- Develop prospect profiles, manage fraud & identity projects through lead generation funnel - Qualify project requirements, articulate platform key benefits, determine scope is portfolio fit- Overcome objections, execute on data driven discussions, provide ROI justifications- Drive platform awareness, key value, promote latest upgrade or new product release details- Schedule introductory meetings (web conference/onsite), confirm prospect key business drivers- Capture accurate data in CRM, log daily tasks, provide next steps, generate forecast reporting- Analyze market patterns, understand prospect pain points, leverage network connections- Create strategic campaign content, manage workflow queue, run status & result summaries- Facilitate internal team corroborations for ongoing lead-to-opportunity activity cycles- Leverage internal resources, understand KPI & LOB objectives, maximize sales productivity- Ability to change support priorities quickly in an environment of complexity & ambiguity

- Champion a talented inside sales & services team- Systematically push top of funnel leads through workflow qualification filters- Coordinate, plan, build & manage vertical market campaigns, drive sales demand- Generate brand awareness, platform interest, sales (omni-channel) opportunity- Schedule onsite or web-conference introductions for Account Executive (AE) teams- Build strong network of internal/external business leadership connections - Support healthy pipeline growth of Global Fraud & Identity Solution opportunities- Sr. ADRII promotion to Manager, Account Development (March 2020)

(2018 iovation acquired by TransUnion)- Provide sales/marketing campaign coverage for AEs responsible for US, Mexico & LATAM - Quota: Set 6 net new meetings p/mth, opportunity conversion of 3 p/mth - Quota attainment: +97% of plan (17 mth average)- ADRI promotion to Sr. ADRII (August 2019)- Deliver strategic prospect management & territory plan with focused campaign messaging- Manage the NDA, RFI, RFP approval/request process through proper channels- Articulate platform capabilities, confirm fraud challenges/concerns, present value proposition - Contribute to forecast growth through opportunity creation to contract close/won or as required - Create ROI drafts, provide prepaid block pricing estimates based on transaction volumes- Generate & create email content/cadences, daily follow up on opens/click interest- Coordinate team calendars/agenda: schedule discovery, demo and onsite meetings accordingly - Build/maintain executive relationships with prospective enterprise accounts- Maintain consistent communication with implementation team on project timelines- Optimize internal tools, streamline workflow processes, maximize team relationships- Report requirement or scope of project changes, document key sales milestones- Funnel SAM inquiries or vendor/partner referrals, support customer satisfaction

- Provide 2 to 5 Account Executive's (AE) inside sales & territory lead management support- Quota requirements: generate 20 net new SQLs p/mth, convert to opportunity = 2 p/mth- Quota results: +114% of plan (30 mth average)- Build out Tier1 Accounts, develop C-level relationship, establish strategic action plan- Qualify requirements, articulate solution portfolio & key benefits, determine project scope- Schedule talent acquisition software webEx or onsite demo, confirm key business drivers- Capture accurate CRM data, follow up daily tasks, generate pipeline & forecast report- Research vertical market patterns, understand current pain points, leverage social network- Overcome objection, execute data driven discussion, provide ROI justification- Drive functionality awareness & value of platform tools latest upgrade or product release- Create marketing campaign, manage promotion, map strategic follow up, report results- Conduct corroboration on all phases of ongoing sales cycle to facilitate new AE transition- Ability to change priorities quickly in an environment of complexity & ambiguity- Develop, train, evaluate, implement performance metric, build out of SDR team from 2 to 7- Proficient in Salesforce (CRM), LI Sales Navigator, Data.com, SalesLoft, Datanyze & ADP

- Schedule 28 intro call, onsite or web demo for 2 to 4 Account Manager's (AM) p/mth- Quota requirement: 28 net new AM accepted SQL's p/mth- Actual attainment: +119% of plan (14 mth average)- Identify C-level targets, build out key DM & influencer relationships, understand KPIs- Assess solution specs, confirm project scope, go live date & budget approval- Facilitate daily dialog, collaborate effectively with IT, cross-functional & delivery teams- Evaluate campaign quality, provide feedback, ensure continuous process optimization- Review SQL status report, collaborate w/AM to formulate close strategy- New hire SDRI training, demonstrate internal sales tools, lead & team processes Actuate (acquired by OpenText Analytics)01/13 to 02/13, SDRI Promotion/Salary increase to SDRII- Cultivate pipeline, develop lead generation plan, follow up field marketing leads- Promote webseminar, roadshow & luncheon events, confirm attendance, update details- Maintain 50-75 calls p/day, apply 3x3 research, drive key data talk points- VORsight Certified: Sales training program, how to overcome prospect objections- Proficient in Salesforce (CRM), Connect & Sell, Discover.org, InsideView & Linkedin

- Enterprise Application Hosting (AMS), Onsite, or Professional Service (PS) sales support- Responsible for install base contract renewal, upgrade, or add on order management- Quota (split) attainment: 08 $18.3M = 92%, 07 $15.7M = 98%, 06 $10.1M = 138% of plan- Focal for PS contracts under $1M, including AMS or Onsite maintenance request- Possess ERP solution expertise, articulate PS value to drive revenue & territory growth- Ensure effective internal communication, provide continuity to established mission- Prepare proposal, draft cost justification in conjunction w/technical planning team specs- Submit custom project scopes to QA process, confirm compliance approvals- Execute Statement Of Work (SOW) & Service Level Agreement (SLA) requests- Leverage cross sector LOB to develop customized sales offering, liaison collaboration- Maintain CRM activity, track opportunities, update pipeline stages & weekly forecast - New hire training, provide instruction & performance feedback, promote team enthusiasm- Customer's included: AMX, Fresh Direct, L'Oreal, Ogilvy & Mather, NCO, TWPost, UNDPCorio, Inc. (acquired by IBM Global Services) 04/04 to 08/04, SDRII Promotion/Salary increase to ISS- Generate 20 new leads p/mth, coordinate salesmen engagement, facilitate rep transitions- Drive C-level dialogue, manage meeting agenda, determine need- Develop prospect profile, understand KPIs, maintain outbound call & email activity updates- Leverage internal resources to maximize productivity, understand LOB objectives - Maximize social networking opportunity, attend webinar & trade show events- Proficient in Siebel (CRM), iSrvce, iCue, Lotus Notes & ADP, with SAP experience

(Dba: 1993-2002 Xerox Authorized Sales Agency, 2003-Present Konica Dealership)- Install base territory management for 2 to 4 Major Accounts Client Salesmen (MACS)- Responsible for coordinating 6 onsite, 6 conference call meeting agenda's p/wk- Quota (split) attainment: 03 $5.5M = 96%, 02 $3.2M = 91% of plan- Appropriately qualify new opportunity, present demo, build buyer or DM relationships- Cultivate lead pipeline, follow up field or marketing prospects, map next step strategy- Manage inbound sales & service calls, maintain day to day outbound workflows- Discover, develop, build out prospect profiles, update ongoing activity details to CRM- Create proposal, draft solution configuration, submit pricing options & deliver SLA- IT/IS project team liaison, provide successful solution platform & install service delivery- File Transfer Protocol (FTP) focal: manage network shared drive info, post updates- Konica/TSG Certified: Sales Associate Training- Xerox/TSG Award: ISSR MVP of the Year- Proficient Xerox A.S.S.T (CRM), Soaring (CRM), DocuSign & Paperport user

- Assistant Office Manager (P/T): maintain daily sales activity product & pricing updates - Manage customer satisfaction, invoicing, resolve ongoing billing or credit issues- Measure product performance, submit weekly recommendations for improving profitability - Collaborate w/special project department, ensure available holiday support resources- Purchasing Manager (FT), Cut Flower: research new partner channels, establish terms- Schedule property tours w/potential partner or owner & product manager- Analyze prospective partner options to assess profitability & risk- Promote CT marketing campaign, create new product promotion, report updates- Design merchandising display, implement partner incentive program- Promote customer satisfaction in adherence to NE’s standard service agreements- Proficient in AS400 (CRM) & Windows '98 OS

- Responsible for product satisfaction, order tracking, territory sales support & growth- Schedule 3 onsite, 5 conference call meetings p/wk for each salesman assignment- Quota attainment: +116% of plan (14 mth average)- Establish C-level relationships, cultivate key influencer targets, qualify warm prospects- Capture accurate updates to CRM, provide status visibility, report forecast to director- Maintain 75 calls p/day average, provide strong inbound customer service assistance- Resolve complex issues in a timely manor, troubleshoot from creation to resolution - Proficient G.P.S & C.O.I (CRM) systems, Microsoft Office Tools & Windows '95 OS user