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Senior Account Representative Resume Example

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SENIOR ACCOUNT REPRESENTATIVE
Summary

Results-driven senior account executive with over 20 years of consultative sales experience in the following industries: Technology, Software as a Service (SaaS), computer software, Payroll/Human Resources, Telecom, and Architectural, Engineering, and Construction. Provide strategic value and build a territory through strategic partnerships, business development, solution selling, and executing customized account plans to increase sales volume and market share. Skilled in building relationships, prospecting, Cross and Upselling, negotiating, closing sales, Human Capital Management (HCM), SaaS, AEC Industry, Employee Benefits, Benefits Administration, ERP, Expense/Spend Management, Full Sales Cycle, Customer Relationship Management (CRM), Professional Employer Organization (PEO), and Management. Proven history of sales success with multiple annual achievement Awards in multiple positions.

Highlights/Skills
  • Revenue generation
  • Technical Sales
  • Consultative Sales
  • Relationship selling
  • Territory management 
    • Persuasive
    • Strategic partnership building
    • Negotiation skills
    • Business-to-Business Sales
    • Prospecting skills
    Accomplishments
    • Qualified for RackStar in less than 1 year attaining 191% of MRR quota
    • First rep from Texas to qualify for annual incentive trip during first year.
    • Created new broker partnerships that resulted in selling more clients than all other Broker District Managers.
    • Trained field reps by example to sell a record breaking annual number of new clients in the District and sold the most ever by one rep in a month.
    Experience
    Senior Account Representative10/2018 － CurrentCompany NameCity, State
    • Attained 191% of Quota in 2019, qualifying for Target Makers and Quarter Pound Club every quarter possible and making RackStar in Rookie year
    • Over 224% of quota last quarter of 2019, among top 5 in entire organization
    • Improved profitability of base by developing pipeline, utilizing multiple marketing channels and sales strategies
    • Cultivated long-term relationships by understanding business and IT strategic goals and recommending products and services to help customers achieve their goals
    • Persistent and self-motivated to grow my base while generating referrals to acquisition reps

    Deltek Sales Consultant01/2017 － 08/2018Company NameCity, State
    • Prospected for new business by generating leads, telemarketing, and emailing to multiple people within Architectural, Engineering, and other consulting and professional services firms
    • Partnered with companies to improve their technology with a consultative approach
    • Maintained control of the process from needs analysis, to a software demo, and proposal delivery that resulted in selling new project management, CRM, and full ERP software to small to mid-size businesses
    • Attained 199% of quota for 2nd quarter of 2018 and over 140% last quarter to date
    • Achieved over 338% of quota for 4th quarter of 2017 and over 140% of quota for all of 2017
    Account Executive08/2015 － 01/2017Company NameCity, State
    • Acquired new clients for this North American expense / spend management software company by telemarketing and working with strategic partners, then coordinating and/or demonstrating their Software-as a-Service model
    • Achieved over 191% of quota in October 2016 and over 113% of quota last quarter of 2016
    • Utilized consultative sales approach to discover all business, especially spending, needs, to focus on maximizing revenue obtained from new and existing customers
    • Sold most new clients for ExpenseWatch, which was acquired by Nexonia in March 2016, during 1st half of 2016
    Broker District Manager08/2013 － 08/2015Company NameCity, State
    • Qualified for Championship Circle during first year, never accomplished before by a Payroll Sales Rep in Texas
    • Achieved over 120% of quota, which was accomplished by selling the most revenue and the highest percentage of quota in Texas in 2014
    • Successfully started the Broker District Manager role in San Antonio and Austin by securing multiple broker partnership agreements and selling new clients at a higher rate than all other Broker District Managers in 2014
    • Sold most sales revenue for the region by generating referrals from multiple referral sources
    Regional Sales Manager07/2012 － 07/2013Company NameCity, State
    • Drove new business by qualifying prospects, then demonstrating and selling software solutions to contractors within a multi-state territory
    • Expanded new markets in the Southwest and Central US by the selling of new software
    • Achieved 102% of Quota for the 1st Quarter of 2013
    District Manager03/2010 － 07/2012Company NameCity, State
    • Utilized consultative sales approach to sell Payroll, Human Resources, and Time and Labor Management solutions to small to mid-size companies, which resulted in growing market by over 50%
    • Named District Manager of the Month multiple times for highest average broker calls per week that drove long-term business development
    • Opened up a new market for an emerging payroll and human resource company with Software-as-a-Service (SaaS), cloud computing technology
    • Cultivated strong strategic partnerships to provide true consultative solutions to small to mid-size companies
    Regional Sales Manager02/2008 － 02/2010Company NameCity, State
    • Utilized a consultative style to sell comprehensive software solutions to new and existing customers in the construction industry within a multi-state territory
    • Top Regional Sales Manager for 4th Quarter 2009 for the entire company and top Cross Sales rep in 2008
    • Over 215% of Quota for the month of December 2008, leading the entire company
    • Finished Second place in the Central Region for the 2nd Quarter, 2008, by generating new license revenue to new and existing customers
    Regional Sales Director01/2007 － 02/2008Company NameCity, State
    • Identified prospects and decision makers, consulted with C Level executives, qualified business needs, overcame objections, and negotiated terms to close business
    • Developed solutions to mitigate compliance risk and improve processes with Professional Employment Organization or Administrative Services Outsourcing model to small to medium size businesses
    • Cultivated strong professional relationships with industry partners by creating focused campaigns to drive long-term business
    • The REGIONAL SALES DIRECTOR OF THE 2nd QUARTER by achieving over 200% of quota; sold 127 lives on a quota of 62.5 lives
    Sales Representative07/1998 － 12/2006Company NameCity, State
    • Increased market share and revenue by generating Business to Business Payroll sales targeting small to mid-size companies
    • Built, developed, and maintained strategic referral relationships within an assigned territory
    • Achieved 110% and 125% of quota, respectively, last two fiscal years
    • SET RECORD for most new payroll clients in San Antonio/Austin District ever in 1 month - 46
    Awards
    • Qualified for Rackstar in 1st Year, over 150% of Quota
    • Championship Circle Qualifier First Year.
    • District Manager of the Month many times.
    • Top Regional Sales Manager or Director multiple quarters.
    • District Rep of the Year, Paychex, San Antonio/Austin District, multiple times for selling most clients.
    • Qualified for Paychex's Conference six years by exceeding revenue quota each year.
    • Made AT&T Achievers Club twice for attaining over 120% of quota.
    Education
    BBA:The University of Texas at Austin - MarketingCity, State, USA
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    Resume Overview

    School Attended

    • The University of Texas at Austin

    Job Titles Held:

    • Senior Account Representative
    • Deltek Sales Consultant
    • Account Executive
    • Broker District Manager
    • Regional Sales Manager
    • District Manager
    • Regional Sales Director
    • Sales Representative

    Degrees

    • BBA : The University of Texas at Austin - Marketing

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