James Frazier

GTM Sales Leader, Advisor, Founding Sales AI/ML-Applications, Network & Database Infrastructure & Cybersecurity, Startup to IPO

San Francisco4.2k followers

Dyscern Inc.

ex-Oracle

ex-HiddenLayer

Highly motivated enterprise software (SAAS) sales director with record of driving revenue growth and account acquisition across industries. Expertise designing sales process for enterprise solutions, managing teams, and fostering relationships with high-profile clients.
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Strategic Account Development based on solid business acumen and solutions sales process. Entrepreneurial spirit combined with strong analytical skills to run my assigned territory as my own business. Commitment to channel development and OEM relationships. Experience selling IT Infrastructure solutions, Business Applications, IT Observability and Security Solutions across data center, private and public cloud environments. AWS, Azure, GCP and Oracle Cloud to IT, SecOps and DevOps. Trained in Sandler, Miller-Heiman, Challenger and Executive Focused Sales Methodologies Professional Development and Coaching of Teams Focus on Customer Experience through formation of Customer Success Programs with Marketing Expertise around Messaging and Event Orchestration Achieved 12M in New Logo Sales in Current Role Consistent Run Rate of 5M a year increasing spend of existing customers by 100-150%

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GTM Index

DYSCERNJOB
1. Strategic GTM Advisor: Hea…
  8M
HIDDENLAYERJOB
1. Enterprise Account Dir
  5M
NETSCOUT/ARBORJOB
1. Regional Dir
  7Y 4M
SENTURUSJOB
1. VP of Client Solutions
  8Y 8M
ALTERPOINTJOB
1. Senior Account Executive
  4Y 5M
ORACLEJOB
1. Regional VP
  3Y 6M
2. Regional Mgr
  1Y 11M
3. Enterprise Sales Executive
  3Y 11M
4. Inside Sales Representative
  3Y 7M

Job: Oracle — Enterprise Sales Executive · 1995-05 – 1999-04 — In my role as an Enterprise Sales Executive at Oracle in the San Francisco Bay Area, I led a diverse team to exceed sales quotas consistently, resulting in significant revenue growth. By collaborating with various sales professionals and partners, I honed my ability to drive successful sales strategies and achieve exceptional results in the competitive tech market.
Job: HiddenLayer — Enterprise Account Director · 2025-07 – 2025-12 — Helping Organizations Secure AI Infrastructure, responsible for GTM plan, account development, demand generation and customer success
Job: Oracle — Inside Sales Representative · 1991-09 – 1995-04 — In my role as an Inside Sales Representative at Oracle in the San Francisco Bay Area, I took charge of selling Oracle’s diverse product line across various territories. I excelled in business development, prospecting, solution presentation, and contract negotiation, consistently surpassing sales targets.
Job: Alterpoint — Senior Account Executive · 2004-12 – 2009-05 — As a Senior Account Executive of at Alterpoint, I led the strategic acquisition of key accounts, resulting in substantial sales growth year after year. Managing a sales support team, I successfully onboarded major clients like AT&T, Microsoft, and Symantec.
Job: NETSCOUT/ARBOR — Regional Director · 2018-03 – 2025-07 — As the Regional Director at NETSCOUT, I lead the Enterprise Sales team in the San Francisco Bay Area, focusing on AI/ML-based network telemetry and cybersecurity analytics solutions. By developing strategic sales plans and collaborating with cross-functional teams, we have achieved $12M in new logo wins with Fortune 500 prospects
Job: Oracle — Regional Vice President · 2001-05 – 2004-11 — In my role as Regional Vice President at Oracle Corporation, I oversaw a $64M business unit. I drove new product revenue growth for Oracle Application Server and Real Application Clusters, while managing a sales team of 16 field salespeople and securing key wins with top clients like eBay, Chevron, and Walmart.com.
Job: Oracle — Regional Manager · 1999-05 – 2001-04 — As a Regional Manager at Oracle in the San Francisco Bay Area, I successfully launched a new business unit targeting companies under $1B. Leading a team of 10 field salespeople, I implemented key performance indicators for visits, pipeline, partner, and marketing to drive growth. We took the business from under 10M to over 90M in one year achieving 538% of quota
Job: Dyscern Inc. — Strategic GTM Advisor: Head of Sales & Marketing · 2025-12 – present — Leading GTM Strategy including all Marketing and Sales Efforts for New Customer Acquisition
Job: Senturus Inc. — Vice President of Client Solutions · 2009-06 – 2018-02 — As the Vice President of Client Solutions at Senturus Inc., I played a key role in driving the company's growth by managing strategic direction, increasing sales revenue, and enhancing consulting deal sizes. My responsibilities included overseeing business operations, go-to-market planning, account management, staffing, and financial accountability.
School: California Polytechnic State University-San Luis Obispo — BS, Agricultural Business Management
School: San Francisco State University — MBA, Marketing

Skills

SalesforceHubSpotApolloSales LeadershipSoftware SalesSales and Marketing Automation: Apollo & HubspotStrategic Account DevelopmentArtificial Intelligence (AI)CRM Software: Salesforce, Marketo, LeadlanderSales Management: Hiring & Performance Mgmt., Training & Development, Sales Metrics & TrackingData Driven Decisions: Excel, Pivot Tables, Multi-Dimensional Planning & Statistical ModelingTechnical Acumen: Artificial Intelligence & Machine Learning, IT Engineering & Operations, Security Engineering & Operations, App. Design, Dev. & Ops., IT Infra. Observability & Automation, IT Security Detection, Forensics & Remediation Public Clout Services: Amazon Web Services(AWS), Azure, Oracle Cloud and Google Cloud Platform(GCP)CRM Software: Salesforce, Seismic, Oracle CRM, Outreach, Marketo and SalesloftSales: Negotiations, Presentations, Sales Enablement, Forecasting & Pipeline Mgmt, Competitive IntelligenceCRM Software: Oracle CRMNetwork Engineering, Planning and OperationsBusiness Operations: Direct Sales, Marketing and Demand Generation, Staffing & Gross Margin AccountabilityData Engineering and Application DevelopmentCloud Services : Amazon Web Services(AWS), Azure, Oracle Cloud and Google Cloud PlatformSales Experience: Negotiations, Advanced Presentation Skills & Product Demonstration, Sales Forecasting & Compensation PlanningSales Automation: Salesforce, Seismic, Outreach and SalesloftTechnical Knowledge and Background: Artificial Intelligence, Machine Learning, IT Engineering & Operations, DevOps, Security Engineering & OperationsBusiness Analytics: Advanced Analysis and Big Data Analytics with Excel, Tableau and PowerBI, Data Science

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James Frazier

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