* Senior Level Account Executive responsible for managing net new partnerships with universities and colleges across Western U.S and Canada* Represent for company at events, conferences and industry trade shows* Run high level strategy and tactical implementation for SaaS EdTech solution over large territory

• Promote, support and showcase SaaS solutions to potential partners. • Consultative selling aligning market conditions, institutional challenges to scope of solution and support projects• Manage 13 state 3 province territory supporting higher education clients.• Represent company at industry tradeshows and conferences.• Own business development plan and execution for large territory and responsible for maintaining and building strategic partnerships and Provost, C level of universities and colleges.• Build consortium offerings and solutions for state and private institutions

• New business development and sales prospecting for net new clients. • Developed relationships with key stakeholders and Academic Technology leaders to build awareness of enterprise offerings and value.• Managed regional territory encompassing 5-8 states.• Represented and presented at regional conferences and trade shows.• Negotiated complex SaaS deals with 9–12-month sale cycle.

• Grew and expanded new regional sales territory comprised of 8 US states. Responsible for acquisition of university and college partners through various prospecting modalities• Executed complete sales cycle activities including new business development through account management and onboarding• Developed relationships and brand awareness for SaaS enterprise solution at highest levels of University and College partners• Demonstrated core solution to key stakeholders using virtual and face to face presentations• Secured and retained existing partnerships through account management, building references f. for future business partners• Effectively communicated internally to development and leadership client requirements that impacted new features and product capabilities• Negotiated and closed complex sales with 6–12-month sales cycles including multiple college districts

• Organized and optimized customer portfolio to maximize prospects. Applied consultative sales approach, leveraging detailed knowledge of core enterprise SaaS solutions, matching customized packages to lucrative clients. Exceeded business sales quota by 61% in 2020, contributing to retention, growth and cultivation of more than 40 accounts with recurring annual revenues of approximately $750K.• Amplified buy-in and loyalty through personalized advisement, nurturing long-term business partnerships. Grew and exceeded renewal revenue targets by more than 20%, fostering year-over-year improvements to key measurables.• Leveraged subject matter expertise to build upon features and translate benefits for key prospects. This contributed to growing business and sustaining multi-territory sales model across three unique regions. Coordinated and executed statewide agreement with higher education organization encompassing more than 50 community and technical colleges in Michigan, Kentucky and Wisconsin.• Executed territory switch to expand reach and visibility. Trained and mentored replacement for previous territory. Applied proven best practices, continuing to exceed quotas in same year with new and renewal business accounts, generating approximately 50% increase in revenue. Provided comprehensive sales territory management for entire Midwest, eastern and southeastern regions.• Planned and led successful strategy to transition more than 100 clients to new SaaS business model. Nurtured corporate reputation, achieving buy-in and loyalty to retain more than $1MM in revenue.

• Managed travel budget and marketing expenditures accurately. Tracked results to consistently reach and exceed sales quotas.• Researched and documented alternative funding sources for clients, driving effective plans toward executive decisions. This elevated net revenue value per client by more than 100%.• Maintained all interactions and sales processes for clients. Completed tasks in Salesforce CRM.• Marketed solutions at virtual and on-site conferences, bolstering visibility, reach and interest. Participated in several major annual events, supporting execution and coordination of all state and local RFP bids and solicitations.• Upsold, negotiated and sold complementary services and software. This increased proposition value for clients, benefiting reputation and potential for customer retention.• Liaised with clients and corporate executives. Reviewed all legal documents and contracts to ensure mutual benefit, fairness and equity.

• Serviced state’s unemployed workers’ benefits claims at height of 2009 crisis, during unemployment rate of 15.2%. This involved fielding more than 50 phone calls per day to advise, consult and advocate for recipients on unemployment codes, laws and benefits.• Received special assignment on interstate claims processing. This involved specialization in high-profile claims for interpretation and communication.

• Transformed product line to sustain new customer base. Repositioned and retargeted product portfolio to pinpoint new prospects during economic downturn. This led to strategic revamp, resulting in growth of profit margins in new successful revenue streams.• Addressed lack of sales structure, monitoring of metrics, goal setting or continuous improvement measures. Implemented standard operating procedures, developing synergy, collaboration and cohesion across sales department. This led to successful product and customer base transformation.