United States
- I departed this role for a higher-paying role and leadership opportunity with Goodhire. - Supported multiple enterprise deals requiring a custom integration using the HireRight SOAP XML API. One of them is a global deployment requiring integration to 3 separate platforms. - Provided discovery support through needs analysis for new business, up-sells or process changes for existing clients. -Attended client presentations, and quarterly business reviews to help support new revenue growth, and/or client retention. - Created process flows based on the prospect or customer's desired needs and business objectives. - Served as a Subject Matter Expert on all products, platforms, and solutions. - Conducted proof point demonstrations on all platforms and integration workflows during the sales and client change process. - Complete Client Solutions Playbook outlining complete client program setup requirements.
- 50%+ Win rate with significant contributions to Enterprise and Strategic sales team bookings. - Zero deals rejected due to improper solution engineering. - Developed a number of click-through product demonstrations for the core product and partner integrations to enable sales and sales engineer success. - Achieved Command of the Message Certification, Force Management. - Supported reps across Enterprise and Strategic segments. - Responsible for supporting sales reps and prospects from initial discovery through the close process, through implementation hand-off, up to the customer’s implementation kick-off call. - Guided and lead workshop engagements with prospects to optimize their screening programs and achieve better outcomes. - Responsible for scoping implementation needs and recommending appropriate professional services package. - Acted as a subject matter expert for internal stakeholders on partner API integrations.
- This was a 3-month contract. - Proposed a framework to automate the creation of a customer's org structure within my client's app, which included the import of departments, locations, positions, and employees. - Proposed a process to handle transitions and updates to the org structure as changes in employee status and the org structure occur. - Proposed and designed a workflow to automate the import of employee compliance documents and parse document metadata, to match regulatory employee compliance information to the organization's defined compliance requirements, reducing the time and effort needed for a new customer to implement the customer's account. - Led a project to analyze 8 customer locations and existing data to assist with migrating employee compliance data into my client's platform. - Hosted bi-weekly customer calls to solicit app feedback and customer experience to share with the Product and Customer Success team.
• Contributed to 18 wins totaling $1.1 million in ARR. • Architected end-to-end hiring solutions using Fountain's API and integration ecosystem to solve for high-volume recruitment challenges. • Translated complex client requirements into scalable technical configurations, leveraging knowledge of JSON and webhooks to ensure seamless data flow between systems. • Collaborated with the Product and Engineering teams to troubleshoot integration blockers and advocate for roadmap features based on field feedback. • Built and maintained custom demo environments that showcased specific use cases, reducing preparation time for repeat vertical pitches
- Responsible for the management and retention of a partner channel across 10+ partners - Achieved significant growth in the channel - 2017 vs. 2018 - Prospected and signed 4 partners - Implemented referral programs for the GoodHire sales & success teams and provided support and coaching to optimize partner engagement and success. - Responsible for GoTo Market process, post-launch, and maintenance of partnerships once live. - When needed, serves as a solutions consultant for new partner opportunities, and existing partners who want to refresh or optimize their integrations or programs. - Provided sales support to the sales team on complex partner integrations and deals such as Discovery, Demo’s, and Process Mapping. - Managed a budget for partner sponsorship & event opportunities to increase referrals for the sales team. - Responsible for the companies largest accounts (20% of company revenue) to ensure retention and revenue growth. Experienced with the sharing economy, as well as traditional employers.
- In partnership with the enterprise sales team, I managed solution discovery, curated demonstrations, proofs-of-concept, RFP support, and solution designs for opportunities greater than $100K ARR. - Supported the partner organization in the acquisition process to perform technical demonstrations and propose and develop a solution design that detailed the current state, negative consequences, future state, positive business outcomes, solution requirements, user journey, technical journey, and technical architecture. - Supported and completed low-level technical questions for enterprise security questionnaires and tech reviews. - Delivered technical demonstrations via webinars to support partner marketing and demand generation efforts. - Attended several industry trade shows and events to support the sales and partner teams with onsite demonstrations and technical discussions.
- Responsible for quarterly net new revenue attainment. - Hit and exceeded the quarterly team goals for all 3 quarters I managed sales. - Managed a team of 6 sales reps, and one solution consultant, and each team member achieved quota. - Prioritized and maintained sales feature requests for products, along with ROI and revenue opportunity. - Assisted reps with in-person, and virtual sales presentations. - Developed price tiers, price points by tier, and overall pricing strategy for the sales team. - Won the company’s first enterprise customer through a blind RFP process and reverse dutch blind auction, won a large on-demand food delivery service. - Won the company’s first major gig economy customer which also required a customized partner integration and new feature development. - Drove a project to analyze lead conversion, which resulted in a 10% increase in lead conversion from Q1 to Q2 2018.
- Supported the Goodhire and Identity.com sales team throughout the pre-sales process. - Assisted with customer demos on all platforms and provided discovery support through needs analysis for new business, upsells, or process changes for existing clients. - Assisted with RFP requirements review, strategy, and responses. - Support presentation creation and value proposition positioning. - Create process flows and business processes based on the client’s program objectives. - Serve as Subject Matter Expert on all products, platforms, and solutions, including our web applications, partner integrations, and direct API integrations. - Scoped, defined, & launched the following partner integrations – Jobvite, BambooHR, and BreezyHR.