Jessica Claire
, , 100 Montgomery St. 10th Floor (555) 432-1000,

High performing sales professional with over 10 years' experience in Information Technology. Extensive outside sales experience with proven ability to manage and grow customer relationships/expand customer base, specifically "white-space" accounts.

IBM Top Performer & Contributor 2012-2016, KOFAX US Sales East 200% Club 2016-2018, Alfresco 100% Customer Retention & leading net-new on-boarding/new logo sales rep. Self-starter with “hunter mentality” and highly focused, consultative sales approach. MEDDIC sales methodology and prospecting strategy via a "trusted advisor" approach. Superior time management and organization skills; highly motivated team player. Customer centric, strategic thinker focused on building long-term relationships, cultivating mutually beneficial partnerships and growing customer base across territory-Financial Services, Insurance, Healthcare and Life Sciences. Consultative selling approach with a "hyper-focus" on customer needs & business requirements. High degree of collaboration with peers, management and customers. Seamless communication throughout the sales process and consistent top-performer. Performance against quota:


2020 - $1.4MM/$2.1MM - [152%] 2019 - $1.3MM/$1.41MM - [106%]

2018 - $1.45MM/$2.12MM [151%] 2017 - $1.375MM/$2.57MM [186%]

2016 - $1.95MM/$8.69MM [442%] 2015 - $1.750MM/$3.65MM [208%]

  • Advanced Selling and Prospecting, MEDDIC Sales Methodology
  • C-level executive engagement, LOB executive(s), contract negotiation
  • B2B/B2C, e-Commerce, MFT, ML, IA, AML, AI, Predictive Analytics, CX, Fraud Prevention, Security, Mobile, Digital Transformation, Websphere Commerce, Integration, OCR, Capture, BPM, ECM, ERP, Governance
  • Management training courses achieving “Mastery” level expertise for selling on-premise software. SaaS, Managed Services solutions
  • "Gap-selling", Opp Identification, white-space prospecting (PGiX, PG)
  • SugarCRM, Salesforce & Siebel, MS Word, Excel, PowerPoint
  • RainKing/, Prospect Outreach, Thomson Reuters
  • GRC, Risk management, HIPAA (HL-7), Sarbanes-Oxley, EB-5, EDI, Regulatory & Compliance Oversight
  • Mentor, Sales Professional, Entrepreneur, Hunter, Entrepreneur
  • Forecasting, Cost Benefit Analysis, ROI/Hard Dollar Cost Savings
  • CRM, Insurance, Process management, Valuation Models
  • Post-sales support, Customer Satisfaction, Project Management
2018 to Current Sr. Enterprise Account Executive Frontier Communications | Lancaster, CA,
  • 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, GPA:
  • 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, GPA:
  • 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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