Jason Cole

Jason Cole

Work History

Work History
Sep 2010 - Present

VP - Strategic Accounts (North America)

GE Intelligent Platforms
  • Manage national sales team of 10 focused on GEIPs largest accounts in North America
  • Changed focus to a complete solution that includes Risk Mitigation, Support and Time to Market
  • Q3 Quota of $6.11M – attained $8.12M (132%)
  • First +$1M deal started and closed in the same quarter
  • Hired 4 people in Q4
Feb 2007 - Sep 2010

Executive Director - CRM

http://www.sap.com

FY 2010 - Focus on selling to emerging and strategic accounts (CRM) for US. Leading team that is responsible for revenue with a focus on selling CRM and related CRM products (SAP branded 3rd party solutions). Quota of $120M.Leading several streams that include:- Team of 20 sales and sales support- Executive sponsor/negotiator for key deals- Evangelizing both internally and externally - Channel partner strategy and negotiation- Road map prioritization and analyst coverageFY 2009 - Lead for Executive Visualizations (Analytics leverage) and renewed CRM focus for SAP US. Assembled overlay team with focus on CRM asset leverage within the install base leading to upsell opportunities for SAP. Created the "Community of Practice" that spans pre-sales, products, marketing, key partners to align and position core CRM assets to the field. Achieved $89M in CRM related sales contracts (over 100% of quota).

FY 2008 - Asked to lead the productization of the Business Objects technology into a series of industry specific packaged solutions that were available in Q2 for SAP Americas with a revenue target goal in excess of $24M.  Achieved $36M in BOBJ related sales contracts. 

Led multiple go-to-market streams that included:- Prototyping, Partner Development, Marketing Rollout, full P&L responsibility

- SAP telesales is currently leveraging these assets for all initial contact meetings

- Facilitated several engagements as the keynote for both prospect and customer events

FY 2007 - Sales management execution and brand strategy for SAP CRM in the US. Direct quota responsibility for $85M in CRM revenue with 8 sales people mapped to 5 regions.Managed 2 key partner programs for SAP (Vendavo and Wicom) resulting in another $21M in revenue for FY07 (Wicom acquired and solution renamed to BCM). Developed key marketing programs for BCM and renegotiated Vendavo contract for more favorable terms on both sides resulting in a net-new product the field can now sell.

Apr 2000 - Feb 2007

Senior Director

Oracle Corp. (via Siebel acquisition)

Senior Director, CRM: (Communications, Media, Entertainment and High Tech)

  • Manage national team of 40: 4 Managers, 33 Individual Contributors and 2 Master Principals
  • Responsible of all of Oracle's CRM product lines including Siebel, Oracle and PeopleSoft
  • CRM License Quota of $100M (tracking to over-exceed with fiscal year-end on May 31st)
  • Won CRM awards along with Club Participation in 2000, 2001, 2004, 2006

Innovation ::    

Created and evangelized 16 Solution Sets that required coordination and management across multiple parts of the organization (Products, Marketing, Sales, Service).  These are packaged solutions that address Industry positioning, Demonstrations, References and Implementation considerations.   Resulted in better positioning in the marketplace as well as much more limber as a sales org to respond tactically while focusing on the strategic win.

Additionally, packaged up related series of Analytics Dashboards on an Industry basis to leverage as key value-add content in initial Executive meetings.

Leadership ::    

- Managed the #1 CRM Solutions Consulting team through an acquisition cycle with zero resignations

- First to hire new staff in the Oracle environment.

- Created Best Practices template(s) on content needed to drive solution oriented deals

- Created new role for Sales Consultants for driving the purchase of add-on modules

- Continue to develop and deliver presentations for key Executive meetings

- Serve on 2 Industry boards and in one advisory role for Best Practices

- Led 2 sessions at Oracle Sales Kickoff focused on Value-Add Selling and Solutions (6/2006)

Development :: 

- Created program and role of first Business Case analyst as part of sales team

- Developed concept of UPM (Universal Product Master) targeted to a Telco environment

- Created initial format for a Solution Map (i.e. Reference Architecture) still in use today

- Partnership discussion with EDS Partner Management Org (5/2005)

- Partnership discussion with key SIs on Cable Market partnership (3/2006)

Sep 1998 - Apr 2000

District Manager

http://www.lawson.com

TOLA Geography (Wholesale Distribution Market)

  • Responsible for Sales to the Wholesale Distribution vertical market for the Southwest Region
  • Used team selling approach to create total solution based on customer requirements
  • 1998 – 1999 : Finished the year at 154% on quota of $1.5M
  • Called on highest levels of the organization (CEO, CIO, CFO)
  • Client list: South Central Supply, Community Coffee, Chemical Lime, Tejas Gas, Bayou Steel
  • Provided Keynote for 2 User Group Meetings (Central Region) : over 100 attendees each
Jun 1996 - Sep 1998

Vice President : Consulting Services

  • Managed team of consultants to scope, test, implement and deploy the ImageBasic software suite
  • Maintained billable hours at 86% and created new program for certification program. 
  • Personally led implementation for the State of California
  • Developed key technology partnerships to embed our technology as an OEM partner

Education

Education

BBA

Dean's List 

Honor Role