SAN ANTONIO, TX

scot@scotmckay.net | 210-260-6400

OBJECTIVE: Dynamic, ambitious and disciplined sales and marketing leader with world-class communication skills and a history of driving record-breaking revenue growth seeks a leadership role in an elite sales organization

HIGHLIGHTS:

Racked up nearly $1.5 billion in career sales…so far

#1 sales award for Cisco Systems Gold Integrator, surpassing the runner-up’s margin by 2:1

$400M virtual routing win, beating Cisco Systems at their own game

Positioned and sold the largest deployment worldwide for a product set on five different occasions, each from a different manufacturing vendor

With $40M in sales for the year, raked in ~10% of the annual Schools and Libraries E-Rate infrastructure payout for the entire USA

Quickly built and sustained a dominant 90% market share for schools and libraries in Region One of the Texas education system

World traveler, 110 countries visited

EXPERIENCE:

2005-Present – X & Y Communications LLC – Managing Partner

Globally-recognized dating and relationship advice, media production and Internet marketing consultancy

• Engineered high-converting sales funnels and e-commerce strategies, driving multimillion-dollar revenue.
• Created and sold 15 multimedia information products to thousands worldwide, each backed by high-converting direct-response Internet marketing campaigns
• Designed and led high-ticket coaching programs impacting hundreds of clients worldwide
• Scaled e-mail marketing list to over 62,000 opt-in subscribers, delivering high-engagement content daily
• Crafted persuasive, high-converting sales copy for web-based sales letters, direct-response marketing pieces and social media campaigns, both in-house and as a third-party contractor
• Developed customer-centric phone sales strategies with superior conversion rates, compelling other firms to hire me to improve their sales as well
• Cultivated strategic alliances with 1,200+ affiliates and joint-venture partners, amplifying brand reach and revenue streams
• Acquired and revitalized product offers from two other separate, previously unaffiliated companies, using innovative marketing and promotional strategies
• Mentored and coached thousands across 200+ countries in the areas of social intelligence, confidence, relationships, leadership and business acumen
• Trusted advisor to high-profile achievers such as nine-figure serial entrepreneurs, military officers, Navy SEALs, Ivy League professors, top-tier athletes, political figures and media celebrities
• Assembled and led a team of top-tier coaches and outsourced specialists across multiple verticals
• Delivered keynote speeches at global conferences, sharing the stage with well-known celebrities and industry lumenaries
• Collaborated with other global influencers and thought leaders, NYT bestselling authors, world-class marketers and media personalities, including private, invitation-only mastermind groups reserved for world-class players in my niche
• Authored eleven books, including four Amazon #1 bestsellers. Achieved verified Amazon Influencer status.
• Produced and hosted top-ranked, award winning podcasts dating back to 2006, including multiple #1 Apple Podcasts shows with millions of downloads
• Consulted by and/or featured in over 400 media outlets, including all major networks, Forbes, MTV, Men’s Health and The Wall Street Journal.
• Social media early adopter amassing 110,000+ Twitter followers and ranking as the #1 most influential Facebook user in the world by Grader.com
• Spearheaded and moderated multiple popular Facebook pages and groups, YouTube channels and Internet forums
• Earned hundreds of enthusiastic testimonials from thoroughly satisfied customers and business partners

2004-2005 – Extreme Networks – Regional Sales Manager

Recognized manufacturer of high-end internetworking gear

• Handpicked as one of few pure “hunters” in the North American sales organization
• Consistently sold into new accounts in new vertical markets, displacing Cisco Systems as the incumbent vendor
• Reinvigorated dormant accounts, unlocking new revenue potential
• Valued as a trusted advisor to SBC (now AT&T) account strategists

2000-2003 – Lucent Technologies (now Nokia) – National Account Manager, SBC (Now AT&T) Customer Team

Leading producer and integrator of telecom and data networking equipment

• Sales lead for industry landmark $400,000,000 virtual routing win, defeating Cisco Systems at their own game. It was the first major sale worldwide for the product.
• Contributing team member for $1,000,000,000 SBC National Local contract award that made the front page of Yahoo! Business
• Key team member on highly strategic next-generation data networking technology workgroup
• Trusted for direct interaction with top-level decision makers
• Frequent liaison between Bell Labs experts and SBC executives, articulating what the decision makers needed to know in order to close major deals
• Worked closely with internal product houses and demand creation department to shorten sales cycles
• Lucent delegate to worldwide MPLS standards forum
• Sales lead for VoIP softswitch program into SBC account

1997-2000 – Kent Datacomm (now Avnet Technologies / Tech Data) – Senior Account Manager

National leader in data networking integration, Cisco Gold Partner

• Ranked as #1 sales producer by a factor of over 2:1 over 2^nd place in an organization of over 200 sales professionals
• Captured and cultivated a dominant 90%+ overall market share in South Texas within two years
• Positioned and sold dozens of multi-million dollar and high six-figure contract awards, often prevailing against Fortune 500 competitors
• Generated new sales opportunities among my public sector customers on a regular basis, and consistently earned millions in repeat business
• Successfully rescued endangered sales opportunities for colleagues, ensuring maximum revenue retention
• Utilizing strong knowledge of the Schools and Libraries E-Rate program, strategized with civic leaders and school superintendents, leading to exponentially larger projects than initially forecasted
• Proactively designed computer networking systems and prepared RFP responses to meet escalating demand beyond the capacity of the company’s sales engineering and cabling estimation teams, leading to millions in incremental revenue
• Won high-dollar victories vis-à-vis apparent defeat on multiple occasions, securing millions in additional sales for the company

CORE COMPETENCIES:

• Sales/Revenue Growth: Prospecting and converting high-ticket sales, shortening sales cycles, demand creation, opening new accounts, expanding existing accounts, closing complex deals
• Leadership/Strategy: Teaching/mentoring/motivating sales and marketing professionals, researching and defeating competitors, persuasion, negotiation, global socio-cultural understanding
• Communication/Marketing: Quick and nimble verbal communication, clear and effective written communication, public speaking, media appearances, conflict resolution, digital marketing, relationship building
• Technology/Innovation: AI, SaaS, CRM, CMS, salesforce automation, MS Office
• Personal Effectiveness: Meticulous focus/attention to detail, ownership of responsibility, unwavering commitment to excellence, leadership by example

ADDITIONAL AREAS OF SPECIAL EXPERTISE:

• World travel (110 countries visited and counting)
• Broadcast radio
• Live play-by-play announcing for two different sports
• Action sport team management
• National and international level cycling competition
• Stand-up comedy and improv
• Non-profit organization leadership
• Recruitment and training of volunteers
• Intervention and coaching of at-risk youth

EDUCATION: 

Messiah University — Bachelor of Arts, Education/Psychology, magna cum laude

BILINGUAL:  English/Spanish