SmartsheetEnterprise New Business Representative
Aug. 2016 - Apr. 2019Bellevue, WASmartsheet cloud-based work management platform empowers collaboration, drives better decision making, and accelerates innovation for over 80,000+ brands in 190 countries, including more than 72% of the Fortune 500. As a New Business Representative, my role is to work with prospects to understand their business pain and desired solution, regardless of a specific software, to build a vision of what solutions are needed today as well as solutions that are needed in future. Key KPI's:
● Consistently earning top rankings and awards: - Ranked in 10% of sales organization FY17 and FY18 - Achieved President’s club award in FY18 - 300%+ for Services Sales in FY18
● Acquires net new business within the Fortune 1000 and global organizations by selling full suite of products, services, and accelerator solutions
● Manages new business sales cycles from end to end, qualifying inbound leads, holding discovery calls, demonstrations, negotiating prices, legal negotiations, security reviews to closing the opportunities
● Act as a subject matter expert by identifying the customers Situation, the Problem they are looking to solve, what is the Implication if they do nothing and focus on the solution that will address the Need of the customer. ● Providing a Mentor philosophy, new hires and colleagues to achieve quota, internal goals and career objectives
● Builds out strategic territory plans, prospect, and build pipeline while managing sales cycles from start to finish ● Tracks all sales activity and forecasting in Salesforce while maintaining next steps and path to close
● Key contributor to building Net New Business Playbook and Challenger Insights for all 100+ colleagues to leverage to speed up sale cycles and increase ASP of initial investment