Fulcrum enables organizations to standardize field data collection, customize data collection processess, and integrate field data with enterprise systems such as GIS and back-office platforms.I work with current customers to ensure proper deployments, expansions, renewals and overall make sure they feel happy and heard.Mid-Market and Enterprise focused

The Sewing Shaw offers custom embroidery and design services for individuals, businesses and organizations.Leveraging my sales and marketing experience from the SaaS industry, I assist in optimizing our business strategies to enhance growth and customer engagement. I have helped secure wholesale supplier relationships, affiliate partners and website development.Key Highlights:- Operate locally out of our home and online through our Shopify E-Commerce store.- Growth has come organically driven by word of mouth and social media (Facebook, Instagram, YouTube). - We run periodic ads on Google and Facebook to pick up small businesses in the area- What started as a fun hobby has now flourished into my wife's full-time career and a significant source of household income. She is the primary owner and operator.Check out our website at https://thesewingshaw.com/

Tovuti LMS is a robust learning management system featuring AI content creation, easy pre-built content upload ability, and mobile access. Its flexible Rest API enables custom connections for required workflows. Known for easy interactive content abilities mapped to quizzes and various checkpoints to create engaging and comprehensive checkpoints. All of this Enterprise functionality can be acquired at a SMB learning budget.Key Responsibilities:Front-line Manager: Provided day-to-day support to a team of 6 Account Executives with diverse backgrounds.Sales Leadership: Owned net new sales and reported directly to the CEO, managing a hybrid inbound/outbound (ABM) sales motion.Channel Partnerships: Relationship manager for our content vendors. Increased attachment rate of pre-built content from our partners from a historic 8% to 35%Team Development: Established formal 1:1s, recurring sales training sessions, call reviews, playbook development, and call scripting.Cross-functional Collaboration: Worked with RevOps, Marketing, CEO, and SDR Manager to remove blockers and improve efficiencies by creating HubSpot workflows tied to sequences and other deal automations.Contract Negotiations: Assisted with contract negotiations including custom redlining, RFPs, technical vendor forms, and other requirements needed to close deals.Operational Roles: Operated as the ‘deal desk’ establishing pre-approved discounts, requirements for additional mapped to Hubspot properties and our quoting system CPQIncentive Program Design: Designed an internal SPIF program for AE & SDR teams, later expanding to include CSM, AM, and Support, delivering weekly KUDOS.

Panoply is a managed analytical warehouse SaaS service partnered with Google and AWS, offering a low-code entry into visual analytics by handling both the ingestion and warehousing of business data.Key Responsibilities:Team Management: Managed AE, SDR, and AM teams, comprising 8 direct reports.Front-line Manager: Primarily acted as a front-line manager, stepping into a player/coach role when needed.Revenue Ownership: Owned net new revenue targets, including new business and upgrades.Hiring and Training: Hired and trained remote SDRs and AEs, building the onboarding process and overall operational playbook.Operational Roles: Operated as the ‘deal desk’ establishing pre-approved discounts, requirements for additional and managed subscription creation through Stripe and our backend utilizing the appropriately mapped metadataPartner Program Development: Built out the partner referral process and program to expand our network and drive new business.Cross-functional Collaboration: Partnered closely with Product and Marketing teams.

Key Responsibilities:Sales Activities: Led discovery calls and demos to showcase our platform to potential clients.Lead Management: Managed the flow of inbound leads and outbound prospecting to ensure a steady pipeline of opportunities.Prospecting & Follow-ups: Conducted daily prospecting and follow-ups using various platforms, including Outreach, Seamless, Salesforce, LinkedIn, and Chorus.ai.Onboarding & Product Collaboration: Partnered with internal teams to assist with onboarding new clients and making informed product decisions.

Mythics is a platinum reseller of Oracle Solutions. I was primarily focused on Oracle SaaS including Oracle Cloud, Netsuite and legacy solutions. Oracle Cloud provides comprehensive cloud solutions, supporting commercial, government, and educational institutions with innovative technology and services.Key Responsibilities:Customer Relationship Management: Managed new and existing commercial, government, and education customer relationships in the Northeast region, selling Oracle Cloud solutions.Strategic Partnerships: Partnered with Oracle Account Executives, resellers, consulting groups, and contract partners through the bidding process of RFXs.Territory Management: Managed territory renewals and identified net new opportunities to drive growth.On-site Engagement: Traveled on-site for product demonstrations and discussions, ensuring a deep understanding of customer needs.Note: Position eliminated due to the effects of COVID-19.

Key Responsibilities:New Business Development: Focused on the net new business segment, targeting SMBs with organization sizes ranging from 20 to 3,000 employees.Lead Management: Managed a mix of inbound leads and outbound prospecting to maintain a robust sales pipeline.Sales Presentations: Conducted product demos and strategic calls with technical buyers, IT professionals, and C-level executives to showcase the value of our solutions.Team Mentorship: Mentored SDRs and assisted with new hire training to ensure a smooth onboarding process and enhance team performance.

Key Responsibilities:Hybrid Sales Role: Engaged in cross-selling and upselling to existing customers, as well as targeting net new prospects.Achievement Recognition: Awarded President’s Achievers Club in 2015 and 2016 for exceptional performance.Pipeline Management: Prospected and managed the sales pipeline within Salesforce, working towards aggressive monthly, quarterly, and annual goals.Product Demonstrations: Conducted detailed product demonstrations, collaborating with sales engineers to deliver effective solution offerings.

Key Responsibilities:Sales Growth: Drove sales with existing ShareFile customers through cross-selling and expansion initiatives.Pipeline Management: Prospected and maintained the sales pipeline within in-house CRM and Salesforce to meet aggressive monthly quotas.Achievement Recognition: Awarded President’s Achievers Club in 2014 for outstanding performance.Best Practices Establishment: Established best practices for a new initiative aimed at growing the test team.Market Expansion: Identified and developed a niche in the Energy sub-vertical to expand service offerings.

Key Responsibilities:Product Focus: Specialized in selling ShareFile for net new sales, focusing on driving adoption and growth.Lead Management: Managed SDR leads and conducted outbound prospecting to generate new business opportunities.Sales Process: Facilitated fast-paced product demos and streamlined the sales process to meet client needs efficiently.Support and Innovation: Supported the SDR test group, contributing to the successful establishment of a new company initiative.

Key Responsibilities:Lead Management: Managed leads and conducted prospecting and cold calling within our CRM system to arrange product demos of ShareFile.Initiating Client Engagement: Initiated client engagement through proactive outreach and communication strategies.Sales Support: Supported the sales team by qualifying leads and setting up appointments to showcase ShareFile capabilities.

Key Responsibilities:Customer Support: Provided dedicated support and assisted customers with electronic purchases, ensuring a high level of satisfaction.Sales Leadership: Drove departmental sales, particularly for high-ticket items like TVs, tablets, and game consoles, leading a team to achieve sales objectives.Team Leadership: Led a team and was responsible for training new hires and cross-training existing associates to enhance productivity and customer service.Marketing Coordination: Implemented corporate marketing initiatives for product displays and shelf capacity, optimizing logistics and enhancing customer engagement.Note: Averaged 25-32 hours weekly throughout my undergraduate studies.