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Work Background
Retail Technologies, Inc. (RTI)Territory Sales Manager
Apr. 2021Mobile, Alabama, United StatesResponsible for generating leads through a variety of methods, cold calling, digital, trade shows, and traditional methods
Campaign corporate and individual outbound marketing campaigns to specific grocery store chains, retail or geographical segments, current and past customers, and prospects
Performed demonstrations of software, highlighting specific areas of the software that would resolve pain points
Performed complex negotiations with all sizes of organizations (up to $10B in sales)
Performed discovery sessions to learn as much as possible about the organization and to highlight products and services that would generate the best outcomes
Sales proficiency with all RTI products and services (software, media, custom media, printers, and professional services
Member of the sales team that generated the highest monthly sales total in the 36-year company history
2021 87% of Quota
2022 147% of Quota
2023 200% of Quota
W-SystemsCustomer Success Manager
Jun. 2018 - Jun. 2020I organized Quarterly Business Reviews to review existing goals and develop new goals with existing customers. I performed user training to new and existing users on newly purchased products and new features. I managed the entire renewal process (90+%) and coordinated with finance to provide transparency to the leadership team. I was responsible for finding, and closing upsell/cross-sell opportunities. I developed project goals and objectives, coordinated with the Professional Services to create the Statement of Work (SOW), and negotiated cost and timeline. Documented all sales and support activities in SugarCRM. I was the voice of the customer for 120+ accounts and ensured the resolution of all issues as quickly as possible. I designed and implemented a two-tiered engagement metric to maintain a regular cadence and top-of-mind awareness with customers. I was a member of a 3-person team, tasked with reducing Professional Services write-offs. One year savings estimated to be $500,000 to $750,000. I was top 3 in sales quarter over quarter and contributed to earning the titles: 2018 SugarCRM Global Partner of the Year and 2019 SugarCRM North American Partner of the Year.
Faye Business Systems Group, Inc.Solutions Consultant
Nov. 2017 - Apr. 2018I was responsible for providing customer post-sales implementation support and on-going technical support that often resulted in additional development projects. I executed consultative sales techniques to discover upsell/cross-sell opportunities that resulted in exceeding sales targets. My consulting practice focused on the following: on-boarding, customer journey, user experience, user interface, customer success, user adoption, and on-going training.
PlanGridRegional Sales Manager
Apr. 2017 - Oct. 2017I was accountable for establishing and nurturing productive relationships with customers resulting in a consistent increase in add-on licenses and training sales. I held value-oriented events with the top owners, architects, contractors, and subcontractors in Alabama and Mississippi to drive new interest in PlanGrid. These events included on-hand demo events, trade-shows, thought leadership discussion, and innovative campaigns to drive revenue growth resulting in a 30% increase in sales over the previous year. I served as the single point of contact for 80+ customers.
OracleApplication Sales Manager
Oct. 2015 - Mar. 2017I was responsible for selling Oracle Customer Experience solutions to the mid-market ($50M to $1B in revenue) in Alabama and Mississippi. I executed traditional and innovative marketing strategies to generate leads and new customers. I established and nurtured productive relationships with the premium partners to further strategic goals and increased sales opportunities. I earned the top 5 positions in Total Sales, Southeast for FY 2017, and maintained a pipeline of 3x to 6x above quota.
Ticomix, Inc.Account Manager -- CRM
Jan. 2014 - Oct. 2015I developed and implemented user adoption strategies to generated interest with customers. User adoption strategies included product/feature presentations, marketing automation campaigns to reinforce feature set, and call and email cadence as a followup. I represented the brand, facilitated tradeshows, and followed up with attendees after the show. I was instrumental in qualifying leads and consistently attended in SugarCRM regional forecasting calls. I orchestrated the creation and implementation of the Prospect to Sale playbook. The playbook was a flowchart of every task, resource, and personnel required in each step of the Prospect to Sale playbook.
Profiling SolutionsVP of Business Development
Mar. 2010 - Jan. 2014I was responsible for maintaining consistent sales, including developing proposals, contract negotiations with clients. I boosted customer base 100+% year on year while managing 92+% renewals. I updated account and opportunity records in SugarCRM. Profiling Solutions was recognized by SugarCRM for the most new partner logos in 2012 and 2013. I was recognized amongst Top 10 in North American sales for 2012 and 2013 and implemented a marketing automation tool (Act-On) to increase branding and communication with prospects and customers.
Profiling SolutionsSenior Consultant
Apr. 2005 - Apr. 2010Greater Atlanta AreaDesigned and developed customized solutions for Sage Saleslogix CRM and business intelligence software (QlikView).
US NavyStorekeeper
Jun. 1988 - Jan. 1994US Navy Reserve and Active Duty
Active Duty was stationed on the USS Eisenhower, CVN 69 (11/1990 - 4/1992)
Reserve Duty: Mobile, Alabama Homeport, USS Antrim (FFG-20) and USS Yellowstone (AD-41)
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