Debbie Zerbe Email & Phone Number

Portland, Oregon Metropolitan Area

Woodinville, Washington, United States

• Manage sales life cycle from prospect to deal closing and ongoing account management resulting in improving the companies bottom line.• Responsible for reducing churn and assuring current clients renew at or above current revenue level.• Work with assigned sales engineer to prepare for discovery calls and demonstrations to make sure the demonstration focuses on what is relevant to the prospect and shows how their current challenges can be resolved.• Provide executive team with customer and prospect feedback to both guide corporate initiative and decrease churn. • Perform reviews with customers in assigned territory to gain feedback from them and help ensure they are getting the value out of the solution. The feedback was provided to the executive team and many of the product enhancements came out of these calls.• Utilize Sales Force able to 90% accurately forecast 90 day pipeline allowing management to have accurate numbers for the board.• Work closely with all departments to support clients through the renewal process.• Employ pricing strategies in alignment with the Company’s standards, policies and procedures.

Bothell, Wa

• Managed end-to-end renewal process of over 100 accounts helping secure and increase recurring revenues for the business.• Retained and increased renewals revenue by positioning multiyear contracts and price increases based on value of the solution.• As one of the first renewal manager’s assisted with developing the playbook for renewal engagement for newly formed team.• Worked jointly with the customer success team to perform business reviews allowing a reduction in churn and 95% renewal rate.• Reviewed business accounts to understand business requirements and assure needs were being addressed and to discover potential new opportunities for increased account revenue. Improving profitability on some accounts by more than 40%.• Able to save multiple accounts who were ready to leave for a competitor through re-educating them, saving over $150,000 in ARR.• Built deep relationships with clients to understand their specific needs and was consistently able to exceed my upsell quota.

Greater Seattle Area

• Responsible for all account management activities and managing and growing net revenue of 125 customers in assigned geographical territory. Book of business worth approximately $2 million dollars.• Through constant communication with accounts manage a pipeline of opportunities consisting of both add-on of new products and upsell of current products to provide accurate sales forecasting to management to deliver results against quota.• Solidified the customer relationship by monitoring the implementation process, A/R and support cases throughout the renewal sales cycle to ensure customer retention goals are met. Consistently achieve over 99% retention rate.• Performed business reviews with accounts to help with account strategy and understand their business requirements and assure needs are being met as well as uncovered potential additional opportunities.

Bothell, Washington

• Delivered sales forecasts and customer feedback on trends, opportunities, and challenges in order to benchmark and forecast business and revenue to management.• Engaged with executive level decision-makers to discuss and uncover business process improvements resulting in showing the organization a ROI and improved efficiencies when implementing the software.• Articulated and presented the value proposition of the software to various levels, including C level, and departments within an organization to recommend other use cases to have additional licenses or products purchased and solidify a renewal from the account.• Worked internally with support and training team to ensure customer issues were satisfactorily resolved and current licenses were renewed. Achieved over 98% renewal rate and over 110% of quota.

Master Of Business Administration - Mba, Business Administration And Management, General

Bsba, Business