Extending The Sales Team
San Francisco-based data analytics firm Gemini Data is looking to take its sales and channel efforts to new heights with the hire of former AppDynamics and Splunk sales guru Jon Jung.
Jung was made senior vice president of sales and operations by Gemini and charged with building out the data management software firm's direct and channel sales strategies.
Jung said his focus will be on Gemini's people and products, as well as ensuring that the company's sales team and its channel are working together closely. That's important, he said, because software offers channel and direct sales teams huge opportunities when both are focused on long-term strategy.
"It's not about the immediate deal," Jung said. "It's about multiple deals and the number of deals they can do down the line. The best reps don't have the biggest average deal size, but they get to their numbers faster and they did because they work with resellers. Resellers are an extension of our sales team. It's where we get leverage."
Before Gemini, Jung was vice president of sales operations at AppDynamics, the application performance management firm acquired for $3.7 billion last year by Cisco Systems. Prior to AppDynamics, Jung was at big data platform vendor Splunk, where he was director of sales operations from the company's beginnings through its 2012 IPO.
What follows is an edited excerpt of Jung's conversation with CRN.