Columbia, Maryland, United States
As a leader in the Enterprise Technology Sales industry, I have over 35 years of experience developing successful, strategic growth plans to achieve and exceed goals across a range of industries. I have helped turn around at-risk clients, increase customer bases, and fortify sales teams with critical sales and management skills required to increase performance and close rates, positioning them for greater sales success. I founded Clemens Coaching, LLC to help clients maximize their sales effectiveness by addressing gaps in the selling process, leveraging best practices in strategic growth planning, and equipping teams with the skills required to successfully communicate throughout the contract negotiation process and beyond.
As the leading provider of software as a service solutions developed by lawyers for lawyers, DISCO is reinventing legal technology to automate and simplify complex and error-prone tasks that distract from practicing law. DISCO has been embraced by more than 400 law firms, including 50 of the top AmLaw 200, as their first choice for innovative technologies that enhance the practice of law to help secure justice and win cases.
Recruited to revive stalled sales with Fortune 1000 named accounts in the mid-Atlantic region including parts of New Jersey, Virginia, Delaware, Pennsylvania, Maryland and DC. Established direction, implementing business renewal strategies, best practices and sales force development initiatives. Solidified alliances with at-risk clients while renewing inactive VAR and SI relationships. ACCOMPLISHMENTS: Led turnaround, growing pipeline from zero to $30 million in 12 months; quickly secured $5 million in product/license revenue. Rebuilt 7-member sales team; rekindled morale and restored focus on solution selling, delivering within 10% of commitment. Built foundation for growth and delivered immediate productivity gains, utilizing Salesforce.com and Opportunity Assessments. Launched new solutions for Life Sciences vertical, crafting strategic plan to recapture majority market share and millions in sales. Market top technology solutions including Enterprise Content Management (Documentum), Life Sciences Solution Suite (D2, R&D, eTMF and Q&M) Capture (Captiva), Customer Communications (Document Sciences), File Intelligence and eDiscovery (Kazeon), Sync and Share (Syncplicity) and Application Decommissioning (Infoarchive) via perpetual and SaaS licensing models. Currently managing newly created Life Sciences Sales Team with national responsibility for large Pharmaceutical and Medical Device clients.
Led sales generation on three continents, managing $18M revenue stream. Directed $8M global professional services/maintenance organization, supporting all product offerings. Managed team of 28 sales, pre-sales and services staff. ACCOMPLISHMENTS: Expanded overseas sales. Sales in Asia Pacific at Datawatch were generated through small resellers and did not include enterprise offerings. Developed business plan to add staff, generate leads for new business and sell upgrades to existing customer base. Boosted enterprise sales from zero to $1.2M and tripled desktop sales in nine months. Grew product line revenues. Datawatch CEO wanted to increase enterprise license revenue. Created new packaging, collaterals and marketing campaigns targeting healthcare and financial services markets. Replaced key sales executives in the US and EMEA with experienced enterprise software sales personnel. Closed major deals with key target companies, driving annual sales from $2M to $6.5M in three years. Added incremental revenue. Sales was setting unrealistic expectations for professional services engagements with customers, resulting in the give away of 50 days of services on a quarterly basis. Worked with sales and professional services to develop an agreed upon process, eliminating free-of-charge days and capturing $400K annually. Retained client, overcoming customer concerns. The companies largest enterprise customer indicated that they were going to change vendors because their system was overloaded and unreliable. Assembled a team, recommended system upgrades to meet scalability requirements and overcame internal political pressure to switch vendors. Negotiated new contract, retaining $700K in annual revenue.