Matthew Farnham Email & Phone Number

Pelham, New Hampshire, United States

In my role as a Strategic Account Manager at Granicus, I develop and manage relationships with key clients, ensuring their long-term satisfaction and identifying new opportunities for account growth. I am responsible for communicating regularly with major clients, providing solutions, and innovative ideas that will help drive executive outcomes.

Pelham, New Hampshire, United States

Generated, developed, and closed opportunities with state government agencies, including enterprise level agreements within New England/Midwest region. Worked to identify market trends, best practices, referrals, and new opportunity areas. Understood complex customer requirements for digital communications with the public, including operational, business, and technical categories. Developed and independently delivered custom presentations on Granicus to revolutionize the prospect’s engagement with the public. Educated clients about market trends, challenges and issues they did not know existed, and share best practices all in an effort to develop new sales opportunities. Developed effective strategies for winning in a competitive environment.

Springfield, Massachusetts Metropolitan Area

Led development and execution of go-to-market sales strategy, covering buyer personas, sales stages, value messaging, supporting documents/technologies, new-hire onboard program, and appropriate performance metrics. Finalized two new logos each within five weeks versus company average cycle time of over nine months. Identified new business opportunities for company to improve profitability. Floated several new ideas for improved lead generation, including intent data.

Woburn, Ma

Designed additional requirement sales steps, ROI calculator, and approval process in line with business needs. Determined total addressable market for east region and prospected into new accounts via 20-30 daily cold calls and emails within Commercial Food Service, Mechanical Contractors, and Industrial HVAC to sell inclusive ERP solution. Identified and resolved inbound inquiries by coordinating with existing customer accounts to switch credit card processing companies for gaining e advantage of rate locks. Guided prospects on value of customized all in one ERP solutions vs multiple siloed applications. Devised overview and value chain presentations as well as organized demonstrations of full suite of product offerings.

Burlington, Massachusetts

Onboarded and proactively oversaw company’s largest LATAM reseller. Fostered trusted business relations with key customers. Met and exceeded sales targets by persuading customers within assigned territory. Engaged with inbound lead activity to website. Delivered Low-Code and No-Code Rapid Application Development platforms for web and mobile app development. Integrated time and resource savings of utilizing Alpha platform vs traditional coding. Advised novice citizen developers on usability of system. Supported services team in integrating business and technical requirements for custom app creation.

Burlington, Ma

Managed entire sales cycle from sourcing client to securing deal. Followed up on 150 net new named accounts throughout North America via prospecting. Carried out demonstrations with team of pre-sales engineers of NetBrain Network Mapping/Monitoring Solution. Facilitated Network Operations Center Division on business value of decreasing Mean Time to Repair (MTTR) and list of all assets for compliance documentation.

Billerica, Ma

Closed five new enterprise/mm accounts within first nine months of employment. Tracked business challenges with low quality data in CRM system and business impact, pinpointing appropriate target accounts and secure easier wins.

Waltham, Ma

Identified 307 qualified opportunities in first nine months of employment finishing at 128% of regular twelve-month quota for 2011. Collaborated with national account managers to facilitate over $683K in pipeline activity

Andover, Ma

Promoted over 1730 executive meetings with C level and below within Finance, High-Tech, Education, Manufacturing, Government, and Retail verticals. Assisted largest ERP client in securing $12.3M in pipeline revenue for 2010.