John Hodson
Lowton,UK
Summary
Sales professional with 11+ years of experience, with expertise in solution and consultative selling, account management, and sales methodologies including MEDDICC and SPIN. Track record of success in negotiating, forecasting, partner development, and lead generation, driving client acquisition and pipeline planning. Focused on fostering net new logo and existing customer growth through strategic client engagement and innovative sales strategies. Proven ability to create impactful reports and dashboards in Salesforce.
Overview
21
21
years of professional experience
3
3
years of post-secondary education
Work history
Enterprise Account Manager
Nutanix, UK
2022.02 - 2026.06
- I am responsible for NHS & Local Gov in the north of England and Wales. Since taking over the region, I have consistently secured net new logo’s, had numerous case studies published. I closed the first UK Cisco OEM deal. I have brought in-person events into the region which have been consistently generating pipeline, progressing opportunities for my accounts as well as others.
- Key Achievements:
- Case Studies: Lancashire County Council, Mid-Cheshire NHS, University of York.
- Net New Accounts: Lancashire County Council, University of Manchester, Lancs and South Cumbria NHS
Enterprise Account Executive
Nexthink, UK
2021.05 - 2022.01
- Responsible for Public Sector UK, I joined Nexthink to give vertical focus to the public sector, an area that had never had focus in the UK. I have been in charge of net new account acquisition and to help build the go-to-market strategy with the wider business.
Account Manager
Citrix, UK
2018.03 - 2021.05
- Responsible for public sector north; I was brought into Citrix to rejuvenate the region and give a direct touch relationship to customers. Since taking over the region I have increased product spend by over 1000%, this has been achieved through high levels of activity and being pro-active, including running my own events.
- Key Achievements:
- 1000% product spend increase over 3 years
- 2020 Public Sector Team - Top Salesperson
- 2020 Circle of Excellence - 214% of Quota
Account Manager
Checkpoint, UK
2017.05 - 2018.03
- Responsible for commercial sector for North of the UK. I was brought into checkpoint to give a local presence to the north of England region to help create a checkpoint customer and partner network to expand our product catalogue within our existing customers and help drive net new business. Since starting the role I have developed a strong pipeline through networking with various eco-system software vendors and our VAR’s culminating in jointly co-ordinating industry events. Since starting the role I have closed net new accounts as well as up-sold to our existing customers.
- Key Achievements:
- Hitting target in first quarter.
- Hitting target for FY17
- Securing numerous first meetings at C-level within our target accounts.
- Securing net new accounts.
Account Manager
AppSense, UK
2015.09 - 2017.05
- Responsible for the north of the UK focused on both commercial & public sector, since starting the role I have been focused on developing a strong pipeline through networking with various eco-system software vendors and our VAR’s culminating in jointly coordinating industry events. Since starting the role I have closed net new accounts as well as up-sold to our existing customers. I pride myself on my ability to build rapport within accounts.
- Key Achievements:
- Securing deals with major target accounts in the region.
- Securing net new accounts.
- Hitting target in first quarter.
- Securing numerous first meetings at C-level within our target accounts.
- Acquiring net new accounts: University of Durham, University of Newcastle & FNZ
Head of Contracts & Inside Sales
AppSense, UK
2011.08 - 2015.08
- Responsible for our global renewals team and EMEA inside sales team - this team grew in my tenure from a team of 8 to 18 across five locations globally. Due to my teams’ consistent performance we become an established feeder into our field organization. During my tenure I was given additional responsibilities of sales enablement & sales training of the EMEA sales organization. In addition to these roles, requested by the CEO, I formed a senior leadership team responsible for coordinating company events within the European Headquarters aimed at boosting morale. These events help drive the company’s culture and ensure regular corporate communication within the business.
- Targets:
- Renewals: $20m+ Quota, Renewal Rate 91%, Multi Year ratio 50%
- Inside Sales: $130m+ Pipeline Generation, $14m+ Closed Won Quota
- Key Achievements:
- Over 50% of staff promoted in a five month period.
- Developed a internal process allowed for automation of tracking pipeline generation rates within the CRM.
- Running Sales Enablement sessions for the entire EMEA Sales function.
Territory Account Manager
AppSense, San Jose, USA
San Jose
2011.03 - 2011.07
Internal Sales Team Leader
AppSense, San Jose, USA
San Jose
2010.07 - 2011.03
Inside Territory Manager
AppSense, New York City, USA
New York City
2010.01 - 2010.07
Contracts Manager
AppSense, Warrington, UK
Warrington
2005.07 - 2010.01
Education
B.A. (Hons.) - Drama
Edge Hill University
Ormskirk 2001.01 - 2004.01
Skills
- Solution & Consultative Selling Expertise
- Account Management
- Sales Methodologies- MEDDICC, SPIN etc
- Self Starter - Entrepreneurial Mindset
- SFcom report and dashboard expert
- Presentation design and delivery
- Negotiating
- Sales Forecasting
- Partner Development & Training
- Lead generation tactics
- Client acquisition
- Pipeline planning
Affiliations
- Film & TV
- Golf
- Riding my motorbike
REFERENCES
Available on request.
Timeline
Enterprise Account Manager
Nutanix, UK
2022.02 - 2026.06
Enterprise Account Executive
Nexthink, UK
2021.05 - 2022.01
Account Manager
Citrix, UK
2018.03 - 2021.05
Account Manager
Checkpoint, UK
2017.05 - 2018.03
Account Manager
AppSense, UK
2015.09 - 2017.05
Head of Contracts & Inside Sales
AppSense, UK
2011.08 - 2015.08
Territory Account Manager
AppSense, San Jose, USA
2011.03 - 2011.07
Internal Sales Team Leader
AppSense, San Jose, USA
2010.07 - 2011.03
Inside Territory Manager
AppSense, New York City, USA
2010.01 - 2010.07
Contracts Manager
AppSense, Warrington, UK
2005.07 - 2010.01
B.A. (Hons.) - Drama
Edge Hill University
2001.01 - 2004.01