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Summary

Focused on exceeding client expectations. Passionate about technology and working smarter.

 I am an enthusiastic and practical problem solver with superb communication skills. At eSpatial, I am responsible for ensuring that I and my team exceed target through highly consultative B2B sales of eSpatial's SaaS product to the global market. I’m always keen to learn something new, to understand how organisations work from the ground up and enjoy working on projects outside of my core role. Experienced and comfortable in dealing with clients from all continents and backgrounds in a customer-centric sales process. My major job satisfaction comes from seeing the successful implementation of a new project that I have worked on with a customer. 

Key Skills

Communication and interpersonal - Performance management - Sales Process Management - GIS - Technology Implementation- Client Relations- Strategy Development- Recruitment - Email Marketing Automation - Consultation & Problem Solving - Account Management - International Business Development - Product Demonstration - Sales Analysis - Blogging - CRM Administration - Systems Administration

Work experience

May 2015Present

Technical Sales Manager

eSpatial

Managing Technical Sales Team of 3 Account Managers responsible for all new SaaS business. Working with global organisations of all sizes from non-profit to Fortune 500, helping them to evaluate and purchase eSpatial Mapping Software. 

Implemented new technology and automation orientated sales process. Recruited and on-boarded Sales Engineers and Account Managers.

Designing and implementing outbound and nurturing email marketing campaigns to database of 60k+ contacts. Administering and refining CRM and associated systems (Intercom) to ensure efficiency and accuracy while rapidly responding to client inquiries.  Working directly with Product Manager on feature development. Content and messaging curation. Working with partners and re-sellers. Developing reports and analysis for senior management. Organising training for Tech Sales Team. Working with marketing team to optimise commercial website.

  • Replaced and redesigned CRM to allow for streamlined operation - increase in data capture and accuracy to facilitate segmented marketing campaigns to +70k leads
  • Developed new Enterprise tier package - working to increase ARR
  • Developed Proof of Concept sales process to improve evaluation process for Enterprise class customers
  • Developed campaign targeting niche market segment
  • Worked with external agencies to develop segmented marketing collateral - developing new channels
  • 10 Blogs written to date targeted at increasing lead conversion rates
  • Developing marketing collateral with outside agencies - 4 eBooks on mapping software produced to date 

Key Clients include: Volvo, PayPal, WorldPac, Re/Max , Starkey Labs, General Mills

Jan 2013May 2015

Account Manager

eSpatial

Cultivated new business through consultation and product demonstrations. Maintaining existing user-base and preventing churn. Upselling to existing user-base. Mentoring team of Technical Sales Engineers.

  • Refined automated email marketing messaging - targeted nurturing of lead database.
  • Leveraged experience of client interaction to product self help videos and guides for website - increase in self service tutorial and ultimately lead conversion
  • Developed self service payment options with website team - established growth in zero touch customers
  • Responsible for all subscription renewals - 300+ accounts
  • Developed library of sample maps for use in segmented campaigns - established catalogue of relevant available material for Technical Sales Engineers to pass to leads
  • Implemented Live Chat with targeted proactive messaging - increase in lead conversion & reduction in support requests
Apr 2011Jan 2013

Technical Sales Engineer

eSpatial

Act as point of contact for all new business globally and provide technical assistance to potential customers with our proprietary GIS software. Prepare and deliver demonstrations alongside Account Manager of same based on the users requirements. Help to design processes for handling leads and generating demand for our product. Manually contacted 100+ leads per day and developed sales opps for Account Managers. 

  • Developed lead engagement strategies - increase in lead conversion
  • Developed product demonstration methodologies - increase in sales and customised demonstration sessions
  • Worked closely with Product Management - improved product based on client and user feedback by leveraging industry knowledge
Jun 2010Sep 2010

GIS Analyst

Delap and Waller EcoCo

GIS Analyst working on the Sustainable Clonakilty project. Currently mapping energy demand in Clonakilty and sustainable energy resources in the surrounding area.

Education

20102011

Master of Science, Geographical Information Systems (GIS) and Remote Sensing

National University of Ireland, Maynooth

2.1 Awarded

Full course description here.

20052009

BSc. (Hons), Spatial Planning & Environmental Management

Dublin Institute of Technology

1.1 Awarded

Full course description here.

Feedback

"After researching multiple options, it was ultimately Kevin and the eSpatial product that sold me on the switch. I would call or email him questions and he would respond as soon as possible with answers or solutions to all of my questions. I highly recommend working with Kevin and the eSpatial team."

- Bradi Dobson, Marketing Executive, ACA

"Kevin provided a level of sales support that was totally above what I expected from a e-commerce company. He was invested into my problem and found a solution not only for the right product line, but also took care of the billing aspects to meet the needs of our NGO. A true professional!"

-Brian Jackson, Managing Partner,Controlled Outcomes 

 

"I spoke with many representatives and I have to say, the service he provided was far superior then even the biggest mapping company in the world."

- Brian Teresi, Training Manager, Starkey

"Kevin reported to me in eSpatial. At all times I found Kevin to be reliable and organized. He is a quick learner and can run with any project that is assigned to him. Whether working independently or part of a team, he is able to follow through to ensure that the job gets done. He is comfortable working on the technology side as well being very personable with excellent communication skills, which is a great combination and rare to find!

- Orla Power, eSpatial 

 

 "Working with Kevin during the sales process was an absolute pleasure! His knowledge of the software, the time committed teaching me how to use the map and working with me and my executive team was a great sales experience. I'm thrilled that we decided on eSpatial, and would recommend working with Kevin"

- Bruce Tokarski, Snr. Financial Analyst, Valet Living