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Work Background
LinkedInAccount Executive
Apr. 2021 - Sep. 2023Chicago, Illinois, United StatesExpanded customer relationships via cross-selling and upselling across LinkedIn’s Talent Solutions SaaS product suite in the areas of talent acquisition, employer branding, learning and development, and employee engagement. Developed and executed comprehensive territory plans for 60-90 accounts, including account prioritization, competitive analysis, and opportunity mapping. Generated sales pipeline via outbound prospecting engaging C-suite decision makers. Conducted in-depth discovery to uncover critical business objectives and led the full cycle team-selling motion partnering internally with customer success, product, engineering, marketing, legal, sales operations, and sales leadership. Managed complex, multi-stakeholder sales cycles lasting 6-12 months, employing value-based selling techniques to secure deals averaging $80K-$150K+ ARR with enterprise-level accounts. Delivered against a $2.4 million+ annual quota achieving 103% for FY22 and selling over $8 million during tenure.
Spencer StuartClient Development Manager
Oct. 2019 - Apr. 2021Chicago, Illinois, United StatesHeaded strategic business development efforts for the Financial Services Practice, competitively positioning Spencer Stuart in key sectors including banking, asset management, insurance, fintech, and payments. Partnered with Practice leadership to develop go-to-market strategies to successfully win new business and deepen client relationships. Developed sector specific and strategic client playbooks to enable consultants to effectively grow key client partnerships. Supervised a team of 2-4 analysts on diverse strategic projects to support these efforts including market research, report generation, trend analysis, creating sales presentations and templates, and supporting thought leadership development. Directed the practice's pivot to digital client engagement amid the COVID-19 pandemic, embedding best practices and creating assets that contributed to $100 million+ in bookings in FY20, leading all practices in revenue.
Euromonitor InternationalSales Executive
Nov. 2017 - Oct. 2019Chicago, Illinois, United StatesSold custom research and consulting solutions to global large enterprise clients within the financial technology sector. Prospected and generated qualified leads within named accounts from director to VP+ levels. Led team-selling effort across a complex sales process which included scoping potential projects, developing and pricing proposals, progressing and negotiating contracts to successfully win work. Worked closely with internal partners that included global and regional account teams, industry researchers, solutions consultants, and project managers. Consistently exceeded quota, achieving attainment of 105% in FY17 and 120% in FY18. Awarded “100 Club” recognition in 2019 as a top seller. Cumulatively sold over $2 million during tenure.
GartnerSenior Advisory Consultant
Aug. 2015 - Aug. 2017Washington D.C. Metro AreaAdvised clients on talent management insights and best practices coming out of Gartner research. Partnered with CHROs and their teams to diagnose mission critical business priorities, identify barriers to success, and implement recommendations to help them achieve functional transformation and drive business results. Recognized for directly contributing to over $2.6 million in revenue during tenure through client retention and upselling.
GartnerBusiness Development Representative
Mar. 2014 - Aug. 2015Washington D.C. Metro AreaExecuted all outbound lead generation activities – company research, prospecting, cold outreach, and cadences – to drive new logo acquisition for Gartner’s employee engagement solution. Collaborated with the business development director across the entire sales cycle to advance opportunities from initial touchpoint to close. Drove over $4.7 million in revenue during tenure directly from leads I sourced.
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