STEPHEN A.

YOUNT
2765 Mossy Oak Drive +1.925.389.1140
Danville, CA 94506 sy11060b8@westpost.net
VICE PRESIDENT OF SALES - SaaS, Enterprise Software, Mobility, Systems Managemen
t
Hands-on sales executive with a proven successes building and developing sales t
eams from initial start-up to over $100MM in sales. I am a high-energy individua
l with ambition, creativity, loyalty and integrity.
Managed direct sales, telesales, channels, VARs, OEMs, international, and servic
es for SaaS, cloud, enterprise software, security and systems management, busine
ss process automation, business analytics and application development.
Disciplined and skilled in Consultative Solution Selling, Target Selling, Salesf
orce.com, new sales models, and repeatable sales processes. Resulting in 6 succe
ssful acquisitions totaling over $1Billion in valuation, and participation in ra
ising over $100 million of funding from private and venture capital.
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BTC Logic, Redwood City, CA. (9/2009 - Present)
Vice President of Sales Interim Sales Management
BTC Logic has been serving technology companies with interium management and str
ategic project engagements for over 9 years. I particiated on several projects i
ncluding two major engagements.
* Xora Mobility Workforce Management - Built a major accounts program, hired tea
m of 3 enterprise sales executives, rolled out new sales process based on soluti
on selling. Increased enterprise pipeline 125%.
* Jitterbit - Interim VP of Sales and Marketing engaged to build and align new s
ales 2.0 processes, skills and resources with focus verticles, web 2.0 lead gene
ration and investments. Results included 100% increase in y/y Q1 sales, 33% incr
ease in ASP deal size, 4 new ISV partnerships, launch of new cloud based product
offering.
Resilience Corporation, Mt View, CA. (Acquired by Tatleau Investments)
(2/2007 - 8/2009)
Senior Vice President of World Wide Sales Security, Network Automation and A
ppliances
Changed the sales model from a hardware appliance to a software solution model.
Stabilized the legacy business while growing sales 110% and cutting costs 30%. C
hanged sales model from a SMB focus to large target customer expansion model. Im
plemented Salesforce.com, sales process metrics and closed loop web lead generat
ion. Positioned legacy business as a cash-cow for acquisition, and helped spin o
ff software IP in a new company.
* Grew sales 110%. Over 8 quarters of revenue growth, while cutting marketing an
d operations costs
* Key new customers included:, AT&T, Credit Suisse, T-Mobile, NASA, British Telc
om, CSC, CitiGroup, Votafone
* Signed new channel partnerships with Ingram Micro, Computerlinks and CDW
* Key metrics: $10MM booking target, Reports: 14 people, 2 VPs, 7 Sales, 1 Marke
ting Mgr, 4 Operations
* Positioned company for sale to new investors (4/09) and spin off software IP t
o form new company
Maxager Technology, San Rafael, CA. (5/2004 - 2/2007)
Senior Vice President Worldwide Sales Manufacturing Profit Optimiz
ation and Analytics
Reinvigorated the sales effort with a new SaaS rewrite of the product. Retained
2 original customers and personally closed the first 8 new deals under a totally
new model. Hired a small team of high end powerful sales executives that grew t
he company to 50 subscription customers. Established office and hired senior per
sonnel in Europe, Southeast Asia and China.
* 48 New enterprise SaaS customers, 10 quarters of record sales growth
* Key customers include: GE Plastics, Dow Chemical, Owens Illinois, Degussa, Sia
m Chemical, and Thai Plastics
* Key metrics: $10MM booking target, Reports: 10 people, 2 VPs, 7 Sales, 1 Admin
/Operations

*
STEPHEN A. YOUNT
2765 Mossy Oak Drive +1.925.389.1140
Danville, CA 94506 sy11060b8@westpost.net
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BigFix Corporation, Emeryville, CA. (5/2003 - 4/2004)
Vice President of Sales and Marketing SaaS Security & Configuration Ma
nagement
Revamped sales and moved company up market from a patch management point product
to a strategic solution sale. Closed five enterprise deals establishing the ini
tial momentum at a crucial time in the company's growth. Built a new sales strat
egy, sales model, and sales team. Implemented sales operational controls, visibi
lity and reporting based on SalesForce.com. Created a professional services offe
ring and revenue stream.
* 300% Growth over any prior period in company history; 3 record quarters of 135
% attainment
* Closed key customers: Pitney Bowes, Corning, TRW, Entergy, Northrop, Federal G
ov't/VA
* Key metrics: $11MM booking target, $1MM prof srvc
* Reports: 12 people, 2 VP/Directors, 9 Sales, 1 Channel/Operations
Actional Corporation, Mt View, CA. (acquired by Westbridge/Progress) (8/200
2 - 5/2003)
Senior Vice President of Sales Web Services Application Integration
* Key Metrics: $10 MM Revenue, Reports: 16 people, 3 VP/Dir, 7 Sales, 6 Presales
and Services
* Re-start of a challenged company. Rebuilt sales, harvested old products, maxim
ized OEM revenue
* Established an innovative program to secure beta customers and signed 20 custo
mer participants including; Motorola, Sabre, SAIC, McKesson, Schwab
SYMIX, Columbus, OH. (acquired by Mapics/Infor) (12/1995 - 8/2002)
Executive Vice President Sales - Americas Enterprise, ERP, CRM, E-Com
merce
* Key metrics: $100MM revenue, P&L, Reports: 175 people, 5 VPs, 75 Sales, 10 Cha
nnel/Alliances
* Grew revenue from $38MM to $100MM. Attained or exceed 100%+ of target in 18 of
24 quarters
* Grew services business unit 300% from $8MM to $24MM
* Key customers: GE, Textron, Steelcase, ABB, Dresser, Masco, Timken, Mitsui
NEURON DATA, Palo Alto, CA. (10/1993 - 11/1995)
Vice President of Sales and Services Application Development, Portab
le GUI, AI
* Led company turnaround with 35% annual growth for two consecutive years from $
14MM to $22MM
* Led sales organization to 7 consecutive record revenue quarters, and increased
 margin by 45%
GOAL Systems Corporation/Legent, Pleasanton, CA. (acquired by Legent/CA) (8/198
7 - 9/1993)
Vice President Sales - Goal, Regional Vice President - Legent Enterprise
Systems Software
* Total revenue growth $25MM to $80MM over a three year period.
* Integrated the products, personnel and customers from five acquired companies
into one new organization
UCCEL Corporation/CA, Reston VA. (acquired by CA) (7/1981 - 8/1987)
Director of Sales Systems Software and Management
* 143% of sales target and 250% profit increase as Director of UCCEL Express Div
ision
* Promoted and relocated 3 times due to top performance and achievement
IBM, Springfield, IL. Marketing Representative, DPD Mainframe Hardware
& Systems (5/1977 - 7/1981)
* 154% attainment with $2.5MM sales quota, 3 contiguous One Hundred Percent Club
awards

University of Illinois, BS Business Administration