Tim McLatchy is a results-driven sales management executive with over 20 years of experience in sales development, account management, customer relationship development, and revenue generation. He has a proven track record of creating and accelerating revenue and sales growth at companies like Appian Corporation, Domo, Adobe Systems, Borland Software Corporation, and Netiq Corporation. McLatchy excels at building strategic business development programs, assembling and managing top performing sales teams, and consistently exceeding performance targets.

1. TIM MCLATCHY
4403 Random Court Email: tmclatchy@gmail.com
Annandale, VA 22003 Phone: 703-409-7361
SALE S MANAG E M E NT EXE C UT IV E
Results-driven Sales Management Executive, with extensive senior-level experience in all aspects of sales
development, account management, customer relationship development, training and revenue generation. Consult
effectively with senior management to effectively prioritize activities and achieve defined objectives, with the ability
to translate business requirements into multi-million dollar revenue sources. Proven success creating and
accelerating revenue/sales growth, cultivating and developing new business, and obtaining optimal levels of
profitability in highly competitive market segments. Relationship builder and able negotiator, successfully presenting
and selling strategic business development programs to executive-level decision makers. Exceptional team-builder,
adept at assembling and managing top performing sales teams to consistently exceed company performance targets.
AREAS OF EXPERTISE
 Strategic Business Development
 High-Level Sales Proficiency
 Strategic Planning/Analysis
 Performance Management
 International Business Operations
 Business Management
 Marketing Management
 New Business Development
 Revenue Generation
 Sales Channel Development
 Sales Management
 Business Expansion
 Relationship Development
 Global Markets
 Training Management
WORK HISTORY
APPIAN CORPORATION 2016 – PRESENT
SENIOR ACCOUNT EXECUTIVE
Generate sales for market leader in modern Business Process Management (BPM) software, with responsibility for
ensuring attainment of specified performance goals and targets. Work closely with clients to provide exemplary levels
of account management and service, while building strong and mutually beneficial relationships.
Key Achievements
 Devolped go to market strategy for Army.
DOMO 2013 – 2015
SENIOR ACCOUNT EXECUTIVE
Drove sales of company software products, in addition to managing enterprise accounts and strategic relationships.
Managed accounts of key clients, including Danaher, Gannet, AOL, PWC, Morningstar, Edelman CEB, and Legg Mason.
Key Achievements
 Achieved Presidents Club and status as #1 representative in 2014, exceeding quota by 205%.
 Closed two largest deals in company history ($900K and $872K).
ADOBE SYSTEMS 2007 – 2012
SENIOR ACCOUNT EXECUTIVE - OMNITURE BUSINESS UNIT (2010 – 2012)
GLOBAL CHANNEL MANAGER (2009 – 2010)
DIRECTOR OF FEDERAL SALES - OMNITURE BUSINESS UNIT (2007 – 2009)
Managed Omniture strategic accounts, in addition to consulting, system integrator and technology platform partners.
Worked with major accounts and partners to drive leads and revenue through ongoing training and marketing to key
executives and delivery teams. Managed complex sales cycles with Omniture direct sales force and partner’s sales
teams and management. Developed technology integrations with top platforms to create OEM strategy delivering
continual bottom line revenue.
Key Achievements
 Attained status as top sales representative in 2012 (428% of quota). Delivered 232% of quota in 2011.
 Managed key accounts and partners, including AOL, TWC, Gannett, Hilton, Accenture, Deloitte and PWC.

2. TIM MCLATCHY
4403 Random Court Email: tmclatchy@gmail.com
Annandale, VA 22003 Phone: 703-409-7361
BORLANDSOFTWARE CORPORATION 2006 – 2007
SENIOR ACCOUNT EXECUTIVE
Managed Department of Defense and civilian accounts along with all major system integrators.
Key Achievements
 Increased testing sales from $150K in 2005 to over $1.5M in 2006.
 Secured $350K and $275K contracts with the U.S. Army deals, and $270K contract with General Dynamics.
 Reached highest percentage of quota in federal division (119%).
 Received President’s Club Award in 2006.
NETIQ CORPORATION 1999 – 2005
FEDERAL SALES - WEBTRENDS DIVISION
Held responsibility for account-focused long-term customer development, while optimizing sales and market share.
Key Achievements
 Increased federal sales from $600K in 2000 to over $4.6M in 2005.
 Drove WebTrends to possess over 90% of federal web analytics market.
 Secured $672K Social Security contract in 2005.
 Reached highest percentage of quota in 2001, 2003, 2004 and 2005 at WebTrends.
 President’s Club award winner for five consecutive years.
Prior experience of Vice President of Sales for ICS, Inc. (1996 – 1999)
PROFESSIONAL DEVELOPMENT
PENNSYLVANIA STATE UNIVERSITY, State College, PA
B.A. in General Arts and Science