Adam Johnson
Carver
Summary
Accomplished sales leader with a proven track record of building public sector teams and spearheading market expansion strategies. Excelled in sales leadership, team building, and change management. Experienced in employing MEDDPICC sales methodology to exceed quotas. Demonstrated history of fostering cross-functional collaboration and driving public sector channel development. Recognized for coaching excellence and strategic market expansion.
Overview
16
16
years of professional experience
Work History
Regional Vice President - Public Sector
Exterro
2023.02 - Current
- Developed & executed on high-impact sales strategies to drive market expansion and new ARR growth exceeding 300% YOY.
- Demonstrated expertise in hiring, mentoring, and scaling of high-performance sales teams and fostered a positive, yet results-driven culture.
- Enhanced partner strategy to drive company growth, increase market presence and leverage a multitude of procurement vehicles.
- Implemented successful go-to-market plan by collaborating with cross-functional leaders in marketing, channel, compliance & product development.
- Coach sales team through complex sales and procurement processes, leveraging MEDDPICC sales methodology
Director of Public Sector
Exterro
2022.04 - 2023.02
- Developed team of Sales Directors to drive state, local government & higher education revenue growth & client retention exceeding 90%.
- Collaborated cross-functionally to develop a successful go-to-market strategy, driving significant public sector pipeline growth.
- Built strategic partnerships with systems integrators, technology resellers, and distributors to create a value-added partner ecosystem.
- Implemented processes and tools to improve data-driven decisions, increase accuracy in sales forecasting and win rate.
Director of Sales - SLED
Exterro
2020.01 - 2022.04
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning. President's Club Achiever 2021.
- Collaborated with product & engineering teams to ensure alignment with client needs and requirements.
- Team Lead, responsibilities included the mentoring of new & existing team members, taking lead on enterprise opportunities & collaborating with cross-functional leaders.
- Drove marketing alignment, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
Sales Executive
Innovative Interfaces Inc
2018.06 - 2020.01
- Assisted in the creation and execution of the Higher Education go-to-market strategy
- Developed a deep understanding of market positioning and competitive differentiation to create an aligned approach to vertical marketing and GTM initiatives.
- Produced $5M in pipeline over 18 months by maximizing events and marketing opportunities, leveraging industry relationships, and prioritizing enterprise opportunities.
Sales Director
SirsiDynix
2017.02 - 2018.06
- Led regional SLED team and directed business development efforts, while also exceeding individual quota. President's Club Achiever 2017.
- Achieved sales goals and service targets by cultivating and securing new customer relationships through trade shows, outbound prospecting efforts and local-area networking.
- Communicated team performance, forecasts and strategies to senior leadership.
Executive Account Manager
SirsiDynix
2012.10 - 2017.02
- Exceeded sales goals by cultivating existing client relationships and securing new client contracts.
- President's Club Achiever 2015 & 2016.
- Liaised with marketing, product and management teams to develop solutions and accomplish shared objectives.
Account Executive
RJS Software
2009.04 - 2012.10
- Assisted in the creation of a new business unit, RJS Smart Security, focused on cyber security tools and consulting services.
- Top sales producer and Team Lead. Mentored new team members and coordinated key partner relationships.
- Cultivated client relationships across commercial and SLED verticals
Education
Business Administration And Management
University of St Thomas
St. Paul, MNSkills
- Sales Leadership & Team Building
- MEDDPICC Sales Methodology
- Sales Strategy Development
- Sales Forecasting
- Coaching & Mentoring
- Cross-Functional Collaboration
- Public Sector Channel Development
- Change Management
Timeline
Regional Vice President - Public Sector
Exterro
2023.02 - Current
Director of Public Sector
Exterro
2022.04 - 2023.02
Director of Sales - SLED
Exterro
2020.01 - 2022.04
Sales Executive
Innovative Interfaces Inc
2018.06 - 2020.01
Sales Director
SirsiDynix
2017.02 - 2018.06
Executive Account Manager
SirsiDynix
2012.10 - 2017.02
Account Executive
RJS Software
2009.04 - 2012.10
Business Administration And Management
University of St Thomas