John Cochran is a Sales and Business Development executive with more than 25 years of supporting Fortune 500 companies, as well as VC and private equity-backed growth firms. He assists his clients’ revenue growth objectives as an interim/fractional CSO and BD strategist. Four years prior to joining TechCXO John started and ran a successful management consulting practice focused on building sales processes, methodologies and Go to Market strategies. He develops sales pipeline and forecasting systems, creates sales compensation plans, and maximizes sales talent via sales performance coaching.
Among his key successes for clients, John has:
- Built a business development function from the ground up for a PE-backed, middle-market services company. John managed the Federal Services Account Management Organization to include Business Development, Capture Management and Proposal Management that drove $75M in sales in two quarters and $100M in total sales within the first 10 months.
- Built an organic growth strategy for a defense industry program management firm. John also managed the firm’s National Federal Business Development organization to include. He helped the group close its largest single contract award ($56M) and achieve $100M in new net sales in the first 18 months.
- Developed a new, organic growth capability for a management consulting and IT firm. He helped the firm win an $80M contract with the U.S. Army and achieved $170M in net new sales within 24 months.
Within his distinguished career, John has held many executive leadership positions, including:
Managing Director, Account Management, KPMG –He managed all Business Development account activity for DoD, Federal Civilian and Intelligence marketplaces. He drove $700M in new Advisory business over a three-year period.
Managing Director, Public Sector Business Development, IBM – After acquisition by IBM, John was promoted to management role to lead Public Sector Business Development.. He was named the Highest Performing Public Sector Sales Manager. His organization surpassed quota on $750M in sales.
Managing Director of Business Development, PriceWaterhouse Coopers – John was responsible for sales in excess of $225M over a two-year period.
He also held sales and business development positions with CSRA and Litton Industries.
John holds a Bachelors of Science degree from the University of North Texas.