Joel Carrillo Email & Phone Number

Oakland, Ca, Us

Oakland, California, United States

In this role, I lead the Product Support and Sales Operations team, prioritizing effective lead qualification and efficient escalation processes to boost operational performance. I also oversee the Customer Success Management team, driving excellence in sales demonstrations, customer onboarding, and ongoing engagement to uncover upselling opportunities and minimize churn. Additionally, I have successfully identified and developed new revenue streams within existing accounts, establishing key partnerships within the government sector.Key Accomplishments:• Led management of enterprise accounts and negotiations of deals exceeding $100k in annual recurring revenue (ARR).• Conducted analysis of current sales workflows, pinpointed bottlenecks, and streamlined processes, enhancing team productivity, enabling sales reps to devote an additional 10 hours per week to client interactions.• Streamlined sales operations, enhancing revenue through strategic multi-year contracts and proactive customer relationship management• Spearheaded software transition initiatives and expand support operations into the UK, adeptly navigating international labor laws and recruitment.• Innovated document processing methods, resulting in a 30% faster contract progression during procurement phases.• Generated $500K+ in additional annual recurring revenue by instituting an upselling process within sales operations team.• Trained support teams to handle customer inquiries promptly, achieving a 37% uptick in resolution efficiency and elevating customer satisfaction scores significantly.

Oakland, California, United States

I directed enterprise and government product sales growth at Axure, managing the entire sales process from attracting leads to ensuring successful product integration. I orchestrated product demonstrations for Directors and C-Suite executives, handled client onboarding, and maintained ongoing satisfaction, resulting in over $3M ARR. I also guided procurement processes by identifying milestones and key stakeholders to ensure smooth and efficient transactions.Key Accomplishments:• Converted mild interest into extensive proofs of concept, securing partnerships with Amdocs, Wells Fargo, Optum, GM, Nissan, and Sandia Labs, generating a six-figure ARR and a TCV over $1M, compared to previous low-value individual sales.• Implemented lead generation strategies, conducted qualification and discovery calls, arranged and delivered sales demos for UX/UI and Design Teams, facilitated client onboarding, and ensured post-adoption success, resulting in generating $685k revenue in 12 months.• Detected security compliance gaps hampering cloud solution adoption, enhancing customer trust and boosting sales by $1M+.• Secured substantial contracts with government bodies like the Department of Homeland Security, Social Security Administration, CDC, Sandia Labs, and various Federal Reserve Banks.• Initiated and led SOC 2 compliance efforts and commenced ISO 27001 certification procedures.• Handled paperwork including Security Questionnaires, MSA, EULA negotiations, nurturing strong ties with procurement managers, facilitating smooth transactions and decreased turnaround time by 75%.• Completed sales with government contractors such as LMCO, Northrop Grumman, and General Dynamics.

La Jolla, Ca

I spearheaded market expansion and revenue growth in regions such as the Pacific Northwest, Texas, Australia, and New Zealand, consistently exceeding sales targets and expanding market share. I turned both cold and warm leads into promising prospects, facilitating their journey through software integration. I managed client accounts from initial onboarding to contract renewal, ensuring seamless experiences and achieving exceptional retention rates. Additionally, I negotiated and sustained high-value partnerships with major corporations.Key Accomplishments:• Transformed single-license accounts into larger, enterprise-level engagements, contributing to a revenue surge from $648K to over $3M and prompting a territory division.• Identified and secured partnerships in new verticals, aligning with company strategy and bolstering cloud product offering.• Revitalized a struggling maintenance renewal team, boosting revenue attainment from 88% to 100% by implementing effective time management strategies, promoting multi-year contracts, and fostering consultative client relationships.• Secured and managed strategic accounts such as HP, Schlumberger, Tableau Software, CCH, Amazon.com, Rio Tinto, Ventyx, Reynolds and Reynolds, and multiple Fortune 1000 clients, driving up customer retention and satisfaction levels.