John Spoor
Senior Technology Sales Executive (Mid-Market/Enterprise)
Remote EMEA,N/A
Summary
Accomplished Senior Sales Executive with success converting leads, exceeding quotas and maximizing revenue with proactive and ambitious strategies. Decisive, passionate and devoted to outperforming expectations. Attentive, resourceful and personable with customers
Overview
24
24
years of professional experience
3
3
years of post-secondary education
Work History
Senior Sales Executive - Mid-Market ($1bn Revenue)
Delinea
Remote, N/A
11.2019 - Current
- Responsible for generating new business and upsell/x-sell into install base for commercial segment (revenue less than $1bn)
- Mentored junior sales executives, providing guidance on best practices and strategies for achieving success in the field
- Facilitated relationships with target accounts through implementation of proven networking methods
- Created prospect rapport by approaching leads and cultivating strong business relationships through sales
- Managed complex sales cycles, navigating various decision-makers within organizations to secure successful deals
- Established long-lasting relationships with key clients through effective account management and consistent communication
- 31% Close rate overall and 98% of committed deals closed in forecasted timeline
- Increased ADV over 300% on Net New Business
- Heavy user of MEDDPICC Qualification process
Regional Sales Manager - Middle East, Turkey & Africa
iPass (now Pareteum)
Dubai, UAE
02.2016 - 06.2019
- Managed install base and generated new business for mobile connectivity, business intelligence, and reporting solutions
- Developed and maintained positive relationships with clients in assigned sales territories
- Organized regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation
Regional Channel Manager Emerging Markets & APAC
Secunia Aps
Dubai, UAE
09.2013 - 01.2016
- Managed transition to a 2-tier channel and achieved high quota achievement
- Created incentive programs to motivate channel partners towards higher performance levels
- Provided ongoing support and training to channel partners, ensuring their success with products
- Launched new channels for product distribution, expanding market reach
- Resolved conflicts between channel partners promptly and professionally, maintaining positive working relationships throughout the region
- Collaborated with marketing team on targeted campaigns for increased visibility in the region
Regional Sales Manager MEA
GFI Software Ltd
Dubai, UAE
10.2009 - 09.2013
- Managed MEA region and team, achieved sales targets, and recruited new partners
- Managed team of 2 regional sales representatives and consistently achieved high sales targets
Sales Manager
Computerlinks ME (Now Arrow)
Dubai, UAE
08.2007 - 10.2009
- Managed a team of 5 product managers and account managers for IT security solutions
- Responsible for revenues of $3.5m per annum
Director - IT Practice
Horizon International
04.2006 - 08.2007
- Set up the Contingency Division of the company with a focus on IT and Telecommunications
Corporate Account Manager - UK Market
WebEx Communications Inc (Now Cisco)
04.2004 - 03.2006
- Generated new leads and maximized sales potential for online collaboration services
Trader - Inside Sales, Electronic Components
Converge (Now Arrow)
01.2001 - 04.2004
- Bought and sold electronic components, managed accounts, and met sales targets
Education
BA (Hons) Business Economics and Finance - 2:2, Industrial Economics, Financial Decision Making, Management Accounting, Financial Accounting, Marketing -
University of Central Lancashire
Preston, LAN 01.1995 - 04.1998
Skills
Sales Development
Sales Forecasting
Client Relationship Management
Territory Management
MEDDPICC Qualification
Miller Heimann Sales Methodology
Pipeline Management
Sales Coaching
Client Account Management
Personal Information
- Date of Birth: 01/04/75
- Nationality: British Citizen
Timeline
Senior Sales Executive - Mid-Market ($1bn Revenue)
Delinea
11.2019 - Current
Regional Sales Manager - Middle East, Turkey & Africa
iPass (now Pareteum)
02.2016 - 06.2019
Regional Channel Manager Emerging Markets & APAC
Secunia Aps
09.2013 - 01.2016
Regional Sales Manager MEA
GFI Software Ltd
10.2009 - 09.2013
Sales Manager
Computerlinks ME (Now Arrow)
08.2007 - 10.2009
Director - IT Practice
Horizon International
04.2006 - 08.2007
Corporate Account Manager - UK Market
WebEx Communications Inc (Now Cisco)
04.2004 - 03.2006
Trader - Inside Sales, Electronic Components
Converge (Now Arrow)
01.2001 - 04.2004
BA (Hons) Business Economics and Finance - 2:2, Industrial Economics, Financial Decision Making, Management Accounting, Financial Accounting, Marketing -
University of Central Lancashire
01.1995 - 04.1998