Thom Ruseva-Mahan (Bs, Ma) Email & Phone Number

Scottsdale

Responsible for developing and executing a regional sales plan that includes outbound prospecting, lead generation and field sales engagement to help meet or exceed quarterly and annual sales targets. Identifying decision makers among the targeted leads or accounts to start the sales process. Emphasizing the Axon Ecosystem by promoting product features and benefits, discussing credit terms, quoting prices, and preparing sales orders.• President's Club 2020, 2021 and 2002• Exceeded annual quota in 2018-2022

Scottsdale, Az

Focused on prospecting and creative product marketing to drive sales of Workiva's Wdesk platform, services, and solutions. Targeted a select group of private and publicly traded F1000 companies through strategic conversations at all levels within these organizations. Objectives included penetrating new lines of business as well as expanding opportunities within the existing customer base to incrementally increase sales volume. • #1 sales performer in 2017 Q1 and Q2, 127% performance to quota.• Strategically managed accounts, pipeline, forecasting, reporting and communication through an extended sales cycle.• Followed up on qualified leads/contacts, asked technical questions and initiated detailed product discussions to uncover customer needs beyond what may have been initially obvious to the prospect. • Presented live web demonstrations of the Wdesk features to a variety of executives and key decision makers.• Maintained long term active engagement to develop strong relationships with existing customers.• Utilized a variety of strategies, e.g. phone calls, email campaigns, social selling, web-meetings, and referral mining.• Coached and guided a number of fellow account managers on product features and sales techniques.

Tempe, Az

Developed and executed B2B sales strategies for proactive cultivation of new business as well as targeting and growing existing customer accounts. Objectives were creating demand, building qualified opportunity pipeline, up-selling and cross-selling, forecasting and closing bookings. Products included web-based (SaaS) software specializing in remote access, remote support, toll free audio conferencing, web, video and mobile collaboration solutions.• Won President's Club for every full year with the company.• Exceeded quota for nine consecutive quarters, 169% overall average performance to quota.• #1 performer in global sales for 2015.• Followed up on inbound leads, qualified the opportunity, uncovered needs and provided a consultative sales approach.• Created strategic prospecting plans for territory development, working with higher level leaders within the company.• Proactively developed a variety of small and large deals, while focusing on closing deals with high likelihood of success.• Managed sales activity, pipeline and reports in SalesForce, acted as the SalesForce guru for the entire department.• Served in a formal structural mentor program, mentored a large number of new and existing colleagues, regarded strongly as the 'go to' person and trusted advisor for both product knowledge, and sales processes and techniques.

Tempe, Az

Led, trained, and coached teams of 15-20 skilled account executives to accomplish defined sales goals and targets. Objectives were training and supporting new and existing consultants; planning, assigning, and directing work; appraising performance; and rewarding and disciplining employees. Products included a wide range of web services and web management tools. Targeted a broad range of individuals and businesses in all industries. • Effectively managed, coached, and continuously inspired a team of 15-20 account executives.• Set and managed daily, monthly, and quarterly sales metrics and reporting.• Held team meetings and daily huddles to continuously communicate goals, progress and celebrate successes.• Modeled sales practices and techniques, as well as company values and culture, to new and existing consultants.• Created and carried out various sales motivational campaigns and training initiatives.• Worked with individual consultants to harvest and grow their skills and abilities, to improve sales performance.• Interviewed and hired sales consultants.• Carried out rewards, recognitions and disciplinary actions.

Phoenix, Arizona Area

Responsibilities included territory management of 20 plus employees, hiring, training, and motivating staff representatives. Trained Zone Owners, Area Coordinators and Field Representatives in company procedures and software including GeoPic Collector, Photoshop and Microsoft Office applications. Designed and created many of the training documents and presentations. Conducted classroom-style training sessions around the country for employees and weekly training sessions via webinar style online sessions.

Master Of Arts (M.A.), Global Management

Bachelor Of Science (B.S.), Technical Communications

Graduated Summa Cum Laude