Sift

Leading Partner Solutions & Success.

Sift is a leading provider of Digital Fraud Management solutions.  Understand your consumer behavior better through trillions of signals.  Make it easy for your good customers to purchase and pay - while frustrating fraudsters-  and watch your margins grow.

Accelerate your Growth with Trusted Customers that Convert.

Partnerships, Sales Engineering

Bolt

Bolt One Click Checkout offers the leading Shopper Experience from Account Creation to Order Payment.

We help merchants acquire new shoppers, retain existing shoppers, and grow revenue. Combine the industry’s easiest checkout, fraud detection that approves more good orders, and payment options for the way your shoppers want to pay.

Sales Engineering

Billtrust

Led Zero-to-One initiative and launched new product to market.
Founding PreSales, BDR, GTM, Post Sales PM, Education, Business Consultant for product line.

Billtrust is a leading provider of accounts receivable automation solutions. Digitize Your Processes to Realize Cash Faster. Make it easy for your customers to view and pay their invoices electronically, remove manual slowdowns and watch your cash flow accelerate.

Nasdaq: BTRS 2021.
Billtrust Acquired by EQT PE 2022.

Product Strategy, GTM

Led growth and expansion initiative accelerating shift from on-prem to cloud and managed services. 
Launched two new products based on the Eclipse Stardust BPM Engine (CARNOT and Infinity Process Platform).  

Created infrastructure sizing and commercial pricing models.  Developed outbound campaigns, messaging, blogs, and thought leadership webinars.

SunGard can assess and architect your future-state roadmap for highly available and connected infrastructure for the breadth of your application environment. We’ll develop a streamlined colocation and hybrid cloud strategy that embeds a high-performance network integration layer. We’ll ensure optimized application hosting, performance, cost, and scalability.

SunGard acquired by FIS 2015.

Product Management, Technical Consulting

SunGard - now part of FIS

Expanded remit with Product Management leadership.  Led adoption and migration plan for two acquisitions.  Launched program to accelerate new version adoption, driving down support cost and improving customer retention.  Led sales enablement programs including Total Cost of Ownership education series.

SunGard offers a leading liquidity and risk management solution for corporations, insurance companies and the public sector. The solution suite includes credit risk modeling, collections management, treasury risk analysis, cash management, and payments centralization and standardization.

PreSales and Product Management

Founding PreSales Player-Coach.  Launched first Solutions Consulting playbook and redefined buyer facing assets such as product demonstrations, presentations, RFI and RFP catalogue. Expanded sales engineering teams in USA, UK, France, and Benelux.

GETPAID is a fully integrated, web-based accounts receivable software solution that helps increase cash flow, mitigate risk and drive operational efficiencies.

The solution delivers full process automation, workflow and collaboration. Its machine learning capabilities and artificial intelligence (AI) engine creates a foundation for continuous improvement in working capital and cash flow. Choose from our flexible delivery options, including on-premises, SaaS and private cloud.

GETPAID acquired by SunGard 2005.

PreSales

🔴 You created a fast growth environment.  Early Stage, Growth, New Initiatives
🟡 You operate in FinTech driving Risk, Payments, Cash Flow, and Conversions
🟢 You need help right now turning curious buyers into raving fans
That’s where I come in. 👇

💸 Office of CFO, A/R, Order-to-Cash, Finance, Cash Flow
📈 Risk modeling and behavioral economics
🎛 Market Segmentation and GTM
🤝 Multicultural and International
🗣️ Public Speaking, Storytelling
🛠️ Mergers and Acquisitions
🧭 Deal Desk: CPQ, Billing
📢 B2B SaaS solutions
😍 Kindness is Key
🎉Let's GSD
🦻No egos

Posts are my point of view and may not represent anyone else's positions, strategies or opinions.

Arthur Hernandez

Jonathan Ferrell, MBA

Spreetail

Head of Business Development

Your Next Life

Advisory Board Member

Neato®

Neato is an integrated, strategic e-commerce partner for retail brands. We collaborate with established businesses during critical growth phases to provide marketplace management, consolidated distribution, advisory, logistical consideration and content creation, towards quantifiable growth of direct-to-consumer endeavors.

Neato is a top storefront on Amazon with a presence in 8 countries around the world. Using data and analytics we create a strategy and a roadmap to help brands achieve their maximum potential online. We focus deeply on findability through keyword and ad optimization, indexing, and ranking where we can deliver a brand actionable customer insights and patterns for omnichannel success. We then take a deeper dive into conversion with content creation, listing optimizations, and brand messaging to create better customer experiences which drive sales.

Neato works as an extension of a brand to maximize growth and control of the channels we are partnering on. Partnerships should not be expenses on a balance sheet; they are parties working toward a common goal of having a profitable partnership on both sides. This is why we don’t charge a dime for any of our services. We buy and sell a brands products mitigating risk for brands who don’t have the proper infrastructure in place to sell online.

Global Vice President, Growth

Forbes Councils

Serve as an industry leader while publishing sales and leadership articles on Forbes.com.

Writer and Contributor 

Skai

Skai™ is the only full go-to-market engine that enables smarter decisions and better outcomes with actionable intelligence in making customer connections. Our enterprise SaaS platform includes a suite of data-driven products for market intelligence, omnichannel media activation, testing and measurement, enabling brands and agencies to make predictions, improve strategic planning and drive growth on the most important customer channels.

Head of Sales, Consumer Goods & Retail Media; North America and APAC

Ideoclick

Own sales, sales ops and biz dev for the eCommerce managed services leader. Support hundreds of brands, manage $4 billion in annualized sales on Amazon and a $200 million marketing spend. Recruit, mentor and lead a team of sales directors, sales operations, biz dev and sales engineers; establish sales quotas and track commissions. Champion diverse hiring and networking efforts.

Launch and oversee Amazon Vendor Central and Seller Central, compliance recovery services, Walmart eCommerce and managed services, and Target and Instacart digital advertising. Expand service offerings and direct vendor and partner relationships. Write business plans, develop targets and approve contracts. Manage the sales funnel lead and opportunity stages. Collaborate with marketing, product, tech and finance teams to develop reports. Develop SOPs.

■ Accelerated sales revenue ~600%, enabling the expansion of staff from 68 to 157, while growing client sales under management to $4 billion through net new client additions and service expansion within existing client cohort.

■ Grew exponential revenue despite increased competition and a global pandemic by conceptualizing the sales vision, aligning company efforts, championing a solution mindset and listening to customers; built service offerings, increased existing client sales and expanded partnerships

■ Implemented the first paid media and outsourcing of demand gen in company history after the former key lead source, trade shows, were shut down due to the pandemic

■ Signed eight new partner brokers to enable expansion of services into existing broker agreements; broker revenue now represents 33% of top-line revenue and 46% of new signed revenue

■ Shifted sales compensation to 50/50 from 90/10, placing urgency on winning deals, and implemented quarterly bonuses for the sales ops team to strengthen the sales revenue connection

■ Motivate a low 6.25% staff attrition via active listening, empowerment and inspiring commissions

Sr. Vice President of Global Sales & Business Development 

Amazon

Managed a $81 million AWS product suite spend while supporting 30,000 business customers throughout cloud adoption, including identifying proofs-of-concept (POC) and navigating migrations and optimization. Evangelized the AWS portfolio to improve customer experiences. Prospected CXOs via data analysis and reporting; created dashboards.

■ Recognized as the top performer for net-new customers, new workloads and optimizations; featured in three Windows on AWS internal sales videos for delivering 128% to plan on EC2 Windows and 208% to plan for RDS for SQL Server installations

■ Spearheaded use of a partner playbook for territory teams to drive partner adoption rates; led all US territory teams with an 81% partner attach rate, significantly exceeding the 20% goal

Territory Sales Leader, Amazon Web Services (AWS) Commercial Sales

Led a sales team of 21 account executives to grow third-party eCommerce sales for US, China, Canada and Mexico-based companies by supporting market expansion and improving customer experiences; garnered $63 million in new revenue, adding to $1.1 billion in annual seller revenue on the platform. Identified customer and seller friction points and created solutions to improve the Amazon Canada user experience, in collaboration with onboarding and engineering teams. Recruited, trained and managed the performance of the sales team. Delivered C-level presentations. Completed sales reporting and analysis for a sales team recruiting US mid-market sellers as well as enterprise and strategic customers.

■ Recognized for leading the only team in North America to achieve key metrics for the first time in Canada while launching more sellers in 2015 than all 10 years prior combined

■ Led projects to improve seller and shopper experiences, including sponsored products, Fulfillment by Amazon (FBA), Ship-by-Region (SBR), currency conversion and tax collection to reduce attrition risk 87%

Sales Manager, Marketplace, Business Development, Amazon.com, Amazon.ca and Amazon.mx 

Verizon Wireless

Accelerated B2B state, local and education (SLED) sales and led sales operations to improve EBITDA. Forecasted sales and managed financial, budget and sales reporting. Executed new-business acquisition strategies and collaborated with SLED leaders on technology, safety and security initiatives. Conducted territory analysis and planning. Hired and coached a team of 12. Mentored account executives while maximizing commissions and celebrating windfalls; set sales quotas and managed performance. Delivered new product and services training. Attended customer meetings to demo sales strategies and close deals.

■ Transformed the team’s performance from worst to the district’s top-performing in the first four months; enjoyed 221% YoY growth, a 32% MoM growth average, while winning companywide Leader of the Year and Transition of the Year Awards

■ Earned Presidents Cabinet recognition as a top 1% performer companywide

■ Implemented a performance-based policy to reward account managers delivering on quota with the ability to work from any location four days per week

■ Directed the team’s transition from smartphones to IoT, cloud services and private network

Associate Director, B2B Government Sales Manager,  SLED and Non-Profit

Managed a $250 million portfolio of partnerships with 110 Verizon locations and 21 agents, including GoWireless, Car Toys, Best Buy and Diamond Wireless. Delivered a core vision for team performance, coaching and development. Drove agent profitability and maximized customer growth by developing a team of 119 staff, including nine Indirect Account Managers, to deliver world-class customer experiences.

■ Earned President’s Club status and the President’s Fingerprint Award (only 2-time winner in company) for Outstanding Leadership; ranked best in the country for converged solutions orders and YOY growth while increasing internet sales of 4G LTE services and devices by 400%

Promoted from Store Manager and Retail Assistant Manager roles. Won the Store Manager of the Year Award for three consecutive years and the Director’s Cup Award.

District Manager / General Manager, Indirect Agent Distribution

o	Designed and implemented the strategy for sales performance, operational execution, staffing, employee development and customer experience for 6 corporate locations representing $200 million portfolio; 142 employees reporting to me
o	Energized efforts towards LEAD program for the Pacific Northwest to develop most influential personnel
o	Performance: 41% YOY growth in gross activations. Led PNW in accessory revenue and data take rate. Moved district from #13 of 14 in PNW to #2 of 14 in just 3 months - Director's Cup Award Ranking
o	Store Manager of the Year Award from Dan Becker – 2006, 2007, 2008

District Manager / General Manager - Retail

I believe in coaching through respectful, direct, and timely personal development and accountability as my early sports and academics days framed for me.  The last 2 decades spent as a first, second or third-line sales leader has provided experience to improve upon, strengthened by insights learned as I completed my bachelor's and master's degrees. I've been fortunate to work with some of the world's largest companies and the innovative startups throughout my journey in retail, indirect, government / SLED, eCommerce, and cloud environments and believe a book that reflects skills learned through so many different industries is 'Range' by David Epstein.  During my 20 years in sales leadership, I've learned that my 3 pillars to success include being relentless towards delivering on sales performance, operational excellence and cross functional collaboration. 

I am a visionary and influential go-to-market (GTM) sales, sales operations and business development leader with multiple awards encompassing multimillion-dollar sales, quotas of $75M+, leadership and business transformation wins. I invest in sales team development and wield a forward-thinking sales and partnership strategy with an emphasis on the team I support, those I report to and clients and prospects I'm fortunate enough to work with. 

Considered a competitive growth leader, I listen carefully to foster strong relationships, leverage a robust network and develop top performers to become future leaders while shattering sales and customer satisfaction targets and records. As a senior sales executive with enterprise, mid-market and rapid-growth startup experience, I have led sales teams as small as 1 and as large as 300.

eCommerce Expansion ▪ Team Expansion and Mentoring ▪ Contract Negotiation ▪ 
Client/Partner Growth ▪ B2B, Retail Direct and Indirect Sales ▪ Marketing Leadership  ▪ 
Sales Reporting ▪ Strategic Planning ▪ IoT/AI ▪ Board of Directors Reports ▪ Forecasting  ▪ 
C-suite Presentations ▪ Prospecting Enterprise ▪ Salesforce/HubSpot CRM  ▪ SaaS  ▪ PaaS  ▪  IaaS  ▪ International  ▪ CPG (consumer packaged goods)

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The Battle

Arthur Hernandez

Jonathan Ferrell, MBA

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