JD Miller PhD
Leading at the Intersection of Business, Technology and Humanity | Board Member | Conference Speaker | Virtual Events | Sales Transformations | C-Level Executive
As a sales-oriented executive leader, I have a long track record of working with PE-backed or pre-IPO firms through their growth into very large public companies. My special skills and advisory experience includes leading sales transformations, building high-performing sales teams, and implementing quick growth/sales strategies with an eye towards operationalizing and formalizing approaches needed by large public companies. As a true "SMarketing" advocate, I also bring a lot of experience in bridging the gap between sales and marketing, with an emphasis on content-based marketing, social selling, account-based marketing, and web 2.0/social media strategy. Specialties: Technology mergers and acquisitions, business turnarounds, sales management, people management, business development for software companies, private equity. More at https://www.jdmillerphd.com
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Jan 2018 - Present
Chief Revenue Officer
On January 17th, 2018, Thoma Bravo acquired Motus, LLC and Runzheimer International - leaders in the mobile workforce technology space. As more drivers take to the road to do their jobs, fleet solutions have flourished into a $2+ billion industry, and integrating Runzheimer's 80+ years of expertise with Motus' cutting-edge technology means the combined organization will empower true mobile workforce optimization. As CRO, my job is to lead the integrated sales, marketing, and customer success teams that serve over 3,000 customers. At the conclusion of my first year, we'd grown revenue 18% more than each individual company had seen in any of the prior three years - and we significantly cut operational costs, too. That level of organic growth continued in year two, and we also broadened our suite of product offerings through strategic M&A activity.
Nov 2016 - Jan 2018
Managing Director / CEO of the Americas
* As CEO for the Americas, I led all commercial and operational activities in the region, and held ultimate P&L responsibility for this 165-person business unit. My direct reports included the heads of sales, services, and customer success, with regional oversight of HR, Finance, and IT. * At hire, this $106M company was looking for significant growth in the US, Canada, and Latin America. They’d had no significant revenue growth in the region for 3 years, and was operating at negative margin. * In my first year at Bravo, I grew revenue in the region 37%. Simultaneously, I implemented cost savings strategies that made the region the second-largest margin contributor in the world. * Collaborated with 8 global peers to implement an American-style, SaaS-oriented sales and operations culture in what had operated as a consulting-oriented Italian-based company for 17 years. * Redefined job responsibilities and go-to-market strategies to increase number of salespeople making quota by 225% * Success in the region created enough shareholder value to successfully position the company for sale to a PE buyer; a process that had failed twice prior to my tenure in the region, and culminated in the sale of Bravo to Accel-KKR in January of 2018.
Jan 2014 - Nov 2016
Vice President of the Americas
Workplace Systems helped retail, hospitality, restaurants, bars, and transportation organizations to create smart schedules that drive revenue. It was held by private equity company Lloyds Development Capital. My work establishing the UK-based company's presence in the Americas was directly responsible for creating a company valuation that allowed for a successful exit. In June of 2016, Workplace Systems merged with WorkForce software to become the second largest Workforce Management company in the world. As VP of the Americas, I was responsible for the company's revenue and growth plan in the US, Canada, and Latin America - leading a team of 62 Americans. Highlights include: * Turning region from lowest-performing to 68% of global new client wins in first year on job * Shortest sales cycle of any region in the world; 22% faster than next best performing global region. Significant growth was driven through social selling (LinkedIn SSI score is top 1% of technology sales professionals), and content-based marketing (77% of my LinkedIn content in 2016 was featured on a LinkedIn Publisher channel, including 13% as site-wide "Editor's Picks.") Having established Workplace as the leading provider of Smart Scheduling solutions in the US, I've been invited by Congress, the White House, and a variety of state and local government agencies to provide insight on legislation that impacts the use of technology by retailers.
Jan 2011 - Dec 2014
Director of National Sales
* Led Runzheimer's national business development team in the advancement of their $62M SaaS based product sales. Managed team to assigned revenue, profit and contribution quotas - 2011 new business growth 178% over 2010 performance - 2012 new business growth 21% over 2011 performance - 2013 new business growth 20% over 2012 performance * Identified, hired, developed, and led Commercial Field Sales, Government Sales, Healthcare Sales, and Inside Sales teams. - 2011: Grew number of team members making or exceeding quota by 32% over 2010 - 2012: Grew number of team members making or exceeding quota by 50% over 2011 * Defined target accounts, strategy and execution of account planning to ensure successful team goal attainment. * Managed revenue forecasting process with 94% accuracy in 30-60-90 day projections. * Collaborated with marketing, product development, and implementation teams to develop strategy and execute on cloud sales and support programs. * Introduced Runzheimer to new tactical field marketing programs, doubling number of leads for the product suite. Built inside sales team from scratch, which identified 62% of all active opportunities.
Jan 2009 - Dec 2011
West Monroe Partners
Director of Sales and Marketing
* Directed a five-office, 16-person sales and marketing team in the advancement of West Monroe Partner’s $47M business. Managed team to assigned revenue, profit and contribution quotas - 2010 revenue growth 38% over 2009 - 2011 revenue growth 42% over 2010 * Recognized among top 10% of people managers at the firm, based on a rigorous 360 review process. * Created and executed go-to-market strategies for 17 lines of business, spanning software and services offerings in seven key industries (Banking & Insurance, Capital Markets & Trading, Energy & Utilities, Healthcare, Manufacturing & Distribution, Professional Services, Private Equity, and Retail). * Managed the sales integration and onboarding of one acquired firm and one newly-launched office in 2010. * Designed business development objectives and related compensation for sales and co-owners/partners of the firm, conducted ongoing performance monitoring and coaching in achievement of targets. * Sponsored and developed sales training program for 250 customer-facing professionals of the firm. * Managed media and public release of exclusive strategic global alliance with BearingPoint Consulting. * Directed re-branding/go-to-market messaging initiative strategy for the firm, including web, print, social media, and PR strategies. * Business owner of CRM, Salesforce Automation, and Sales Forecasting tools. * Oversaw redevelopment of end-to-end customer experience, incorporating a portfolio of 72 sub-projects that resulted in consistent branding across the business.