Open to opportunities

Tonya Wells

@tonyawells

Message

AI-driven GTM sales strategy leader boosting pipeline and seller productivity.

United States

Message

What I'm looking for

I seek senior GTM or sales strategy roles where I can lead revenue growth, scale seller productivity, and implement AI-driven sales automation in collaboration with executive teams.

I am an enterprise GTM and sales enablement leader with nearly 30 years driving revenue growth, pricing discipline, and seller productivity across U.S., Canada, and global markets. I advise executive leadership and translate ambiguity into scalable strategy and measurable outcomes.

At SHI I led Sales Operations and GTM Strategy for a $1.5B business unit, influenced 30+ sales VPs/Directors and 145+ field sellers, and automated account planning and opportunity identification with Azure AI LLM Agents to grow pipeline and save sellers hours per account.

I have a consistent track record of exceeding quotas, building and scaling national overlay teams, closing multi-hundred-million-dollar deals, and aligning partners, analytics, enablement, and operations to deliver forecast accuracy, margin improvement, and significant closed revenue.

Experience

Work history, roles, and key accomplishments

Current

Sr. Manager, Sales Strategy

Current

SHI International

Apr 2022 - Present (3 years 10 months)

Led sales operations and GTM strategy for a $1.5B business unit, driving $1.1B+ in pipeline and $750M+ closed revenue while enabling 145+ sellers and automating account planning and opportunity identification with Azure AI agents.

GTM Strategy Sales Operations Azure Sales Enablement Pipeline Management Pricing Strategy Forecasting

Sr. Manager

HTC Global

Dec 2018 - Apr 2022 (3 years 4 months)

Managed public sector accounts across multiple states, exceeded annual quotas (up to 307% YTD), and closed the largest State of Utah contract in company history while leading multi-million-dollar RFP and SOW responses.

Public Sector Sales Contract Negotiation Account Management Prospecting Stakeholder Engagement

Self-Employed Consultant

Ally Resource Group

Sep 2012 - Nov 2018 (6 years 2 months)

Built an IT consulting and retained recruiting business delivering cloud migration roadmaps, staffing solutions, and IT modernization services to commercial and state government clients nationwide.

IT Consulting Executive Search Recruitment Client Relationships AWS Azure GCP

Board Director, Public Sector

AUTIS

May 2012 - May 2016 (4 years)

Served on the public sector board supporting telecommunications and information systems users in Arkansas, contributing governance and sector-specific guidance.

Board Governance Public Sector Stakeholder Engagement Strategic Planning

Sr. Sales Executive

CIBER

Sep 2008 - Aug 2012 (3 years 11 months)

Prospected and sold IT services to public and commercial accounts in the TOLA region, consistently exceeding quotas (71–80%+ over target) and delivering solutions in application development, BI, managed services, and DR.

Sales Prospecting Solution Selling RFP Responses Account Planning Managed Services Disaster Recovery

Branch Manager

Tenure Systems

May 2007 - Aug 2008 (1 year 3 months)

Opened and managed a new Oklahoma City office, leading recruiting and sales teams to exceed quotas (75% and 143% year-over-year) and generate opportunities for Oracle projects and IT staff augmentation.

Branch Management Recruiting Sales Leadership Staffing Augmentation Business Development Quota Attainment

Director of Business Development

Hudson Highland Group

Sep 2004 - Jun 2006 (1 year 9 months)

Managed a 250-account territory in Texas and Oklahoma, generated $2.5M net new sales in first full year, and sold SOX engagements and IT implementations to mid-market and Fortune 500 clients.

Business Development Strategic Selling SOX Engagements Account Management Proposal Development Client Relationship Management Sales Forecasting

Principal Consultant

PricewaterhouseCoopers

Jan 1995 - Jan 2001 (6 years)

Delivered full lifecycle SAP R/3 implementations and custom application projects for energy and consumer clients, contributing to proposal wins of $60M and $35M and providing cybersecurity consulting for a major airline.