Vanessa Masters Email and Phone Number

Pacific Gas and Electric Company, a subsidiary of PG&E Corporation (NYSE:PCG), is one of thelargest combined natural gas and electric utilities in the United States. Based in San Francisco,with 20,000 employees, the company delivers some of the nation's cleanest energy to 15 millionpeople in Northern and Central California.• Build deep, profitable and long-lasting relationships at all levels, including C-Level, to promote energy efficiency, demand response, peak day pricing options and environmental programs to customers.• Set and deploy local account strategy for each account in assigned geography (San Joaquin Valley) and effectively work with internal and external partners to deliver a consistent client experience focused on customer safety and satisfaction. • Act as the liaison between PG&E and its business customers, vendors, contractors, suppliers and community/industry based organizations to ensure quick issue remediation.• Develop joint business plans that create and drive joint ownership and accountability to ensure targets are achieved.• Increase customer's understanding of their energy usage through lighting, HVAC, refrigeration, business computing and other core PG&E programs.• Uncover key drivers and/or reasons for variances and proactively develop strategies to course correct and create sustainable and profitable energy efficiency.•Understand client objectives, challenges, and value drivers and explain and quantify purchase ROI.• Responsible for creating and executing business audits and conveying the Rebate & Incentive Program value proposition.• Participate in and coordination of a variety of business related community events.

Iron Mountain is a world leader in information management services, assisting more than 156,000 organizations in 35 countries on five continents with storing, protecting and managing their information. Publicly traded under NYSE symbol IRM, Iron Mountain is a S&P 500 company and a member of the Fortune 1000 (ranked: 675). Organizations in every major industry and of all sizes—including more than 97% of the Fortune 1000—rely on Iron Mountain as their information management partner for Records Management, Data Backup and Recovery and Information Destruction. • Assessed prospective and assigned customers’ current and potential needs, determined new revenue streams.• Developed and implemented strategies and business plans through understanding the customer business model and planning and decision making behavior.• Actively participated in territory marketing campaign initiatives in demand and field program generation and execution.• Increased net-new revenue streams through customer relationship building, objective and goal development and partnership strategy; continuously prospected to expand existing relationships and products of assigned accounts.• Engaged in frequent communication to ensure customers were educated on emerging industry trends related to their organizational information management needs.• Maintained a consistent pipeline that lead to meeting and exceeding of quota attainment; activities included: responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and extensive knowledge of Iron Mountain offerings.• Identified, sold and closed new areas of opportunity, securing resources and driving the sales process.• Managed early customer engagement through planning, implementation and on-boarding of new accounts.• Ensured early and increased adoption of Iron Mountain products and services to promote ongoing growth and overall retention of customer base.

• Managed 50+ assigned Fortune 500 customer relationships (appx. $6M) to ensure satisfaction and further growth.• Proactively managed new opportunity identification, upsell execution, renewal strategy, and issue management to enable growth and quota attainment.• Managed timely detailed responses to RFP’s, engaged in activity tracking in Salesforce.com, pipeline forecasting and competitive research.• Partnered with internal and external departments on renewals/RFP process by identifying gaps in current contract and understanding customer needs.• Negotiated pricing and SLA's as appropriate to drive customer retention strategy.• Performed customer needs & service analysis to make recommendations on pricing program and contract requirements.• Responsible for account profitability through leading negotiation process that ensured an acceptable, on-time outcome from a pricing, profitability, liability, operational, and SLA perspective.• Conducted customer analysis and compliance and issue trends assessments to develop strategies and business plans through understanding the customer's business model, value proposition and decision making channels.• Identified risks and performed root cause analysis to direct internal and external teams in issue resolution/corrective actions.

• Provided relationship management through consistent engagement of C-Level contacts within an assigned $3.1M account base comprised of Fortune 1000 organizations.• Identified opportunities to introduce new Records Management product lines or additional Cloud-based storage services to increase revenue across various business verticals.• Achieved customer retention by minimizing customer dissatisfaction and terminations. o 2011 Terminations Goal attained at zero terminations. o 2012Terminations Goal attained within allowable loss.• Managed existing contract terms, while participating in negotiations of new agreements, contract reviews and RFP’s.• Executed Quarterly Price Increase process by analyzing current price schedules and relationships to strategize for future pricing.• Collaborated with internal, cross-functional teams to increase service and account growth. o 2011 Book Growth Goal exceeded over target.o 2012 Book Growth Goal achieved within target.• Provided customer support by serving as a point of escalation for customer inquiries and issue resolution.• Ensured successful program implementation through the execution of various internal and industry-standard processes. • Performed regular business reviews with customers to maintain visibility and full comprehension of account to ensure maximized ROI and customer satisfaction.

• Implemented new company-wide Customer Relationship Management (CRM) System.• Managed an account base as primary contact of over 500 high profile accounts each generating over $5,000 in yearly revenue. • Designed Sales, Marketing, IT and Finance cross-functional teams to streamline internal pre to post-sales process.• Engaged in contract negotiations with prospective and current clients.• Created and delivered project and product presentations to management, colleagues, clients, and vendors.• Supervised client-specific adoption plans to increase product utilization.• Analyzed monthly account statistics, sales and retention efforts for accuracy and oversaw further account action.

• Primary liaison to a portfolio of 90 corporate accounts generating $5 million in annual revenue.• Drove deployment, adoption, training and retention of WebEx SaaS services within assigned portfolio.• Executed the delivery of new and/or existing products to clients’ cross-functional teams. • Top producer amongst peers in usage increase, revenue production and retention of accounts (10 out of 11 Qtrs).• Created and analyzed client account reports for internal and external strategic planning.• Performed onsite client demos, implementations and trainings.• Ensured Project Management accuracy to successfully execute projects from initiation through delivery.• Communicated project metrics to client and management in order to objectively measure progress.

• Solely responsible for daily management of assigned accounts from implementation to expiration.• Collaborated with sales professionals on all contract renewal strategies for assigned accounts.• Monitored client usage patterns to ensure proactive action regarding risks and/or opportunities.• Tracked, managed and resolved client service issues.