Lance Merkin Email & Phone Number

Bellevue, Wa

I simplify our customer's lives by showing them how the Smartsheet platform can handle their workloads better.Specifically, I do the following:• Perform initial on-boarding of accounts with enterprise level customers, ensuring strong adoption and ongoing engagement throughout the customer’s lifetime.• Execution of comprehensive engagement and communications strategies to proactively maintain high customer satisfaction.• Serve as the Smartsheet subject matter expert (SME) providing guidance and addressing challenges on work/ project management and collaboration to customers.• Perform periodic customer success reviews that confirm satisfaction, resolve issues with the help of the Technical Support team, and expand Smartsheet use throughout the account.• Develop tools, processes and best practices to ensure customers are realizing the greatest possible value from Smartsheet.• Analyze usage patterns to gain insights, provide guidance and increase customer satisfaction• Serve as the primary interface to manage and resolve any critical situations• Work closely with the Sales and Professional Services teams to share customer insights that inform additional product and service sales opportunities• Provide expert consultation on customer engagement processes that ensure rapid adoption, usage velocity, high-renewal and referral rates in our larger customers, many of which operate at massive scale.

Greater Seattle Area

Sales Manager My prime directive was to hit required sales targets in Washington State. This was a monumental task at the time because Tesla was an unknown company selling an experimental two-seater car for over $100k. To achieve sales targets, a collaborate effort was needed and a willingness for the entire team to do whatever it took to succeed. I executed strategic planning and recruited, trained, managed and led our sales teams. I used my database skills to create analytical tools for implementing sales strategies, tracking key performance indicators and creating accountability for the team. I sought out and managed outbound event opportunities for marketing. I oversaw store operations and was responsible for the fleet of vehicles assigned to the Northwest. From Seattle, I was integral for Tesla expanding into Las Vegas, Bellevue, Portland and Vancouver BC. Accomplishments: During my time with Tesla, Washington State went from the smallest operating market to the highest per capita owner of Tesla’s products in North America. Our secret was a positive team that was willing to do whatever it took to create an incredible customer experience. We could then leverage our customer’s satisfaction to help us gain more footing. We succeeded in our creation of a symbiotic relationship with our customers in which both the employees and customers shared the same passion.

Las Vegas, Nevada Area

I was the first employee to contract with a casino to display a Tesla Roadster (and pay full price). The challenge was there was not money for advertising and we were unable to discount our cars. We knew 150k people pass through Las Vegas every week. To capitalize, we had to get our car displayed in a Casino at no charge. The traditional way for a company to have their vehicle displayed is to offer up the vehicle for free and then give the casino a discount of ~40% when someone wins the prize. I studied what is valuable to a Casino. It turned out that a whale (a top tier gambler) is worth 3000 regular gamblers in revenue. I did a benefit/value pitch to the casino and pointed out that a regular gambler only carries a $200 purse for the day, but a whale goes by time spent on floor. We calculated the extra time value of a whale playing to win our car and used that value to justify full purchase price at the Casino and thus succeeded in achieving our goals of expanding our market into Las Vegas.

Greater Seattle Area

I started Database Solutions as an individual programmer. We quickly jumped to 3 veteran programmers and I began to wear the sales hat. Our three core competencies where tying in web based front ends (asp.net) to database back-ends (SQL and Oracle), optimizing database performance for large user environments that require heavy bandwidth, and consulting in network security and encryption.Accomplishments:Growing company to 12 full time employees and managing 500k+ projects before being sold.

Sales Engineer•Assisted Sales Account Executive with technical details to help close customers.•Formulated execution and integration strategies.•Architected custom software tools to enhance and complete projects.Data WarehousingData IntegrationAnalytic IntelligenceBusiness IntelligenceData Mining Programmer•Wrote custom software in Access VBA, SQL, VB, HTML and ASP.•Setup and maintained LAN, Servers and web site.

•Created execution strategies for handling logistics of moving 2 million dollars worth of bread every week out to customers.•Sales forecasting and reverse logistics. •Developed system for tracking orders for 14,000 customers and 3,000 product lines•Developed sophisticated reporting tools for management to forecast sales and avoid losses from over/underproduction. Including reports that could be run by satellite production and distribution facilities. System saved $100,000 per week in losses after implementation.