SUMMARY:

• Dynamic, goal - oriented individual with a track record of building trusted relationships. Skilled at delivering measurable business value to customers. Proven success in growing accounts by leveraging both consultative and value-based product sales strategies. Adept at coordinating and managing interdisciplinary project teams, product development, managing sales initiatives, and working with customers in the field. Strong business acumen across an array of industries including technology, finance, healthcare, consumer products / retail, hospitality, food service and construction / home improvement.

PROFESSIONAL EXPERIENCE:

Confidential

Client Relationship Manager

• Educating decision makers on new products and programs by leveraging data driven business value propositions.
• Meeting with C-suite and senior executives to resolve concerns and ensure retention rates and reduce churn.
• Quickly building rapport and interacting with a diverse customer base including technology firms, healthcare / medical businesses, retailers, service organizations, as well as B2B wholesale and B2C businesses (e-commerce).
• Increasing account value of new and existing merchants and facilitating the acceptance of new marketing programs.
• Gaining mindshare and growing account revenue measured by both transaction size and transaction volume.

Confidential

Senior Account Executive / Customer Success Manager

• Day to day management and primary customer contact for multiple strategic accounts.
• Building and maintaining strong trusted relationships with new and existing customers to enhance account penetration, increase sales and further demonstrate the value proposition of the company’s offerings.
• Managing the customer lifecycle including onboarding, installation / training and driving customer outcomes based on their business drivers and initiatives.
• Analyzing and presenting system generated data and identifying business insights that uncover trends and pinpoint activity leading to process improvements.
• Preparing and presenting Quarterly Business Reviews (QBR’s).
• Partnering with clients to ensure solution adoption and managing performance to objectives in order to ensure project success. Identifying account growth and upsell opportunities.
• Supporting sales initiatives by providing technical and operational expertise including client management and communications during various phases of the sales cycle.
• Facilitating meetings with key stakeholders to refine program strategy, success metrics, and benchmarks.
• Acting as a liaison to internal teams and providing the ‘voice of the customer’ while working hand-in-hand and managing other team members including sales, support, marketing, operations, and engineering.
• Defining and establishing internal processes for account management to ensure client renewals and reduce churn.

Confidential 

Senior Management / Owner

• Developed new business, further penetrated existing accounts and created deep relationships within the retail community fostering long term and repeat business.
• Created marketing collateral, sales tools, and product programs to educate and sales activate new representatives.
• Analyzed market trends and selected / recommended products that drove maximum revenue for resellers.
• Managed a $1.5MM sales pipeline and achieved defined profitability goals.
• Executed a strategic disposition plan to wind down company operations.

Confidential

Director of Sales and Channel Development

• Full life cycle field sales including identification, qualification, and close of sales opportunities
• Tracking and reporting sales opportunities using Salesforce.com
• Analyzed and created training and certification programs as part of an overall sales strategy
• Developed value proposition materials, sales tools, and marketing content necessary to generate leads.
• Communicated directly with partners and stakeholders while executing enablement programs.
• Built and managed a pipeline of over $5MM in potential business. Transactions range from $50K to $500K in Annual Contract Value (ACV). Each transaction can result in an $8MM+ revenue business yield to the vendor.

Confidential

Director of Sales & Business / Product Development

• Multiplied the reseller ecosystem 5 fold
• Established strategic reseller and service relationships with Samsung Electronics, Panasonic, and Axis Communications as well as an array of national and regional third party systems integrators.
• Penetrated and sold into target vertical markets including education, healthcare and public safety.
• Increased sales pipeline 250% year over year

Confidential

Director - Business Development

• Recognized as the top revenue generating sales representative for 2007 and 2008.
• Successfully developed strategic relationships resulting in business growth from $255M to $1.3B in four years.

Confidential, Northeast

Regional Sales Director

• Top-level revenue producer for three consecutive years.
• Exceeded annual sales targets for FY03 and FY04.
• Initiated and closed the largest single deal in company history ($1.3M).
• Achieved a 100% renewal rate for software subscription licenses.