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Work Background
HighspotSenior Account Manager
Jun. 2021Dallas, Texas, United States
QualtricsEmployee Experience Account Executive
Apr. 2019 - May. 2021Dallas/Fort Worth Area
Campus LabsAssistant Director, Campus Relations
Jan. 2018 - Apr. 2019Dallas/Fort Worth Area• Oversee the sale of online community management system new business sales, renewal and expansion packages and other related service products to administrators, student affairs staff, and IT managers at higher education institutions in the Midwest Region.
• Responsible for new business development leading to the expansion of Campus Labs member campuses within a 14 state territory.
• Manage the full sales cycle from prospect to close, including contracting, using Salesforce.
• Negotiate and contract a portfolio of multi-year renewal opportunities for Customer Success team members to exceed price increase goals.
• Upsell products and services to current member campuses in the Northeast, Southeast and Midwest Regions to meet expansion quota.
• Exceeded 2018 ACV new business and upsell quotas by 215% and 126%, respectively.
Campus LabsRegional Manager, Customer Success
Jun. 2015 - Jan. 2018Dallas/Fort Worth Area• Market and sell OrgSync, a cloud-hosted software as a service (SaaS) platform that helps colleges and universities streamline processes and drive student engagement. • Oversee the system renewal and expansion packages and other related service products to administrators, student affairs staff, and IT managers at higher education institutions in the Northeast and Midwest Regions.
• Supervise 3 Account Managers responsible for accounts generating $3.47 Million in annual revenue.
• Manage a portfolio of 25 accounts, generating over $860,000 in annual revenue.
• Build and maintain relationships with strategic clients to meet or exceed annual contract value (ACV) quota.
• Upsell products and services while providing exceptional customer support.
• Perform all stages of the sales lifecycle, including prospecting leads, assessing client needs, scheduling and performing product demonstrations, generating and issuing quotes, negotiating contracts, and closing sales. • Facilitate the migration process from sunsetting products to new product offerings.
• Travel to other regions to onboard and train new and existing clients.
• Exceeded 2016 and 2015 ACV cross-sell/up-sell quotas by 160% and 180%, respectively.
• Achieved 117% of contract value renewal rate (CVRR) in 2016 to increase contracts $50,000 YOY.
OrgSync, Inc.Campus Consultant
Apr. 2013 - May. 2015Dallas/Fort Worth Area• Sold online community management systems renewal/expansion packages and other related products to
administrators, student affairs staff, and IT managers at higher education institutions in the Northeast Region.
• Managed a portfolio of 50-60 accounts generating $1.3 Million in annual revenue.
• Built and maintained ongoing relationships with current campus clients to meet cross-sell/up-sell quotas.
• Upsold products and services while providing exceptional customer support.
• Tracked account renewals, invoiced clients, and collected payments. • Conducted regular product trainings with staff and students, both in person and over the phone.
Tk20, Inc. - Assessment Solutions at WorkProduct Consultant
Sep. 2011 - Jan. 2013Austin, Texas Area• Managed all aspects of the software implementation life cycle post sale.
• Developed and managed project plans and identified solutions to ensure effective application implementation. • Worked closely with university administrators at all levels to develop customized implementation plans.
• Provided web-based and on-site training, system customization, and ongoing guidance on best practices. • Served as Event Coordinator for national trainings and the annual User Conference.
The University of Texas at San AntonioStudent Outreach Coordinator
Sep. 2009 - Sep. 2011San Antonio, Texas Area• Planned and led projects to ensure on-time completion and high quality while adhering to all requirements.
• Coordinated all logistics for 6 College of Business International Immersion Programs including application
process, timelines, guidelines, orientation, and travel arrangements. • Directly supervised one part-time staff member and oversaw student outreach procedures and communication.
• Advised faculty, staff, and students on programs, legal requirements, costs/funding, and university procedures.
• Served as an Instructor for the Learning Community Freshman Seminar course for 24 first-year students.
McCombs School of Business, The University of Texas at AustinGraduate Assistant
Aug. 2007 - May. 2009Austin, Texas Area• Maintained full accountability for recruiting and leading 65-student team to attend three sessions of The LeaderShape Institute. • Collaborated with LeaderShape national office to coordinate sessions; managed all facets of daily logistics including site, funding, budget, contracts, marketing, participant communication, and facilitator selection. • Procured and cultivated relationships with corporate sponsors for sessions of McCombs School of Business LeaderShape Institute.
• Facilitated FIG seminars for first year business students to help them prepare for their business program.
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