About Scott Schnaars

With a dynamic, 13-year career as a technology and internet sales, business development and operations leader, Scott mixes a breadth of experience with a passion for technology, social networking & writing to deliver material results as both a leader and an individual contributor.    

Scott sits on the board of advisors for AdBean, a self service, display advertising firm, offering guidance on how to best grow revenue.  He periodically speaks on the impact of social media at various industry trade shows, customer advisory events and local universities.

Scott also maintains a personal blog, Knuckle Sandwich, in which he writes about sales, technology and occasionally, golf.  Once in a while, you may find him dabbling in technologies to get a better understanding of them.  The results are sites like BeyondSnakeOil, tenfootalbino & Kiptoo, a Web 2.0 service allowing sales people to rate their dealings with other companies.

Work History

Work History
Feb 2008 - Present

Regional Sales Director

Socialtext
  • Senior sales executive in a hunter role focused on the development of new business
  • Created key training & development program for Participatory Knowledgebase, a core business practice for the company
  • Routinely present sales trainings including Viva la Difference - 'The Importance of Selling Value' and 'Assumptive Selling - How To Use Assumptions to Create Winning Proposals'
  • Work closely with entire executive staff to help define overall sales strategy
  • Specific Sales Achievements:
    • Q1 08 - Ranked 3rd of 10 sales reps; 88% of fully ramped quota
    • Q2 08 - Team MVP - Closed largest user transaction in history of company - $165K, 70K Users: Royal Bank of Canada
    • Q3 08 - 115%
    • Q4 08 - 109%
    • Q1 09 - 113% - Team MVP
    • Q3 09 - 333% - Team MVP - Closed largest dollar transaction in history of the company - $550K; 3-years; Hospira
    • Multiple Vice-President's Club Winner
  • Key accounts include – Hospira, MayoClinic, Symantec, GT Nexus, Qualcomm, Securian Financial, Royal Bank of Canada
Apr 2007 - Feb 2008

Sr. Mergers and Acquistion Integration Manager

http://www.yahoo.com

Responsible for development, implementation and execution of business plans designed to seamlessly integrate newly acquired companies andservices into Yahoo! Customer Care

  • Successful integration includes:
    • Review of new services with support & abuse teams, legal and finance
    • Develop integration plan including budget, head count, security, unique requirements and international scoping
    • Lead integration project and ensure that integration into Yahoo happens within 90 - 120 days
    • Assign and hand over newly integrated Yahoo property to Account Manager upon completion of integration
  • Act as day to day Customer Care point of contact for newly acquired company until Account Manager has been assigned
  • Yahoo! Services successfully integrated include Flickr, MyBlogLog, Rivals.com, Kickstart, del.icio.us, & Upcoming.org
  • Met or exceeded 100% of MBO's
Oct 2006 - Apr 2007

Regional Sales Manager

http://www.oracle.com
  • Manage all aspects of leading a successful sales team of 10 inside and field reps
  • Grew revenues from $1.5 million to $5 million in first quarter
  • Created new marketing campaigns for team in order to generate new revenues
  • Personally assisted in the closing and negotiation of over $500,000 in deals
  • Responsible for all aspects of building and managing a successful sales team including hiring, monitoring, mentoring and motivating
  • Team went from lowest to top performing team under my tenure in one quarter
  • Received Manager of the Quarter award for Q2FY07
Feb 2003 - Oct 2006

Advertising Sales Executive - Major Accounts

http://www.yahoo.com
  • Named account executive focused on developing, maintaining and growing revenue within 12-top clients
  • Responsible for selling all aspects of recruitment advertising media across the entire Yahoo! Network
  • Hand picked to help lead network cross selling team including Search and Visual Media
  • Q1 2006 Revenue - $740,000 / 112%
  • Q3 2006 Revenue - $900,000 / 130%
  • Key accounts include eBay, Amazon.com, Mervyns, Amgen & Google
Apr 2004 - Nov 2005

Advertising Solutions Manager

Business focused product manager responsible for all aspects of monetizing Yahoo! Messenger

  • Grew revenue 248% from $2.9MM in 2003 to $7.2MM in 2004 to $13.5MM in 2005
  • Increased average advertising transaction from $35,000 - $85,000
  • Increased inventory of Yahoo! Insider, generating $3.5MM more per year
  • Individually developed all sales program creation, training, and implementation programs
  • Indirectly managed a team of 3 Flash Engineers responsible for the development of ad programs
  • Managed approximately 85 individual projects per year
  • Sold & launched first global IMVironment for Paramount Pictures / War of the Worlds – Simultaneously released to 19 countries
  • Presented and won a MAX Award at 2004 Macromedia Flash Conference for Best Advertising Medium using Flash
Feb 2003 - Apr 2004

Y! ES Sales Manager

Joined Yahoo! Enterprise Services, a start-up environement within Yahoo!, as an individual contributor and was quickly promoted to sales manager overseeing a small team of tactical reps responsibile for developing new business within key accounts.

  • Sold all lines of Yahoo! Enterprise Solutions including webcasting, portal software and content and secured Instant Messaging
  • Solely closed first Yahoo! Business Messenger deal (ChevronTexaco)
  • Consistently ranked in top 5 of 30 sales representatives
  • When promoted, was responsible for all aspects of managing a sales team, including recruitment, monitoring activity, motivating the team
  • Worked closely with BU marketing to develop sales collateral, general marketing materials and campaigns in order to help drive the success of the sales team
  • Accounts closed include ChevronTexaco, Applied Materials, Stanford University, WebEx, SmartChoices, & Wells Fargo
Apr 2001 - Feb 2003

Director of Sales

Starfish Software / Motorola

Generated new business by managing a team of field sales representatives responsible for selling the Starfish line of products and custom designed solutions to wireless operators and software OEM’s such as AT&T Wireless, AOL, and PeopleSoft.

  • Grew direct revenue from $0 to $1.6M in the second half of 2001
  • Booked revenues for 2002 exceed $4.5M based on $3.0M quota
  • Regularly meet with C-Level executives in all aspects of structuring and negotiating agreements
  • Worked with marketing team to create lead generation mechanisms such as direct mail campaigns and tradeshow plans
  • Target accounts also include Vodafone, T-Mobile, and France Telecom
Jun 1999 - Apr 2001

Regional Sales Manager

WebEx Communications

Managed a team of as many as 25 tele-sales representatives focused on selling the entire line of WebEx services.

  • Closed the largest transaction to date with TargetRX ($306K annualized revenue)
  • Annualized team result for FY 2000 was $12.6 Million – 109% of quota
  • Awarded President’s Club Q1, Q2, Q3 & Q4 2000
  • Managed a direct e-mail campaign that generated over $1.0 million in annualized revenues
  • Worked with executive management team to create lead generation and distribution mechanism, direct marketing and web promotions, and compensation plan design
  • Assisted in the implementation and training of sales management system
Jan 1996 - Jun 1999

Sr. Sales Representative

Borland International
  • Individual Sales Achievements include:
    • TCS Management, Inc - $660,000
    • National Vision & Associates - $330,000
    • GTE Data Services (Verizon Wireless) - $300,000
    • WorldCom (MCI) - $250,000
  • Consistent Presidents Club Member