Professional Experience

Staymobile, Atlanta, GA

  • EVP Business Development - March 2022 to May 2022

    Manage outside sales team and sales operations team. Set annual sales target for geographic territories and channel sales partners. Make decisions in partnership with the rest of the executive management team on every aspect of the business, including sales, marketing, operations, legal and HR.

    • Rearranged sales territories and created internal sales team, enabling external sales team to focus on growing existing business while internal team focused on less-developed regions.

    • Updated compensation plan to more appropriately incentivize both external and internal sales teams.

    • Provided thought leadership and industry presence, supporting business growth strategy of the K12 market in the U.S.

    • Exceeded target ~by generating 1st quarter sales of $9M.

  • VP Sales Operations - March 2021 to March 2022

    Supported and drove growth with outside sales team and authorized sales partners. Worked closely with various internal management stakeholders from outside sales, customer enablement, marketing, product management, IT, accounting, finance, and supply-chain. Ensured efficient and accurate sales processes to support rapid growth.

    • Increased efficiency and accuracy for order entry by reorganizing department and recruiting new staff.

    • Agreed on new KPIs, creating clearer accountability for Sales and Sales Operations teams and worked with IT to create dashboards in CRM.

    • Improved communication between Sales, Sales Operations, and other departments (including Customer Satisfaction and Supply Chain) by formalizing processes and introducing regular communication.

Professional Experience

Bluum, Phoenix, AZ

  • Category Manager - Software & Services 2020-2021

    Served as in-house product expert providing technical sales support to account executives for lifecycle management products, including warranties and protection plans, IT asset disposal, asset management, device management, and data analytics. Administered product selection, vendor partner relationships, and business development.

    • Drove category growth from $7M to $20M in 2020 by working with reseller partners to better train sales team on product knowledge, identifying opportunities for partnership, and sharing publicly available data to create proactive campaigns.

    • Expanded category from three products to a portfolio of more than 15 by identifying industry trends and finding appropriate partners.

  • Business Development Manager - Converging Technologies 2017-2020

    Worked directly for VP of Business Development to support the Sales team with product expertise on a new category of products. Traveled with account executives for face-to-face meetings nationwide to demonstrate the benefits of a lifecycle management approach to IT purchases, including devices, software, support, repair, and end-of-life options.

    • Grew category as part of a team of two from $10M to $65M in two years.

    • Supported sales team to optimize business by presenting a mixture of products from company portfolio to maximize revenue and margin.

    • Supported account executive on Chromebook sale in Rio Rancho, NM, increasing margin from 4% to 14% by upselling opportunity with additional products and services.

  • Subject Matter Expert - SaaS 2015-2017

    Provided pre- and post-sales support to team for two software products via webinar or in-person presentations. Made decisions on which opportunities to dedicate resources to and what approach to take on bid responses. Analyzed bid responses to identify success trends and replicate best practices.

    • Introduced School Asset Manager to U.S. market, generating $500K per year in renewable business in two years.

    • Acquired first HelpAlert customer in education vertical with value of $110K.

  • Strategic Key Account Executive, Georgia 2011-2015

    Performed strategic business development and account management. Consulted with key accounts to retain large contracts and identify opportunities for new enterprise and strategic products. Delivered solutions for online curriculum content and personal device management, television over IP, and network integrated intercom and pager solutions, and security systems.

    • Overachieved against target each year.

    • Consulted on four new school builds, providing all aspects of audio-visual equipment from projectors and whiteboards to networked audio, bells, and intercoms.

    • Delivered >$3M in revenue in document camera sales to Gwinnett County Public Schools.

Additional Professional Experience

RM Group US, LLC, Hyannis, MA 2009 to 2011

Strategic Key Account Executive, GA

Recruited by US division of RM following purchase of Computrac AV business. Managed and consulted with accounts to retain large contracts, including Cobb, Clayton, and Gwinnett counties, and to identify new opportunities for products from U.K. portfolio.

RM PLC, Abingdon, UK 2001 to 2009

Business Development Manager, Academies and OSPs

Strategic/ Territory Account Manager, London

Senior Primary Sales Consultant, London and SE

Education

Bachelor of Science (BS) Psychology & Sociology

Aston University, Birmingham, U.K.

Sept 1993 - May 1997

Contact me here:

Dancooper222@gmail.com