Regional Sales Director at Polycom
San Francisco Bay Area
- Past
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- Regional Sales Director at POLYCOM INC
- Account Director, Financial Services at Avaya
- Regional Manager at CISCO SYSTEMS INC
- Education
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- University of California, Berkeley
- Connections
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141
connections
- Industry
- Computer Networking
Matt Hendricks’s Summary
Successful sales leader with over fifteen years of distinguished Sales Management experience in Voice, Video, Networking applications and services. Recognized for consistently superior sales results through improved market penetration and capturing greater share of IT budget. Transformed sales teams to peak performance through hiring and focused “coaching”. Created strong relationships with key “C level” decision makers by executing the “Solution Selling” process. Implemented “Activity Management” and ROI based financial selling to build funnels and increase opportunity size.
Matt Hendricks’s Specialties:
Solution Selling, Activity Management, Coaching, Hiring, Motivating.
Unified Communications ,Video/Collaboration, IP Telephony, Contact Center, Networking, Mobility, Security, Managed Services, Network Services
Matt Hendricks’s Experience
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Regional Sales Director
POLYCOM INC
(Telecommunications industry)
2008 — 2009 (1 year )
Led a team of seven Account Managers in the Enterprise Market Segment, covering 10 Western States. Managed all aspects of forecasting, activity management, coaching/development, Channel Partner opportunity engagement and driving sales of the entire Polycom Product Portfolio.
Grew first half 09 territory revenue by 25% to $13.2 million and increased Q4 funnel to $22 million using targeted prospecting and expanded Channel Partner activities.
Led Executive Briefings and demonstrations to key Customer Executives resulting in $4 million dollars of new revenue.
Inspected individual opportunities, tracked activities, analyzed funnel ratios and accurately made forecasts ("commit") to senior leadership using Salesforce.com.
Closed the largest Immersive "Telepresense" Sale in the Enterprise West Groups history to a San Francisco based brokerage company, valued at $2 million. Grew Immersive "Telepresense" funnel by a factor of four.
Created sales in new vertical markets including a quarter million dollar sale documented in a customer testimonial video.
Deployed "Account Maps" to grow Polycom "VC2" application business and revenue per account. Enabled the closure of 10 new converged management platform sales at product launch. -
Account Director, Financial Services
Avaya
(Privately Held; 10,001 or more employees; Telecommunications industry)
2007 — 2008 (1 year )
Managed two major Financial Market Accounts. Matrix managed team of four Account Managers, two Application Specialists, Services Specialist and System Engineer. Created strategic and tactical plans using Siebel AAMP to leverage team resources and grow team performance. Engaged with customers IT and BU Executives to uncover and solve business problems with unique Avaya solutions.
Grew revenue in key account by over 200% by focusing on ROI based application sales.
Executed $10 million in annual services revenue, including new Managed Services offering
Sold Advanced Applications including: contact center with IP recording, virtual IP Agent and Microsoft integration to Avaya conferencing and telephony
Presented customer satisfaction improvements to key Customer Executives via Quarterly vendor "score card".
Positionited new technologies like "SIP" to counter competitive threats in telephony/contact center and save millions of dollars in base revenue.
Delivered timely and accurate forecast information to senior management using Siebel CRM. -
Regional Manager
CISCO SYSTEMS INC
(Computer Networking industry)
2006 — 2007 (1 year )
Led a team of seven Account Managers in the Commercial Market Segment, covering the Silicon Valley (South S.F. through Fresno). Directed all aspects of Regional Sales Management: forecasting, hiring, activity management, coaching/development and driving sales of the entire Cisco Product Portfolio.
Grew Territory revenue 85% since hire with sales of $42 million; grew funnel 76 % YTD with a 43% close ratio. Inspected weekly forecasts and sales activities, to drive consistent team performance.
Mentored new hires and re-energized sales team through positive coaching and recognition.
Grew funnel using a targeted "Go to Market" strategy leveraging key Channel Partners.
Deployed "Solution Selling" sales techniques and "Account Maps" to grow Cisco application business and revenue per account.
Led the Operation in new product sales with the first Tele-presence and Wide Area Application Services sales. WAAS sale was documented in training video and nationally publicized testimonial (Network World, Nanometrics). -
Business Development Manager
Avaya
(Privately Held; 10,001 or more employees; Telecommunications industry)
2005 — 2006 (1 year )
Directed new critical market opportunity in Global IP Managed Services with significant impact on both product and services revenue streams. Accountable for all sales and "Go to Market" activities of the Direct and Channel Partner teams across 10 Western States.
Launched new hosted IP monitoring application to improve performance and reliability of customers IPTel network.
Grew Business over 100% in the first eight months.
Built multi-million dollar funnel in 90 days and tracked progress through Siebel CRM.
Collaborated on "quick pricing" tool for field sales to rapidly and accurately price solutions
Brought "Managed Services" business model to the forefront of customer discussions and as a competitive differentiator for Avaya in the market place. -
Sales Director
Avaya NAR
(Telecommunications industry)
2000 — 2005 (5 years )
Managed team of eight National Account and Territory managers charged with sales and account management for Multi-National and Territory Accounts in Northern California. Designed territories, assigned quotas and developed strategic account and territory plans to exceed objectives. Team sold: IP telephony, converged voice and data networks, contact center applications, messaging solutions and complete services portfolio.
Four Time "Achievers Club" top performer winner and Council of Leaders Winner, Top 2%
Sold major IPTel and contact center solutions to: CSAA, Autodesk, Franklin Templeton, State Compensation Insurance and Knight Ridder. Totaling $23.5 million.
Developed National Accounts plans that aligned to customer's key initiatives and strategies resulting in maximum revenue per account.
Inspected funnel and pipeline to insure forecast accuracy and volume to exceed objectives.
Conducted individual coaching sessions based on field observations with a focus on continuous development
Collaborated with Partner Sales teams to maximize territory coverage that generated over $15 million in revenue in 2005. -
Sales Manager Enterprise Sales
LUCENT TECHNOLOGIES
(Telecommunications industry)
1996 — 2000 (4 years )
Managed team of eight Enterprise and National Account Managers who sold strategically to major accounts in San Francisco and San Mateo Counties. Sold the entire Lucent portfolio of products and services.
Three Time "Achievers Club" top performer winner
Created strong relationships with key customer decision makers. Met and presented to the Mayor of San Francisco resulting in $3 million communication contract
Trained and focused team on Advanced Applications. Team closed $1.5 million Call Center sale to The Gap Corporation
Utilized customer performance reviews to insure high levels of customer satisfaction and loyalty
Employed "Target Account Selling" strategies plans to maximize revenue per account. -
Account and Sales Manager
AT&T Business Communication Systems
(Telecommunications industry)
1985 — 1996 (11 years )
Territory, Account and Team Sales Management
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Account Manager
Hitachi
(Public Company; 10,001 or more employees; HIT; Electrical/Electronic Manufacturing industry)
1983 — 1985 (2 years )
OEM sales of Workstation sub-systems
Matt Hendricks’s Education
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University of California, Berkeley
BA , P.E.I.S.
Additional Information
Matt Hendricks’s Groups:
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Unified Communications -
Avaya Alumni Network -
Polycom User Group
Matt Hendricks’s Contact Settings
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