Jake Bryant, MBA
Content
Versatile strategist and sales leader with an MBA and 12 years of experience elevating revenue performance and delivering measurable results against vital objectives in complex markets. A unique combination of analytical, technical, and social acuity that thrives in situations of risk and uncertainty. Systems thinker that finds leverage for cultivating game-changing performance.
CORE COMPETENCIES ANALYTICAL SOCIAL TECHNICAL • Sales Process Optimization • Sales Team Development • Excel Power User • Market Engagement Design • Account Strategy / Channel Mgmt. • Salesforce.com / CRM • Strategic Planning & Thinking • Consultative Solution Selling • Modeling & Simulation • Metrics & Performance Mgmt. • Compelling Speaker & Presenter • Visual Mapping & Analytics EXPERIENCE 2012 – Present Senior Consultant
Consulting • Sales & Marketing • Management • Teaching • Technology
Lenati LLC
Seattle, WA !!!!
Designed strategies to find, acquire, grow, and retain customers on behalf of Fortune 500 clients. Contributions to the development of the firm included published thought leadership, consultant training & development, and solution design. • • Author, “Dead on Arrival: How thoughtless delivery can kill promising cloud services.” Trainer and curriculum developer, Project Storyboarding & Recommendation Design.
Microsoft Partner Incentives Go-To-Market Strategy Planning, launch, and continuous improvement of a $100 million incentive program that generates annual revenues of $1.3 billion, sourced from a network of over 500 channel sales partners. Starbucks Nationwide Retail Store Performance Model Design and deployment of a performance management model that enabled field managers to assess a portfolio of over 2,000 retail locations and make consistent investment decisions totaling $140 million.
2010 – 2012 Strategist, Principal
Forward Mapworks LLC
Seattle, WA !!!!!
Founded and grew a boutique strategy firm dedicated to improving client sales performance using wholesystems ecosystem mapping to identify and exploit leverage hidden in complex markets. In addition to working directly with clients to explore, design, implement, and manage strategic programs, oversaw dayto-day operations of the firm, including accounting, IT, web design, marketing, and business development. • • • Closed new prospects and deepened client engagements for avg. 63% annual revenue growth. Clients include 3Com, Alaska Airlines, IceStone, Medco, and the US Department of Energy. Author, “Lessons in Strategic Cartography: A guide for maps that matter.” 2010 – 2012 Adjunct Instructor Bainbridge Graduate Institute Seattle, WA !!
Taught graduate students triple-bottom line accounting, finance, statistical forecasting, and organizational design in a hybrid online-offline learning environment. Developed a supplemental workshop series on financial modeling, forecasting, and simulation to strengthen student competency in managerial accounting, finance, strategic development and entrepreneurial planning.
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent [email protected] • 206.973.0215 • 5916 44 Ave SW, Seattle, WA 98136
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EXPERIENCE (continued)
Consulting • Sales & Marketing • Management • Teaching • Technology
2009 – 2010 Account Manager, Client Services
Responza LLC
Seattle, WA !!!
As client advocate, worked directly with management teams to translate their business requirements into long-term strategic IT plans with positive ROIs. Managed the technical training, competency attainment, and customer feedback performance required to maintain Certified Microsoft Gold Partner status. • • Coordinated managed IT services for over 100 Pacific Northwest accounts with 100% retention. Instated a company-wide customer mood dashboard resulting in a 5X increase in technical staff participation in documented service practices and a 30% improvement in ticket SLA attainment. 2008 – 2009 Congruent Software Inc. Business Development Manager, ERP Division Bellevue, WA !!!
Developed and executed a comprehensive territory sales plan aimed at finding and closing mid-market revenue opportunities, maximizing forecast accuracy, and sustaining a robust pipeline. As a certified Microsoft Solution Selling Professional, approached the market from a value engineering mindset, cocreating profitable deployments designed for each prospective client. • • Generated annual $1M revenue quota for the company’s Microsoft Dynamics ERP business. Established a CRM division to grow and diversify opportunities and reduce average sales cycle. 2007 Expand Networks Inc. Sr. Inside Sales Representative Roseland, NJ !!!!
Recruited by former Packeteer Inside Sales Director (following that company’s acquisition) to take responsibility for all prospecting and lead development initiatives within the U.S. and Canada. Developed and administered the internal CRM database (salesforce.com) for a global sales force. On-boarded inside sales representatives and established new hire training programs to cultivate organizational capability in early-cycle technology solution selling. • • Exceeded individual quotas for qualified lead generation and pipeline volume every month. Designed usability fixes for salesforce.com resulting in a 34% company-wide adoption increase. 2005 – 2006 Inside Sales Representative Packeteer Inc. (formerly Tacit Networks Inc.) South Plainfield, NJ !!!!
Generated leads and qualified net new sales opportunities for a cutting edge network technology through direct selling over a variety of mediums including phone, e-mail, trade events, and internet search. Developed and administered the internal CRM database (salesforce.com) for a global sales force. Designed high-impact visual dashboards of key performance metrics for senior management. • • • • 6 consecutive quarters exceeding quota for qualified enterprise-level revenue opportunities. Attained 50% quarter-over-quarter revenue growth that attracted acquisition interest. Maintained average call volume of 40 per day with qualification rate above 6%. Promoted to acting Manager of Inside Sales within one year. 2004 – 2005 Materials Analyst Shell Packaging Corporation Berkeley Heights, NJ !!
Mastered CAPE PACK™ software suite to analyze customer palletizing, packaging, and load balancing practices. Identified wasteful or structurally deficient materials use and recommended load-optimized, cost-efficient materials handling and shipping configurations.
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent [email protected] • 206.973.0215 • 5916 44 Ave SW, Seattle, WA 98136
th
SELECTED CASE STUDIES
(detailed case studies available by request)
Fixing a Broken Channel Sales Program Following its launch and several years of impressive growth, an architectural supply company observed a gradual decline in the revenue generated by its channel. Partners had been on-boarded with the same entrepreneurial fervor that had fueled the company’s early success, and also disguised its deep systemic issues. Mapping the activities involved in delivering product to customers as promised allowed for the selection of appropriate key performance targets. Performance ranges were next matched with commensurate benefits and incentives to create a formal, tiered partner agreement that clarified roles, responsibilities, and expectations. Formalized agreements gave each partner its own path for productive collaboration and continuous improvement in pursuit of measurable revenue gains. Revitalizing a Non-performing Sales Organization The sales team for a manufacturing company was hit hard by the recession. Their sales plan had already been adjusted downward to compensate for disappointing numbers, and they were still missing revised targets by a collective 50%. Nothing significant had changed within the team to cause the slide, so it was necessary to map the sales cycle and find unexploited leverage in the marketplace. The map confirmed a clear switch from a straightforward 2-stage selling cycle to a longer, more complex 3-stage cycle as customers responded to economic hard times by altering their procurement protocol. Reorganizing the team to service the new way customers evaluate and purchase their product improved the team’s conversion rate and returned them to a trajectory for their original sales goals. FORMAL EDUCATION Master of Business Administration Bainbridge Graduate Institute (Seattle, WA) Focus: Systems Theory & Sustainability AFFILIATIONS Bachelor of Business Administration Wilfrid Laurier University (Waterloo, ON) Focus: Strategic Growth & Development
Social Venture Network (SVN) International Society of Sustainability Professionals (ISSP) Systems Dynamics Society Net Impact Microsoft Solution Selling Professional Licensed SCORE™ Corporate Responsibility Assessor PADI™ Certified Open Water Scuba Diver Guitarist & Vocalist Golf (7 index) Travel & the Outdoors Web & Graphic Design Advising Startups Available upon request
CERTIFICATIONS
INTERESTS
REFERENCES
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent [email protected] • 206.973.0215 • 5916 44 Ave SW, Seattle, WA 98136
th
CORE COMPETENCIES ANALYTICAL SOCIAL TECHNICAL • Sales Process Optimization • Sales Team Development • Excel Power User • Market Engagement Design • Account Strategy / Channel Mgmt. • Salesforce.com / CRM • Strategic Planning & Thinking • Consultative Solution Selling • Modeling & Simulation • Metrics & Performance Mgmt. • Compelling Speaker & Presenter • Visual Mapping & Analytics EXPERIENCE 2012 – Present Senior Consultant
Consulting • Sales & Marketing • Management • Teaching • Technology
Lenati LLC
Seattle, WA !!!!
Designed strategies to find, acquire, grow, and retain customers on behalf of Fortune 500 clients. Contributions to the development of the firm included published thought leadership, consultant training & development, and solution design. • • Author, “Dead on Arrival: How thoughtless delivery can kill promising cloud services.” Trainer and curriculum developer, Project Storyboarding & Recommendation Design.
Microsoft Partner Incentives Go-To-Market Strategy Planning, launch, and continuous improvement of a $100 million incentive program that generates annual revenues of $1.3 billion, sourced from a network of over 500 channel sales partners. Starbucks Nationwide Retail Store Performance Model Design and deployment of a performance management model that enabled field managers to assess a portfolio of over 2,000 retail locations and make consistent investment decisions totaling $140 million.
2010 – 2012 Strategist, Principal
Forward Mapworks LLC
Seattle, WA !!!!!
Founded and grew a boutique strategy firm dedicated to improving client sales performance using wholesystems ecosystem mapping to identify and exploit leverage hidden in complex markets. In addition to working directly with clients to explore, design, implement, and manage strategic programs, oversaw dayto-day operations of the firm, including accounting, IT, web design, marketing, and business development. • • • Closed new prospects and deepened client engagements for avg. 63% annual revenue growth. Clients include 3Com, Alaska Airlines, IceStone, Medco, and the US Department of Energy. Author, “Lessons in Strategic Cartography: A guide for maps that matter.” 2010 – 2012 Adjunct Instructor Bainbridge Graduate Institute Seattle, WA !!
Taught graduate students triple-bottom line accounting, finance, statistical forecasting, and organizational design in a hybrid online-offline learning environment. Developed a supplemental workshop series on financial modeling, forecasting, and simulation to strengthen student competency in managerial accounting, finance, strategic development and entrepreneurial planning.
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent [email protected] • 206.973.0215 • 5916 44 Ave SW, Seattle, WA 98136
th
EXPERIENCE (continued)
Consulting • Sales & Marketing • Management • Teaching • Technology
2009 – 2010 Account Manager, Client Services
Responza LLC
Seattle, WA !!!
As client advocate, worked directly with management teams to translate their business requirements into long-term strategic IT plans with positive ROIs. Managed the technical training, competency attainment, and customer feedback performance required to maintain Certified Microsoft Gold Partner status. • • Coordinated managed IT services for over 100 Pacific Northwest accounts with 100% retention. Instated a company-wide customer mood dashboard resulting in a 5X increase in technical staff participation in documented service practices and a 30% improvement in ticket SLA attainment. 2008 – 2009 Congruent Software Inc. Business Development Manager, ERP Division Bellevue, WA !!!
Developed and executed a comprehensive territory sales plan aimed at finding and closing mid-market revenue opportunities, maximizing forecast accuracy, and sustaining a robust pipeline. As a certified Microsoft Solution Selling Professional, approached the market from a value engineering mindset, cocreating profitable deployments designed for each prospective client. • • Generated annual $1M revenue quota for the company’s Microsoft Dynamics ERP business. Established a CRM division to grow and diversify opportunities and reduce average sales cycle. 2007 Expand Networks Inc. Sr. Inside Sales Representative Roseland, NJ !!!!
Recruited by former Packeteer Inside Sales Director (following that company’s acquisition) to take responsibility for all prospecting and lead development initiatives within the U.S. and Canada. Developed and administered the internal CRM database (salesforce.com) for a global sales force. On-boarded inside sales representatives and established new hire training programs to cultivate organizational capability in early-cycle technology solution selling. • • Exceeded individual quotas for qualified lead generation and pipeline volume every month. Designed usability fixes for salesforce.com resulting in a 34% company-wide adoption increase. 2005 – 2006 Inside Sales Representative Packeteer Inc. (formerly Tacit Networks Inc.) South Plainfield, NJ !!!!
Generated leads and qualified net new sales opportunities for a cutting edge network technology through direct selling over a variety of mediums including phone, e-mail, trade events, and internet search. Developed and administered the internal CRM database (salesforce.com) for a global sales force. Designed high-impact visual dashboards of key performance metrics for senior management. • • • • 6 consecutive quarters exceeding quota for qualified enterprise-level revenue opportunities. Attained 50% quarter-over-quarter revenue growth that attracted acquisition interest. Maintained average call volume of 40 per day with qualification rate above 6%. Promoted to acting Manager of Inside Sales within one year. 2004 – 2005 Materials Analyst Shell Packaging Corporation Berkeley Heights, NJ !!
Mastered CAPE PACK™ software suite to analyze customer palletizing, packaging, and load balancing practices. Identified wasteful or structurally deficient materials use and recommended load-optimized, cost-efficient materials handling and shipping configurations.
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent [email protected] • 206.973.0215 • 5916 44 Ave SW, Seattle, WA 98136
th
SELECTED CASE STUDIES
(detailed case studies available by request)
Fixing a Broken Channel Sales Program Following its launch and several years of impressive growth, an architectural supply company observed a gradual decline in the revenue generated by its channel. Partners had been on-boarded with the same entrepreneurial fervor that had fueled the company’s early success, and also disguised its deep systemic issues. Mapping the activities involved in delivering product to customers as promised allowed for the selection of appropriate key performance targets. Performance ranges were next matched with commensurate benefits and incentives to create a formal, tiered partner agreement that clarified roles, responsibilities, and expectations. Formalized agreements gave each partner its own path for productive collaboration and continuous improvement in pursuit of measurable revenue gains. Revitalizing a Non-performing Sales Organization The sales team for a manufacturing company was hit hard by the recession. Their sales plan had already been adjusted downward to compensate for disappointing numbers, and they were still missing revised targets by a collective 50%. Nothing significant had changed within the team to cause the slide, so it was necessary to map the sales cycle and find unexploited leverage in the marketplace. The map confirmed a clear switch from a straightforward 2-stage selling cycle to a longer, more complex 3-stage cycle as customers responded to economic hard times by altering their procurement protocol. Reorganizing the team to service the new way customers evaluate and purchase their product improved the team’s conversion rate and returned them to a trajectory for their original sales goals. FORMAL EDUCATION Master of Business Administration Bainbridge Graduate Institute (Seattle, WA) Focus: Systems Theory & Sustainability AFFILIATIONS Bachelor of Business Administration Wilfrid Laurier University (Waterloo, ON) Focus: Strategic Growth & Development
Social Venture Network (SVN) International Society of Sustainability Professionals (ISSP) Systems Dynamics Society Net Impact Microsoft Solution Selling Professional Licensed SCORE™ Corporate Responsibility Assessor PADI™ Certified Open Water Scuba Diver Guitarist & Vocalist Golf (7 index) Travel & the Outdoors Web & Graphic Design Advising Startups Available upon request
CERTIFICATIONS
INTERESTS
REFERENCES
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent [email protected] • 206.973.0215 • 5916 44 Ave SW, Seattle, WA 98136
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