An energetic and results-driven sales professional with a solid foundation of sales principles, known for an unwavering “never back down” attitude and work ethic. Equipped with a proven track record of successfully driving sales. I bring a relentless commitment to achieving objectives and exceeding targets, making me an invaluable asset to any sales team.
QUALIFICATIONS SUMMARY
- Sales Skills
- Strong Presentation Skills
- Consultative Selling
- Sales & Marketing Intelligence
- Inside Sales
- Tradeshows
Sales Training Customer Service & Support:
- The Psychology of Selling – Brian Client Onboarding Tracy Product Integration
- The Sales Development Customer Relations
- Playbook – Trish Bertuzzi
- SalesForce Trailhead
- Outside Sales
TECHNICAL PROFICIENCIES
- Tools: MS office 365, MS Outlook, MS Teams, Zoom, Google Cloud, Salesforce, HubSpot Inbound certified, RingCentral, Zoominfo, Meta Business Suite, QuotaPath, Kaseya 365, Zoho CRM
PROFESSIONAL EXPERIENCE
MSP (2023-Present)
Account Executive
- Sales & Business Development: Identify, prospect, and engage with potential clients to understand their IT needs and present appropriate managed service solutions.
- Client Relationship Management: Build and maintain strong, long-term relationships with clients, acting as the main point of contact for all their IT service needs.
- Uncovered additional client needs during Quarterly Business Review. (QBR)
- Market Research: Attend Kaseya conferences to stay abreast of latest developments, networking
- Sales Targets: Meet or exceed monthly, quarterly, and annual sales targets.
- Proposal Development: Prepare and present detailed proposals and pricing that align with client needs and company objectives.
- Reporting: Maintain accurate records of all sales activities and client interactions in the CRM system and provide regular sales reports to management.
IT Company (2022-2023)
Account Executive (Contract)
- Consistently surpassed monthly sales quotas, maintaining an exceptional record of exceeding performance targets, showcasing a consistent track record of success.
- Proficient in HubSpot, utilizing the platform to manage leads, update contact information, track engagement, and support the sales team with accurate and up-to-date customer data.
- Leveraged HubSpot to create and nurture inbound leads, demonstrating exceptional skills in lead qualification and conversion.
- Collaborated closely with the SDR team to identify and prioritize high-potential leads, providing tailored solutions and communicating product features and benefits.
- Conducted consultative sales conversations to effectively communicate the value proposition, resulting in a high conversion rate of qualified leads into opportunities.
- Maintained meticulous records of lead interactions, follow-ups, and engagement within HubSpot to ensure data accuracy and support sales strategies.
- Implemented data-driven insights through HubSpot analytics, continuously improving outreach strategies and lead management processes.
- Actively participated in ongoing training and development programs to stay updated on industry trends, product knowledge, and the latest HubSpot features.
- Worked in close collaboration with cross-functional teams, including marketing and product development, to provide valuable insights and feedback from customer interactions.
- Adapted effectively to evolving market conditions, demonstrating resilience in a dynamic sales environment and consistently meeting or exceeding targets.
Non-Profit (2020-2022)
Sales Consultant (Contract)
- Spearheaded new product development and marketing initiatives for a higher education grant management SaaS start-up.
- Advised the executive team on branding, product positioning, market segmentation, and lead generation strategies, contributing to the company’s market success.
- Collaborated closely with the engineering team to ensure the delivery of high-quality software that aligned with customer needs, business strategy, and Department of Education (ED) requirements.
- Ensured compliance with evolving laws and reporting standards, demonstrating a commitment to regulatory integrity.
- Update Salesforce with new leads, contact information, product demonstration notes.
- Prepared and delivered compelling demonstrations showcasing system capabilities, compliance functions, value proposition, and differentiators to university leaders, education directors, and database administrators.
Key Achievements:
- Enhanced database design, functionality, features, usability, and reporting capabilities in full compliance with Department of Education requirements.
- Redesigned the user interface, improving user experience and streamlining database management.
- Identified and resolved a critical reporting tool defect, enabling the successful creation and submission of annual reports to the Department of Education.
- Successfully troubleshooted and resolved data flow errors, ensuring data accuracy.
- Developed and executed highly effective, high ROI marketing strategies, including targeted mass email campaigns and interactive Zoom kickoff events.
- Organized product introductions, demonstrations, and quality assurance sessions with promotional giveaways, resulting in the attraction of 75 attendees and the acquisition of eight new clients within a 30-day period.
IT Company (2008-2019)
Account Executive
- Distinguished as the top-performing Account Executive among a team of three, consistently exceeding company sales goals and earning all-expense-paid trips as a testament to exceptional sales performance.
- Pioneered the establishment of a robust sales and marketing foundation for an educational database development company.
- Created a standardized sales process, marketing and promotional materials, and sales enablement tools, enhancing the company’s ability to attract and retain customers.
- Fostered a strong prospect pipeline and cultivated strategic relationships with Federal TRiO student support program leaders, contributing to sustained business growth.
- Lead a sales team of three representatives, providing ongoing support, training, and guidance to ensure collective and individual success.
- Consistently exceeded quarterly sales quotas both as a team and individually, reinforcing the commitment to excellence.
- Set a significant sales record in 2018, achieving over one million dollars in sales, with $475,000 coming from new business development.
- Actively participated in conferences, engaging with university representatives, grant administrators, database managers, and education directors to identify and address pain points and business opportunities.
- Scheduled and conducted in-person meetings nationwide, delivering presentations and workshops to showcase the company’s solutions.
- Successfully led a critical CRM migration project, transitioning the organization from a legacy proprietary CRM system to Salesforce.
Key Achievements:
- Leveraged technical expertise to onboard new clients, configure and integrate solutions, establish security protocols, address escalated technical issues, and ensure compliance with FERPA laws.
- Successfully expanded market share by 35% overall, demonstrating a substantial contribution to the company’s growth.
- Achieved a 25% expansion in the West Coast market within two years by identifying and targeting new customer segments.
- Doubled the size of the support/training team to accommodate increased business, further strengthening the company’s sales capacity.
- Collaborated with engineers to recommend and implement new features, enhancing the company’s product offerings, and reinforcing security measures, including custom reports, texting, archived emails, and single sign-on (SSO) authentication.
EDUCATION
- HupSpot Inbound Sales Certified and Software Sales Certified
- SalesForce Trailblazer
- Six Sigma White Belt Certified
