Enterprise Account Manager Resume

SUMMARY:

Top - performing sales management executive with a proven track record in developing new markets and acquiring Fortune 1000 accounts. Demonstrated leadership in GRC and information technology sales.
Successful at directing the introduction and promotion of new products and services and managing sales efforts across corporate organizational units directly or through channel partners.
Proven ability in building cross-departmental teams, orchestrating a supporting cast of engineers, sales, channel partners and the legal & marketing team to effectively target territories, close major accounts and establish effective resellers.
Proactively manage lasting customer relationships. Deliver the right business solution for the complex sale that exceeds client expectations.
“C” level consultative selling approach; F500 company focus
Proven success opening emerging markets and new sales regions
Industry focus: technology, retail, pharmaceutical, oil and gas, manufacturing, consumer goods, hospitality and financial.
Strong client account management skills
GRC solutions supporting ABAC,PII,PCI, HIPAA, NERC CIP and Data Privacy
Deliver on high margin revenue expectations
Rapid deployment of “immediate to market” sales strategies
Channel development and national technology partner management; IT Security VAR partners firms
Excellent cross-functional team building skills that use resources effectively to support and close pipeline activity
Develop proposal offerings, contract negotiations and client on-boarding
Evangelize value propositions across lines of business and IT organizations to ignite sales performance

PROFESSIONAL EXPERIENCE:

Enterprise Account Manager

Confidential

Responsibilities:

Current pipeline supports 2016 quota achievement
Developed strategy deployment with Inside Sales to increase pipeline in greenfield region by 2X
Recruit, manage and train partners in Southwest region. Partners include Grant Thornton, Thompson Reuters, Integreon and Dow Jones
C level targets: CISO, CCO, Data Privacy Officer, CPO and Legal
Work in conjunction with marketing to initiate brand awareness activity for the Southwest region

Confidential, Dallas, TX

Business Development Manager

Responsibilities:

Managed 4 member inside sales team responsible for supporting $6M in annual sales. Added 15 new logo accounts.
Increased inbound lead conversion rate three-fold. Increased field sales revenue 2X.
Achieved individual and team annual quota. Surpassed individual quota by 20%.
Implemented strategies to streamline business development process with focus on new logo account acquisition - led to higher lead conversion rate and quality of lead to opportunity ratio.

Confidential, Plano, TX

Enterprise Sales Account Executive

Responsibilities:

Ranked # 2 sales performer for 2011. Average contract value $175,000.00
Executed on Central Region field sales and marketing plans for lead generation, market penetration and new business growth - 60% increase inbound lead generation and pipeline activity through cold calling, marketing and industry focused events.
Managed Central Region strategic enterprise relationships with value added resellers and managed services providers

Confidential, Dallas, TX

Enterprise Sales Director

Responsibilities:

125% quota attainment 2009, 100% quota attainment 2010
$950K sales closed in first 6 months of launching IT Security Quantitative Risk solution
Increased existing channel revenue by 50% by on-boarding new IT Security resellers.

Confidential, San Mateo, CA

Enterprise Sales Director

Responsibilities:

Achieved 125% of annual quota 2007, 100% quota attainment 2008
Q3 2007 sales leader with average contract value of $550K
Increased sales pipeline by 50% in 6 months through joint sales activity with EMC RSA

Confidential, Palo Alto, CA

Sales Manager

Responsibilities:

135% annual quota attainment 2005
Increased partner led revenue to 125% by partnering with Accuvant, Fishnet, MTM, CDW, EnPointe, SHI and ASAP
Q2 2005 sales leader with average contract value of $250K

Confidential, Dallas, TX

Sales and Business Development Director

Responsibilities:

Developed go-to-market plan and distribution model
Recruited and placed key executive staff and venture consultant
Integral contributor to the product beta development planning and process

Confidential, San Francisco, CA

Regional Sales Director

Responsibilities:

Number one revenue-performing region in 2000 and 2001 with a revenue stream of $12.5M
Achieved the largest client contract with a $4.5 M value
Team consistently performed at 145% of annual quota

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