Richard Pummell Email & Phone Number

Ottawa, Ontario, Canada

Databook is the world’s first AI-powered consultative sales intelligence platform.- Partnered with 7 (F500 & Professional Services) clients, worth $1.2M USD in ARR- Consulted with clients to align and imbed Databook into their process to ensure increased productivity, pipeline generation, and opportunity size- Led engaging enablement sessions for 1-500 users at a time, leading to exceptionally high adoption rates (QAU + MAU)- Hosted and created custom content for half day Workshops for 30-40 power users- Engaged with Sr. Leadership (VP, SVP, C Suite) at clients on a regular cadence, hosting regular touchpoints and Executive Business reviews- Created bespoke presentations and analyses that took a consultative and narrative-building approach to prove value and shared successes further- Partnered and aligned closely with the internal Sales team to create expansion opportunities with multiple stakeholders and support the Sales team’s motions- Led expansion Pilot programs, with support from the Sales team- Worked closely with client Champions and Economic Buyers to meet and exceed agreed Success Criteria- Analyzed client Sales Pipeline data to show direct ROI related to usage - Mentoring and Coaching of Junior CS team members to enable them to grow from support roles to leading engagements and owning their own book of business

Ideal - Ceridian Company is an AI-powered talent screening and matching system that enhances HR software to help enterprise teams make more accurate, fair, and efficient talent decisions.- Partnered with 24 Enterprise accounts, worth $1.9M USD in ARR, representing some of the largest brands in the world- Assist with demos and pre-sales activities to help qualify clients and begin building a trusted relationship- Implemented and launched 26 new clients working closely with our Support and Product teams. - Led workshops and calls with clients to determine the scope and communicate those requirements to our Development and Support teams- Led training sessions and Post-sale demos for stakeholders to properly introduce Ideal widely within the client- Ensured Statement of Work timelines are met and often launched ahead of schedule- Provided high touch, white-glove service for clients ensuring goals are attained and we are on a shared success path- Built close, multi-level relationships with clients, from frontline users (recruiters) through to strategic planning and business reviews with Senior Leadership (VP to CHRO)- Identified upsell opportunities within accounts and worked with the client to expand the Ideal footprint and spend- Negotiated and managed the full renewal cycle, partnering with Finance, Procurement, Legal, and Key Decision Makers- Prepared analysis of Ideal’s performance and presented findings and recommendations to the client’s Senior leadership in Quarterly and Annual Executive Reviews- Met with the Ideal Product team regularly to advocate for client’s requests or review product feedback- Host targeted enablement and onboardings for users to increase adoption and comfort with Machine Learning and AI technology- Led all clients with Ideal Diversity, Equity, and Inclusion product suite to guide with DEI strategies

Ideal - Acquired by Ceridian

Toronto, Canada Area

Toronto, Canada Area

- Proactively manage and grow accounts based on annual renewable subscription model- Consistent top performer each year for MCV, ARR and client engagement rates- Easily build positive and lasting multi-level relationships with champions and Decision Makers alike- Ensure high satisfaction rates by highly effective proactive account management activities- Regularly work with clients through their internal procurement processes- Conduct regular account reviews with Senior level HR professionals including C-Suite stakeholders- Provide training and onboarding for new clients and users- Utilize WebEx for presentations and Onboarding calls- Actively help coach and internal team members and support everyone to achieve team goals- Ensure Salesforce is up to date and maintain high degree of data integrity- Monitor and help increase usage and adoption rates

Toronto, Canada Area

- Prospect and qualify senior level HR professionals focusing on large and enterprise sized organizations- Lead sales meetings over WebEx and phone with Senior HR Professionals- Demonstrate and explain full product line including best practice research, guided implementations, workshops and employee diagnostic programs to prospective Members- Create multi-level relationships within prospect accounts to gain insights and foster a lasting impression- Qualify and provide insights to prospects based on most recent HR research and trends- Represented McLean & Company at HR Conferences and Presentations

Toronto, Canada Area

- Actively sought out and qualified prospective corporate clients to offer solutions for B2B Travel Management Services - Managed full life cycle of accounts from initial contact through to on-boarding, account reviews and finally account hand off- Effectively presented unique selling points to prospective clients, including C-Suite professionals, to show value of partnership- Proactively managed and maintained a portfolio of $2million of Corporate travel spend-Identified decision-makers and influencers within client organizations and effectively created and maintained multi-level relationships-Managed sales and prospect pipeline with an average sales cycle of 6 months-Conducted quarterly business reviews with clients to offer additional services to expand opportunity-Worked closely with Travel Agent teams to ensure service levels were met-Proactively contacted clients when spend levels were not at projected levels to identify issues and grow opportunity size-Extensive use of Salesforce for lead/account tracking, activity levels, creating campaignsAccomplishments:- Achieved highest sales volume for new hire (less than 1 year) for May 2013 (309% of target) and June 2013 (203% of target) – Achieved Top Business Development Manager nationally for Jan 2014

Toronto, Canada Area

- Actively searched for candidates, using traditional and creative means, to locate ideal candidates based on client requirements- Completed mid to senior level accounting and finance search engagements across all industries - Replied to inbound applications from candidates and screened potential candidates to a high standard based on clients requirements- Cold called candidates and successfully established and maintained trusting relationships- Conduct phone and in-person candidate interviews for both active and prospective search engagements- Actively participated in exploration meetings with clients to properly understand the candidate profile- Performed background checks and intensive references for candidates with pending offers- Consistently completed searches ahead of schedule without the need to replace poorly fitting candidates

Toronto, Canada Area

- Completed intensive Xerox Sales Training- Outside sales of Xerox Office Products in Markham and Scarborough territory- Completed regular review meetings to ensure current software and hardware are meeting client needs and suggest new solutions where needed- Cold-called hundreds of small businesses in territory to schedule and conduct both phone and face-to-face meetings- Met with customers to complete a needs assessment and demonstrate value of partnering with Xerox- Presented and demonstrated Xerox office products and positioning Xerox hardware and software solutions to solve client issues- Prepared and presented customized Proposals to meet client’s needs and solve key pain points

Toronto, Canada Area

- Training program for a limited number of university graduates and store employees- Three month rotation program within a variety of stores followed by six month on-the-job trainingin the Replenishment Department.- Monitor appropriate stock levels based on sales plans by store- Work with vendors to ensure timely and full shipment of goods

B.Comm, Marketing And Logistics

Education record