Tony Marcello Email & Phone Number

Toronto, Canada

• Recognized with the OnX President’s Club Award each year from 2011 to 2023• Responsible for selling technology, consulting services, and solutions required to build and integrate cloud, on-premises, and intelligent solutions that allow clients to significantly improve operational efficiency, mitigate risk, and reduce cost.• Working primarily with Global 500 financial services companies, takes a solution-selling approach using a hunter mentality to consistently exceed sales targets.• Builds and maintains trusted, long-term relationships with decision-makers at the executive level to continuously grow revenue and consistently deliver excellence. • Identifies and implements opportunities to generate new business through referrals.• Has deep understanding across a wide range of technology products and solutions, and focuses on providing specific solutions tailored to each client’s need.• Manages and generates revenue through complex go-to market strategies.• Works collaboratively with cross-functional teams such as marketing, operations, product development and channel/alliance partners to ensure client expectations are met and exceeded.• Delivers ongoing reports and sales forecasts.• Mentors, coaches and supports other team members in their pursuit of career excellence.

Toronto, Canada

• Responsible for new business development in the areas of cloud computing, applications built for sales and marketing, customer service and support, application development, and collaboration. • Worked primarily with Fortune 200 companies including Xerox, Ricoh, United Technologies, Delta Airlines, Young & Rubicam as their trusted advisor who tailored solutions based on their unique challenges and goals.• Generated new leads and managed the end-to-end sales process by using various prospecting efforts, qualified leads and used strong negotiation skills to close high-volume sales.• Addressed client pain points and helped to improve their business deliverables.• Strengthened client relationships through regular engagement and face-to-face meetings.• Provided valuable solutions using strategic value-based selling, business case definition, ROI analysis, references and analyst data.

Toronto, Canada

• Received various awards and recognition including: - The Manpower Award for Operational Excellence, Toronto Office in 2006 and 2008. - Achieving 34% YOY revenue growth in 2007. - Achieving 170% YOY revenue growth in 2008. - Obtaining 2 multi-year outsourcing agreements (1st in Toronto office history) in 2008. - Negotiating and closing a lucrative Honda Professional Services Contract in 2009.• Responsible for new business development in professional and consulting services specific to technology risk management, financial process improvements (including ERP upgrades/implementations) and internal controls (BMO Financial Group, RBC Financial Group, Royal & Sun Alliance)• Contacted prospective clients to establish rapport, uncover potential opportunities and solve problems.• Developed new market opportunities.• Provided exponential value to current customers by delivering excellent service and upsells.• Attended conferences, meetings, and industry events on behalf of the organization.• Developed customized quotes and proposals for clients. Presented proposals and negotiated sales offerings.• Ensured goals and quota were met or exceeded.• Mentored and helped to empower team members to develop their skills.

Toronto, Canada

• Received various awards and recognition including: - Xerox Rookie of the Year Award, Xerox President’s Club Award and Xerox Top Canadian Sales Executive of the Year for achieving 223% of sales quota in 2001. - Achieving 23% YOY revenue growth in 2002. - Xerox “Top Gun Award” (Best of the Best Sales Executives) in 2004 - Xerox Top Sales Rep in Financial Services in 2005. - Xerox President’s Club Qualifier in 2003 and 2006. • Responsible for new business development in the areas of hardware, outsourcing services (including people, processes and technology) and document management software & solutions within the Financial Services Industry (CIBC, BMO Financial Group, Intria Items Inc., Dynamic Mutual Funds).• Developed and maintained long-term relationships with customers to ensure ongoing success.• Identified and attracted prospective customers, uncovered opportunities, identified and addressed specific needs and negotiated contracts• Collected and analyzed sales data and trends

Denver, Co

• Negotiated claim settlements with policyholders, lawyers and third-party representatives• Acted as a Subject Matter Expert for arbitration and court hearings.• Documented claims file by accurately capturing and updating data/information in compliance with best practices for claims.• Exercised judgement to determine liability by gathering and analyzing relevant facts.• Determined policy verification and coverage determination by analyzing applicable coverage for claims and determining whether the loss falls within the coverage. • Resolved claims in a timely fashion by developing case strategies and escalating issues when appropriate. • Performed ongoing reviews throughout the claims cycle by estimating and validating the value of claims.• Negotiated settlements by establishing appropriate negotiation strategies and utilizing available tools and resources. • Provided a high level of customer service by proactively communicating information, responding to inquiries and following customer protocols. • Participated in claim reviews or other customer marketing efforts. • Managed expenses by working within vendor approved networks and managing any scope of work which was assigned to outside contractors.• Followed and adhered to legal compliance• Reviewed files for red flags and refer to SIU when appropriate for further investigation.• Contributed to the organization’s profitable growth by providing risk insight, information and trends.

Honours B.A., Economics

Geography