Jeffrey S. Barnes
Frederick
Summary
Dynamic business development and sales executive with over 20 years of experience in enterprise technology sales and consulting. Proven track record in driving innovation and executing complex sales strategies that enhance revenue and market presence. Expertise in building relationships with C-suite executives and developing effective business strategies for both new and existing markets. Strong acumen in client relationship management, contract negotiation, strategic sales planning, pipeline generation & market analysis, complemented by excellent communication and negotiation abilities.
Overview
30
30
years of professional experience
Work History
Senior Account Executive
Mercer/Marsh McClennan
Frederick
05.2024 - Current
- Guide the digital transformation initiatives for clients at Mercer, ensuring sustainable business growth through innovative technology solutions
- Collaborate with cross-functional teams to enhance enterprise experiences and achieve desired ROI for clients
- Develop and implemented strategies to optimize technology investments and drive business transformation
- Assist organizations in developing deployment roadmaps for their future state HCM and Financial implementations, ensuring alignment with current/future state requirements
- Develop and implement strategic sales plans to acquire and retain high-value accounts
- Identifying key decision-makers within target accounts and building strong relationships with them
- Navigate complex procurement processes with multiple stakeholders and complex purchasing needs
- Focused on understanding client needs to tailor solutions, driving successful project outcomes across various organization types
- Mercer is at the forefront of HR transformation, offering unmatched expertise, strategic HR consulting and comprehensive implementation services. Mercer is a leading Workday enterprise services firm passionate about helping customers get the most value from their greatest assets – their people – by deploying and optimizing Workday ERP solutions within their organizations.
Senior Director Learning Marketplace
Guild
Frederick
02.2022 - 04.2024
- Executed solution & consultative selling strategies to add high quality learning providers into the Guild curated marketplace of programs
- Effectively managed multiple large, complex and comprehensive sales cycles
- Helped refine sales methodology, new sales motion, and new verticalized approach
- Added 3x new logos to the partnership catalog via successful contract negotiations
- Guild is bridging the gap between education and career opportunity, helping employers offer education, skilling, and career mobility to their employees. The Guild Career Opportunity Platform empowers top companies to help working adults go back to school, with tuition assistance programs that align the corporate business goals with affordable education programs designed for working adults.
Director of Strategic Sales/Market Director – Healthcare & Technology
Brightfield
Frederick
10.2020 - 01.2022
- Promoted and supported the adoption of Brightfield’s TDX SaaS solution to Global 2000 enterprises
- Effectively managed multiple large, complex and comprehensive sales cycles, negotiations of TDX with firms in the technology and healthcare arenas.
- Significantly matured a profitable pipeline and established new projected revenue streams of million dollar opportunities for Brightfield
- Established and nurtured C-suite relationships within the territory
- Cultivation of mutually beneficial business relationships with strategic go-to-market partners
- Maintained accurate and timely customer, pipeline, and forecast data
- Brightfield is an extended workforce analytics company that helps Global 2000 organizations design their work more precisely. Brightfield provides data intelligence into the cost of labor through a proprietary AI software to manage extended workforce for procurement, HR & IT in enterprise companies.
Director of Workday Consulting Services, Workday Practice
Avaap/Navigator Management Partners
Frederick
09.2017 - 10.2020
- Recruited to Avaap to facilitate the growth of the Workday software implementation business unit
- In less than 1 year, successfully prospected & closed the landmark opportunities that earned completion of required ramp-to-prime process to achieve full partner status in Workday services ecosystem
- Effectively managed multiple large, complex and comprehensive sales cycles, negotiations and implementation strategy for Workday deployment opportunities
- Consistently grew a profitable pipeline and reliable projected future revenue streams of multi-million dollar opportunities
- Built significant and influential relationships with senior management levels at clients that aided in closing multiple contracts
- Assisted in development of overall go-to-market strategy nationally to position Avaap/Navigator deployment and other services in highly-competitive marketplace
- Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment
- Nurture and develop C-suite relationships within the territory and Workday to facilitate advancement of territory strategy
- Cultivation of mutually beneficial relationships with strategic partners
- Maintained accurate and timely customer, pipeline, and forecast data
- Comprehensive focus/mastery of: Financial Management, Human Capital Management (Human Resources Management, Workforce Planning + Talent Management), Payroll, Expenses, Time Tracking, Procurement, Grants Management, Recruiting, Student Administrative Systems
- Responsible for net new business value to Avaap/Navigator of +$15m
- Avaap/Navigator is an industry-focused, cross-platform management and technology consulting firm specializing in Workday, Infor, Tableau, and other enterprise applications. Avaap is also the only authorized U.S. Prosci training partner for organizational change management. Organizations ranging from small not for profit-sized businesses to large enterprises have partnered with Avaap.
Account Executive, Education & Government
Workday
Frederick
05.2014 - 09.2017
- Sales executive assisting education leadership (university, community college and K12) negotiate through complex legacy ERP transitions to Workday’s SaaS solution stack
- Successfully manage sales, negotiation and implementation strategy for multiple Workday opportunities
- Develop overall go-to-market strategy in the region to position disruptive SaaS technology and innovative new product launches in highly-competitive marketplace
- Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment
- Consultative selling methodologies and competitive analysis as part of complex sales cycles
- Cultivation of mutually beneficial relationships with strategic partners
- Maintain accurate and timely customer, pipeline, and forecast data
- Comprehensive focus/mastery of: Financial Management, Human Capital Management (Human Resources Management, Workforce Planning + Talent Management), Payroll, Expenses, Time Tracking, Procurement, Grants Management, Recruiting, Student Administrative Systems
- New business contract value to Workday and partners in excess of $14M since June 2014
- Achieved Workday Sales Club FY 2015; 234% above plan
- Workday is a leading provider of enterprise cloud applications for finance and human resources. Founded in 2005, Workday delivers financial management, human capital management, and analytics applications designed for the world's largest companies, educational institutions, and government agencies. More than 1,000 organizations, ranging from medium-sized businesses to Fortune 50 enterprises, have selected Workday.
Executive Director, New Business Strategies
Pearson Education
Frederick
08.2009 - 06.2014
- Business development executive assisting higher education executives outsource the operations of their fully online program. This partnership model is now the framework for a significant amount of growth for Pearson globally.
- Successfully managed the sales, negotiation, execution and management of several comprehensive online learning partnerships between Pearson and higher education institutions across the U.S.
- Partnerships represent in excess of $300M in projected company revenue for Pearson
- Developed and maintained executive level relationships with national higher education executives and industry education thought leadership
- Managed extensive and complex business development cycles & enterprise-wide partnership opportunities
- On-going consultation with higher education leadership on industry technology trending
- Brokered relationships with multiple institutions and associations to leverage Pearson technology assets to improve student outcomes and grow university enrollments
- Comprehensive focus includes mastery of: Online Learning, Digital Content, Workforce Education, College and Career Readiness & Learning Management Systems and other Online Learning Technologies
- Pearson Sales Leadership Club 2010 - 2013
- Pearson Learning Solutions is part of Pearson, the world's leading learning company. Pearson is an innovative learning company that partners with institutions and educators to offer customized and personalized educational solutions and services that lead to better student outcomes.
Regional Sales Manager
Blackboard, Inc.
Frederick
07.2006 - 08.2009
- Managed complex, enterprise educational solution sales involving 6-12 month sales cycles
- Collaborated with superintendents, deputy superintendents and other high ranking education officials to define requirements and create vision in support of educational goals
- Maximized utilization of internal resources, including extensive coordination of Solution Engineers, Global Services, Product Development, Marketing, and key Executives (multi-level project coordination)
- Experience effectively communicating ROI to C-level decision makers
- Successfully managed high value sales opportunity and travel requirements of a large geographical territory spanning New England, Mid-Atlantic, Mid-West & Eastern Canada
- Annual attainment of both recurring and nonrecurring revenue models; highlighted by 134% in 2007
- Effectively maintained recurring annual revenue base while adding new clients to portfolio
- Blackboard is a world-leading provider of e-Education Enterprise software applications and services. Blackboard enables teaching and learning at more than 6000 institutions across the world increasing the impact of education by transforming the experience of education through a wide array of products and services to ensure institutional success.
Senior Sales Representative
Thomson, Course Technology
Frederick
07.2003 - 06.2006
- Managed sale of textbooks, digital solutions, and software to higher education and career markets in Maryland, Delaware, Washington, DC
- Achieved 117% and 101% of designated sales quota in 2004 & 2005 respectively
- Finished FY as the #3 ranked sales representative in the company in 2004
- Increased software / e-learning tools sales in the territory by $100,000 from 2003 to 2004
- Grew total sales in territory over $400,000 from 2003 to 2004
- Consistently presented, sold and trained customers on new technology products – including software and print media
- Created and initiated strategic marketing plans with the goal of building strong brand identity, increasing sales, and creating a long-term competitive advantage
- Successfully managed a high dollar customer base in a highly competitive territory (25 accounts worth $2 million)
- Recognized and honored with President’s Club award twice for consistently exceeding sales goals (‘04-‘05)
- Thomson-Course Technology publishes innovative materials and creative electronic learning solutions to help educators teach, students learn, and individuals expand their interest in and understanding of emergent and current technologies.
Professional Representative
Merck & Co., Inc
Buffalo
01.2000 - 07.2003
- Promoted Fosamax, Vioxx, Singulair, & Zocor to physicians and specialists in greater Buffalo, NY
- Achieved over 100% targeted sales for core products (Fosamax, Vioxx, Singulair) in 2001 & 2002
- Developed comprehensive strategic and tactical plans to maximize sales with therapeutic targets
- Planned and implemented medical education conferences including lectures, peer discussion groups, hospital displays and representative facilitated meetings
- Conducted detailed sales discussions with Primary Care Physicians, Cardiologists, Rheumatologists, Allergists, Endocrinologists, OB-GYNs, and Orthopedic surgeons, in both office & hospital settings
- Guided Fosamax sales growth in Buffalo District to 38.7% (#1 in Northeast Business Group)
- Attained 2002 total portfolio targeted sales of 108.2%
- National Sales Incentive Winner in 2002 – Top 5% Nationally
- Merck & Co., Inc. is a global research-driven pharmaceutical company dedicated to putting patients first. Established in 1891, Merck discovers, develops, manufactures and markets vaccines and medicines to address unmet medical needs.
U.S. Postal Inspector / Federal Agent
U.S. Postal Inspection Service
Buffalo
01.1996 - 01.2000
- Planned, organized & conducted federal investigations in the following areas: mail theft, identity theft, robberies, burglaries, assaults & threats, prohibited mail - narcotics
- Managed task forces and team personnel in the execution of detailed search and arrest warrants
- Coordinated and delivered presentations to multiple levels of management as well as state and federal prosecutors
- Organized and conducted detailed and complex investigatory interviews & completed detailed report summaries of aforementioned
- Ranked top 5% nationally in arrests and & conviction ratio (1998 & 1999)
- Served as federal agent in the first and one of the nation’s premier law enforcement agencies.
Education
Master of Education (M.Ed.) - Collaborative Learning/Psychology
Salisbury University
Salisbury, MDBachelor of Arts - Political Science
Salisbury University
Salisbury, MDSkills
- Strategic and consultative sales
- Enterprise cloud and technology sales
- SaaS and software consulting
- C-suite relationship management
- Data and market analysis
- Pipeline generation and contract negotiation
- Organizational change management
- Executive consulting and project management
- Team building and leadership
Training
- Management Leadership Development Training
- Holden International – Sales Achievement Through Innovation
- Solution Selling Methodology Training
- Consultative Selling Skills
- Strategic Selling Skills
- Data Analysis – Market Analysis
- Organizational Change Management
Timeline
Senior Account Executive
Mercer/Marsh McClennan
05.2024 - Current
Senior Director Learning Marketplace
Guild
02.2022 - 04.2024
Director of Strategic Sales/Market Director – Healthcare & Technology
Brightfield
10.2020 - 01.2022
Director of Workday Consulting Services, Workday Practice
Avaap/Navigator Management Partners
09.2017 - 10.2020
Account Executive, Education & Government
Workday
05.2014 - 09.2017
Executive Director, New Business Strategies
Pearson Education
08.2009 - 06.2014
Regional Sales Manager
Blackboard, Inc.
07.2006 - 08.2009
Senior Sales Representative
Thomson, Course Technology
07.2003 - 06.2006
Professional Representative
Merck & Co., Inc
01.2000 - 07.2003
U.S. Postal Inspector / Federal Agent
U.S. Postal Inspection Service
01.1996 - 01.2000
Master of Education (M.Ed.) - Collaborative Learning/Psychology
Salisbury University
Bachelor of Arts - Political Science
Salisbury University