New Orleans, Louisiana, United States
Experienced IT Sales Professional specializing in negotiating complex multi-year enterprise software renewal agreements with Fortune 100 | 500 companies and State | Local Government. Passionate about delivering outstanding value-add experiences to customers, partners, and internal stakeholders. • Consistent track record of building strong business relationships with customers, partners, and account teams through understanding all parties' goals and objectives to achieve mutually beneficial outcomes. • Effective collaboration and strategic planning with cross-functional teams in a highly matrixed Fortune 500 corporation. • Results-oriented with the focus on striking a balance between meeting customer requirements and corporate objectives. • Friendly, can-do attitude, always ready to learn and take on new challenges.
Leading platform for search-powered solutions - Search, Observability, Security Focused on providing an outstanding customer experience throughout the renewal process with the objective of meeting the customer's goals and corporate / internal stakeholder's goals. Highlights: • Own, drive and lead the entire renewal process – pricing and strategy - collaborating with the cross-functional account team - completing on-time renewals - closing approximately $15M/year in over 40 accounts. • Leverage the renewal to drive revenue growth (upsell/cross sell) and multi-year agreements. • Negotiate and execute renewal contracts and Master License Agreements in partnership with Legal, Deal Desk • Exceeded quota targets for renewals, multi-year agreements and net new sales expansion. • Onboarded, trained, mentored new Renewal Manager to become effective and efficient in role within 45 days. • Co-created Global Renewals Playbook and Training Videos – Best Practices, Policies and Procedures
Highlights: • Owned / managed a renewal portfolio of 70 accounts consisting of Fortune 500 | 1000 companies. • Closed on-time annual renewal revenue of $13M while increasing renewal yields, exceeding quota and delighting customers. • Coached / mentored digital renewal team on renewals best practices - portfolio management, customer messaging, proposal presentation and internal processes.
Highlights: • Owned and managed an enterprise software renewal portfolio of strategic, top-tier Fortune 100 | 500 companies in an assigned territory across 14 states driving on-time renewals and sales of $30M+ annually while consistently exceeding sales quota year over year. • Consistent track record of achieving 100%+ quota and achieving personal and team goals. • Led contract negotiations for long-term, $1M+ named account license agreements. • Increased renewal yields and ARR based on win / win negotiation strategies. • Collaborate with internal stakeholders to develop strategies on leveraging the renewal event: to drive incremental revenue growth through upsell/cross-sell, minimize attrition, position favorable terms, and ensure outstanding customer service. • Accurately maintained/updated a 120-day rolling forecast utilizing Salesforce (SFDC) CRM ensuring clear communication with management and cross-functional teams. • Directed technical presentations with internal subject matter experts to ensure customer satisfaction and drive new product sales. • Collaborated and strategized with 3rd party partners on select target accounts. • Drove customer attendance to key marketing events, conferences, and executive meetings. • Active engagement in the annual CA premier technology conference with attendance of approximately 10,000 globally - building strong customer relationships and accelerating sales cycles. • Developed and designed process improvements to internal sales quoting, contract management and deal desk approvals/workflow in collaboration with a select cross-functional team. • Mentored and coached new employees - expediting the onboarding process. • Awarded for sales excellence as a top performer attending multiple CA Compass Club trips.