New York, United States (U.S)
•Speaks English
Go-to-Market Leader | Revenue Strategy | Sales & Post-Sales Management & Ops
Joe Fernandez is a Go-to-Market (GTM) leader that has built and scaled Sales and Post-Sales teams at various business stages, from startup to growth to maturity. He is the SVP of Global Sales at OnFrontiers, responsible for accelerating business growth, building a world class GTM team, and bringing to market the Enterprise Knowledge Network (EKN). Joe was an early stage employee at LinkedIn, joining in 2010 to help build and scale the Sales and Relationship Management functions, from $120M ARR to $3B+ ARR, leading teams that connect talent with opportunity across Enterprise and Global Strategic customers. In addition to LinkedIn, his other startups and early stage companies include BetterUp, Hearsay, CommerceOne, as well as his own entrepreneurial venture building a thriving financial services practice. He is passionate about developing leaders that inspire excellence and bringing technologies to market that improve human connection and productivity.
Questions I can answer:
New Business Acquisition, Post-Sales, CRM, Talent Acquisition, Leadership Development & Executive Coaching, Social Media, Social Selling, Sales Processes, Sales Compensation, Customer Success
Keywords
Other
Experience
OnFrontiers • United States (U.S)
Senior Vice President of Global Sales
2021 - Present (2 years, 7 months)
Responsible for accelerating business growth, building a world class GTM team, and bringing to market the new Enterprise Knowledge Network (EKN).
Hearsay Systems • United States (U.S)
Vice President of Sales
2019 - 2021 (1 year, 12 months)
- Re-segmented business into Strategic, Enterprise, and Mid-Market to align the right resources and operating models to meet the unique needs of customers.
- Reinvigorated business growth through focused segmentation supported by the right Sales hiring profiles, subject matter experts, and stronger internal collaboration.
- Brought 2 new products to market to expand and elevate our legacy Social customer partnerships - Compliant Texting and CRM-orchestrated workflows.
- Built new processes and demand gen efforts to accelerate our pursuit of new logos.
- Reinvigorated business growth through focused segmentation supported by the right Sales hiring profiles, subject matter experts, and stronger internal collaboration.
- Brought 2 new products to market to expand and elevate our legacy Social customer partnerships - Compliant Texting and CRM-orchestrated workflows.
- Built new processes and demand gen efforts to accelerate our pursuit of new logos.
BetterUp • United States (U.S)
Regional Vice President of Sales
2018 - 2019 (1 year, 10 months)
- Built and scaled new business acquisition team to drive business growth from $8M ARR to $50M ARR (grew company valuation from $120M to $600M - currently $4.7B)
- Built strategic segment that accelerated the acquisition of Fortune 100 logos, including 3 deals greater than $1M ARR within 1 year.
- Defined pre-sales motion with the establishment of Solutions Consulting and Behavioral Science teams.
- Built strategic segment that accelerated the acquisition of Fortune 100 logos, including 3 deals greater than $1M ARR within 1 year.
- Defined pre-sales motion with the establishment of Solutions Consulting and Behavioral Science teams.
LinkedIn • United States (U.S)
Senior Manager, North America Sales
2016 - 2018 (1 year, 6 months)
I co-led the North America Key Accounts business. As we ushered in the era of Talent Intelligence, we partnered with LinkedIn's most strategic enterprise customers to make more informed decisions on Talent Acquisition and Workforce Planning through data and insights. We helped companies evolve their strategies to better compete for talent and build more diverse and inclusive teams. Data is most valuable when it drives smarter decisions and actions at the front lines. I helped develop and launch the Talent Solutions Enterprise Program to enable companies to provide platform access to every player in their talent ecosystem.
LinkedIn • United States (U.S)
Senior Sales Manager, East and Central
2015 - 2016 (1 year, 1 month)
I led the Key Accounts Management team for the East and Central regions, driving success and business growth for our most strategic enterprise clients. We laid out the ground work for our new Key Accounts business and customer community, which included the creation of elite support models and executive engagement forums. Backed by a tenured and diverse team of consultants, analysts, experts, we've transformed business trajectories by innovating how companies workforce plan and acquire the right talent.
LinkedIn • United States (U.S)
Regional Sales Manager
2012 - 2014 (2 years, 12 months)
I led the East Region of our Enterprise Relationship Management business, responsible for building our core NYC culture and Enterprise playbook. We established strategic Talent partnerships with clients, anchored by insights-driven sourcing practices and branding campaigns. In our pursuit to become a Billion Dollar Startup, we embraced and implemented constant change while remaining true to our culture and values. We built an operating model that has scaled successfully to meet the needs of our Enterprise customers today.
LinkedIn • United States (U.S)
Enterprise Relationship Manager
2010 - 2012 (1 year, 10 months)
- Advised Talent Acquisition leaders on innovative growth and retention strategies.
- Partnered with our Media Solutions team to provide market insights and marketing expertise to our clients, improving key candidate engagement and talent brand strength.
- Partnered with our Recruitment Consultants to provide process and performance insights and best practices, strengthening our clients' ability to source, engage, and hire the best talent.
- Developed and scaled Relationship Management best practices in collaboration with peers, growing our team 5X in two years.
- More than doubled the size of my enterprise business through sustainable and smart client growth strategies.
- Partnered with our Media Solutions team to provide market insights and marketing expertise to our clients, improving key candidate engagement and talent brand strength.
- Partnered with our Recruitment Consultants to provide process and performance insights and best practices, strengthening our clients' ability to source, engage, and hire the best talent.
- Developed and scaled Relationship Management best practices in collaboration with peers, growing our team 5X in two years.
- More than doubled the size of my enterprise business through sustainable and smart client growth strategies.
State Farm Insurance Companies • United States (U.S)
President/Owner - Joe Fernandez Agency
2002 - 2010 (7 years, 8 months)
- Built a thriving insurance and financial services practice, still serving the Northern Virginia market under new ownership.
- Developed and led a consultative and customer-obsessed insurance & financial services sales team.
- Marketed the "Ask Joe" brand across multiple platforms and advertising channels.
- Built and executed an innovative business growth & retention strategy, differentiating our customer experience and broadening the brand perception of State Farm.
- Advised individuals and businesses on asset protection and risk management.
- Created individual and business retirement plans for start-ups and small businesses (IRA, SEP, SIMPLE, 401K).
- Advised and funded business continuation strategies.
- Achievements: Mutual Fund Leader, Legion of Honor, Ambassador Travel, Select Agent
- Developed and led a consultative and customer-obsessed insurance & financial services sales team.
- Marketed the "Ask Joe" brand across multiple platforms and advertising channels.
- Built and executed an innovative business growth & retention strategy, differentiating our customer experience and broadening the brand perception of State Farm.
- Advised individuals and businesses on asset protection and risk management.
- Created individual and business retirement plans for start-ups and small businesses (IRA, SEP, SIMPLE, 401K).
- Advised and funded business continuation strategies.
- Achievements: Mutual Fund Leader, Legion of Honor, Ambassador Travel, Select Agent
CommerceOne • United States (U.S)
Principal Consultant
2000 - 2002 (2 years, 1 month)
- Managed project teams and optimized technical and business processes.
- Configured e-Marketplaces, procurement solutions, and supplier management solutions.
- Managed supplier on-boarding processes.
- Identified up-sell opportunities and partnered with Sales to nurture subscription and solution growth.
- Conducted training for sales teams, system administrators, and end users.
- Engaged with executive leadership around process gaps and leverage opportunities.
- Configured e-Marketplaces, procurement solutions, and supplier management solutions.
- Managed supplier on-boarding processes.
- Identified up-sell opportunities and partnered with Sales to nurture subscription and solution growth.
- Conducted training for sales teams, system administrators, and end users.
- Engaged with executive leadership around process gaps and leverage opportunities.
PwC • United States (U.S)
Senior Consultant
1997 - 2000 (3 years, 2 months)
- Streamlined process workflows and legacy enterprise architecture.
- Developed critical supply chain and financial reporting solutions utilizing ERP data mining and interface technologies.
- Configured ERP systems to address functional requirements in Financial & Controls (FI/CO), Material Management (MM), and Sales & Distribution (SD)
- Successfully designed and developed ABAP/4 programs to facilitate data analysis and integration into and between SAP modules.
- Developed critical supply chain and financial reporting solutions utilizing ERP data mining and interface technologies.
- Configured ERP systems to address functional requirements in Financial & Controls (FI/CO), Material Management (MM), and Sales & Distribution (SD)
- Successfully designed and developed ABAP/4 programs to facilitate data analysis and integration into and between SAP modules.
Education
Bachelor of Science, Accounting
Rutgers University, Rutgers School of Business
1993 - 1997