Marlon Philip Email & Phone Number

Minneapolis, Mn, Us

Austin, Texas, Us

San Francisco, Ca, Us

Frisco, Texas, Us

Reports to the VP of Customer Success and oversees 16 Global Customer Success Reps, managing a portfolio of high-value annual renewals on data security product solutions for enterprise contracts generating $22M+ in revenue. ▪️ Amplified the growth of high retention renewal rates leveraging Netwrix emerging technology suite and new services.▪️ Guided teams to drive increased customer success through forging strategic relationships and exemplifying subject matter knowledge to enhance revenue growth.▪️ Demonstrated expert product knowledge through training, and delivered presentations highlighting enterprise offerings to enhance client engagement and purchasing decisions. ▪️ Interfaced with multi-functional teams such as (Engineers, Sales, Marketing, Professional Services, Account Executives, and Channel Management) to ensure target quotas. ▪️ Defined critical metrics for performance enhancement and KPI tracking for individual coaching sessions, enabled strategy planning for at-risk accounts, and mitigated issues with specific territories. ▪️ Employed Salesforce to maintain communication logs, track forecasting,and account details; scheduled sales visits to enable efficient closing opportunities and identify key decision-makers.▪️ Audited portfolio account database, discovering discrepancies in renewal eligibility leading to a new reporting system for budgeting and quota tracking; generated analytical utilization reports to influence renewal business and user adoption.▪️ Led team to maximize profit margins across the existing customer base utilizing a targeted sales coverage approach to increase market penetration. ▪️ Implemented a new forecasting methodology inclusive of validity assurance to improve forecasting accuracy by 80% and exceeded renewal target by 3%. ▪️ Analyzed process framework in the EMEA/APAC territories to outline comprehensive SOPs for the U.S. renewal team; improved collaboration, efficiency, and generated documentation for team meetings.

Reported to the Controller and cultivated an $8M client portfolio (40% of Lancope’s book of business) through on-going relationships and account retention activities while partnering with client stakeholders to outline renewal strategies. ▪️ Conceptualized and implemented a 30/60/90-day renewal process while serving as the company’s first Renewal Representative; collaborated with the CFO to formulate a standardized roadmap for new Representatives.▪️ Managed all aspects of renewals for the portfolio of accounts and delivered results against monthly, quarterly, and yearly forecast objectives; Maintained a 95% renewal rate of 300 mid-tier enterprise clients. ▪️ Coordinated client participation in product education programs to ensure usage optimization and provided product support channels; facilitated first-hand technical consulting to clients and gathered feedback for product improvements.▪️ Partnered with the legal team for contract review and management to confirm contract terms and execute the corresponding entitlements for systems; ensured compliance with negotiated terms. ▪️ Administered needs assessments for clients to identify requirements, renewal variations, and uncover new opportunities; developed tailored client strategies to improve engagement with service offerings.

Boston, Massachusetts, Us

Reported to the Manager of Client Services and handled a portfolio of client accounts that produced $500k-$20M in revenue, steering high-level relationship management, contract negotiations & renewals, and scheduled rate increases.▪️ Structured renewal requirements including account stage, probability, renewal value, and detailed next steps; monitored and reported on up-sell/cross-sell opportunities, exceeding verification lead quota by 50% per month. ▪️ Led the account recovery process and negotiated all aspects of the contract: recognized for being in the top 3 of 14 for recovered revenue from within the existing customer base. ▪️ Appointed to Advisory Council (for being a top 10% producer of business leads) to conceptualize a program that improved verification leads; created a blueprint to standardize lead generation for the Client Representative team. ▪️ Provided training and demonstrations to the customer base concerning workflow, invoicing, and other services; Analyzed Client activity data for cost savings, effective use of services, and opportunity pipelines.▪️ Engaged by the VP to design a program for career progression and continuing education platforms for client representatives; created a pathway for succession planning while boosting engagement, productivity, and morale.