftermarket Automotive Industry.
Inside Sales, Distribution Sales, Channel Sales, Direct Sales, Enterprise Sales, SMB
Sales, Mid-Market Sales, Retail Sales, Software Sales, Hardware Sales, Service Sales,
Recurring Revenue Sales.