Jackson M. Email & Phone Number

Gb

San Francisco, California, Us

Successfully sold and negotiated enterprise Supplier Lifecycle Management Software to $500M+ East Coast Organizations via the MEDDIC Sales Methodology.Managed end-to-end customer relationships, including prospecting, cold-calling, RFP, negotiation, on-boarding, and renewal.As an inaugural member of Aravo's Mid-Market Sales team, I collaborated with the Services and Product teams to formulate an innovative MSA and SOW strategy tailored for smaller deployments. This initiative not only resulted in the successful development of Aravo's customer onboarding processes, known as the Strategic Alignment Framework, but also empowered internal and external stakeholders, facilitating faster attainment of their business objectives.Upsold customers on new product offerings, such as Risk Assessments, Performance Assessments, Contract Management, connector to data sources and more to enhance supplier lifecycle system performance.Communicated product enhancements or system modifications to Aravo’s product team based on customer recommendations and personal research.Actively participated in industry conferences and associations, contributing to thought leadership like the Third Party Risk Association.

San Francisco, California, Us

Created and implemented a Sales Development playbook for my team of 5 that created processes around outbound cold calling, email drip campaigns, and social media networking to sell Supplier Relationship and Risk Management software exclusively to $1B+ organizations.Coached, managed and trained 5 sales development reps, contributed to achieving 110% of the 2021 team quota and 158% of 2020 Quota.By analyzing successful meetings through Gong, we were able to improve team-members' results based on characteristics like target industry and persona.Created new team dashboards for accurate sales projections and built CRM reporting for upselling opportunities.Drove continuous improvement across KPIs for high performance ratings.Coached a consultative solution-based sales process to uncover client needs andapplications.

San Francisco, California, Us

Aravo Solutions delivers market-leading, cloud-based solutions for managing third party governance, risk, compliance and performance. We help companies protect their business value and reputation by managing the risks associated with third parties and suppliers, and to build business value by ensuring that their third party relationships are optimized.

Austin, Texas, Us

• Q2- 125% Q3- 90% Q4- 120%• Collaborate with the virtual sales team on account strategy, demand generation activities, and results• Manage customer calls and web presentations• Build sales pipeline using social selling, and cold calling methodologies• Ensure all data is properly maintained and updated in the Oracle CRM application• Coordinate sales efforts with both Inside and Field Sales reps• Gain in-depth knowledge of Oracle products and technologies, territories, accounts, competitors, industry trends, etc.• Develop good customer relationships to identify and drive product expansion/up sell opportunities as well as service renewals

Los Angeles, Ca, Us

Worked on a team that researched current and potential donors to the Dornsife Office of Advancement. I used the following software to complete my task: SalesForce, LexisNexis, and WealthEngine.