Meet BetterCloud’s New Chief Income Officer, Chris Jones

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Our new Chief Income Officer Chris Jones goals to institute a “greatest is the usual” gross sales tradition at BetterCloud. He’s excited concerning the market alternative that BetterCloud has for the taking. “Do the appropriate factor” is his North Star—so you may anticipate to see his selections replicate this mantra. We’re excited for the passion and alter that Chris has already introduced and can proceed to deliver to the gross sales group.

Chris has bachelor’s levels in economics and sociology from the College of Richmond.

The place are you from?

I grew up in Basking Ridge, New Jersey. I went south for school to the College of Richmond in Virginia the place I met my spouse, Kathy. We’ve got been within the Atlanta space for the final 15 years and now stay in Brookhaven, Georgia.

Are you able to describe what your function as chief income officer entails?

I function the chief of the next groups and capabilities: account improvement, direct gross sales, options engineers, alliances and channels, and gross sales enablement and operations. Collectively, it’s our duty to open new buyer relationships and increase using BetterCloud inside our buyer base.

I’m very dedicated to my group’s success. It’s my job to ensure we now have the most effective group on the bus and put the situations in place so the group can do their absolute best work day-after-day.

You’re becoming a member of us from BeyondTrust, which is way bigger than BetterCloud. The truth is, the entire firms that you’ve got labored for are a lot bigger than BetterCloud. Why have you ever determined to make the change to a startup? Was there something distinctive about BetterCloud that drew you right here?

There was a mixture of three issues that actually lit me up about BetterCloud: first, the market alternative. The macro pattern of firms leveraging an increasing number of SaaS apps, transferring extra to the cloud, and the administration and safety challenges that consequence from cloud adoption are creating a huge market alternative for a brand new class, SaaSOps.

Second, BetterCloud’s place within the SaaSOps area. We’re a primary mover and market chief with a major functionality benefit over the remainder of the sector.

Final however actually not least, the individuals—David [Politis, CEO] is extremely passionate concerning the mission. He had me communicate with all my friends and direct experiences in the course of the hiring course of. I felt a terrific connection of shared values round prospects, individuals, and constructing one thing actually particular collectively.

Are you able to inform us concerning the fashionable gross sales group? What does it take to achieve success, particularly within the SaaSOps area?

As a gross sales group, we should be at our absolute best evangelizing the quick rising SaaSOps class and implications of SaaS sprawl. We should be advising on the pricey penalties of not proactively addressing it and the superior enterprise worth of fixing for it.

At the moment, prospects are overloaded with a dizzying array of knowledge and options. Expertise and analysis exhibits that the gross sales reps and corporations probably to win are very prescriptive when serving to their prospects type by this info overload to assist them manage it, crystallize their pondering, and really perceive what best-in-class firms are doing.

The channel, too, is so important to our success. Gross sales is difficult; promoting alone is tougher. As you have a look at probably the most profitable software program firms, they’ve all gotten that means in important half by creating a robust motion inside a channel ecosystem, the place different firms can construct a robust enterprise round their expertise.

The place do you see BetterCloud at the moment subsequent yr? 5 years? 10 years? And what function do you see Gross sales enjoying in that?

Think about a time once we are the de facto commonplace and dominant chief in a mature SaaSOps market, the place tens of 1000’s of firms all over the world depend on us to safe and handle their SaaS functions. Think about a future when BetterCloud turns into a verb (aka Google) and also you see BetterCloud ads in the course of the Tremendous Bowl! That’s what I envision.

You gotta suppose massive to turn into massive!

Our gross sales and channel companions will play the lead function in successful these tens of 1000’s of recent prospects and guaranteeing they notice the huge worth our resolution delivers.

Are you able to share your management philosophy with us?

I imagine that being a constructive, excessive power, servant chief is the best method. I’ve an excessive ardour for successful and guaranteeing my groups relish the grind and preparation that’s required to win persistently. I’m devoted to serving to individuals extra totally notice their potential.

My North Star is “do the appropriate factor.” What I imply by that’s to make use of that precept as my information to all my selections, balancing doing the appropriate factor for the corporate, for my group, and for our prospects. I at all times ask myself, “If the choice I’m about to make would seem on Twitter, would I nonetheless make this resolution?”

I discover that the easiest way to steer a gross sales group is by main from the entrance and spending a lot of time within the discipline with prospects and my group. To essentially make a big effect, it’s important that I’m with my group assembly a lot of prospects and companions, seeing what their enterprise points and main practices are. Lastly, I imagine it’s actually necessary to remain hungry and humble regardless of how a lot success you take pleasure in, as a result of in gross sales it’s important to earn it each month, quarter, and yr yet again.

What qualities do you worth in a gross sales rep?

I worth reps who’re relentless about successful, embrace a progress mindset, follow self-discipline, are group gamers, and have a want to be really extraordinary.

What skilled accomplishment are you most happy with?

It at all times goes again to the folks that I’ve been in a position to impression within the management roles I’ve served in through the years. That’s far and away probably the most satisfying of all—having positively impacted individuals and the success they earned.

If I have been to select one accomplishment, it will be my time at PROS. After I first joined as chief gross sales officer, the market cap was below $200m. I used to be in a position to to play a key management function in serving to the corporate greater than triple revenues, blow by a billion in market cap, and undergo an on-prem to cloud-first enterprise mannequin transition in file time. I’m very happy with what we did there collectively.

What’s the most effective gross sales recommendation you’ve ever obtained?

Shift your focus from promoting your merchandise to listening to your buyer and being the easiest at fixing their issues and serving to them obtain their targets.

What do you do in your free time?

My spouse, our two boys, and our canine spend as a lot of our free time as we are able to at Lake Oconee, Georgia and we now have a household custom to spend time on Isle of Palms, simply exterior of Charleston, South Carolina. With our boys going to Clemson, we now have spent fairly just a few weekends having fun with their nationwide championship-winning soccer group.

On the non-public facet, I’ve accomplished 4 marathons. Though I don’t have any extra at present deliberate, frequently exercising to remain match is at all times energizing and a precedence. I additionally frequently learn and hearken to podcasts about management, B2B gross sales, and enterprise success.

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