Sales | Account Management | Customer Success - Information Technology
Sales | Account Management | Customer Success - Information Technology
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Sales | Account Management | Customer Success Resume


Desired Industry: Information Technology SpiderID: 81901
Desired Job Location: Nashville, Tennessee Date Posted: 3/21/2019
Type of Position: Full-Time Permanent Availability Date:
Desired Wage: 100000
U.S. Work Authorization: Yes
Job Level: Management (Manager, Director) Willing to Travel: No
Highest Degree Attained: Bachelors Willing to Relocate: No


Objective:
Dynamic, performance-focused, and goal-driven professional with extensive experience in business-to-business (B2B) sales and account management; complemented with solid expertise in generating effective sales and marketing strategies to develop consumer preference and drive high volume of sales. Highly capable of establishing and cultivating positive working relationships with key customers and business partners to identify growth opportunities, maximize client base, and gain repeat business. Recognized for strong work ethic and outstanding performance in accomplishing varying and increasing levels of responsibilities. Technically proficient with Microsoft Office applications (PowerPoint and Excel), Salesforce.com, Microsoft Dynamics, and customer relationship management (CRM).


Experience:
ServiceSource | Nashville, TN
Senior Manager, Global Customer Success Account Management May 2017–Present
Oversee the company’s largest global account that generates up to $35M in annual revenue.
Establish and cultivate positive working relationships with clients and business partners.
Career Highlights:
Obtained net promoter score (NPS) of 50 to 92 consistently by determining sales campaign and key performance targets for the past three years.
Boosted net retention rates by 11% by employing digital campaigns across low-spend end-user maintenance contracts.
Played a pivotal role in surpassing six-month return on investment (ROI) projection as well as in pioneering five new engagements.
Earned year-over-year (YoY) top-line revenue gains of 17% and 6% gross margin improvement by leading successful sales implementation and process effectiveness.
Established relationship and partook in closing strategic expansions surpassing $10M in incremental annual revenue.
Acquired more than 350 resources that produced an end-to-end revenue cycle including operational support, customer retention, inside sales, adoption motions, and topline revenue growth.
Successfully met client performance targets in portfolio accounts by 95% in the first quarter across global with an average of 70% in company’s enterprise level accounts.

Senior Manager, Account Manager Mar 2015–Present
Held responsibility in targeting client sales across Asia, Pacific, Japan, and China (APJC), Europe, the Middle East and Africa (EMEA), and the Americas with annual sales in excess of $175M
Deal with strengthening client relationship and expanding overall engagement.
Steer efforts in achieving company’s set-forth goals by driving a high performance sales culture within a team of more than 100 people focusing on the entire Customer and Revenue Lifecycle including lead qualification and conversion; customer onboarding and adoption; install base growth, recurring revenue management, and cross-sell opportunities.
Career Highlights:
Offered lower cost solutions to clients by modifying local sales and Operations Teams and functions to offshore and low-cost centers which drove $2M reduction.
Made major contributions in increasing key account from USD 8M to 10M of annual contract spend.
Created and closed first program globally in which helped discover net-new revenue opportunities within client’s install-base of customers through cross-sell functions estimated to generate $2.5M in new revenue.

Senior Sales Manager Jul 2013–Mar 2015
Presided over mentoring training for more than 50 inside sales representatives on high-performance selling strategies and techniques.
Presented more than 15 meaningful quarterly business reviews with performance and business insights to key executive stakeholders.
Generated metrics and weekly sales campaigns and reporting metrics to five teams covering software as a service (SaaS), hardware, and healthcare verticals.
Career Highlight:
Steered efforts in obtaining 103% to 116% revenue targets quarterly.

Senior Sales Representative Jun 2012–Apr 2013
Served as a mentor for all newly hired employees for the last 12 months of tenure as an inside sales representative.
Controlled maintenance contracts ranging from 200 up to 350 with an average of 112% renewal rates per quarter.
Career Highlight:
Successfully attained the target averaging forecast accuracy of not greater than and less than 5% quarterly.


Education:
Bachelor of Science in Business Management, Minor in Human Resources
Indiana University Bloomington | Bloomington, IN
GPA: 3.55/4.0


Skills:
Client Development | Revenue Life Cycle Management | Solutions Selling | Proposals Generation and Presentations and Execution | International | Channel Partners | Direct Sales | Team Leadership and Collaboration


Additional Information:
Certification

Certificate in Business Foundations, Kelley School of Business


Candidate Contact Information:
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