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Account Executive | Thought Leader | Student of Technology Highly tactical, strategic, and detail-oriented sales professional with a consistent performance record. Experienced in negotiation strategy, consultative selling, clearly articulating differentiated value and complex technologies, and closing new & existing business at all levels within large and small organizations. Consistently viewed as a team leader who enables the team to be better. Professional Job Summary Pluralsight, Inc. Utah & Massachusetts Account Executive 2, Account Executive 3 May 2018 – Present Achieved 88% annual quota attainment in 2018 as an AE-2, hitting over 100% in Q4 and closing 53 deals as a new AE while leading the team in new logo closed business. Have since been promoted to an AE-3 and am currently on pace to exceed $1mil in annual billings comprised of multiple six figure deals. Success derived from quickly developing strategic relationships with key decision makers and utilizing consultative selling to upgrade and expand existing customers as well as attract new ones. Regularly apply discovery, demo, and negotiation skills with C-level contacts with a proven ability to tactically leverage my ecosystem and a structured sequence of events. During my time at Pluralsight, I’ve gained technical aptitude in Engineering, IT, Ops, Infrastructure, Cloud, mobile, and data that will directly support my ability to sell into IT.
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- Managed a territory of 5,000+ new logo and existing accounts.
- Collaborated with ADMs, partners, marketing, customer success managers, and consulting to build a thoughtful strategy to generate and close new and existing business.
- Closed $100k+ worth of revenue in 5 months as a new AE by quarterbacking and owning the entire sales process including prospecting, discovery, solution demonstrations, and artful negotiation.
- Influenced closure of $1.5M worth of sales during first quarter in a closing role, achieving 153% of yearly goal.
- Personally closed over $100,000 of revenue in Q4/2017, and tied to 30+ six figure opportunities for FY18.
- Close involvement with Account Executives, Product Specialists, and Solutions Consultants, while leading solution demonstrations and discovery calls, developing proposals, negotiating and managing contracts.
- Played a critical role in the early stage development of the new strategic vertical – Higher Education – who finished 117% of plan in FY17.
- Consistently met or exceeded quota by generating $15m+ in net new business opportunities over 5 quarters in my assigned territory.
- Personally developed a two-pager sales enablement resource, quickly being adopted by Adobe’s entire inside sales organization.
- Success derived from organization, efficiency, and consistency.
- Effective in finding the right person to contact within a company regarding marketing directives, business initiatives, and technology decisions.
- Solely managed 25+ accounts through weekly on-site presentations and consultations.
- Improved territory YOY by 135%, closing over $20,000 in wine & spirit sales.
- Graduated from Gallo Sales Academy, developing and perfecting closing techniques, objection handling, adapting to buyer personas, and thorough territory management.
- Seen as a team leader, consistently presenting new ideas, strategies, and insights to fellow colleagues and management.
California Polytechnic State University - ,
Training, Accolades, Volunteer Work
- President’s List – multiple quarters Treasurer of the Pi Kappa Alpha Fraternity – Iota Theta Chapter Peer Mentor for the Orfalea College of Business Training & Awards ValueSelling Essentials Workshop & ValueSelling Framework Workshop Marketing Cloud, “Demo Ready” – certified by Solutions Consultants to demonstrate Adobe solutions to prospects Proficiencies: SFDC, Sales Navigator, Outreach, Discover.org, Tableau, OneDrive, Cloud Docs, LucidChart Earned a California Salesperson’s Real Estate License Adobe – Rookie of the Year (2016), Above & Beyond (multiple months)
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School Attended
- California Polytechnic State University
Job Titles Held:
- Account Executive
- Inside Sales Executive
- Account Development Manager
- Field Sales Account Manager
Degrees
- BS
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