Jessica Claire
, , 609 Johnson Ave., 49204, Tulsa, OK 100 Montgomery St. 10th Floor
Home: (555) 432-1000 - Cell: - - -

IBM NY/NJ Sales Team - Top Performer and Contributor Award 2012-2016, KOFAX US Sales East 200% Club 2016-2018, Alfresco, 100% Customer Approval Rating and leading ($) volume of net-new, "white-space" account on-boarding and net-new logo sales. Self-starter with “hunter mentality” and highly focused, consultative sales approach – MEDDIC sales methodology and focused prospecting campaigns via a "trusted partner" engagement model tailored to ensure alignment with key stakeholders across LOB & IT. High performing sales professional with over 10 years' experience in Information Technology. Known for contributions of territory growth and for being focused on customer satisfaction. Extensive outside sales experience with proven ability to manage and grow customer relationships/expand customer base, specifically "white-space" (new logo) accounts. Superior time management and organization skills; highly motivated team player, with a true entrepreneurial spirit. Customer centric, strategic-thinking sales professional focused on building long-term relationships, cultivating mutually beneficial partnerships and growing customer base/footprint across entire territory/vertical(s) - Financial Services, Insurance, Healthcare and Life Sciences. Consultative selling approach with a "hyper- focus" on the customer's needs & business requirements. High degree of collaboration with peers, management and key customer sponsor's to ensure seamless communication throughout the sales process. Top performer with revenue targets consistently achieved. Performance against quota is as follows:

2020 - $1.4MM (Quota)/$2.1MM (Attainment) - [152%]

2019 - $1.3MM/$1.25MM - [95%] 2018 - $1.45MM/$2.12MM [151%]

2017 - $1.375MM/$2.57MM [154%] 2016 - $1.950MM/$8.69MM [442%]

  • Advanced Selling and Prospecting, MEDDIC Sales Methodology
  • C-level executive engagement, LOB executive(s), contract negotiation
  • B2B/B2C, e-Commerce, MFT, ML, AI, IA, AML, Predictive Analytics, CX, Fraud Prevention, Security, Mobile, Digital Transformation, Websphere
  • Management training courses achieving “Mastery” level expertise for selling on-premise software. SaaS, Managed Services solutions
  • Gap-Selling and white-space prospecting - (PGiX, PG)
  • Proficient in Microsoft Word, Excel, PowerPoint, Access, SugarCRM, Salesforce & Siebel CRM
  • RainKing/, Prospect Outreach, Thomson Reuters
  • GRC, Risk management, HIPAA Compliance, Sarbanes-Oxley, net-new logos, EB-5, EDI, Regulatory and Compliance Oversight
  • Executive Management, Managerial Financial Accounting, Sales Execution, Challenger Sales Model, Transaction Plan (Close Plan)
  • Mentor, Sales Professional, Entrepreneur, Hunter Mentality
  • Asset Management, Income, ROI, TCV, Securities, BANT
  • Forecasting, Cost Benefit Analysis/ROI/Hard Dollar Cost Savings
  • CRM, Insurance, Process management, Valuation Models
  • Digital Transformation, Data Governance & Analytics, BPM, ECM, ERP
  • Customer needs assessment, Planning and coordination
  • Post-sales support, Customer Satisfaction, Project Management
2018 to Current
Sr. Enterprise Account Executive Frontier Communications Asheville, NC,
  • Responsible for Alfresco’s Digital Business Platform, which is comprised of Alfresco Content Services – (ECM Software), Alfresco Process Services – (BPM Software), and Alfresco Governance Services – (Records Management Software) – Open Source based software offering(s) - SaaS/Hosted models (AWS/Azure)
  • Managed US East territory consisting of Fortune 500 Financial Services and Insurance companies, mostly net-new logos/white space prospective customers
  • Territory comprised of accounts including Goldman Sachs, American Express, Bank of NY, Capital One, Experian, Brookfield Asset Management, Vornado Realty Trust, Mass Mutual, Discover
  • Continuously building new relationships by employing a methodical “top-down” and “bottom-up” approach to build long term, trusted relationships with key sponsors, decision makers, economic buyer(s), and upper management/C-suite executives
  • Majority of deals structured in a Cloud deployment model, helping customers migrate their complex workloads and data into the Private, Public, and/or Hybrid Cloud ⦁ Deployed in the Cloud as either a SaaS based model or Managed Service which accelerates time-to-value based upon each customer’s unique challenge(s) and specific business requirements
  • Resolved customer issues and offered continual support throughout sales, delivery and implementation processes
  • Networked to build client base and promote products to new and existing clients across Financial Services, Insurance and Healthcare
  • Boosted sales by executing complete sales cycle process from prospecting, net-new opportunity identification, and competitive takeout campaigns. Employed MEDDIC Sales Methodology, ensuring timely and thorough steps of sales cycles and effective contract negotiations and client experience management
  • Achieved sales goals, increasing revenue by 140-200% of top accounts in 10 months and expanding personal sales portfolio by 13 new accounts
  • Cultivated professional client relationships by asking appropriate questions, identifying needs and providing insightful information regarding customer PAIN| points, business requirements & best practices
  • Exceeded sales target and annual quota(s) using consultative sales techniques and employing a disciplined, genuine approach for building trusted partnerships and mutually beneficial relationships
2016 to 2018
Sr. Enterprise Account Executive & Portfolio Sales Kofax, Inc City, STATE,
  • Enterprise Account Executive responsible for entire Kofax software portfolio, comprised of OCR Capture technology, Claims Automation Processing and Robotic Process Automation (RPA) for Financial Services, Insurance and Healthcare accounts
  • Responsible for F500 accounts in NY/NJ, including Goldman Sachs, Santander, S&P, GE Capital, Experian, Geico, Genworth Financial, Cigna, Fannie Mae, Freddie Mac, Navient, Mass Mutual, Guardian, Prudential, Penn Mutual Life Insurance and Blue Cross Blue Shield
  • Leveraged existing relationships with CIO’s, COO’s and Senior VP’s across financial institutions such as CIT Group, Goldman Sachs, Santander, SMBC - (Sumitomo Mitsui Banking Corporation), BNP Paribas, Societe Generale and Bank of NY
  • Successful developing key relationships both internally and with customer base, generating over $3M in new pipeline for 2017 and 2018
  • Key customers include: Mass Mutual, Prudential, Guardian Life, Takeda/(Shire), American Red Cross, Pfizer, Johnson & Johnson, Bristol-Myers Squibb, Becton Dickinson, Comcast, CVS, Goldman Sachs, Societe Generale, BNP Paribas, Oppenheimer, CIT Group
2011 to 2016
Sr. Account Executive & SW Brand Sales Specialist IBM Corporation City, STATE,
  • Direct field selling, client facing role responsible for General Business/SMB, and F500 Named Account Enterprise Territory in NY/NJ Metro Area
  • Day-to-day activities as Sr. Account Executive included responsibility for selling both on-premise software and SaaS/Cloud solutions, in addition to working “white space” territory to drive new business and on-board net-new logos
  • Territory consisted of Financial Services, Insurance, Media & Entertainment, & Healthcare & Life Sciences vertical(s)
  • Accounts included: Natixis, Oppenheimer, CIT Group, Societe Generale, BNP Paribas, SMBC, Rosenthal and Rosenthal, Jefferies, Knight Capital, Lazard, BNY, Accenture, Sirius XM Radio, Conde Nast, PR Newswire and Hachette Book Group USA
  • IBM Watson Group Mentor and Sales Leader for Blue Spark Millennial Hire Program - worked closely with new hires (1:1) to offer guidance, instruction and key insight into becoming highly successful & effective SW sales professionals
  • Mentored six (6) new millennial hires on how to effectively sell software at IBM - identify sales opportunities through strategic prospecting efforts, deal progression/qualification, effectively manage and progress sales cycles, engage appropriate resources ranging from Sales Engineers, SW Architect, SCL, Client Executive & IBM Executive Sponsor(s)
  • Coordinated Executive Briefings, POC's, POT's, Solution Demonstrations and worked closely with Managing Directors, CFO's and Finance teams for building out solid business justification with cost-benefit analysis and ROI/hard dollar cost savings
  • Identify and leverage compelling reason to act/impending event for closing business within a 6-month or less time-frame
  • IBM Software Group/NY Commerce Sales Team Top Performer and Contributor Award for 2014-2016
  • Consistently delivered on revenue targets that exceeded quota and ensured 100% customer satisfaction & retention
  • Nominated as one of twelve people in the Northeast Region to the IBM Leadership program – this included 1:1 Management Training for a Sales leadership role in 2016
  • Software knowledge within IBM Software Group included Sterling Commerce B2B/Managed File Transfer, WebSphere Commerce, Aspera FASPEX, Emptoris Procurement and Contract Management, iLog Optimization, Tealeaf, Silverpop, Xtify, Big Data & Analytics, Security, and WebSphere Commerce (B2C), e-Commerce, Portfolio Optimization, BPM, Data & Analytics, WTX (WebSphere Transformation Extender)
  • Worked closely with IBM’s robust Business Partner ecosystem which was a vital part of the IBM’s sales culture, leading to long-term success with IBM’s clients
  • Business Partner’s - Cognizant, Accenture, Tata Consultancy, Sirius Computer Solutions, CoEnterprise, Prolifics, Lightwell, and Perficient
Education and Training
Expected in 05/2007
Bachelor of Science: Finance, Business Law
Drexel University - Bennett S. LeBow College Of Business - Philadelphia, PA,
  • Dean’s List Honoree
  • Completed continuing education in Finance, Business Law and Computer Science
  • Money and Capital Markets, Investments and Securities, Global Financial Management, Financial Institutions and Capital Markets. Business Statistics, Financial and Managerial Accounting, International Trade Law & Intellectual Property Regulation
  • Advanced courses: Data, Governance and Compliance, Data & Analytics, Algorithmic Trading, Quantitative Analysis, Applied Engineering, Robotics & Automation, Contract Law, Corporate Law
  • Thesis: Hedge Fund Obscurity: Non-Transparent Oversight
Expected in 2021
MBA: Data Science & Machine Learning
Harvard Business School - Boston, MA,
  • The Application of Data Science: Visualization, forecasting, linear regression, and machine learning
  • Foundation for Assessing, Understanding and Solving Complex Business Challenges
  • Regulatory Oversight, AML and US Treasury Governance
  • Governance, Risk and Compliance: Oversight of systematic computational analysis for augmented intelligence
  • The causal (and) effect workflow process management for enterprise system architecture
  • Completed professional development in Regulatory Oversight, Analytical Risk Assessment and Augmented Intelligence
  • Completed continuing education in Data Science: Machine Learning
Activities and Honors
  • Goalkeeper/Captain for Major League Soccer’s NY/NJ Metro Stars Elite Team
  • Goalkeeper/Captain for the United States Olympic Development Program NJ State and Northeast Regional Team
  • High School, State, and College Academic and Athletic Honors
  • IBM, Kofax, Alfresco Top Performer, President's Club & Sales Leadership Awards
  • Selected by IBM Management team to for acceptance into the IBM Leadership Program
  • Voted top mentor/rep by peers and mentees in IBM Blue Spark Program (2014-2016)
  • Member, Small Business Association (2003 - present)
  • Series 7 & 63 Securities License(s) (2007-2011)
  • Life and Health Insurance Producer Licenses (2007-2011)
  • NJ Real Estate Brokers License (2003-2007)
  • Highly trained Enterprise software sales executive
  • Completed IBM Global Sales School (GSS) and SW Sales certification and management training courses with distinction
  • Achieved “Mastery” level expertise for selling both on-premise software and SaaS solutions across the entire IBM software portfolio

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School Attended

  • Drexel University - Bennett S. LeBow College Of Business
  • Harvard Business School

Job Titles Held:

  • Sr. Enterprise Account Executive
  • Sr. Enterprise Account Executive & Portfolio Sales
  • Sr. Account Executive & SW Brand Sales Specialist


  • Bachelor of Science
  • MBA

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