Chapel Hill, North Carolina, United States
SALES | ACCOUNT MANAGER Highly motivated, self-directed professional with more than 15 years of experience in a broad range of sales management, business development roles, and sales training . Solid expertise in leading profit-generating operations by providing high-end customer service, applying interpersonal skills to build relationships, identifying new territories, and tactfully closing new accounts. Demonstrated staff management skills that enhance productivity and drive sustained business performance. Experienced training team members to use top sales techniques and maintain clientele.
Sales and Account Management to Solarwinds MSP major accounts. Continuing role as Team Lead for North American Backup Sales Executives. • Work with current major accounts using our backup solution to expand utilization within their customer base • Identify potential major accounts currently using competitive backup solutions and develop strategies for competitive displacement • Lead team of Backup Sales executives in North America with sales in excess of $19 Million/year • Aid in closing large opportunities for MSP or Enterprise customers • Maintain SolarWinds Backup sales team by recruiting, selecting, orienting, and training employees • Develop training programs for Backup team to keep up to date with industry trends and competition • Educate Sales Executives in other products in order to encourage cross selling of Backup solution
Sell, primarily, to the Managed Service Provider and Channel community, a SaS solution for back up and disaster recovery. Drive revenue by managing the full presale and postsale cycle by cold calls, account profiling, performing demonstrations, and closing the sale. With a recurring revenue model, work to maintain and upsell accounts to increase revenue. Provide technical consultation via TechWalks and technical discussion. Provide business consultation by underdstanding my customer’s business, providing advice as it pertains to our solution, to help them grow. • Helped grow the fasting growing division of LogicNow • Exceeded sales objective for FY ’14, achieving 142% of target • Exceeded sales objective for FY ’15, at 105% of target • Utilize SFDC to track sales cycle and account management • Helped grow revenue from 600k per month to 3.7M per month in 1 year • Work with peers; colleagues, marketing, development, and management to foster growth of solution • Promoted to Team Lead in October 2015
Managed a diverse group of clients, driving revenue for the company by building and maintaining loyal customers and developing a partner-led collaborative approach to account management. The approach centered on education, motivation, and enablement across a massive partner community. Accommodated customer’s IT needs and ensured successful preparation, planning, design, implementation, operation, and optimization of networks and IT investments. Created and encouraged attendance at virtual and partner led demand generation events. • Managed 425 accounts in GA during FY ’14 • Led 800 accounts in MO and IL in FY ’13 • Exceeded sales objective for FY ’13, achieving 115% of target • Honored as a two-time “Breakfast of Champion” award winner • Developed and mentored a team of new hires in Sales Best Practices, Forecasting, and Commit Calls. • Created, organized and hosted multiple virtual events to train partners of evolving trends in the marketplace, provide overviews of new technologies and lead virtual demonstrations of Cisco product. • Juggled 850 accounts in South Texas during FY ’12 • Exceeded sales objective for FY12, reaching 103% • Named “Newcomer of the Year” in 2012
Managed business to business sales for large national prospect accounts. Identified, targeted, and developed niche market segments. Organized tasks, developed goals, and set action plans according to sales cycle. • Presented sales proposals tailored to decision makers in a diverse and varied market • Boosted internal and external relationships by establishing credibility and rapport while serving customers
Directed sales and technical staff, encouraging a positive work environment that increased productivity and efficiency. Worked with regional sales managers to plan marketing strategies for future growth. Provided sales training to new account managers. Coordinated with technical staff on the preparation, delivery, and pick up of all rental orders. • Trained the new members on the sales team and ensuring that their knowledge and skills are enhanced to maximize the sale revenue • Assessing individual performance against business requirement and ensuring all the sales staff are compliant and competent in their roles • Closed largest account in company history in 2003 • Exceeded office goals in 2003 and 2004
Identified, closed, and administered new accounts in North Carolina and South Carolina. Generated new accounts via prospecting, extensive cold calling, referrals, and telemarketing. Performed sales presentations for decision-makers within client companies. • Exceeded increasing goals in 1998, 1999, 2000, 2001 • Awarded Top Rep in 1999 and 2001