Customer experience focused Inside Sales Leader with a rich history of leading teams to drive growth, product adoption, expansion and customer retention in the dynamic US Public Sector space. Strong experience with leading projects, go to market strategy, building rapport with customers and partners, overcoming challenges and leading through difficulties to successful outcomes. Investing in people is at the core of all positive results.
14 Years Industry Experience US Public Sector Experience Building Successful Teams Customer Focused Forecasting Revenue | Relationship Building Partner and Vendor Collaboration Effective Communication and Presentation Define, Plan and Implement Projects Cross Functional collaboration |
- Lead the direction and strategy for the Federal and SLED Inside selling organization. Current team consists of 28 people and 1 Manager.
- Design strategy using data analytics and industry research iaround Customer Success, Retention, Renewal, Expansion, Tech Modernization, Feature Adoption and future growth models.
- Work cross functionally with Marketing, Business development leads, Industry experts to design GTM strategy that includes Social Selling, Campaign and Executive Briefing materials that are relevant to the government verticals in our selling sphere.
- Operate entrepreneurially in a dynamic market to meet our customer expectations and maintain alignment with corporate objectives and vision.
- Hire, coach and drive performance of diverse individuals in office and remote locations
- Overachieved FY21 Goals at 330%.
- Grew SLED Business 21% in FY21, 18% in first half of FY22.
- 117% of FY22 H1 Goal.
- Accomplishments: Promotion to Senior Leadership & Awarded Achievement in Thinking and Acting as an Owner
- Hired, coached, and developed an original team of 6 sellers to manage a client base of 13,000+ active Government accounts.
- Grew the team to 14 Sellers with expertise in navigating government contracts, buying cycles, procurement processes, pricing negotiation strategies and complex rules of engagement with the partner and contracting community
- Closed $840M in sales during my 7 years sales experience and achieved 126% of target on average.
- Collaborated with our ServiceSource Quoting Operations team to focus on Quality, SLA and Proactive approach improvements.
- Worked cross functionally with global internal teams to assess and optimize the selling motion, improve our data and tools and enhance the renewal and expansion experience for our customers
- Successfully planned and implemented 2 Pilot programs in US Public Sector that focused on improving renewal rates and growing our independent selling model.
- Accomplishments: Promoted to Manager 2, 6x Over Achiever Award and Living our Values Award for Leadership
- Hired, mentored, and developed high-performing Technical Quoting Operations team of 24 people that supported the Americas and Federal Government territory, providing regular performance review, feedback and coaching in career progression.
- Enforced security policies and procedures and maintained SOX Compliance to protect our company, government customers and partner community.
- Led the effort in refining quoting procedures, defining best practices, and correcting areas of operations in need of improvement.
- Established organizational vision and developed strategies to achieve quarterly sales goals and customer service goals.
- Accomplishments: Living our Values Award, CEO Recognition for Valuable Contribution in CRM design and implementation
- Secured long-term accounts by identifying customer need, providing recommendations and quote proposals, and delivering product on time.
- Developed spreadsheets to track customer proposals, contracts, customer contacts and best practices.
- Cultivated long-term relationships with both commercial and US Public Sector customers to accurately quote pricing and terms that achieve customer objectives.
- Streamlined operational efficiencies by developing and implementing customer service protocols and standards.
- Supported sales operations team as their lead to optimize business development strategies, upsell product offerings, improve technical accuracy of proposals and ensure customer satisfaction with our internal processes.
- Combined discipline plan with effective measures and lesson plans to increase concentration, participation, and progress student accountability.
- Helped students master learning concepts through one-on-one and small group tutoring.
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School Attended
- University of Windsor
Job Titles Held:
- US Public Sector Senior Inside Sales Leader
- Support Renewal & Expansion Sales Leader
- Quoting Operations Manager
- Sales Support and Team Lead
Degrees
- Bachelor of Arts
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