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

McCormick Revenue Advisory 

As a Fractional Head of Sales, I specialize in creating and executing streamlined, systematic processes to increase the skillset of sales professionals. My approach not only fosters sustainable growth but also strategically prepares for a seamless transition to your future full-time Head of Sales.

Sales Methodology
Challenger Sale + SNAP Selling + Consultative Selling = MRA Approach 
Expertise, Empathy, Curiosity-driven Discovery, and Simplified Urgency.

Founder & CEO

Alchemist Accelerator

-Strategize: Advise on bespoke Go-To-Market strategies that align with startup visions.
-Generate Leads: Guide in crafting lead generation tactics to fuel the sales pipeline.
-Train & Develop: Provide sales and management training to enhance team capabilities.
-Implement Systems: Assist in the installation of cutting-edge sales systems for efficiency.
-Plan for Growth: Offer insights on revenue growth planning for sustainable success.
-Sales Mastery: Share expertise on all facets of sales growth and business scaling.

Mission:
To leverage my extensive background in sales to mentor up-and-coming startups, helping them to not only meet but exceed their ambitious sales targets. I'm here to transform potential into performance, guiding these bright innovators through the complexities of the business world with a focus on tangible results.

Mentor

Newchip Accelerator

-Oversaw a dynamic sales team comprising 2 Sales Managers and 10 Account Executives, steering the team towards achieving an ambitious annual top-line revenue quota of $12 million.
-Conducted weekly presentations to a larger group of 36 Account Executives, focusing on skillset enhancement and performance improvement, demonstrating a commitment to team development and sales excellence.
-Reported directly to the Chief Revenue Officer (CRO), playing a pivotal role in strategic decision-making processes crucial for the company's growth and market expansion.
-Responsible for meticulous data analysis and reporting, utilizing insights to make informed, data-driven decisions that align with the company's objectives and market dynamics.

Head of Admissions 

-Led a dynamic team of 6 Account Executives, playing a dual role in driving revenue growth while also fulfilling personal sales quotas. Adeptly managed the dual responsibilities of team leadership and individual contribution towards achieving a significant top-line revenue goal of $8 million.
-Embraced the multifaceted duties to an Account Executive/Sales Leader role, which included comprehensive customer engagement, strategic sales planning, and revenue generation.
-Thrived in a fast-paced startup environment, willingly taking on additional responsibilities and extending work hours to an average of 60 per week, demonstrating commitment and adaptability essential for startup success and growth.

Director Of Admissions 

-Tasked with managing a robust pipeline of 80 customers monthly, contributing to driving an impressive top-line revenue of $1.1 million annually.
-Employed a consultative sales approach, focused on in-depth interviewing of businesses to evaluate their potential and effectiveness in securing funding from the venture capital community. This involved 2-5 strategic calls with founding teams to assess their business ideas, understand their funding needs, and gauge the overall viability of their ventures.
-Demonstrated a keen understanding of each business, enabling the recommendation of tailored packages designed to address individual company gaps. These packages included access to key advisors, strategic guidance for funding acquisition, and actionable plans for revenue growth.
-Conducted comprehensive assessments of each business, providing valuable insights and recommendations to enhance their market positioning and financial viability.

Venture Associate 

Worldwide Express

-Successfully onboarded 103 new clients, building an impressive book of business worth $1.7M annually.
-Ranked in the top 5% for Cumulative Sales Production among 495 Sales Representatives in 2020.
-Surpassed sales targets by achieving 148% of the planned goal through onboarding 43 new customers.
-Awarded multiple companywide recognitions including Employee of the Month, Q1 Office Contest, King of Spring, and Newcomer of the Year.

Key Responsibilities:

-Led weekly presentations with Presidents, C-level Executives, and Owners of Small to Mid-size businesses, showcasing Worldwide Express's comprehensive logistics solutions, including partnerships with UPS and 55 leading freight carriers.
-Consistently targeted and achieved 5-6 new sales presentations weekly, maintaining an impressive 70% close rate.
-Specialized in presenting streamlined technology solutions and conducting detailed analyses to identify and address customers' unique challenges.
-Took the initiative in customer proposal development, coordinating the creation of proposals, and skillfully negotiating rates, fees, terms, and conditions.
-Managed and nurtured a substantial Book of Business, focusing on providing exceptional service to small to medium-sized businesses nationwide.

Major Account Executive

Senior Account Executive

Account Executive

AroundCampus Group

-Elevated to the position of Area Manager, a prestigious role among 23 selected from a competitive pool of over 635 interns. Entrusted with the responsibility of assisting the regional manager in mentoring and guiding 56 interns across 15 diverse markets.
-Engaged in extensive regional travel to provide on-site support to interns. Specialized in enhancing their sales presentations, optimizing territory prospecting, and devising strategies for critical deadline-driven pushes.
-Played a pivotal role in driving the team towards an ambitious target of over $1 Million in total regional sales. Personally accountable for an individual sales goal of $347,300. Oversaw sales activities across key area markets, including the University of Houston, Rice University, University of Texas, Texas A&M University, Sam Houston University, Stephen F. Austin, and Texas State University, ensuring comprehensive market coverage and strategic alignment with regional objectives.

Area Sales Manager Internship

Sam Houston State University

Division 1 Basketball Player

-Distinguished performance, ranking 19th in total sales among 599 interns, showcasing exceptional sales skills and commitment beyond the internship tenure.
-Focused on selling a range of advertising platforms tailored to local businesses aiming to connect with the college market at Texas Christian University. Demonstrated expertise in identifying client needs and proposing effective advertising solutions to maximize their engagement with the university community.

Sales Representative Internship

-Achieved an outstanding rank of 11th in total sales among 640 interns, demonstrating exceptional sales proficiency and dedication even after the conclusion of the internship period.
-Specialized in selling diverse advertising platforms to local businesses, effectively targeting the college market of Sam Houston State University. Excelled in understanding client needs and offering tailored advertising solutions to enhance their reach and engagement with the university's student body.

Sales Leader Growing Revenue Strategically

🚀 Dynamic Growth Architect | Expert Sales Strategist | Startup Mentor

I'm Mitchell McCormick, the Founder & CEO behind McCormick Revenue Advisory. Here, we're not just about business growth; we're about creating success stories. With over decade in sales, I've mastered the art of not just selling products and services but building relationships and strong sales frameworks.

🌟 My Role: Armed with deep sales understanding, I navigate startups through the complexities of sales training, and sales management. My goal is bold and straightforward: to equip businesses and salespeople with the skillset to be ninja like in their sales approach. 

💡 My Methodology: I have a tailored, hands-on approach. Recognizing that each company possesses a distinct story and set of challenges, I use deep discovery to fully grasp these intricacies. My methods are a blend of data-driven precision and a deep understanding of the human element in business. Following Up is also a key element of success and something I stress to focus on when winning business. 

📈 Milestones & Vision: My journey includes significant achievements like bringing in 103 new clients, generating a $1.7M annual book of business, and ranking in the Top 5% in Sales Production among 495 peers in logistics, right out of college. Expanding my knowledge by changing industries into venture capital, I started among the first sales hires and rose to spearhead the revenue team, propelling the company from $200k to $2mm in MRR. Now, at McCormick Revenue Advisory, our aim is clear: to become Austin's premier sales consultancy, boosting the sales of at least 25 companies and empowering over 1000 salespeople to be million dollar procedures for their firms. 

🤝 Connect With Me: I'm keen on connecting with fellow entrepreneurs, startups and anyone with a itch to scratch in business. Whether it's to discuss innovative business strategies, share insights on growth hacking, or even to tee off for a round of golf, I'm just a message away!

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The Battle

Arthur Hernandez

Mitchell McCormick

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