Justin Jay Johnson

Teaching Sales Reps How To Be In The Top 1% Without Burning Out 👊 2023 Top 40 CROs to Watch | 5x Sales Leader | Author | Beautiful Savage

I’ve been blessed with adversity. From nearly dying at birth as the first ever ECMO baby at Children’s Memorial in Chicago, to having 34 surgeries after another near death snowmobile accident, to growing up blue collar in construction and being the first one in my family to graduate college, blessings upon blessings helped prepare me for life as a leader once I entered the workforce. 

What’s enabled me to not only survive but thrive is leveraging this adversity to my advantage to fuel my endless pursuit to make an impact on the world. My inner BEAUTIFUL SAVAGE if you will. 

My approach to life has lead to many successes, failures, and learnings on my journey. 

My mission is to help tech sales professionals live life on their terms which is why I created the Software Sales Coach (TheSoftwareSalesCoach.com)

SSC is a destination for tech sales professionals to go to learn what it takes to be elite at their craft, master their conscious, and how to navigate their career.  The results are driven through 1-1 coaching, group training, robust coursework, and community. 

Want to learn more? Shoot me an email at jjj@justinjayjohnson.com

Here's the official overview of who I am: 

Justin has worked with thousands of tech sales professionals from Salesforce, Samsara, Hubspot, and many other top tech companies to rapidly increase their results. 

With degrees and certifications in over a dozen top Sales programs and 15 years of being #1 in Sales and Sales Leadership at top companies like Salesforce and several others, he is highly respected by tech sales professionals. 

His expertise has been asked to speak at dozens of leading University Sales Programs, tech sales podcasts, and tech sales communities like NIU, “The Brutal Truth About Sales Podcast”, and Salesforce's "Salesblazer" community. His passion is helping others leverage tech sales to live life on their terms. 

As the Founder and CEO of Software Sales Coach, he now provides accelerator programs for reps, leaders, and companies that are trying to unleash their full potential through proven systems and frameworks.

Chief Revenue Officer (CRO)

FitGrid is the boutique fitness industry’s first SaaS solution to fuel studio owners with the data and tools they need to strengthen instructor-client relationships, improve retention, and drive greater revenue.

Our clients see the following benefits: 
- 2.4x increase in new client spend
- 3 month increase in client lifespan
- 35% increase in new client retention

I'm fortunate enough to lead our Revenue Organization where we live by the following principles:
- EXECUTE
- EVOLVE
- CELEBRATE 

If you're interested in learning how FitGrid can help your studio or if you want to learn more about our culture, send me an email at justin@fitgrid.com

Airtable

Sr. Strategic Account Executive

ServiceNow

Passionate about Progress: Helping Leaders improve revenue, reduce costs, and improve experiences within Insurance, Banking, and Wealth & Asset Management organizations with an outcome driven SaaS technology platform.

Sr. Solutions Executive - Strategic Financial Services

Leading a world class team of region sales managers, helping top enterprise companies through digital transformation. ServiceNow delivers digital workflows that create great experiences and unlock productivity for customer, employees & IT, with industry specific tools for Manufacturing, Supply Chain, Technology, Media, Telecom, HLS, FINS, and Retail. This is the future of work.  We are the system of action.

Director of Enterprise Sales, Source to Pay, CX, and Field Service Management 

Salesforce

Drove customer success & incredible double digit growth with the #1 fastest growing vertical, Manufacturing, with the #1 fastest growing cloud, Service Cloud, during the most volatile & challenging period in the history of manufacturing.

Vice President Sales - Service Cloud for Manufacturing, America

Leading a team that manages the #1 Cloud at Salesforce, Service Cloud for 8 area regions across the US with over 65 AE’s to drive customer success with Service Cloud, IoT, Field Service Lightning, Digital Engagement, and Customer Communities.

Director of Sales - Service Cloud, IoT, & Field Service

Leading our Growth Business Sales Team  - This is specialized sales team focuses on growing strategic top tier accounts and driving high value net new business. 

Responsible attracting and retaining the top 1% of sales talent. 

Leading and developing a team of 8 AEs driving a mix of developing soft skills, c-level discovery and results playback, along with coaching to career development. 

Territory Goal is driving double digit multi-million ACV growth through improving customer health/success, new logo acquisition and add-on, upsell, upgrade.

Senior Sales Manager - Growth Business Segment

- Align business process automation for Manufacturing to improve the Lead to Cash lifecycle
- Empower Marketing in Manufacturing to enable Sales with Marketing Automation Tools
- Improve Revenue & Margin with focusing on improving the Customer Experience with Customer
  Service & Field Service solutions
- Connect legacy systems like ERP and Salesforce through advanced Analytics
- Drive a better sales experience through accurate and faster quoting with SteelBrick CPQ Solutions

Download the E-Book for Salesforce for MFG today!

Account Executive - Manufacturing Vertical

Salesforce.com is the enterprise cloud computing company that is leading the shift to the Social Enterprise. Our trusted cloud platform and apps—including our flagship CRM solution—help employees collaborate easily and connect with customers like never before.

Due to our visionary customers and growth in the cloud computing space, Salesforce.com was named the #1 World's Most Innovative Company this year by Forbes.

Account Executive Mid Market

Trustwave

Successful Director of Sales with proven ability to lead diverse sales teams & help customers secure their businesses.

• Effectively manages, coaches, and mentors 11 direct reports to improve team performance
• Negotiates contracts ranging from $100,000 exceeding $2MM 
• Leverages multiple internal resources to create & drive deals teams, including senior leadership
• Implements sales-force automation to drive effective & consistent communication strategies
• Develops & manages targeted campaigns to improve cross-sell penetration of strategic accounts
• Provides thought leadership to Senior executives through summarizing market trends
• Builds relationships internally across organizations to drive a seamless client experience
• Recruit and retain top sales talent for US Retail & Financial Services markets

Director of Sales - America, Retail & Financial Services

Akamai Technologies

Retail & eCommerce Solution Specialist - Akamai is global leader in cloud security & performance for 98 of the IR Top 100, Over 350+ of the IR Top 500.  Customers trust Akamai to secure their business, and drive revenue by reducing site abandonment and increasing conversion rates.

Major Account Executive

Assist Hotels & Restaurants with Compliance for PCI as well as Information Security.  I help clients with a solution suite - Security-as-a-Service (Security SaaS).

Trustwave, the worldwide leader in PCI DSS compliance has built tools to assist you and your franchises manage compliance and data security activities and validate compliance with the PCI DSS.

Account Executive - Hospitality Vertical

As a Trusted Network Security & Compliance Advisor in K12 & Higher Education, I am responsible to present innovative and integrated solutions through Trustwave's Education Data & Information Security Program to my customers improve network performance, data security & compliance, and the end-user experience.

Account Executive - SLED

Computer Information Systems, Inc.

Execute solution selling strategies for mission critical public safety software systems that are continually enhanced to keep current with emerging Windows Technology, NextGen911 and protect small and mid sized municipalities and counties, consolidated communication centers, regional systems and universities.  I manage new business development which requires an 18-24 month commitment from me to work with the prospect and align their needs with our offerings.  Contract values were between $30k and over $450k.

Systems included: Computer Assisted Dispatch, Records Management, Jail Management, Mobile Computing, Civil Process, Crime Map Analysis, Automatic Vehicle Location (GPS), Crime Map Analysis, & Geospatial Mapping Technology

Enterprise Account Executive

Kellogg Company

•  Proven track record to negotiate & influence customer buying decisions grounded in fact-based   
   selling

•  Identify and clarify customer needs and expectations, taking action steps to align Kellogg and 
   customer goals seamlessly

•  Customer base includes the following segments: K-12    Schools, State Government, Business 
   & Industry, College & University, Lodging, and National Accounts such as Sodexo / Aramark

• Assisted with managing distributor partners including:  Sysco Foodservice, U.S. Foodservice, 
  Reinhart, Indianhead, and and Gordon Foodservice

• Develop strategic business plans & growth strategy for assigned accounts

• Extremely organized with managing other sales administrative duties such as:
	
        -Cross/Upsell Account Base / Account Mapping
        -Time Management – Prioritizing Account focus to maximize return
	-Manage and reduce Trade Spend (Including product samples, merchandising, and point of   
         sale material, as well as travel and entertainment expenses

Sales Representative - Wisconsin Market

•	Support department goal of 98.5% and above order fill rate for customer orders for the Foodservice, Vend and Convenience channels

•	Proactive account management including, but not limited to the following:
     o	     Monitoring stock levels among distribution centers and plants
     o	     Real time forecasting adjustment to assist demand   planning
     o	     Working across numerous departments to ensure customer satisfaction and profitability

•	Assist a sales territory with sales over $700 million dollars with account management as it relates to new item goals per quarter

•	Utilize technology to reduce human errors, increase inventory turns for the distributor

•	Develop and maintain customer relationships and provide proactive solutions to maximize customer satisfaction

•	Providing a single point of contact for customers, sales, and management to relay information as well as provide solutions

Supply Chain Analyst

- Provided data analysis based on internal (Sales CRM) and external customer data
- Identified incentive and motivational tools for the sales team 
- Worked across multi functional teams, including but not limited to   Marketing & Finance to connect them with sales
- Provided sales support for administering bids, as well as providing competitive market data from third party sources.
-Tracked top opportunities in cereal and grahams for the K-12 segment - provided feedback to marketing and upper management
- Processed bid requests

Sales Planning Intern

Fortune 500 teams partner with me to streamline execution, boost visibility, and eliminate IT bottlenecks, by building AI-powered apps fast with Airtable.

I help teams replace siloed tools, spreadsheets, and disconnected workflows with no-code solutions they can build and scale without waiting on legacy platform admin teams or engineering.

If your team is stuck moving slow, buried in manual work, or chasing updates across fragmented systems, I can show you what high-performing teams are doing differently.

When not working, I am a proud husband, father, investor (securities & real estate), and hobbyist of 🎸and 🎤🎶
My 🏌️‍♂️swing makes Happy Gilmore's swing look eloquent, I'm there to enjoy the experience & people!

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