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sr manager enterprise sales resume example with 5+ years of experience

Jessica Claire
  • , , 609 Johnson Ave., 49204, Tulsa, OK 100 Montgomery St. 10th Floor
  • H: (555) 432-1000
  • C:
  • resumesample@example.com
  • Date of Birth:
  • India:
  • :
  • single:
  • :
Professional Summary

Passionate sales and client success leader who builds high-performing teams, creates innovative solutions and drives efficiencies that grow revenue, increase client retention, and produce meaningful results

Skills
  • Relationship Building
  • Market Trend Analysis
  • Customer Complaint Resolution
  • Operating Procedures and Policies
  • Sales Statistics Analysis
  • Sales Program Coordination
  • Profitability Assessments
  • Performance Evaluations
  • Staff Training and Development
  • Salesforce Software
Work History
Sr. Manager, Enterprise Sales, 10/2019 - Current
Comcast Aston, PA,
  • Manage team of three Enterprise Account Executives and one Outbound Sales Development Representative focused on driving new logo revenue with Tier 1 clients across three software platforms
  • Responsible for restructuring Enterprise Sales team from three teams into one cohesive, unified team of top performers who exceeded Q1 2021 goals by over 30% and have surpassed YTD YOY sales by 190%
  • Grew ACV (Annual Contract Value) by 160% YTD YOY by creating outbound SDR strategy and identifying target markets and key prospects across all three software solutions, all while reducing team headcount and operating expenses by 30%
  • Created new pricing models in collaboration with Executive team to drive greater ARR (annual recurring revenue) while staying competitive and converting custom one-time opportunities into standard recurring wins
  • Implemented comprehensive training program for new reps across all sales and account management teams to promote product knowledge sharing and identify cross-sell opportunities
  • Manage and cultivate existing and new partnership relationships to drive warm enterprise leads
  • Work cross-functionally with key internal stakeholders to ensure shared goals, processes, responsibilities and expectations are reviewed, understood, supported and respected
Manager, Enterprise Client Success, 10/2019 - 12/2020
Zoominfo Vancouver, WA,
  • Recruited by Executive team as a change agent to restructure Client Success team, build stronger client relationships and optimize revenue growth opportunities
  • Managed team of Enterprise Client Success managers responsible for ~50% of revenue across all products and business units and coached them to exceed 2020 revenue goals by 30% during global pandemic
  • Created and implemented new client success processes, standard operating procedures, client success metrics, goals and team mission Implemented goals and incentives to encourage and cultivate proactive client management across Enterprise client success team
  • Drove revenue growth and sustainability by Implementing Client Advisory Board, external training programs, client communication cadence and proactive email campaigns that generated and optimized upsell and cross-sell opportunities
  • Improved efficiencies and increased workflow automation throughout multiple internal systems such as Salesforce, Netsuite, Zendesk and Slack by consolidating client data from multiple system and CRM tools
  • Trained all internal teams on new in-house payment platform to ensure a successful product launch and product revenue goals were achieved
  • Work directly with Product teams to define sprints and prioritize new product features and enhancements

Individual Contributor

  • Closed 34% of opportunities and migrated over $100 million (41%) of annual processing volume to in-house payment platform in product’s first year on market
  • #1 in Client Success team Sales (#1 out of 8)
  • #4 in Total Company Sales - (Client Success and Sales team combined; #4 out of 27)
  • Personally managed 50 Enterprise clients such as NFL Foundation, Sesame Workshop, Sierra Club, Cystic Fibrosis Foundation, and Michael J Fox Foundation
  • Owned and lead quarterly Enterprise Client Advisory Board providing opportunities to glean industry insights across various sectors, obtain direct feedback about products and services, and deepen client relationships
Manager, Strategic Customer Success, 06/2016 - 10/2019
Blue Star / Stack Sports City, STATE,

Manager, Strategic Customer Success January 2019 - October 2019

  • Managed a team of seven dedicated Customer Success Managers focused on top 350 clients across three Products & two countries
  • Created and executed process to consolidate multiple Customer Success teams into one cohesive team
  • Built and optimized CSM processes, metrics, team goals and mission to improve team effectiveness and efficiency
  • Lead upsell/cross-sell initiative across team, achieving more in first month than entire 2018 year and exceeded 2019 executive upsell expectations by 253% (YTD-Sep 2019)
  • Migrated $350M in payments volume in seven months
  • Reduced churn by Implementing ‘flight risk' process that automates tracking of at-risk customers in salesforce across entire client portfolio

Customer Success Lead, Stack Sports October 2018 - January 2019

  • Managed team of two dedicated Customer Success Managers focused on top 150 clients across three Products and two countries
  • Served as ‘dotted line' manager and escalation point to all other CSM's
  • Restructured Account classifications based on Annual Client Revenue and introduced new CSM touch-point goals

Strategic Account Manager June 2017 - October 2018

  • Managed Tier 1 relationships with eight Provincial Canadian Soccer Associations and two US State Soccer Associations.
  • Negotiated, managed and onboarded new and existing clients
  • Personalized customer experience based on client needs including ad-hoc training, weekly calls, software demonstrations, technical support, etc. to ensure overall client satisfaction
  • Created and maintained strong working relationships across all levels of client's organization to ensure cohesive working environment and 100% client retention

Marketing Assistant Intern Summer 2016

  • Created, implemented and managed social media marketing campaign for all Blue Star entities
  • Worked with Chief Revenue Officer to restructure sales training procedures, marketing material and management techniques
  • Negotiated credit card processing rates for large strategic clinic, reducing cost of acceptance and increasing annual net revenue by over $1M
Education
Bachelor of Science: Business Administration, Expected in 05/2017
-
University of Arkansas - Fayetteville, AR,
GPA:
Status -

Marketing Major

Management Minor

Nonprofit Studies Minor

Accomplishments

    ● Events Committee Member and Volunteer Coordinator, Children's Advocacy Center of Benton County | 2012 and Present

    ● VP, Marketing and Communications, Net Impact | May 2016 - May 2017

    ● Seniors of Significance & Homecoming Queen Nominee, University of Arkansas | 2016

    ● National Youth Philanthropist of the Year, Northwest Arkansas chapter of the National Association of Fundraising Professionals | 2016

    ● Social Event Coordinator and Recruiter, Alpha Omicron Pi | 2013-2014

    ● Volunteer of the Year & Shining Star Award, Children's Advocacy Center of Benton County | 2014

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Resume Overview

School Attended

  • University of Arkansas

Job Titles Held:

  • Sr. Manager, Enterprise Sales
  • Manager, Enterprise Client Success
  • Manager, Strategic Customer Success

Degrees

  • Bachelor of Science

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