Professional Bio
Born and raised in Cincinnati Ohio I embody the spirit of a relentless achiever, deeply passionate about the art of complex technical sales. My journey in this dynamic field has been marked by an unwavering quest for knowledge, skill enhancement, and forging lasting relationships. As a seasoned sales leader, I have a proven track record in architecting and delivering intricate software solutions to Fortune 1000 companies.
My approach is rooted in consultative selling, enabling me to establish and nurture trusted partnerships with my clients. My dedication extends to driving revenue growth through the development and implementation of effective sales strategies and by mentoring sales executives to unlock their full potential.
I invite you to explore my site further to gain deeper insights into my professional journey. For any inquiries or discussions, feel free to reach out directly!
My Experience
ROLES & RESPONSIBILITIES
Account Director
8th Light Software Development
As a member of the leadership team, I align strategic goals with our services, focusing on client success and expanding key accounts such as Pfizer, GrubHub, Engage2Learn, SSI, Shure, and Rocket Auto. My efforts in forging strategic partnerships with channel partners have been instrumental in driving additional revenue growth.
In my role as an Account Director, I serve as a vital link between our clients and the technical team. My key responsibility is to manage and nurture client relationships, ensuring their utmost satisfaction with our software solutions. I actively collaborate with clients to thoroughly understand their needs and objectives, then effectively communicate these to our development team. I oversee the entire project lifecycle, guaranteeing timely and successful delivery of services. Additionally, I identify potential opportunities for upselling or cross-selling, offer expert advice on emerging technologies or software updates, and promptly address any client issues or concerns. My role is crucial in sustaining long-term client relationships and continuously aligning our software solutions with their evolving business goals.
Director of Strategic Accounts
Atkins & Pearce Inc.
I was primarily responsible for growing our marketshare within our top 3 strategic accounts. Secondarily, I was tasked with developing and implementing a strategic sales process for our organization, which was based on The Maverick Selling Method by Brian Burns
+ Managed a team of remote outside sales representatives who were responsible for $500k+ target accounts
+ Engaged in executive leadership discussions that led to groundbreaking strategic business initiatives ie: Eliminating Distribution relationships by going direct
+ Worked directly with marketing leadership to increase process alignment within our Hubspot CRM platform
+ Successfully led new product development/innovation teams within our engineering group
Key Accounts: Tesla, 3M, Corning Optical Communications
Director of Sales
Gaslight Custom Software Development
I was solely responsible for leading strategic revenue generation by helping our clients think strategically about how custom software development can help them create a better customer-experience, improve operational efficiencies, and grow revenue through innovation.
+ Revenue generation $6.5MM (2018) +15% $7.6MM (2019)
+ Designed and implemented a complete business development strategy which led to the tracking of performance metrics across the organization
+ Responsible for all social media strategy & execution across multiple platforms (LinkedIn/Instagram/Youtube/Twitter)
+ Led project scope collaborations with internal engineering team
+ Worked directly with our clients to educate and lead them through the software development process
+ Developed and tracked sales & marketing budget
New Market Development
Xpertdoc Technologies Inc.
I was responsible for introducing Xpertdoc Document Management SaaS software solutions to the manufacturing industry in the US & Canada. I was tasked with building relationships with strategic industry partners, and working closely with our internal marketing team to develop “go to market strategy”. I accomplished this by educating leading manufacturers through trade shows, speaking engagements and on-site/remote demonstrations.
*1 Year Contract
Enterprise Account Executive
Sovos Compliance
Sovos Compliance is a global leader in business-to-government tax, compliance and reporting software. I was responsible for selling tax compliance SaaS software solutions to Fortune 1000 accounts throughout a 7 state Southeast territory (OH/IN/KY/TN/AL/MS/GA)
+ I Increased overall revenue in my territory by 300% in 3 years
+ Achieved 150% (2015) & 200% (2016) of quota
+ Developed a strategic partner network with the Big 4 accounting firms in each major city in my region
Presidents Club 2015 & 2016
Key Accounts: GE Appliances, Macy's, Pomeroy, Mazak, Tractor Supply Co., HHGregg, Endress & Hauser, Herff Jones, Comdata, Cincom, Cracker Barrel
Educational Background
2005 - 2009
University of Cincinnati
Marketing
2000 - 2004
Colerain High School
College Preparatory - General Studies
"As a sales rep, your job has value beyond closing deals. Yes, your quota is important and you are likely under pressure to influence your business’s core numbers. But the true value of your role is your ability to solve your customers’ biggest challenges—and to meet them where they are, in their most important moments of need. Empathy, situational awareness, and your ability to listen—not your ability to pitch—will be your best traits."
Skills
KEY PROFESSIONAL COMPETENCIES
Sales Process Development
I am passionate about creating customized, full scale sales processes that aligns with marketing and business development activity.
The key is to educate throughout the sales process while providing a tremendous buying experience.
Social Selling Strategy
I love finding creative ways to connect with prospects by using social media tools to educate, add value, create opportunities and build trust with prospective clients.
Build your brand!
Technical Project Delivery Lead
From Lean Inception, to MVP, to Full Product Feature Development, I have led multiple teams who have accomplished incredible things in the software development space for a wide range of organizations.
WHAT COLLEAGUES SAY
SCOTT STEGEMAN
Strategic Account Director
Juniper Square
I have known Steve for the better part of my life. I've shared time on the football field as well as in the board room. Steve and I worked together at Sovos as Enterprise Acct Exec's and Steve was always a strategic thinker with a blue collar work ethic. Steve immersed himself within the industry and prided himself on being a subject matter expert and no matter how complex the problem was Steve doesn't shy away from tough conversations and he always has his clients best interest in mind!!
I owe a lot of my career growth to Steve and Gaslight! He was able to focus in on driving and closing sales, but switch to his "marketing brain" to collaborate with me, (being new in my career) on those long tail efforts. Steve does a great job of staying realistic and he's determined to find a solution in creative ways. He often sat down to talk ideation, then stepped back empowering me to work through strategy and execution, then circling back together for final decisions. Steve is not your typical sales guy, he's curious and willing to go the extra mile to understand the client and business needs every time.
BEAU HEUBACH
Senior UI/UX Designer
Gaslight
Steve is an awesome colleague and great to collaborate with! His work ethic and passion for a strong customer experience are evident in everything he is involved in.
BRANDI EMERSON-HENRY
Digital Communications Specialist
Kroger
Content
CURRENTLY READING
Empathy in Action
Bates & Peouhoff
A bold new look at how technology can become a force multiplier to deliver more empathy and integrate deeper, more personalized human connections into everyday business interactions at scale.
While the world has never needed more empathy than today, too often technology is used by businesses as a substitute and a barrier to real human connection. We’ve all experienced dumb chatbots, automated scripts and poor employee interactions that dehumanizes customer interactions.
That’s because brands have focused on company centric business strategies, processes and technology.
