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Work Background
CartaSenior Manager, Sales, SMB
Jan. 2024San Francisco Bay Area
CartaManager, SMB Sales
Feb. 2022 - Jan. 2024San Francisco, California, United States
Marin Court Appointed Special AdvocatesBoard Member
Jan. 2022
Practice FusionManager, Client Sales
Jan. 2019 - Feb. 2022San Francisco Bay AreaOversee and execute the strategic plan to achieve sales targets for a team of 5 Account Executive and 1 SDR. Along with managing a team of 5 Implementation Specialist, who onboard our new practices onto our EHR. I started in a "Player/Coach" and moved into full manager role, the summer of 2019. I partnered with sales operations and cross functional teams to streamline sales process and build out marketing campaigns. Present accurate and timely sales forecasts to senior management. Hire, onboard and motivate individuals to exceed objectives through 1:1 coaching, KPIs and creative incentives. Key Accomplishments: • Exceeded sales targets for both Practice Fusion and Veradigm, by 23% and 15%, respectively, for 2019
• As an individual contributor, I was recognized for being 130% in bookings, while maintaining 100% in revenue for 2019
• Exceeded sales targets for Practice Fusion at 112% for 2020 and was also recognized for being exceeding 100% in 2020
Apogee, Inc.Client Services Manager
Oct. 2016 - Sep. 2018 Remote / VirtualDirecting the Northern California and Pacific Northwest region, I supported operations for network service technology provider focused on the higher education sector. Overseeing client-facing service delivery for ResNet and cable services, I ensured top satisfaction and retention rates through many avenues, such as: ❖ Forging high-caliber client / account relations.
❖ Serving in engagement management and escalated issue resolution role for service-related problems.
❖ Facilitating move / add / change orders, and billing issues.
❖ Liaising with C-level decision makers to align products and services with future account needs.
❖ Winning contract renewals / referrals. Key Accomplishments:
➢ Delivered substantial revenue growth through account expansion and contract retention, achieving ’17 target.
➢ Managed vendor bid application development processes in response to university RFIs / RFPs.
ON24 Manager, Renewal Sales
Feb. 2016 - Oct. 2016San FranciscoBy managing existing client base for the leading webinar marketing platform, I provided demand generation, lead qualification, and customer engagement solutions. I held responsibility for ensuring client satisfaction and renewal, directing high-caliber team of 5 Account Managers in delivery of full-service webinars, legacy services, and new platform implementations. By regularly consulting with client stakeholders, I helped to define business needs and provide the highest levels of value as a strategic business partner. Leveraging weekly, monthly, and quarterly sales reporting and forecasting to inform short- and long- range business development and revenue generation strategies, I provided hands-on leadership to account management function, including all aspects of planning, analytics, and performance management. Key Accomplishments:
➢ Drove top sales volumes, consistently achieving 100%+ of quota while propelling customer satisfaction and retention rates.
➢ Fostered partnerships among internal sales leadership team to develop key account strategies and facilitate introductions to client advocates / references.
Global Capacity Manager, Business Services
Jan. 2015 - Jan. 2016Pleasanton, CATransitioning during divestiture from MegaPath, I managed inside sales for a leading global network services provider. Directing inside sales team of 11 in solution-focused sales to new / existing customers and channel partners, I spearheaded development of sales strategies and tactics in alignment with a complex sales life cycle. Routinely attending client meetings, conferences, trade shows, and networking events, I administered sales data in Salesforce CRM system. Reported to SVP of Global Sales. Key Accomplishments:
➢ Drove sales from zero to 70% conversion and revenue generation rate.
➢ On-boarded, trained, and mentored Account Executive team and cultivated high-performance culture of success and consistent goal achievement.
➢ Played instrumental role in collaboration with sales operations in overhauling / streamlining sales processes.
MegaPathManager, Client Account Sales
Sep. 2011 - Dec. 2015Pleasanton, CALeading 10 client-facing account reps, my team managed services for voice / data networking, cloud, and security services. I grew a top-performing client account sales team to drive client retention, account development, and upsale activities in existing client base through providing best-practice team building, training, coaching, mentoring, and performance management. Reported to VP, Client Account Sales. Key Accomplishments:
➢ Delivered outstanding record of contract and renewal negotiations.
➢ Drove team to consistently exceed monthly, quarterly, and annual sales targets.
➢ Formalized Client Account Sales Team processes, workflows, and procedures and established performance metric benchmarks and goals.
➢ Led client revenue forecasting and consulted with clients on value-added products / services.
PandigitalBusiness Development Manager / Contractor
Apr. 2011 - Dec. 2011Dublin, CA• Contributed to the development and refinement of Company’s vision and strategy for their Android tablet product
• Communicating new product developments to prospective clients
• Followed up new business opportunities and setting up meetings
• Develop and conduct customer survey and present findings to the C level • Identified or proposed potential business deals by contacting potential partners; discovering and exploring opportunities.
XO CommunicationsManager, Client Services / Account Relationship Manager
Nov. 2009 - Apr. 2011San Ramon, CAHolding responsibility for up to $300K+ in annual account revenue within a major Ethernet and IP network provider, I partnered with SMB / Mid-market sales teams to forge business development across existing client base. Conceptualizing and developing sales and service delivery strategies, I consulted with clients to foster increased utilization and adoption all while serving as key point-of-contact for client inquires and requests. Key Accomplishments:
➢ Propelled average account footprint through introduction and implementation of new products and services.
➢ Exceeded quarterly sales goals by 115%.
MegaPath Inc.Manager, Business Development
Jan. 2009 - Oct. 2009Pleasanton, CAEarning a swift promotion into business development role following success as Sales Rep, my tenure evolved into branding and partnership building for broadband, voice / data, MPLS, and MSS services. Promoting products and services across sales agents, VARs, integrators, master agents, and legacy telecom agents, I led authorized partner recruiting, qualification, and registration process to grow base. Key Accomplishments:
➢ Collaborated cross-functionally among sales, marketing, sales operations, product, and support teams to develop and launch an innovative, channel-specific go-to-market (G2M) strategy for the agent channel.
MegaPath Inc.Sales Representative, Retention
Feb. 2007 - Jan. 2009Pleasanton, CA• Managed the MegaPath installed customer base.
• Primary point of contact for assigned accounts.
• Proactively contact accounts with expiring contracts to renew their services with MegaPath and upsell additional services or upgrade existing services.. • Coordinated with other departments to resolve service, support, or billing issues.
• Negotiated price and terms for customers with expiring contracts to keep churn at a minimum all the while retaining customer’s services. • Provided leadership, support, training and mentoring to sales organizations.
• Maintained accurate account records in customer database and sales activity in Salesforce.com. * Sales Person of the Month – July 2008
* Deal of the Month – February 2008
* President’s Club 2008 – 143% of quota
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