Digy4

In this enterprise sales role, I am now focused on driving revenue for Digy4 from the software testing groups inside large Financial Institutions and Credit Unions across North America and Latin America. These SaaS tools typically range from 5-7 figures and can take 9-18 months to reach a closed contract.

If you have questions about Digy4 you can reach out to me at matthew.vangelisti@digy4.com 

You can also visit our Digy4 channel on www.youtube.com

Or visit us on the web at www.digy4.com

Global Account Manager, Banking + Credit Unions, NAMER + LATAM

Digy4 is an exciting Canadian startup in the software test management space. It has created the world's first vendor agnostic, API-connected, unified, end-to-end cloud-based QA/Ops visualization and reporting tool. The firm offers currently DigyKube, DigyDashboard (Aug 23'), and Digy360 (Dec 23'). 2024 Will see the release of the firm's second dashboard offering CXODashboard and Scrum Dashboard. 2024 will also see our AI offering released. 

In this new consulting/ advisory role, I am tasked with helping drive growth for Digy4 and its customers, assisting with  Business Strategy, Sales Strategy, and Go-to-Market Strategy across North America. 

This role pivoted to a focus on revenue primarily from the BFSI sector as of November 23' to coincide with more Digy4 modules being released.   Digy4 continues to grow its business worldwide and helps its customers with a pre-built unified data reporting dashboard & test workflow platform vs having to go through the huge expense of trying to make one for themselves. 

If you have questions you can reach out at matthew.vangelisti@digy4.com 

You can also visit our channel on www.youtube.com

www.digy4.com

Growth Advisor, North America

ForwardAI

ForwardAI was a small 10-12 person, self-funded 2-year-old, emerging, Pre-Series-A start-up, (it was pre-revenue). This was very much a market maker role as commercial divisions at the Big Banks were completely unaware of the problem they faced (Amazon, PayPal, Shopify, and QuickBooks are all B2B lenders) nor how to solve it with an AI-enhanced, bi-directional API and Web App. 

During my time in this role I worked hard to get engagement from leading banks such as, JPMorgan, Bank of America, Citi Group, Truist, BMO Harris, AMEX, National Bank of Canada, CN Bank and US Bank. I also had discussions on the go with leading loan software providers such as FIS and Q2. I did this through daily outreach and performing 40 doubles each day (call & Vm/email). 

This API solution fetched raw accounting data from commercial banking clients and curated it with AI and organized it for underwriters to use in loan decisions.  In this BFSI sales role, I built up a staggering $350M RFP SaaS funnel by contacting C-Level leadership at the top 100 US Banks and big 5 CDN Banks as well as engaging LOS software providers in future partnership agreement discussions. I could do this thanks to ZoomInfo which I brought into the firm.  An abrupt change to the firm's GTM plan pivot away from the banking vertical has eliminated sales and operations roles including laying off all staff tied to the banking team. Due to this pivot all of my sales funnel was lost to established competitors Codat.io and upSWOT.com .


www.forwardai.com

Global Account Manager - Banking 

EasyMorph

EasyMorph was a 10-person (now 3)  bootstrapped, pre-series-A,  start-up venture based in Kyiv, Ukraine.  My 1yr contract role was to sell EasyMorph to replace Microsoft Power Query inside large F500 corporate accounts in English-speaking markets. I was assisted by a sales resource in the EU as well. My first task is to first break into enterprise accounts and scale revenues. Then as a 2nd step  (year 2 or 3), hire a global enterprise sales team. EasyMorph is a data preparation + RPA tool targeted at front-line business analysts and finance professionals in the F500 space worldwide.

During my time with the firm, the EasyMorph business grew 85% YOY in 2020. I was successful in driving indirect business from international clients through LinkedIn posts and  I also built a $1.5M ACV sales funnel (on-premise or private cloud) with international public and private sector firms for 2021/2022.  I also created a white-label partnership opportunity with a Canadian Data Fabric firm to use EasyMorph as part of their solution which may drive seat and server revenues well in the future.  The limitations of the Covid marketplace ended the firm’s experiment with outside sales in NALA and in the EU.


www.easymorph.com

Head, Sales & Growth, International Markets

BILLSUM

Fortune favours the bold! During this period I partnered with my co-founder to try to bring a new suite of software solutions to market.  As a first step, we sought to create a disruptive online, e-billing, spend management tool to better manage, reduce and control the many different consulting spend categories ($824B now and $1T by 2028) globally within the public and private sector. This solution would be a 12-24 month, POC/RFP-driven sale. If pursued at that time we believed this could turn into a $3B ARR business within 5 years. As of today, different global tech firms have picked up the slack with new tools and these spend issues are not  as big of a problem what they once were.

Co-Founder

Thomson Reuters

In this enterprise sales role I was responsible for the sale of Legal Tracker to corporate legal departments on the East Coast.  It is presented to the GC or AGC of law at F500 companies worldwide and is usually chosen via an RFP bidding process and takes 6-18 months to conclude. Once installed solutions like these can remain in place for 10-15 years as corporate lawyers do not like frequent changes to their technology stack. 

During my time with the firm in a role that came with no product training or user guide and without contacts to leverage in this space, I closed business with key enterprise accounts in Eastern Canada  ($550KTCV) and I built a  $3.4m+ 5X RFP-based sales funnel with the big 5 Banks, large Telco's, P+C. Pension Funds and huge East Coast Corporations. when Legal Tracker was just a $6M ARR global business inside the  $3B Legal Group global of Thomson Reuters. Because I was working on 4 global deals at the time, this sales funnel was easily worth $5m-$7m ACV (priced in USD) as each of these firms had offices, plants and people placed around the world. 

In 2017 the dedicated Legal Tracker roles in Canada were eliminated as part of a 4% global headcount cut (last in first out). I was treated very well with a healthy package upon my exiting the firm. Due to this abrupt change,  nearly all of my sales funnel was lost to tough competitors Wolters Kluwer and Juris Concept which dominates the Quebec market (85%+ market share). 


www.thomsonreuters.ca

Enterprise Software Sales -Eastern Canada 

Medical Leave

I took time off to coordinate and help manage the care of a family member who was ill and needed daily assistance. I was able to provide the main caregiver a daily break and allowed for the time needed to find a permanent solution (a rest home for seniors).

Care Giver

PureFacts Financial Solutions Inc.

In this senior enterprise sales role, I was responsible for the sale of PureFacts (A 4-year-old pre-series-A start-up) suite of back-office wealth management software tools ($3.5M module, $800k to install, and a $1m chargeback from IT to Wealth to manage the installation.) These solutions were on-premises or private cloud and sold to leadership at a selection of the Big 5 Canadian Banks and regional wealth managers in the BFSI vertical. 

During my time with the firm without any training, user guide, wealth contacts or a VP of Sales,  I presented and sold a suite of wealth management tools to target accounts across Canada and built a large $7.2M  RFP sales funnel driven in part by the impending CRM2 regulation deadline (July 2016). This is a 18-24 month RFP-driven sale for tools changed once in 10-20 years. During my time with the firm, it was having difficultly trying to transition from a partner-driven sale to having a full-time sales team.

www.purefacts.com

Director, Business Development

AddMirror Canada Limited

In this 2yr contract role I functioned as a management consultant, assisting the firm run by a former manager of mine at Canon, to better understand the impact of its offerings. In addition,  I also helped the sales team break into new accounts by directly contacting CMO's at leading BFSI and consumer brands.

www.addmirror.com

VP, Business Development

Grenville Management Inc.

I was responsible for the sale of Grenville's BPO and SaaS offerings to leading BFSI and enterprise private and public sector accounts across Canada. This was a very long 12-24 month RFI/RFP-based sale and involved highly detailed responses. Solutions ranged from BPO on-premise services to cloud-based offerings.  While in this role   I drove $6.1m in RFP-based BPO wins in key public and private sector accounts.

www.grenville.com

Enterprise Account Manager

Canon Canada

At Canon I grew my career over a 12 year period from a junior AE to a Client Partner to Bank of Montreal and TD Bank. During my time there I was also a mentor to new AE's and did a training session on leasing fundamentals for new AE's. For most of my career at Canon I was  tasked with pursuing accounts in the BFSI vertical and selling Canon hardware and software solutions.

I progressed in my career until I was part of the national accounts division and had the highlight of being chosen to be the lead and client partner on the BMO account. This was the largest client Canon Canada ever had in its corporate history.  I was also the youngest person in company history to have this position. After this role I took some time to relax, re-centre and plot a new course away from the hardware device space.

www.canon.com

National Account Executive

I am an enterprise fintech sales professional who understands the many challenges clients face in the  BFSI vertical. I have been a client partner to both TD and BMO, and worked with the CDN and top 100 US Banks as well as banks overseas.  

The solutions I sell help banks evolve with the application of advanced software technologies. These solutions assist them with delivering business projects and changes to workflows that solve their toughest problems.

I have also passed the most extreme vetting on the planet. In 2018 was invited to take and pass a 5hr assessment test at  Crossover for Work, the HR arm of ESW Capital. This was for a global role selling SaaS tools to 12 big Banks. The test is used to identify the top 1% of applicants. While 3 languages were needed to win the role, I can bring this skillset to any new position.

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