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Professional Website
https://www.linkedin.com/in/dClaire/
Professional Summary
Dedicated Account Executive with over 20 years of experience leading sales initiatives at diverse corporations. Reliable relationship builder bringing highest quality products to prospective clients, resulting in repeat sales. Motivated, honest, and personable sales professional committed to continuous growth and dedicated to customer success.
Skills
Relationship building and management
Multitasking and Prioritization
Calm and Professional Under Pressure
Building Customer Trust and Loyalty
Upbeat and Positive Personality
Understanding Customer Needs
Upselling Products and Services
Complex Product Knowledge
Salesforce CRM
Business Development
Contract Negotiation
Strategic selling
Work History
01/2021 to CurrentCustomer Success AdvocateServicenow | Tysons Corner, VA,
Implement customer success plans using standardized journey templates to set customer expectations and ensure they are prepared for key milestones through the lifecycle (Get, Use, Pay & Renew), reinforce ecosystem hand-offs, and empower customers to self-serve
Leverage and manage overall customer metrics, which include customer usage data, health indicators (disconnects, credits, orders, churn propensity scores, NPS), and renewal dates with a holistic view that aligns with customer objectives/success metrics
Evaluate current product and portaladoption maturity level (depth and breadth) and address roadblocks by leveraging digital marketing slicks, adoption articles and other templates
Know the Lumen portfolio offerings well enough to recognize a potential opportunity for expansion and ask appropriate questions to further qualify the opportunity, partnering closely with sales
Implement revenue management practices,driving accountability and alignment of our operations and financial goals; revenue retention and growth strategies which include value realization, renewal execution, risk management and customer growth/expansion
Communicate, escalate, and drive mitigation planscross-functionally to de-risk accounts; handle urgent customer concerns and escalate internally when necessary (i.e., Service Improvement Plans)
Partner with sales, delivery & support to ensure successful deployment of solutions and services including periodic first bill reviews and audits to minimize billing disputes
Responsible for renewal and re-rate implementationvia contract end-date management, leveraging renewals to influence customer technology evolution while incorporating on-net migrations that improve Lumen profit margins
Responsible for developing sales in the designated target market(s) by identifying new sales opportunities with prospective enterprise customers headquartered in the region by cold calling, networking, lead generation, proposal submission, and customer appointments.
After winning new business, manages customer relationships in order to gain strategic positioning with decision makers, retain existing revenue and obtain additional business.
Continually learn and develop knowledge of new technologies and selling points including enhancing expertise in the company's products and solutions.
Develop and implement sales plans that provide clearly defined strategies, tactics and timeframes to maximize revenue. Take ownership of the geographic territory designated by management.
Utilize Siebel & Salesforce.com to provide accurate and detailed weekly forecast funnel of identified and proposed opportunities in order to meet or exceed sales quota requirements.
11/2013 to 04/2014Telesales RepresentativeUS Cellular Wireless | City, STATE,
Achieve activity sales goals of: appointments set, appointments ran, and opportunities created each week and month that will fill a sales funnel appropriately to attain assigned sales quota
Utilize our approved sales process to aggressively prospect new business accounts from within a defined territory, building and delivering comprehensive business solution proposals that result in new business account growth
Conduct customer needs assessment discussions to position innovative business solutions and overcome customer objections
Strategically engage internal and external support partners to position business solutions that will add value to new prospective customers
Leverage the organization's customer relationship management (CRM) platform to keep customer records accurate and up to date
Build a strong network within the communities we serve in order to promote brand awareness and identify new business customer prospects
Partner with the Business Account Support Specialist to implement, manage, and grow existing business accounts
11/1999 to 04/2011Small Business - Inside Sales RepSouthwestern Bell Telephone/AT&T | City, STATE,
Attained deep and thorough knowledge of company's products and solutions to help accomplish mutual success and partnership between buyer and seller.
Contributed long-term sales strategy ideas to team to promote continuing business success.
Mastered and constantly improved sales prospecting, follow-up and upsell processes.
Recorded and maintained sales prospect and sales data within customer relationship management system.
Achieved sales among top 10% of salespeople in company for 10 years.
Education
Expected in 12/1996Bachelor of Science | Funeral Service And Mortuary ScienceUniversity of Central Oklahoma, Edmond, OKGPA:
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