Operated as the Director of a team which included an Enterprise Sales Director, Senior Staff Sales Engineer and a Business Development Representative. We collaborated on specific, strategic renewal accounts as a POD team.Aligned closely with the SVP of Global Renewal Sales, the Chief Revenue and Operations Officer and the Associate General Counsel prior to presenting updated contracts to the partner or customer.Conducted extensive research for contracts as many of these customers had legacy terms that needed to be redefined and renegotiated.Consulted with the Sr. Director of Professional Services on a weekly basis to gather additional customer feedback.Partnered with the Compliance Director to resolve compliance issues to keep the renewal moving forward.

Accountable for owning and executing a portfolio of renewal contracts of Snow products and services across an assigned customer account base. Aligning with customer executives, partners and Snow teams to define a strategy that will maximize expansion opportunities while minimizing risk and financial attrition.Drive renewal motion working closely with customers / partners and internal teams: sales operations, order management, legal and finance.Negotiate contract terms, pricing and uplifts with customers, partners and account executives assigned to renewals.Update and manage all renewals within Salesforce CRM using SFDC/SteelBrick CPQ system to create quotes.

Developed and executed strategic sales and business plans. Helped coach high performing team to exceed revenue goals. Completed renewal forecasts, deal strategy development, and trend analysis. Drove contract renewal for existing client base and proactively identify top-tier opportunities.Delivered $1.6M+ in revenue by negotiating and closing high revenue renewals. Rebuilt customer relationship and achieved a competitive advantage by creating a process to gather key customer and competitor information.Improved company brand image by developing a specific strategy to enhance customer delivery methodology.Led sales enablement programs by helping to develop weekly sales/renewal training sessions and recruiting product experts to conduct in-person and virtual product training.Selected to contribute expertise for a “loss recovery” project; gathered and analyzed data sets to identify causes for account cancellations and implemented strategic improvement plans.

Built long-term, strategic relationships with named and vertical business alliance partners. Developed strategic marketing and new business plans. Collaborated with partners to identify opportunities and create demand through lead generation and target account selling strategies. Migrated from Partner Sales Enablement to Partner Management role.Increased revenue and pipeline acceleration by building custom business plans for strategic partners.Closed high revenue deals and enhanced product marketing for partners by creating “Live + Local” events and coordinating presentations and demos. Program was implemented organization-wide due to high success.Created strategies to connect Oracle teams and partners following a marketing/events budget cut ($1M to 0).Developed research-driven, customized partner plans based on previous influence on new and install base business and integration capabilities with internal marketing automation platform.

Delivered Eloqua training to educate marketing best practices and enable sales productivity for customers, partners, and colleagues. Developed a content management framework and guidelines to scale learning effectiveness. Transformed complex concepts into simplified and tangible examples. Trained on Responsys (B2C Marketing Automation Platform) and Blue Kai (Data Management Platform).Enhanced lead, funnel, and revenue management processes through ongoing sales and marketing training.Optimized and drove efficiency across content needs; managed virtual workshops and created customized learning solutions to help each student adopt and implement strategic action plans.Integrated creative learning approaches to courses such as “Lead Nurturing” by using storytelling to explain best practice marketing automation concepts.SME in catalog of courses, platforms, and services; quickly recommended additional educational offerings and instructors when students expressed interest in continued education.

Drove sales opportunities for the Enterprise and Vertical SMB/MM logo team by identifying customers’ business challenges and implementing strategic technology solutions. SME leading product demonstrations for marketing teams directly impacting value proposition, account strategy, and planning.Increased new business development within the install base by piloting a sales enablement program for Strategic Account Executives.Secured new enterprise customers (in collaboration with field sales team) that are using Eloqua products to this day and since adopted contracts with Oracle.Designed and executed “Land and Expand” strategy; created and launched strategic program to align with account directors. As a result, expanded enterprise accounts and program was adopted company-wide.Oversaw training to work with account managers, reach into accounts, develop relationships, uncover expansion potential, and gather intel to facilitate business growth.Worked on a Verticals Team who developed targeted marketing messaging through AB testing of vertical specific content.

Hired to drive sales through strategic business development and existing account optimization. Cultivated reseller relationships to identify opportunity, introduce new products, sell value proposition, and increase revenue.

Planned and executed sales, brand development, and GTM strategies for a 10 state territory. Implemented sales programs to execute integrated marketing communication. Traveled regionally and nationally to lead training seminars.