Kathy Howell Email & Phone Number

Atlanta, Ga, Us

Go to Market * Sales Enablement * Customer Experience * Customer Success

San Antonio, Texas, Us

Sales Transformation/Effectiveness SaaS Platform embedded in Salesforce.com• Engaged a named portfolio of strategic enterprise accounts to drive value recognition, success, and renewal through a client specific success plan of action, meeting cadence and proactive communication.• Drove client development and expansion to meet and exceed renewal revenue targets, resulting in a 45% increase in TCV, achieving triple digit expansion through multi-year renewals and product upsells.• Top revenue producer 2019, 2021, 2022, 2023 trough renewals and expansion.• Increased value recognition through success metrics and establishes position as trusted advisor, reducing churn from 32% to less than 7% in named account portfolio. • Identified, pursued and developed relationships with key decision-makers across enterprise accounts to grow footprint through up-sell and cross-sell opportunities.• Promoted greater business value by delivering best practices, innovations, and new products/tools that solves both strategic and tactical client goals & challenges. • Solved strategic problems and identifies business process improvement strategies for the client, ensuring that issues are acknowledged and resolved in a timely manner.• Collaborated with internal and external matrixed teams, such as Client Services, Product Management and Sales, to ensure client success, satisfaction and renewal.• Delighted customers successfully with a balance of strategic planning and tactical on-boarding and issue resolution, to deliver high customer satisfaction, advocacy, and loyalty.• Drove success outcomes through accurate forecasting, monitoring operational metrics, tracking target metrics, reporting sales activity and developing monthly recaps and quarterly reviews.

Security * Privileged Users * SaaS * IoT * UI/User ExperienceCustomer Success Journey * Account-based Marketing * Cross-functional TeamingBusiness Process Requirements * Solution Selling• Successfully managed client relationships, drove user adoption, secured customer satisfaction and increased revenue through defined business objectives, a strategic direction for success, an advocated point of view and proven return on investment.• Defined and developed customer success journey and lifecycle with critical success factors, metrics for success and identified potential issues to ensure ongoing excellence and service for adoption and growth.• Built high value relationships and managed customer experience through multi-functional advocacy including onboarding, education, internal promotion, solution selling and customer support.• Maximized product adoption and drove product expansion resulting in early renewals and increased subscription values of 28-40%.• Managed client expectations and helped them use the product successfully in mainstream and innovative ways to solve business challenges.• Prioritized and drove resolution of escalated customer issues, developing success plans and proactively identifying business issues and solutions.• Drove success outcomes through operational metrics, tracking metrics, monthly recaps and quarterly reviews.

Customer Success Journey * Account-based Marketing * Account ManagementChannel Development * Lead Generation * Business DevelopmentProduct Management * Program Management * Business ProcessFractional project work focused on start-ups, new product/service initiatives, customer success experience and business process re-engineering.• Developed Customer Success Journey plan for G100 FinTech firm to promote adoption and use of 8M transactions annually with the target to increase usage to 12M over 2 years through coordinated strategies for account-based promotion, education, customer service, marketing, sales, reporting and business analytics.• Integrated marketing plans, channel development, sales enablement and client success roadmaps for high tech markets generating > $18M.• Start-up and new product launch marketing, product management and business development for high tech markets, including Enterprise SaaS, Identity Security and Compliance Solutions, Enterprise Technical and Managed Services, Cloud Content Storage, Process Model Software, BMI, CAD Modeling and eBusiness.

Schaumburg, Illinois, Us

SaaS * Identity Access Management * Governance * Security * PaaSSales Development * Integrated Marketing * Outsourced Resource ManagementClient Success Journey• Developed client relationships, drove product adoption, and secured customer satisfaction through aligned strategies and tactics, increasing revenues by 20-34%.• Grew enterprise SaaS and on-prem agreements to an average 30% increase in 18 months and expanded scope of contract to include an average of 3 new business units. • Successfully promoted usage of subscription agreements leading to early renewals and larger agreements.• Prioritized and drove resolution of escalated customer issues, managed customer expectations and developed contingency plans to ensure success.• Coordinated cross-functional teams – both internally and externally - over multiple locations and time zones to deliver high value customer ROI and problem resolution.• Managed and trained an outsourced lead generation team to build $5M pipeline and close business.

Sales * Negotiation * Account Development * Customer Success * Project Management• Drove a Major Account initiative that ensured client advocacy, results and recognized value through solution oriented, cost-effective implementation resulting in 60% increase in renewed negotiated projects and 100% referral.• Explored and uncovered business solution sales opportunities and delivered estimates, detailed proposals and negotiated contracts in excess of $15M.• Organized and managed multiple projects concurrently with collaborative cross-functional communication and reporting resulting in on time and on budget delivery. • Built collaborative partnerships with key stakeholders to proactively solve issues and deliver in scope projects.

• Business content in the cloud using mobile devices• Sold technology platform to Research in Motion (RIM) for integration with the Blackberry.

Au

Utility software that filled gaps in Windows OS: Uninstaller * MH Zip * MH Dashboard• Managed full scope of product management from gathering market requirements to generating product specifications, developing integrated marketing plans and building revenue through business and channel development.• Coordinated cross-functional teams and stakeholders to ensure complete product and customer support - engineering, quality assurance, customer service, training, finance, creative development, packaging and distribution.

Maple Ridge, Bc, Ca

Marketing

Grant Writing