Saas Account Executive Resume Example Xactly

SAAS ACCOUNT EXECUTIVE

Professional Summary

Competitive, ambitious, and performance driven Sales Professional with 7+ years' experience in the Information Technology industry. Proven track record of success, exceeding company goals, and building executive client relationships.

Skill Highlights

Staff Development
Team Building Expertise
Client-Focused
Account Management
Business Negotiation
Proven Sales Track Record

Excellent Communication Skills
Lead Generation
Strategic Account & Territory Development
Expertise in Salesforce
Consultative Selling
Prospecting and Business Development

Core Accomplishments

Completed Sales Boot Camp in Silicon Valley, CA for Xactly Certification in 2017
Recognized in the top 3% of Inside Sales Recruiters based on aggregate sales production
Generated over $1.4M in revenue for TEKsystems in 2014
Promoted to Account Executive (B2B Outside Sales) within first year and half at TEKsystems
Established and managed a portfolio of more than 15 new accounts & grew sales through successful client development
Surpassed all sales goals each year from 2013-2015
Earned annual stock appreciation rights and annual inventive trip in 2015
Earned quarterly and annual Winner's Circle Award in 2014-2015
Managed and developed multiple recruiter partnerships, resulting in their weekly spread gain
Facilitated new recruiter training classes on various core topics
Successfully started and led an Employee Resource Group for Women - Women on the Rise
Nominated into and successfully completed the 12-week Sales Readiness Program (SRP) in 2014
Completed 1 week of Inside Sales Recruiter Training in Baltimore, MD and 2 weeks of Account Executive B2B Sales Training in Baltimore, MD

Professional Experience

SaaS Account Executive, 04/2017 to Current
Xactly – Denver, CO

Educate the mid-sized business market about the power behind inspiring performances across their team(s) with ICM solution
Prospect and set meetings within assigned territory (Texas) through a variety of research methods
Manage a portfolio of 700 accounts targeting an ARR quota of $150,000 in sales
Conduct executive board presentations of Xactly's suite of products via customized web demo (Zoom) or in-person
Strategize with multiple C-level executives including Finance, Accounting, Sales, IT, and Operations
Transform the way C-level executives think about their incentive compensation programs using the Challenger Method
Maintain control of fluid and intricate sales cycles (multi-month) in a team selling environment
Organize joint sales calls with current customers, outside vendors, and partners (Salesforce.com, Alignstar, Accel, Vista)
Collaborate, coach, and mentor business development representatives and sales development representatives to locate business in assigned territory
Report sales activity and forecast to sales management (AVISO & QBRs)
Document all activity in CRM - Salesforce.com & Xactly Incent to align selling behavior with business goals
Customize and create a detailed Business Case/ROI Workbook with clients
Customize and create a detailed Mutual Action Plan with clients to follow dedicated timelines
Collect & evaluate compensation plans, data, and customer needs assessment to ensure successful implementations
Collaborate with internal resources (solutions consultants, strategic services, professional services) throughout sales cycle
Generate Statement of Work, Order Forms, Quotes, NDA's, and SSA's
Strategize with clients on how to comply with Jan 1 2018 ASC606 rule

SaaS Account Executive, 04/2016 to 02/2017
ReadyTalk – Denver, Colorado

Prospected and built a book of business of over 400 Mid to Enterprise level clients in each of my two US territories ranging from Central to Northeast; also worked with International clients
Maintained a steady pipeline of $25,000 over the past 10 months
Successfully hit my ramp up quotas and have recently reached the standard $2,250/monthly quota
Communicated regularly with C-Level executives and decision makers within various departments such as Sales, Marketing, and IT in all industries
Worked within Salesforce daily to properly track Sales Funnel and document all activity
Performed weekly Software Demos to prospects consisting of our entire suite of products - Foxden/Foxden Connect, Web/Audio Meetings, Webinars. Webcasting, Operated Assisted Events, Hosted PBX, Skype for Business PSTN Barbel, Illuminate Replay
Worked with clients on our integration offerings including Oracle Marketing Cloud (Eloqua), Salesforce User Groups, HubSpot, and Marketo - also, an Outlook and Gmail Plug-in
Involved in UCaaS training as the company changes in direction
Collaborated with Inside Sales to delegate and follow up on inbound leads
Collaborated cross-functionally with internal Marketing teams, Product teams, Engineering Team, Sales Teams, Customer Care, Business Operations, and Account Management Teams to make changes and improvements that are best for the company and our clients
Created customized proposals, RFPS, and quotes which include prices, contracts, subscriptions, terms, and other product specifications
Used a "Social Selling" method to reach prospects which includes the use of LinkedIn, Twitter, Google Alerts, Company Pages, etc.
Proficient working within Salesloft, Datanyze, Data.com, LinkedIn Navigator, Hootsuite
Attended weekly sales meetings, bi-weekly 1:1s, and monthly all-company meetings
Provided training and guidance of our various products from an Account Management and troubleshooting perspective
Collaborated with existing customers to review current services and expand sales opportunities within the client
Completed daily outbound calls, up to 30-50 per day and send over 200 customized prospective emails weekly at minimum

Account Executive (B2B Outside Sales), 12/2014 to 04/2016
TEKsystems – Alpharetta, GA

Established and developed more than 15 new accounts, earning a combined profit of over $60k in 2016 alone
Chosen to be the primary Account Executive for a key initiative in building out the Atlanta Telecommunications vertical
Successfully sold and executed full suite of TEKsystems' Services, including new company offerings, such as large scale project, and deliverable based solutions
Heavy focus on MSOs, Data Centers, Wireless & Wireline clients, Broadband, and security companies
Developed relationships with clients in multiple departments, up to C-Suite with a focus on continued partnership to best understand and deliver to their business
Created and executed strategies to gain account intelligence and develop business with new and existing clients, resulting in an increase in monthly revenue
Provided consulting, customer service, and relevant industry knowledge to current consultants and clients
Leveraged our Corporate Market Analytics team to gain insight on local industry trends and create relevant reports for clients
Generated sales leads, cold-call prospective clients, andset client meetings through strategic business development strategies
Understood client business landscape and IT initiatives, as well as their technical and cultural environments to provide proactive workforce planning
Prepared and delivered effective proposals and RFPs to clients, resulting in numerous RFP wins for highly competitive statement of work business
Interacted with all business units both internal and external - Credit, Field Support, B2B Sales, Regional VPs and team, Accounting, HR, Direct Supervisor and Mentors, Legal, up to C-Suite
Collaborated with Global Services Division to discover how to optimize our on-site contractors' in-scope work outcomes to lower total cost of ownership and achieve higher levels of performance through defined SLAs
Participated in National and Regional Conference planning and support calls relating to clients with multiple market presence
Consistently met and exceeded Expected Business Results (EBRs) for production and face-to-face client meetings
Utilized Salesforce CRM daily for contact management, opportunity management, account plans, lead management, communication portals, and performance documentation and tracking
Managed and partnered with assigned recruiter(s) to effectively manage pipeline, daily activity, and short/long term personal and professional goals
Developed a weekly one on one training with my recruiters to strategize and move their pipeline along
Trained recruiters on our internal CRM tool
Participated in various incentive programs and weekly contests designed to award production achievement
Nominated to attend annual National Sales Meetings held by the President of Allegis Group and TEKsystems

Technical Recruiter (Inside Sales Representative), 05/2013 to 12/2014
TEKsystems – Alpharetta, GA

Generated new business for TEKsystems with more than $1M in revenue
Business Development of new and current accounts by prospecting and generating leads
Set new meetings for the Outside Sales Team (Account Executives) through various networking (events, user groups, referrals)
Utilized Allegis RWS CRM daily for contact management, lead management, performance documentation, and candidate tracking
Expert in connecting quality technical professionals with opportunities with TEKsystems' clients ranging from SMB to Fortune 500 across all industries
Developed recruiting strategies to identify qualified candidates by using various networking tools
Evaluated the strengths and weaknesses of candidates through TEKsystems' screening process
Negotiated wages, benefits, and other terms and conditions of employment with candidates
Oversaw pre-employment and on-boarding steps, including reference checks, background, MVR, I-9, and drug tests
Interacted with all business units both internal and external - Credit, Field Support, B2B Sales, Regional VPs and team, Accounting, HR, Direct Supervisor and Mentors, Legal, up to C-Suite
Consistently partnered with TEKsystems' Account Executives both locally and nationwide to identify top accounts and target skill sets
Continuously maintained relationships with business contacts to gain industry knowledge and obtain referrals
Built professional partnerships with prospective consultants regarding opportunities in each local market
Received company Winner's Circle Award 4 quarters and annually after maintaining record sales achievement first year as a recruiter
Nominated into and successfully completed the 12-week Sales Readiness Program (SRP) in 2014

Sales/Marketing Intern, 05/2012 to 05/2013
New Earth Music Hall – Athens, Georgia

Worked with local music halls, theaters, and event centers to help promote space for concerts and events
Developed new business opportunities by effectively communicating our space offerings with upcoming events needs
Prospected and conducted both inside and face-to-face calls with decision makers through out assigned territory
Created effective messaging using graphics and marketing collateral
Collaborated with designers and the editorial team on marketing materials
Attended monthly sales meetings and quarterly sales trainings
Met with existing customers to review current contracts and expand sales opportunities

Education

BBA: Marketing, 2008-2012
University of Georgia - Athens, GA
Terry College of Business, Delta Sigma Pi Professional Business Fraternity, HOPE Scholarship Recipient, Sponsored TEKsystems in the Career Fair

BBA: Marketing, 2007-2008
Georgia College and State University - Milledgeville, GA
Secretary of Marketing and Advertising Club, Intramural Soccer, Outdoor Club, Alpha Lambda Delta Honors Society, HOPE Scholarship Recipient, Deans List

Awards and Achievements

2014 Partnership of the Year Award, 2014 - 2015 Winner's Circle Award, 2014 Q3 & Q4 Recruiter of the Quarter, 2016 Sales for Life - Social Selling Mastery, 2016 Sandler Training, 2016 ExecVision Sales Call Training

Volunteering

WIT (Women in Technology) on Campus - Sr. Business Development Manager 4/2014 - 5/2014, ALE (Atlanta Linux Enthusiasts) User Group - Sponsor 2013-2014, Boys and Girls Club of America - Mentor 2008-2009, Animal Rescue of the Rockies 2016-Present, XactlyOne 2017

Resume Overview

Companies Worked For:

Xactly
ReadyTalk
TEKsystems
New Earth Music Hall

School Attended

University of Georgia
Georgia College and State University

Job Titles Held:

SaaS Account Executive
Account Executive (B2B Outside Sales)
Technical Recruiter (Inside Sales Representative)
Sales/Marketing Intern

Degrees

BBA : Marketing , 2008-2012
BBA : Marketing , 2007-2008

SaaS Account Executive Resume Example

Resume Score: 70%

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