Summary
Overview
Work History
Education
Skills
Websites
Timeline
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IAN HATHCOCK

IAN HATHCOCK

Phoenix,AZ

Summary

Strategic. Data-driven. People-focused. Dynamic sales leader with over 20 years of experience driving revenue growth, building high-performing teams, and streamlining operations in the IT and Communications industry. Adept at aligning sales strategy with business goals while developing scalable processes and sustaining key client relationships. Specialized in SLED and Enterprise markets with deep expertise in managed IT, VoIP, WAN, DIA, and cellular technologies.

Sales operations professional with track record of driving operational efficiency and boosting sales performance. Proven ability to implement strategic initiatives and optimize processes. Known for fostering team collaboration and delivering consistent results, while adapting to dynamic market conditions.

Overview

16
16
years of professional experience

Work History

Director of Sales Operations

Smith Bagley Inc.
03.2018 - Current
  • Directed national sales ops for IT and telecom services targeting SLED and enterprise clients.
  • Sold and maintained over $180M in revenue; consistently surpassed quota benchmarks.
  • Built and led a team of Senior Account Managers and Sales Executives.
  • Created standardized processes for sales, engineering, account management, and project delivery.
  • Launched a new external sales division; implemented data-driven lead gen tactics.
  • Improved sales forecasting accuracy via scalable predictive modeling.
  • Led go-to-market strategy for new product rollouts and vertical expansions.

Sales Manager

Smith Bagley Inc.
Show Low, Arizona
04.2014 - 03.2018
  • Achieved no less +15% Year over Year growth from 2011 to present
  • Provided ongoing sales training for team increasing their closing rate from 30% to +40%
  • Organized regular sales meetings to review progress, share best practices, and set achievable targets for continued success.
  • Consistently met or exceeded quarterly sales targets through diligent effort and persistence in closing deals.
  • Analyzed market trends to identify new business opportunities, leading to expansion into profitable territories.
  • Fostered culture of continuous improvement, encouraging feedback and implementing best practices in sales operations.
  • Led a successful sales team by providing motivational coaching and performance-based incentives.
  • Collaborated with marketing teams to create targeted promotional campaigns, driving customer engagement and sales growth.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Implemented systems and procedures to increase sales.
  • Managed revenue models, process flows, operations support, and customer engagement strategies.
  • Handled customer relations issues, enabling quick resolution, and client satisfaction.
  • Attended industry events and conventions to expain sales opportunities.

Sales Executive

Smith Bagley Inc.
Show Low, Arizona
07.2009 - 03.2014
  • Achieved sales goals and service targets by cultivating and securing new customer relationships leading to a lifetime conversion rate of 45%.
  • Championed ICT revival initiative and increased Annual revenue from $375Kin 2009 to $3.2M in 2014.
  • Negotiated contract terms with clients, securing favorable conditions for both parties while maximizing profitability.
  • Managed pipeline efficiently, prioritizing tasks according to urgency/importance while maintaining focus on long-term objectives.
  • Developed key partnerships, resulting in increased lead generation and cross-selling opportunities.
  • Participated in industry trade shows to represent company and generate valuable leads for future business growth.
  • Demonstrated expert product knowledge during client interactions, addressing questions/concerns confidently and offering solutions tailored specifically for them.
  • Pioneered adoption of CRM software to improve customer relationship management and data analysis.

Education

Some College (No Degree) - Business Management, Communications

West Texas A&M University
Canyon, TX

General Studies

Phoenix College
Phoenix, AZ
01.1995

Skills

  • Sales strategy development
  • SLED & Enterprise Market Expertise
  • Sales forecasting expertise
  • Team Building & Cross-functional Leadership
  • Lead Generation & Pipeline Management
  • Contract negotiation
  • IT & Telecom Solutions
  • CRM Tools (Salesforce, HubSpot)
  • Process Optimization
  • Market growth strategy
  • Sales training
  • Profit growth initiatives

Timeline

Director of Sales Operations

Smith Bagley Inc.
03.2018 - Current

Sales Manager

Smith Bagley Inc.
04.2014 - 03.2018

Sales Executive

Smith Bagley Inc.
07.2009 - 03.2014

Some College (No Degree) - Business Management, Communications

West Texas A&M University

General Studies

Phoenix College

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